Many agents approach business owners the same way everyone else, does with a stale pitch that sounds like they are selling something. Well, in theory we are but the key is to not sound like everyone else, being able to have some belief in the company you represent is mission critical, that confidence and belief is a good start but understanding that business owners get a ton of calls from credit card processing telemarketers all day long. They instantly categorize you into that I'm not interested category and say things like I am stuck in a contract or I am happy with who I with, maybe they will even claim that they already have rates nobody can beat. What ever they say is an attempt to get you to leave, 70% of people HATE change, they consider is painful. 30% are open minded and if you can convince them that you are someone they should listen to they will hear you out and if you show them the savings like Jerry McGwire showed Rod Tidwell the money you have a great shot at closing the sale.
Most agents can't take rejection, truthfully they get sold because he business owner has developed better skills at selling than they have because they have learned what works to push sales people away. The problem is that is a terrible attitude for them to have because not being open to opportunity is a stupid mindset, being that way is not how they came to be in business you have to know that they actually need you, they want what you have to offer, you have to stop being sold so easy by there BS and stand your ground and believe they are the biggest loser if you walk out of there business. It's mission critical that you believe you are the best in the business and that your pricing is better than anyone else in the industry.
The economy sucks for most business owners they are looking to save wherever they can, look around finding a job is nearly impossible, companies are closing there door every day and we are God send for them, you just have to believe it. You have to convey it in your manner of speech, your dress every aspect of what you do and how you carry yourself.
Stand your ground, ask questions, selling is not telling them everything about rates and fees and all that. It's about making a bond, gaining their trust and selling yourself as the go to guy or gal in your market for card processing. I an tell you without question that our team is the best in southern California. We have landed huge accounts and many small ones through believing in our product.
We also consider the business owners to be our mission field, we have to set them free. If they are not processing with us than they are being held captive by another processor with higher prices and a lower standard of service. The bottom line is you simply have to believe, you have to be a billboard, walk in with confidence and have a punch line that gets there attention. Don't sound like a sales guy and don't start out with talking about rates and fees in exact numbers. Think about some billboards you have seen that made you look and respond and imitate that instead of being a guy or gal who just answers there questions and doesn't close. If you are not in control, you have lost the sale, if you are not in the power position you have lost the deal period!
Understand they want what you have and you have to believe it with enthusiasm and close the deal!
