In last couple of weeks, James Shepherd has spoken with over 100 agents, ISO owners and processing executives and it is obvious from these calls that cash discounting is the hottest trend in merchant sales. At the end of today's podcast episode, James shares 4 keys to selling cash discounting. You will hear an opening pitch that is working in the field as well as rebuttals to the most common objection, "My customers will be upset and I will lose business." We start off this week's episode with 4 great questions from the field including how to get started selling merchant services and how to compete with software providers. The insider's report contains keys to building a profitable, long term book of business that has resale value and you will not want to miss this great information from Patti Murphy.

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Merchant Sales Podcast

August 20th, 2018

The Power of ACH and Non-Card Payments

Patti Murphy gets us started with some amazing statistics about cash and ACH Payments that will surprise you! Then James jumps in with questions from the field, including a great question about residual buyouts. They also discuss if selling for one ISO is the best strategy. They end the podcast with an interview that will take you back to the early days of check payments and help you understand the world of ACH payments.

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Merchant Sales Podcast

August 13th, 2018

Disruptors and adjusting to competitive threats

This episode begins as we interview Dee Karawadra, CEO of Impact PaySystem and an experienced industry professional and entrepreneur. In addition to the interview, Patti Murphy from the Green Sheet gives us the Insiders' Report. She talks about disrupters and adjusting to competitive threats inside and outside the industry. I answer some questions from the field in conclusion - including a conversation about choosing an eCommerce provider and how to sell merchants who say a friend or family member services them.