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Views S Spotlightpotlight I Innovatorsnnovators

The very point of salery point of sale
The ve Just for fun, I'll share his recipe for killing a deal:

Ask me what I like about my current payments
acceptance methods so you can tell me why I'm
wrong. Educate me about how you can fix things,
then embed your proposal in a DocuSign agreement
Bad selling, good lesson that prompts me to sign on every page. Invite me to
participate in new recurring revenue streams while
By Dale S. Laszig explaining how you will fully control my payment
flows because you know what's best.
DSL Direct LLC
Not a good look. I suspect the MLS could improve his
s salespeople, we tend to reward others who are closing ratio by hiring someone else to sell for him,
good at selling and punish those who break the someone who doesn't begin a sales call with insults.
rules. But some people are in a class of their own, Like my favorite Joe Diffie song, I sometimes want to
A like the merchant level salesperson (MLS) who ask, "Is it cold in here, or is it just you?"
informed me that I'd soon be out of business unless I accepted
his offer. Terrible warnings

Never mind that most of my clients pay by ACH or check or that While the MLS wasn't a shining example of diplomacy,
I've managed to prevail at a time when millions of other small he was indeed a terrible warning of what we look
businesses have closed. He could have praised my resilience like when we put ourselves ahead of our customers.
but chose instead to traffic in fear by exploiting COVID-19 In a way, I'm grateful to hold up that worst case
and its economic impacts. He then proceeded to do the exact scenario as a reminder that payment processing is a
opposite of everything we're taught in Sales 101. relationship business, and relationships are not once-
and-done events. They take work, constant tweaking
and active listening.

It's common knowledge that salespeople are the
easiest people to sell, because they know the
playbook. When a salesperson does everything by the
Payment Solutions book, salespeople just have to say yes. My husband
saw this in action when we were car shopping. The
For App Developers salesperson nailed it by making the sale all about
me. He listened to my preferences and concerns and
tailored his presentation accordingly. He played a
fitting counterpoint to my other example, whom I
eProcessing Network provides will call Mr. Wrong.
payment solutions that intergrate
directly into web pages, shopping Mr. Wrong's most egregious failure was bigger than
carts, third-party software, any of the small mistakes he made in the presentation;
and mobile apps for both iOS it was the simple fact that he didn't care enough about
me to consider things from my perspective. This is a
and Android. common pitfall for salespeople and journalists alike.
In both cases, mastering our profession requires us
ePN’s FREE Developer to examine people and issues from multiple points
Support Center provides of view.
online documentation, I do agree with him about one thing, however: trying
sample code, and support to sell me processing was a waste of time.
for registered developers.
Dale S. Laszig, senior staff writer at The Green Sheet and manag-
ePN has payment options to fit all of ing director at DSL Direct LLC, is a payments industry journalist
your merchant’s needs and content strategist. She can be reached at dale@dsldirectllc.
com and on Twitter at @DSLdirect.
(800) 296-4810

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