How To Sell Merchant Services Profitably

By Colleen Dery

There are numerous stereotypes that salespeople have to deal with on a day to day basis. However, when you do everything right, you can still make a lot of money as sales agent. Learn merchant services sales agent jobs and create a stable income from the read that follows.

Learn more on your product and the industry. Credit card processing pricing structures can be quite complicated. In fact, there are agents who still do not understand them even after working in the industry for long. Therefore, you are advised to first focus on learning more about the economics of every merchant deal. This you can do through attending various trainings and conducting thorough research.

Create a pitch. If the company that you work for does not provide sales pitches, you will have to create one. Doing this requires imagining yourself as a retail business owner. By putting yourself in their shoes, you will easily imagine their requirements and concerns. Additionally, you can just walk around and ask various retailers about what their needs are. The easiest way of coming up with a great pitch is tailoring it to meet specific needs.

Book an appointment to pitch to a potential client. You should allow the merchant to settle for a time that they are most comfortable with. Ideally, you will require about 15 to 20 minutes to present the solution that you have designed for them. Before going for the pitch, you need to prepare well. For instance, you need to design a few visual aids for purposes of illustration. Still, be sure to keep everything simple.

Close the deal. Where a client is impressed with your pitch, you want to immediately take them through the application process. This involves explaining to them what they need to do to have their account set up. It is also at this stage that you need to provide them with the application forms and help them fill each of them. If you do not help the merchant with the application process, they may just put the papers aside once you leave.

Once you have turned a merchant into your client, seek to create the right relationship with them. This you need to do through making regular follow up with them to address any problems they may experience. Making follow ups is important to avoid losing a business to the competition. Still, where the startup owner is happy with your services, they will be inclined to offer you referrals.

Build prospects. It can take up to a month just to close a single deal in the merchant services industry. However, most successful salesmen can close several deals within the same period. You should therefore strive to keep creating new prospects through research. Additionally, you need to strive to follow up on leads that are becoming lukewarm.

Lastly, create a solid reputation. This you can only do through providing quality solutions. It is critical that you over deliver on your promises and pitches. By doing so, you will have many merchants requesting for your services. You will also be relying on word of mouth referrals for more prospects. Within no time, you will be enjoying a successful sales career.

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