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ChapterTitle
Education

suppliers' concerns of price perception when they believe
they have sufficient, less costly payment alternatives to
credit card acceptance? Few prospects I've sold to
Use all available resources
have ever said, "We are so
For today's sales professionals countless resources are
available to enhance selling skills, motivation and learning. glad you're here; we've been
Using the excuse that you did not receive adequate waiting to buy from you."
training from your ISO will only go so far. Personal and
professional development that should lead to success and
advancement is your responsibility. Selling, as interactive
as it is, can be a lonely profession. Surround yourself with
like-minded, positive people who can add to your success. Note: No one was hurt in the process of pushing out the
plane. By all accounts, the passengers arrived at their
B2B selling is a far cry from selling an owner of a destination and the aircraft flew for many more years.
restaurant who has little choice but to accept plastic at Phew!
their restaurant. We cannot avoid nos, but we can reduce
them by becoming experts in B2B payments of all types.
Separate yourself from your selling competition; make Roger McNamara, president of Guide2Interchange LLC is a 25+-year
yourself smarter with the right resources. The better you veteran of the payments industry, most recently as the director of busi-
become at your craft the less rejection you will receive, the ness development with American Express Co. in the United States. He has
increased success you will have, and the more trust and sold more than $200 billion worth of card processing and now leads a
respect you will receive from your colleagues and clients. B2B merchant sales training organization. Contact him at guide2inter-
If you do this, you won't have to run for the manual an change@gmail.com or 561-379-3151.
hour before takeoff to figure out how you will get the B2B
job done.

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