Selling Merchant Services: Beyond The First Impact8059520

Several months back again, I began listening to Radio Classics on satellite radio. It's a channel that plays radio shows from the 1930s, 40s and 50s. I've usually enjoyed great radio exhibits, so it's fantastic to listen to some of the all-time greats like Jack Benny and Fibber Magee plying their trade.

When I was listening to the channel lately, I listened to the theme song from "Have Gun - Will Travel." It's a display that was a Tv sequence before it was brought to radio. And as I listened to the tune, images from the Tv display came to mind, the foremost of which was the company card of the gunfighter protagonist Wire Paladin. It features a large chess piece-a white knight-and the phrases "Have Gun Will Travel. Wire Paladin. San Francisco."

I don't keep in mind a lot else about the show, but that company card should have made a powerful first impression, because all these years later I still remember it.

Now, selling service provider solutions obviously isn't much like gunfighting, but a strong impression is definitely beneficial. You can't win the offer in the initial couple of seconds, but you can certainly shed it.

Nevertheless, some books on sales methods and suggestions make it sound like the initial impact is the only thing that issues.

coventry provider

What's my take on it? I believe that the initial impression is important but that the job of the merchant services salesperson doesn't finish there--or even with the sale. Long gone are the days when the revenue agent could signal the agreement, then think about their work with the merchant to be done. These days, retailers constantly receive tempting offers from other merchant services companies. So to keep their business, you have to go beyond the first impression and build a relationship.