Prospect Daily – How to Sell Merchant Services – Step #2

While striving to become an expert, there is a negative extreme.  To slip into “information paralysis” is easy.  This paralysis occurs when a sales person thinks everything can be learned without any implementation.  The result is watching videos and doing Google searches until going broke.

In the same way, many ISOs provide too much training up front, making new recruits feel as though they’re taking a drink from a fire hydrant. 

While there is a certain amount of information that must be covered up front, the more advanced concepts should be introduced more slowly.  I prefer a structured method covering two to six weeks with continuing educational opportunities thereafter.

“Wring out the sponge!”

How do you balance your search for knowledge with a commitment to action?  Apply what you learn on a daily basis.  After absorbing some foundational training for a few days, you will be like a sopping wet sponge.  Although more water may be poured on a sopping sponge, it isn’t going to soak in.  The sponge must be wrung out first.

Get into the field or on the phone and dispense the knowledge you’ve gained.  That will solidify what you already know and allow your mind to absorb new concepts.

The pillar of any successful sales career is a two to four hour daily prospecting activity that puts you in contact with new, qualified decision makers.  There are many ways to prospect for merchant services.  The method you choose is not as important as your consistency of execution.

“Find a daily action plan…”

No matter in which of our training programs you enroll, you will find a daily action plan.  I encourage you to apply what you’ve learned before moving forward.

Without taking action, your learning will never progress past the basics.