--- title: "Prospect Daily - How to Sell Merchant Services - Step #2 - CCSalesPro" description: There IS a negative extreme possible while striving to become an expert.  Avoid the pitfall of information paralysis.  This paralysis occurs when a sales person thinks… CLICK HERE to Download my new eBook, “How to Sell Merchant Services in 6 Steps”   How to Sell Merchant Services in 6 Steps If I could write an eBook […] image: https://www.ccsalespro.com/hubfs/Imported_Blog_Media/Prospect-Daily-Square.jpg --- Blog # Prospect Daily – How to Sell Merchant Services – Step #2 There IS a negative extreme possible while striving to become an expert. Avoid the pitfall of information paralysis. This paralysis occurs when a sales person thinks… CLICK HERE to Download my new eBook, “How to Sell Merchant Services in 6 Steps” How to Sell Merchant Services in 6 Steps If I could write an eBook […] [ James Shepherd ](https://www.ccsalespro.com/blog/author/james-shepherd) Aug 15, 2019 --- There IS a negative extreme possible while striving to become an expert.  Avoid the pitfall of ***information paralysis***.  This paralysis occurs when a sales person thinks… [**CLICK HERE**](https://www.ccsalespro.com/steps)** to Download my new eBook, “How to Sell Merchant Services in 6 Steps”**   ### How to Sell Merchant Services in 6 Steps *If I could write an eBook knowing what I know today and then go back in time and deliver it to myself 10 years ago when I first got into this industry, this would be the one!* [**CLICK HERE TO DOWNLOAD**](https://www.ccsalespro.com/how-to-sell-merchant-services-ebook/) [![Download our Free eBook - How to Sell Merchant Services in 6 Steps](https://www.ccsalespro.com/hs-fs/hubfs/Imported_Blog_Media/How-to-sell-merchant-services-ebook-ad-A-650x340-May-04-2023-05-31-39-3264-PM.jpg?width=650&height=340&name=How-to-sell-merchant-services-ebook-ad-A-650x340-May-04-2023-05-31-39-3264-PM.jpg "How to Sell Merchant Services in 6 Steps - eBook")](https://www.ccsalespro.com/how-to-sell-merchant-services-ebook/) <span data-mce-type="bookmark" style="display: inline-block; width: 0px; overflow: hidden; line-height: 0;" class="mce_SELRES_start"></span><span style="display: inline-block; width: 0px; overflow: hidden; line-height: 0;" data-mce-type="bookmark" class="mce_SELRES_start"></span> 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. Make it a great day! James Shepherd [Blog](https://www.ccsalespro.com/blog/tag/blog) [![https://www.ccsalespro.com/2026](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/Vertical%20Mastery%20Webinar%20ad.jpg "https://www.ccsalespro.com/2026")](https://www.ccsalespro.com/2026) [![https://fullstackpayments.com/download-app](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/FSP%20vertical%20ad.png "https://fullstackpayments.com/download-app")](https://fullstackpayments.com/download-app) [![How to Sell Merchant Services eBook](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/ads-for-website-2.jpg "How to Sell Merchant Services eBook")](https://www.ccsalespro.com/how-to-sell-merchant-services-in-6-steps) [![GetIsoAmp.com](https://www.ccsalespro.com/hubfs/images/blog%20sidebar/ads-for-website-(1).jpg "GetIsoAmp.com")](https://getisoamp.com/index.php/request-demo/) ## Similar posts Blog ### [Financing Hardware – Investing in Your Clients](https://www.ccsalespro.com/blog/financing-hardware-investing-in-your-clients) Now and then I see opportunities and notice a pattern with consulting clients. Right now, there’s an underlying need in the marketplace which can... James Shepherd Jul 17, 2019 Blog ### [Merchant Services Leads are Overrated](https://www.ccsalespro.com/blog/merchant-services-leads-are-overrated) Yesterday after I sent out my article about lead nurturing to promote my Live Event, a sales professional emailed me asking from whom I would... James Shepherd Aug 26, 2015 Blog ### [Build Your Pipeline – How to Sell Merchant Services – Step #3](https://www.ccsalespro.com/blog/build-your-pipeline-how-to-sell-merchant-services-step-3)  How to Sell Merchant Services in 6 Steps If I could write an eBook knowing what I know today and then go back in time and deliver it to myself 10... James Shepherd Aug 22, 2019 ### Get notified about new blog posts Enter your email to have each new CCSalesPro blog article delivered straight to your inbox. 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