This is the Beacon Payments blog. Learn about the credit card processing and the merchant services industry. Hear about the successes of our outside sales people whose job it is to sell merchant services and sell credit card processing programs.
Whether you are a sales rookie, veteran, or wizard there are a few prospect objections you should always be prepared to navigate. Knowing how to identify these objections, understand the motivation for the objection, and ultimately counter the objection is key to getting new business
Four negotiating mistakes to avoid to help you become a successful sales rep.
When you are out in the field to sell credit card processing you most likely are running in to the same 2 or 3 merchant services companies at almost every business you walk in to. This typically happens for 2 reasons 1: A sales rep worked the territory for a long time and either quit or is still going strong in the area. 2. There is a local bank who contracted out processing to a national credit card processor.
New sales people often come to us asking how some of our top producers have done so well. We end up talking about how to work your territory, asking questions, joining networking groups, and the usual steps you need to take to succeed…but…what is often overlooked and is more important than any of these is building relationships. This means building a strong network of clients and referral partners throughout your area. How do you do this?