Prior to converting a prospect to a customer, four decisions must be made in your favor which will culminate in the decision to buy. If you build your presentation to lead the prospect through this decision making process, you will close more sales and make more money. Enable your prospects to decide:
Need
The first step in any sales process is to enable the prospect to perceive a need for your product. In the Financial Services Marketplace this can often be accomplished by showing merchants how your product will increase their sales. Check Guarantee, bankcard, and debit card acceptance are all Plus Sales opportunities for retail merchants. Show them how this works.
You
After you've defined "The Need," your next step is to convince merchants that you have the answer. With 3,700+ ISOs vying for your sale, how do you set yourself apart from the crowd? You can offer merchants a faster approval process, guaranteed leasing, an electronic floor plan, or 24-hour customer service. Perhaps you can speak their languageóthis can mean anything from brushing up your high school Spanish to learning to speak techno-ese. Find some way to set yourself apart from the crowd by offering more, better, faster.
Right
In a commodity marketplace, convincing merchants that your price is right can be your biggest challenge. Unbundling your products and services can enable you to do this while making more money. As an ISO you can fill your black bag with the best programs available. Check out The Resource Guide if you're short on product offerings and getting beat-up on rate.
Now
Since you've already established this Plus Sales opportunity, it's simple to show merchants that Time = Money. Signing now will lead to more sales now (and if you can program the terminal now, all the better).
Plan your pitch so that merchants say, "I need you right now."
