Tales Of Sales Experience
People say, "NO," because they don't KNOW. Qualify, qualify and always ask for the order.
Be aware of all buying signals and know where your sales opportunity is with each prospective customer!
Since the credit card and check processing industry has proven to be lucrative and competitive, playing on the same field with the competition is always challenging.
You must be familiar with their rates and prices. What are their strengths? How about their weakness? Seventy-five percent (75%) of the sale is generally executed by being the first person in contact with the prospect. Make a first and lasting impression of yourself and the company you represent.
As an example, an existing merchant of ours who processes an annual credit card volume in excess of $1,000,000 was sold on our services and our ability to support them today and tomorrow. This generated the sale-not our price! Our competition may be less expensive, but can they support the customer's demands today? Will the support be there tomorrow?
Price is rarely an issue once you can effectively demonstrate how your customer will benefit while doing business with you.
Remember, never quit on the one yard line!
Michael L. Mattos
Director of Sales
Bancard Systems, Inc.
Want to see your name in print? The Green Sheet is looking for "Tales of Sales Experience." It's a jungle out there, tell us your adventures on the selling blacktop. What advice do you have for dealing with the natives? How can other Sales Professionals avoid the land-mines and quagmires that lurk along the selling process? Share your insights, experience, and hard-earned knowledge with other readers. Stories should be 100-150 words in length. Hardcopy and handwritten submissions will be accepted. The Green Sheet will PAY you if we use your story $50 for handwritten submissions and $100 for typed or computer formatted stories. Send your submissions to Julie O'Ryan, Associate Editor, via e-mail greensheet@greensheet.com or snail-mail at P.O. Box 6008, Petaluma, CA 94955-6008.
