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Inspiration

A good time to refresh that pitch

anuary is when many people revamp aspects provide real solutions to new problems. And find case
of their lives and businesses, aiming to reach studies that back up your claims.
new heights in the coming year. For ISOs and
J merchant level salespeople this can mean reex- In "Five-step plan for cross-selling to merchants," The
amining a sales presentation that has grown so routine it Green Sheet, Oct. 23, 2017, Womply's Barry Davis, wrote,
comes across as more canned than inviting. "When cross-selling, you have to be able to put the product
into the context of everyday business problems. The best
That isn't to say routines are bad. "Routines are an essential way to do that is to use data and case studies in the sales
business strategy both to reduce mistakes and to improve process. Merchants want validation and social proof.
efficiency," Paul H. Green wrote in Good Selling! SM: The Case studies show that other successful businesses are
Basics. I agree. However, it's important to avoid falling using the product and getting results. Data adds objective
into ruts that prevent you from interacting in a fresh, backing to an otherwise subjective sales pitch."
authentic way.
Prepare, then listen
So, how do you evaluate and revamp your sales pitches? Before setting an appointment, ascertain whether now is
Here are some ideas:
the right time for the prospect to engage with you. Then
Be informed, up to date do research so you arrive with a good sense of what the
merchant's issues are likely to be and how you can address
Stay informed about shifts in the overall business them.
environment, and in payments specifically, that signal
certain popular approaches have become turnoffs for the Then, when you're on the scene:
majority of prospects. One case in point is the hard close.
Listen well; don't lecture.
"Thanks to the Internet, the buyers of today now have Keep it simple and short; don't overwhelm.
an unlimited amount of information available at their Be flexible; let your prospects interrupt you.
fingertips," tech writer Maria Waida stated in a November
2017 Zendesk Sell blog post "They're less likely to respond Be curious; seek feedback.
to a pushy sales pitch since they're far more educated Provide good reasons why the prospect should work
on their available options. Instead of trying to convince with you.
them why your solution is superior, engage in an open Show genuine regard for the merchant.
dialogue."
Be willing to walk away if it's not the right fit.
Also, make sure your pitch is current in every aspect.
Know your products and services inside out. Your And remember to get help when you need it. We are a
statements need to accurately reflect your company's community of payment pros. You never have to go it
offerings, so that your ISO and processor can deliver what alone.
you promise. Every detail must be correct.

Reflect on what merchants have told you recently about
pain points. Determine if new issues have come up, and
research how your company can help, so you'll be able to
Kate Gillespie, President and CEO
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