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Inspiration

Turn mishaps into learning experiences

n addition to preparing for the holiday season as may require a minor (or perhaps major) alteration to
2018 draws to a close, many of us are also reflect- your standard sales approach. Perhaps the promises
ing on our results for the past year. We ask whether you are making at the time of sale are unrealistic. For
I we met our goals. If so, we want to know what to instance, promising to have a new POS system up and
replicate for even better results in 2019. If we didn't do as running on a date that team is unlikely to be able to
well as expected, we want to get to the heart of the real meet only leads to disappointment on the merchant's
problems and remedy them. side and stress on yours.

All of us make mistakes along the way. Part of succeeding 5. Verifying your own equipment inventory or
and innovating is to learn from those mistakes. It's an calling your bank service provider before your sales
ongoing process. presentation will allow you to confirm which program
features and rates are applicable.
In Good Selling! SM: The Basics, Paul H. Green, founder of The Listen and learn
Green Sheet Inc., wrote that while we all make mistakes,
repeating them, or failing to learn their lessons, "will lead Green also advised applying what you learn about
you nowhere." He suggested careful examination of the one type of mistake to other areas of your business, if
causes so you can "improve your overall approach and applicable. "If your mistake is the result of poor listening
keep repeat errors to a minimum." skills, practice listening without interrupting during all
Diligent analysis, corrective action of your conversations," he wrote. "Poor listening skills
can adversely affect your life and business in all areas."
He then offered five steps to turn mishaps into learning The remedy? Spend more time listening than talking to
experiences, as follows: reduce errors and misunderstandings.

1. Research the mistake diligently. The root of a mistake Another pointer from Green is to examine any deviations
or lost sale may not be what appears most obvious. from your standard sales approach. "Routines are an
Uncover every factor that contributed to the problem. essential business strategy both to reduce mistakes and
The obvious cause may be hiding other factors that to improve efficiency," he wrote. "Once you've established
need to be addressed. your routines and sales approach, vary from them only
when absolutely necessary."
2. If you lost the sale because you sold the wrong
service/platform, get an update on the service offerings Of course, being an entrepreneur is a creative endeavor.
your company now has in place. Flexibility is required to meet the demands of today's
payments biz. We just need to keep in mind that it's what
3. Many sales mistakes can be eliminated by annually we learn along the way that determines the degree of our
attending your equipment, check or bankcard provider success.
training. Consider calling to register for the next
training seminar.
4. Analyze your standard sales approach. Look at your
routines. Is there a recurring pattern of problems or
mistakes? The correction and elimination of mistakes
Kate Gillespie, President and CEO

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