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Education

a restaurant during lunch hour isn't Once you've completed these steps, commit to honoring your pay line – and
wise. Nor can a salesperson be ef- keep it. As the year progresses, the specific times of day may vary, but if you
fective for eight or nine hours a day. commit to staying on the right side of the pay line, success is sure to follow. Or
The pressures of selling can be tax- as my Grandma would say, "You will be smiling and drinking lemonade."
ing, and, when reps are tired, success
rates drop.
Jeff Fortney is senior vice president of business development and partnerships for TouchSuite LLC, a
fintech company providing POS systems, payment processing, SEO solutions, working capital and
Planning on an average maximum
selling time of six hours a day is a marketing services to small and midsize businesses. A long-time payments industry professional
and mentor, Jeff focuses on strengthening and developing corporate partnerships and evaluating
common and effective time struc-
ture. Some believe that isn't enough; new business to drive strategic growth. He can be reached a jfortney@touchsuite.com.
others feel it's too much time. The
exact time allotted is purely based
on each individual. But it must be Are you tired of the Churn and Burn techniques Processor’s use?
dedicated to selling, and it must be
consistent.
Sales versus non-sales activities

The next step is to identify what ac-
tivities are not pay line, so you can
avoid them during selling periods.
Obvious examples are completing
reports, merchant support issues
and others that do not drive sales.
They may be important (especially
merchant support issues) but unless
they are emergencies, these should
be done outside of designated selling
time.

After identifying the primary non-
pay line activities, make a list of
valid sales activities. These include
direct and indirect sales activities. Tired of Feeing Like Another Number?
Include face-to-face calling and call-
ing that isn't in person. Also include Let’s be realistic. We’re tired of hearing impossible promises, because in
researching potential opportunities, the end, they will just throw you into the fire.
email campaigns, building a referral We make careers!
network and any activity that has a
direct relationship to selling success. The Merchant Store Promise:
• 60 - 80% commission
Lastly, to help delineate appropriate • Transaction fees: 4 cents!
sales times, consider your marketing • $5.00 service fee
targets. If you are calling on retail, • Up-front bonus ( does not effect split )
for example, it may be best to work • True revenue sharing!
with those clients shortly after they • Wholesale equipment pricing!
open or during their slower times, • Free Terminal and POS placement options!
which will vary by the merchant's of- • And, one-on-one support, when and how you need it!
ferings.
Real partner solutions for Career minded agents!
If you are targeting multiple mer-
chant types, factor in the best times To setup your custom agent program,
for each. Doctors, for example, usu-
ally see their pharmaceutical reps TheMerchantStore Contact us at: 844.898.2884
Minding your business
in the morning right after opening. or Visit our website: MerchantCoOp.com
This would seem a good time to see
you, too. LIFETIME RESIDUALS :: UP-FRONT CASH :: WHOLESALE EQUIPMENT

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