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Education

always and guaranteed) Sales fail for many reasons, most of which are out of your control. After all, you
• Do I tend to be sarcastic, or can’t make anyone sign an agreement. You can, however, control the words you
flippant, during conversa- use. Choose them carefully and with intent. Remember, words can kill.
tions?
• How fast do I talk? Have I Jeff Fortney is senior vice president of business development and partnerships for TouchSuite LLC, a
been asked to repeat some- fintech company providing POS systems, payment processing, SEO solutions, working capital and
thing I’ve said? 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
Use your answers to identify deal new business to drive strategic growth. He can be reached at jfortney@touchsuite.com.
killers. There is nothing wrong with
using common words or phrases –
if they fit the conversation. A word
such as “fit” is one example of a com-
mon word that doesn’t impact a sale Are you tired of the Churn and Burn techniques Processor’s use?
– when used appropriately. Still, if
a word is used too often, prospects
don’t fully comprehend conversa-
tions; their attention gets stuck on
the repeated word or phrase. Every-
thing else that is said is lost to them,
as is the sale.

Absolutes can break trust
The key to any sale is to build trust.
That is a long process and can be de-
railed by using an absolute phrase
like, “I guarantee we won’t be under-
sold” or “I never have one fail.” Both
may be true today, but you can’t pre-
dict the future. Merchants know this.
There is nothing wrong with saying,
“I don’t believe that …” or “I don’t
anticipate …” but not absolutes – un-
less in writing. Guarantees, prom- Tired of Feeing Like Another Number?
ises and other absolutes like “never”
stand out to merchants, and do seri- Let’s be realistic. We’re tired of hearing impossible promises, because in
ous damage to trust that was devel-
oped, or would have grown. the end, they will just throw you into the fire.
We make careers!
A presentation is no place for sar-
casm. There are ways to lighten the The Merchant Store Promise:
mood, such as telling third-party • 60 - 80% commission
stories that can be self-deprecating, • Transaction fees: 4 cents!
but they must be to the point and not • $5.00 service fee
change the tone of the meeting. If a • Up-front bonus ( does not effect split )
comment might offend anyone for • True revenue sharing!
• Wholesale equipment pricing!
any reason, don’t say it.
• Free Terminal and POS placement options!
Remember that people comprehend • And, one-on-one support, when and how you need it!
what they hear at different speeds. Real partner solutions for Career minded agents!
Some find faster talking individuals
difficult to follow. As a result, they
stop listening. The solution is simple: To setup your custom agent program,
if it feels like you are rushing to get TheMerchantStore Contact us at: 844.898.2884
everything out, you are going way to Minding your business or Visit our website: MerchantCoOp.com
fast. Pause intentionally during con-
versations. This alone will slow your LIFETIME RESIDUALS :: UP-FRONT CASH :: WHOLESALE EQUIPMENT
pace.

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