Page 8 - GS181101

ReadersSpeak

Telesales versus in-person sales nately, we cannot say which is better
for you, because much depends on
was wondering if you have advice on which works better: in-person sales the verticals you're targeting, your
or telephone sales? It looks like some ISOs favor face-to-face interaction geographic reach, your ISO's busi-
with merchants and others focus almost entirely on phone sales. I want to ness model and your own personal
I know what gets the best results. strengths and preferences. In 2014,
Garrett Byers Aaron Nasseh, CEO of Finical Inc.
Merchant Level Salesperson (formerly known as Prudential Pay-
Garrett, ment Systems Inc.), wrote an infor-
mative three-part series on this topic
Your question is central to the payments business. Every MLS must decide titled "Which sales model is right for
whether to do in-person or phone sales, or a combination of both. Unfortu- you?" The links to those articles fol-
low:
Part 1: www.greensheet.
com/emagazine.php?issue_
number=140202&story_id=3896
Part 2: www.greensheet.
com/emagazine.php?issue_
number=140302&story_id=3929
Part 3: www.greensheet.
com/emagazine.php?issue_
number=140502&story_id=3994

You also might want to check out
"Phone appoints vs. face to face sell-
ing merchant services," a blog post
by James Shepherd, the co-host, with
Patti Murphy, of the Merchant Sales
Podcast and founder and CEO of
CCSalesPro. Here's the link: www.
ccsalespro.com/phone-appointments-vs-
face-face-merchant-services .Another
option is to use the search function
on our home page to look for articles
containing "telesales," "phone sales,"
"face-to-face," "in-person," etc., and
you'll find a range of perspectives
offered by industry experts over the
years.

And from our home page, access our
MLS Forum. It's a place where indus-
try veterans and newbies alike pose
questions, help one another clarify
the issues of the day and encourage
best practices. All of these resources
should help you evaluate what ap-
proach you want to adopt.
Editor

Questions, comments welcome
Do you have a question for us? Let
us know. How about an opinion
to share? Consider sending us
perspective that shares insights, tips
or pet peeves in 300 words or less.
We look forward to hearing from
you at greensheet@greensheet.com.
8