Believe it or not, we can change how people read us by changing how we view ourselves and what we’re doing. Think of clients as a partner rather than a target.
Clif Reichard wrote in the Harvard Business Review: “Many sales organizations do little to create an emotional connection with prospective customers and concentrate instead on hype-filled sales pitches.” This is probably the most important sales tip, not only for payment processing but for sales in general.
2. Slow Things Down a Bit
No matter what social encounter you find yourself in, there are these sets of guidelines we must follow in order to get along with people. One of the fundamental rules of engagement that seems to repeat itself in almost every social situation is taking things slow.
A good example would be going on a first, second, or even third date with someone. No one in their right mind is going to meet someone on the first few dates, sit an engagement ring on the table, and begin listing all the reasons why you’re prime spouse material. You can be sure that you’ll get pretty much the same response a lot of salespeople receive as soon as they jump into their robotic sales pitch.
3. Know Your Product as If You’re the One Who Made It
Memorizing some lines or being able to list a bunch of technical mumbo-jumbo that even you don’t fully grasp makes it pretty obvious to your prospective buyer that you wouldn’t buy what your selling.
When someone like Elon Musk gets on stage to sell his innovative products, he does so with pure conviction. Musk convinces people around the world that he created these products because the future of the world as we know it depends on them.
Rarely do you hear Musk getting all techie with his audience because he likely knows most of the people either don’t care about the tech stuff or wouldn’t understand it to begin with. He focuses on the problems the average person is concerned with and offers solutions.
4. Build Long-Lasting Relationships
Just because you finally sold some guy or gal a point of sale (POS) system doesn’t mean the sale is over – it’s far from over. More than likely, he or she belongs to a community of business owners they can refer your merchant services to in the future. But the only way that will happen is if you maintain an open dialogue with them. Make them feel like you’re their partner.
5. Stop Selling and Start Interacting
When you’re trying to sell someone something, in essence, you’re attempting to convince them they need what you’re offering. Why is your credit card processing technology better than what they have now? Is that route relevant to them?
On the other hand, when you interact with consumers, you’re teaching them how your credit card processing system was designed just for them. Not only that, but it was designed to solve their specific problem(s) or enhance their business. By taking time to teach them how working with an independent sales organization (ISO) benefits them, this will perk their interest.
Believe it or not, these five tips are straightforward to learn. It takes time to get them down and to develop your style. Selling is like anything else you have to take time to learn. The difference is, when you’re dealing with rejection and concerned with targets – not to mention personal financial responsibilities – it can seem like a long journey.
Nevertheless, if you want to succeed in the long term, you have to buckle down and apply these five tips and give them all you got. Every failure is only a lesson learned, and every lesson learned gets you closer to being a pro.