I have watched the Godfather trilogy, and just couldn’t resist using this title. Below I have 7 tips from the Godfather that I think will help you...
Re-Post: How to Sell Merchant Services like the Godfather
I hope you enjoy reading it as much as I enjoyed writing it! I just finished watching the Godfather trilogy over the Holiday season, so I just couldn’t resist using this title. Below I have 7 tips from the Godfather that I think will help you improve your merchant services business. #1 Value your connections […]
#4 Think as those around you think. One of my favorite quotes from the Godfather is when Michael tells Tom, My father taught me to think as those around me think and on that level anything is possible. One of the best ways you can improve your sales pitch is to look at each small segment in your pitch and ask, What is the customer probably thinking at this point in my pitch? Be honest with yourself. Think about what your wife is thinking, what your children’s world is like right now. Try to imagine what your competitors are thinking when they do something you think is stupid. Why do they think they are right and you are wrong? When you start to think like those around you, it opens up all kinds of possibilities and allows you to have a clear picture of your surroundings.
#5 Understand how a business deal really work. A business deal is not always easy to figure out. Too many agents zero in on something that they want to pitch before they really understand the deal. In the first Godfather a potential business partner pitches the Godfather on a deal that he assumes the Godfather will want to be a part of based on financial gain and security for his money. He is totally caught off guard when the Godfather tells him that his real concern is that his connections will not like this new business deal and he might lose influence and damage his image. Don’t be the person who tries to pitch the business owner before you understand their concerns. Here are three things you need to understand about a merchant services deal before you go for the final pitch.
- Who is really making the decision? It almost always come down to one person in the end.
- What is the decision makers relationship status with their current processor. Do they have a personal connection of any kind? Do they hate their current processor?
- Does this business owner trust you yet? If not, what will it take to get them to trust you?
#6 Learn the value of silence. One of my favorite scenes in the Godfather part 3 is when Michael is in his hospital room after Vincent makes a decision he does not approve of. He has three top people there and after stating his case he says, Do you understand? and then slowly stares down each one in complete silence until they say, Yes. Obviously his tone of voice wouldn’t go over well in front of a client but, make no mistake, silence can get you a yes more times than you might think. Once you make your case, close the deal and then stop talking, it is that simple. Bob, I believe we have the best service and I would like to get a terminal set up for you next week.followed by complete silence until Bob speaks. Try that out sometime.
#7 Do Business. You may not like the Godfather and obviously none of us would condone the violence, choice of profession and many other things in the movie but, the Godfather is full of people who made things happen. Get up and get to work. Do some business today. Right now, it is 12:17am on a Sunday night and my inbox is empty. There is literally nothing else tonight that I can take action on. I am excited to get up tomorrow morning and do business! I plan to get to my office at 8am and I plan to work until 10pm. I have an entire day scheduled to spend with my family later this week and I am taking 3 evenings off, so that means tomorrow I have a lot to accomplish and I am going to get it done. Get motivated to build your business! Make it happen, do business! There you go! I hope you enjoyed reading some tips from the Godfather! Now go make people an “offer they can’t refuse!” LOL
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