Archive for the ‘Sales’ Category

3 Steps to Achieve the Best Credit Card Processing Sales Calls

Do you want to be the credit card processor for more merchants? These three steps will help you close more deals and have the best credit card processing sales calls of your career.

Know Your Prospect
The first step to any successful sales call is preparation. To be able to sell your prospect, you have to understand what they want, what they need and what buttons to push.

Take a look at your competitors. In what ways are other credit card processors failing various merchant segments in your area? Maybe there’s an underwriting requirement that’s specific to one merchant type and is rather restrictive. What’s the outlook for that specific type of business and what kind of POS system will best meet their needs? Discover the wants and needs of your prospect in advance, and you’ll set yourself up for success.

Speak Their Language
There are general terms you’ll need to use with all merchants, but you still need to tailor your pitch to each specific client. Think about it: you wouldn’t want to use the same communication style in a high-end jewelry store that you would use in a convenience store.

Also, now is the time to apply the research you did about your prospect. What parts of your standard pitch fit your audience? If you find any gaps, you’ll need to customize the pitch a bit more.

Different industries face different challenges, and great solutions in one context can be useless in others. A touchscreen POS may be perfect for a restaurant, but would be cumbersome and inappropriate for a landscaping company.

Make sure you present solutions that best fit the needs of your prospects and pitch your services in a way that best fits their industry. That’s the essence of good salesmanship.

Dress the Part
Lastly, make sure you’re dressed appropriately. This means more than just looking professional; it means adjusting your attire to fit your prospect.

If you’re heading to a doctor’s office, wear a suit. If you’re pitching a casual restaurant, turn it down a notch and just wear a nice shirt and slacks. In some instances, a polo shirt might be appropriate.

These steps may sound difficult, but they’re really not. Pick your target, do some research (and with the Internet, you can knock this out quickly), and then dress for success. It’s not hard; it just takes a little time.

If you need some motivation, remember that your preparation is as important as the call itself. If you go into a call unprepared, your prospect will recognize it. And who wants to do business with someone who hasn’t done his or her homework?

The 3 Mistakes You Could Be Making As a Sales Professional

You have the skills. You have the enthusiasm. And you work hard. Then why are you just an “average” sales person? What is holding you back from becoming an “exceptional” one? Here are some insights on the three major errors that could be hindering your path to success:

Mistake No. 1: The absence of definite goals. The best of sales people will attest to the fact that resolute goals and stringent action plans are the reasons for their achievements. Fixing on the targets, however, is the easy part. Being self-motivated and possessing the drive to abide by them is where the challenge comes in. It is mostly this trait that differentiates the high performing sales people from the mediocre ones. If you have no idea where you are going, exactly what you want and by when you would like to have it, your sales numbers will struggle to reach the levels you are hoping for. Lay down concrete goals for yourself and you would have a starting point to venturing into the big league.

Mistake No. 2: A non-existent routine to support your pursuit of the goals. If there is no structure in place to aid your quest, then it is time to change some of the habits that have deterred you so far. Keep a simple schedule to begin with, making it easy on yourself to stay committed to the program. Here are some tips for putting a solid timetable in place:

- Start the day by taking a few minutes to go through your overall goals, along with the daily action plan. At the end of the day, evaluate your performance and draw an action plan for the next day in advance.

- At the end of the week, analyse the week’s performance and put in place goals and action plans for the next seven days. It is advisable to have a support system to help enable this; it could be anyone you trust, from a peer to a friend, who can give you that extra push when needed.

- Organize a monthly review with a reliable group to discuss where you stand, your upcoming strategies, how you intend to get there, along with sharing best practices and problematic areas.

- Set up a quarterly meeting as well, that tracks your yearly progression. Deliberate on the bigger picture and the course of actions needed to get you to your bigger goals. Keep quarterly or yearly concerns down to a couple, for greater focus and ease of tracking.

- Annually, define your goals for the coming year and put an action plan in place accordingly. Remember that the long-term and short-term goals should be in sync with each other and not conflict in any way.

- Find the best means to maintaining your routine. Fancy templates are not always necessary; even basic sticky notes or a file on your desktop can do the trick. Tracking methods vary from person to person, but it is important to discover what works best for you.

A bird’s eye view of your development may occasionally lead to realizing how far you are from your goal. Hence, it is important to stay focused and take it one day at a time. The journey may be a long one, but the victorious endpoint would be certainly be rewarding.

Mistake No. 3: A sloppy action plan; or none. With precise goals and tracking systems in place, some sales people fail when it comes to figuring out what they need to do to get there. Others have an action plan put together, but filled with loopholes, making the target a near-impossible feat. To form a robust plan of action, start by looking at your goals. Break down each goal and outline specific things that can be done to achieve it; tying every objective to one or many action plans is the key to success. A good action plan includes deadlines, additional notes, such as required resources, and useful comments on the experience for future purposes. A section of the action plan should be dedicated to visually tracking the progress of each activity; color-coding has proven to be the most effective way of distinguishing which is “complete”, “incomplete” and “in progress”.

With well-thought out goals, a coherent schedule and a time-bound action plan in place, you could be on your way to becoming a thriving sales person.

Copyright @2012 Small Business Ideas.