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AI selling: Instead of getting deep in the weeds on pricing, send a
secure link to your prospect's connected device. Let them
run, don't walk create a proforma on the fly by uploading statements or
entering basic data, and let artificial intelligence do the
rest. Your digital assistant can show prospects how to
lower costs and boost profits while you stay engaged and
focused on relationship value.

In merchant services, the way you demonstrate value
and differentiate from competitors begins and ends with
technology. Why not harness advanced AI to close sales
and open relationships?

Selling 4.0. isn't about locking someone into a contract
or making them dependent on you. It's about forging
a true partnership of equals. It's about providing tools
and technology that enable merchants to control their
businesses from anywhere.
Digital fluency

Merchant level salespeople (MLSs) were digital
before digital was cool. As companies embrace digital
transformation in the post-pandemic era, MLSs have a
strategic advantage as one of the earliest groups to promote
Adrian Talapan digital solutions, payments being just one of them. Even
Fee Navigator payment transactions have evolved from authorization
and settlement to agile, transparent interactions.
f you're selling merchant services, you've probably
heard you're only as good as your last sale. Sales As we evolve from standalone POS to integrated systems
managers in the 21st century aren't looking back; and software-as-a-service, merchants are becoming
I they're looking ahead and expect their teams to do more technically savvy and MLSs are becoming more
the same. consultative. The digital commerce ecosystem is built
on open source communications, APIs and advanced
automated technologies. It takes more than industry
There's been a paradigm shift in how we sell products and knowledge to succeed. It takes digital fluency.
services and communicate with customers and prospects.
Want to demonstrate the power and reach of your services
You've probably heard of the "race to the bottom," when and improve your closing ratio? Let your tech help move
your sales pitch is all about price. It makes sense to the conversation from presentation to application signing
lead with value-added services and vertical industry in these proven ways:
knowledge, but at some point your prospects will ask
what these services cost. You need to be ready. • AI-powered instant merchant statement analysis:
Send a personalized link to your prospect to gen-
Don't let anyone tell you price is a bad thing. Businesspeople erate an instant analysis or offer this capability on
care about the bottom line and make decisions daily based your website. This will demonstrate your techni-
on price, bringing previous experiences and expectations cal know-how and ability to deliver services on de-
to the table. If you look uncomfortable, embarrassed or mand.
unsure about your offerings, your prospects will probably
feel the same way and may even wonder what you're • Calculators: Share a calculator with your prospect
hiding. to help them evaluate options, and use predictive
analytics to guide decisions on pricing and service
Selling 4.0 models.

As every salesperson knows, being asked, "how much?" is • Integration with everything: Merchants use differ-
a bonafide buying sign. How you respond in that moment ent systems, and your ability to deliver the custom
will make the difference between a yes and maybe. solutions they need—fast, cost-effective, and se-
Here's the challenge: payment processing is complicated. cure—makes the difference.
Transactions are evaluated and priced individually, in real
time, by complex rules engines and interchange tables. • Instant customized offers: Maintain momentum
and confirm discussion points by sending an in-
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