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You don't have to be a robot to tow the company line,
The very point of sale especially in this age of personalization. I know it may
sound disingenuous to say, "be yourself," but there are ways
in which sales trainers can cultivate authentic, one-of-a-
kind MLSs. Recognizing that salespeople are independent
by nature would be a good place to start.
Improve your odds
Ups, downs and run My favorite advice from a sales trainer is, "Don't get mad,
get fascinated." As service industry professionals, we have
arounds of selling endless opportunities to get fascinated out there. In selling
and in writing, I've learned to balance the good with the
bad by not jumping to conclusions when things go wrong.

By Dale S. Laszig Keep an open mind, because stuff happens; there may be
reasons why someone turned you down or didn't show up
DSL Direct LL to an interview or sales call.
oviegoers know the expression "be right
back" is code for you'll never see me again. Selling is not just a numbers game; it's
In a similar way, certain triggers in merchant a probability game. If you're jumping
M services can foreshadow a lost sale. For me,
it was being offered a free drink. After a few of these inci- through a lot of hoops to win new
dents, I began to notice that merchants who encouraged me business, you may want to rethink your
to drink "on the house" had gotten their banks to meet or
beat my proposal. strategy.

Most merchant level salespeople (MLSs) have similar
stories to share around the campfire. But let's recognize Getting fascinated also keeps the focus on other people
the real losers in these transactions. Merchants who play instead of yourself and makes things less transactional, a
us lose more than they gain. Their processors could have critical skill for MLSs and journalists alike. When you care
proactively upgraded services instead of reacting to a about the facts, you can deliver a targeted solution or get to
competitive offer. These merchants chose to stay with their the heart of a story. People tend to tell you what they think
existing providers instead of partnering with an MLS with you want to hear. Reading the room and watching body
deep knowledge, analytical skills and tailored processing language can help you capture the subtext of what they're
solutions. saying.

Veteran MLSs will tell you that selling is a numbers game. Author and keynote speaker Susan Roane believes that
Keep a full pipeline of prospects to improve your odds people who pay attention to others increase their own
and keep your eye on your long game, they advise. This opportunities. In How to Create Your Own Luck, Roane
will improve your closing ratios and disperse your focus wrote that things happen because we: are open; observe
from someone who turns you down to a broader field of a situation; take action; lend a hand both literally and
qualified, deserving customers who would appreciate the figuratively; determine that our agenda was not as
value you can bring to their companies. important as helping a stranger or friend; pay attention;

Listen to sales trainers listen to others; and talk to strangers.
Most entrepreneurs and salespeople enjoy controlling It's worth remembering that selling is not just a numbers
their own destinies and paychecks, but not everyone has game; it's a probability game. If you're jumping through a
this luxury. Imagine having no direct control over your lot of hoops to win new business, you may want to rethink
performance. Sales trainers, for example, do their best to your strategy. Spend more time with merchants who
influence salespeople and may even ride along on sales appreciate you and understand your value proposition.
calls. But ultimately, it's the trainees, not the trainers, who This will improve your odds of developing long-term,
are responsible for a training program's success. profitable relationships based on integrity, trust and
mutual respect.
Considering how much a sales trainer has invested in your
success, it might make sense to listen to his or her message. Dale S. Laszig, senior staff writer at The Green Sheet and managing
I've been exposed to all kinds of programs, some better director at DSL Direct LLC, is a payments industry journalist and content
than others. The best ones allowed me to be myself and the provider. She can be reached at dale@dsldirectllc.com and on Twitter at
worst ones tried to remake me into a chat bot who looked @DSLdirect.
and sounded like everyone else in the company.
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