To All Sales Level Professionals

How to make the most out of career and make the Real Money

I often read The Green Sheet, and I know that there are many ideas and views top executives have of the sales professional. Sales is one of the most important aspects of a business' ability to make money; if it were not for sales, not too many companies would be in business.

I have hired many individuals in the past few months. I see many flaws and would like to work on and share great ideas to help you make extra money.

For one, I don't think some of the individuals in the industry think and work hard enough to make that extra sale and go that extra mile. I do not know if the following will serve as motivation for you or not, but this is what I think:

First, if you are in sales and understand that the sky is the limit, then you would be eager to wake up each day to make money and have the great feeling of satisfaction. I see many individuals go through life, working 9 to 5 and not thinking out of the box. They aren't networking and working their leads from existing merchants.

I have been in the merchant services business for 2+ years and was approached by a friend who is a very well established ISO. After seeing how Wall Street works and how these sales professionals make millions, I understand it is nothing more than being greedy and ambitious.

To be honest, I can sit here and tell you how to make a million dollars, that it is not that hard in this industry if you put your heart behind your motivation. (But I am not going to give you the tricks of the trade unless you are willing to give this 100% of your efforts.)

When you work on commission, it is you vs. the next guy. Don't take 'no' for an answer, and don't let yourself get hung up on. If you are, then you have to change your approach.

In sales you have to do what is necessary to get the sale whether it is the rate or just taking this to a personal level with each new prospect. But it can be done. You have the power, you are offering them the savings and the expertise-remember that.

I talk to so many people who have never even heard of interchange. When you work you have to be knowledgeable on the products and, of course, on your cost and how the business works. Since knowledge is power, without power you have nothing.

I think that you should be so motivated that you should want to work until 6, 7, 8 p.m., if you want to make the real money. Unless you are satisfied with your income and happy with the portfolio you have built, then keep up the hard work.

There are so many different ways to go about getting referrals and new accounts without having to cold call to optimize even more new accounts. There are so many different ways to start a profitable referral business and partnership.

I have many stars I have worked with that are now closing huge accounts and making the real money. No matter if they are selling merchant accounts or selling a car, the rules are all the same. Sales is sales, and you should be able to sell water to a whale. If you are driven, eager and want to make the most out of your career, feel free to contact me.

Best wishes,

Brian A. Roth

rothba@aol.com