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Education

Nobody is born a merchant I'm not a fan of sales scripts, but a well-prepared script and
knowing what you want to say may help you feel more
level salesperson (MLS) expert; confident and at ease during your sales pitch. Use your

we learn as we go, we move on, script as a guide, but don't sound robotic or read it word
for word.
and it is perfectly acceptable to Move prospects to action with stories

laugh at yourself. Make sure you're always selling yourself. During every
cold call or meeting, you have the opportunity to show
prospects that you are an experienced, trustworthy
Use a free, stellar cold calling resource salesperson who genuinely values their business. Having a
friendly conversation with a merchant and demonstrating
Be sure to do your homework and research the potential genuine interest in helping them and their business can
merchant before stopping at their business or before help you persuade them to see things your way.
picking up the phone. At the very least, find out who the
company's decision-maker is and what their position is. People are much more likely to remember stories than
facts. As a result, it's critical that you purposefully share
You are probably wondering how you would find that stories with your merchants and prospects and make
information. Reference Solutions, formerly ReferenceUSA, every effort to help them understand why you do what
is an online database of over 16 million U.S.-based you do.
businesses. It is my favorite resource and my colleagues
and I use it extensively. If your local, public library provides According to Simon Sinek, an author, motivational speaker
online resources, as the majority do, Reference Solutions is and marketing consultant, people will work for "what" but
going to be available, and it's free when accessed through will die for "why," so choose your words intentionally. The
a library. words you choose will influence how people feel. Make
your prospects feel something because emotions will
If you want to learn more about a prospect, decision- drive them to action.
maker, or prospect's annual revenue, Reference Solutions
is an excellent resource. Consider this my early Christmas
present to you. Natasa Cvijanovic, co-founder and CEO of Tesla Payments, has a proven
track record within the payment industry of cultivating successful rela-
The database also includes information on your prospect's tionships with ISOs, MLSs and strategic partners. In developing national
competitors, so if you're targeting a specific niche, this sales channels, she provides training and coaching to sales partners to
resource also includes information on your prospect's enable them to become better business partners and advocates for their
local competitors. This will not only fill your pipeline with merchants, and to assist them in building portfolios producing steady
high-quality leads, but it will also provide a wealth of residual streams. She is also dedicated to consistently delivering high
background information and details on any business. I levels of professionalism, integrity, dependability and trustworthiness.
can't emphasize enough how much we value and rely on Contact her at natasa@teslapayments.com.
this resource.
Stop pitching, start solving problems Call me today!
Let me help you
Engaging in small talk is perfectly acceptable. It's
an important part of establishing rapport and being with your
approachable and friendly with your prospect. Before advertising
selling your services, small talk can help you to determine
whether you're talking to the right person and gauge their success.
level of interest.
707-284-1693
And be sure to avoid launching into your pitch as soon as
someone picks up the phone or you enter their business.
When it comes to pitching content, instead of listing the
features of your products or services, which I refer to as
"data dumping," focus on how you can help your prospect.
Merchants are only interested in how your product or
service solves their problems, simplifies their lives and R R
improves the efficiency of their businesses. If you can ick Aston
effectively communicate this, you will close a sale or, at Senior Media Partnership Specialist
the very least, secure a meeting. Rick@greensheet.com
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