Our Blog
SELLING CASH DISCOUNTING TO A 200 LOCATION FRANCHISE
Today I’m answering some great questions from an agent. He has a 200-location franchise interested in cash discounting. Listen and get answers to these questions and more. #1. Will Visa shut down Cash Discounting? #2. Who is liable for non-compliance: merchant, agent,...
Close At Least Three Times (Without Making Merchants Angry)
Master this concept and close more deals. Use buffer statements so you can close multiple times without making merchants angry. Today is the last episode in the mini-series on advanced sales techniques. Learn how to close three or more times without making merchants...
How to Imply Agreement (Advanced Sales Techniques)
Last week I started a mini-series on advanced sales techniques. If you missed the first one about buffer statements, make sure you read that. https://www.ccsalespro.com/how-to-use-buffer-statements/ The first episode last week addressed the topic of using buffer...
How to Use Buffer Statements
This is the first of a mini-series I plan to publish on advanced sales techniques. The subject today is what I call “buffer statements.” I’ve visited and worked with hundreds of credit card processing companies. When I visit a processor with 200-300 reps, there are...
My Favorite Opening Pitch
At the current time, I’m doing some one-on-one coaching as part of the 6-week jump-start program. This has motivated me to remember when I was selling hundreds of merchant accounts and ask myself how I REALLY sold them – not what I want to tell people, but what I...
Three Reasons NOT to Sell Merchant Services
While working for many years with thousands of agents and hundreds of sales managers in this industry, I’ve discovered three reasons NOT to sell merchant services. I hope these will help you if you’re struggling. And I hope these may give you direction as to whether...
The Key to Scheduling Appointments Over the Phone (The Pivot)
The key to scheduling appointments on the phone is THE PIVOT. This - very simply - is the act of pivoting to the appointment. Why is this so important? When scheduling appointments on the phone, there are two phases. The way you deal with each is crucial. PHASE...
“When the Merchant Says ‘Yes’… but won’t Sign the Paperwork”
I received a great question from an individual who manages a very large sales team. This is a question he gets all the time: “What do we do when merchants seem interested – they say ‘yes’ or even get an application – but won’t move forward in the process?” Here are...
Always Say 3 Things When You Walk Into a Business
In this episode I’ll teach you three things you always say when you walk into a business. Please refer to the episode from last week if you missed it. https://www.ccsalespro.com/door-to-door-mindset-for-prospecting-during-the-covid-19-crisis/ Last week I...
Door-to-Door Mindset for Prospecting During the COVID-19 Crisis
The next two episodes address the door-to-door mindset needed during the COVID-19. Obviously, this is a crazy time for prospecting door-to-door. Some areas don’t even allow it. Many require face masks. I totally respect any who’ve made the decision not to...
How to Use $50,000 to Get More Merchant Accounts
The Question I received a good question from someone in my private Facebook group, CCSalesPro Community. If you aren’t a member, please join almost 1,000 other agents as we interact together about the credit card processing industry. Send your request to join; my...
How to Get in Contact With the Decision Maker of a Large Company
After my recent episodes on selling large merchant accounts, (click here)I got this great question from Wendell: “Sounds like a great idea to go after the big companies. But how do you get in contact with the decision maker?” In dealing with big merchants, you won’t...