Merchant Sales Podcast

The big question in our industry right now is, “should we switch from cash discounting to surcharging, or should we add surcharging?” There are 3 problems with going to all surcharge right now. Here are some tips to help you through this transition time in the industry.

Making case for surcharging, instant funding; plus value-selling roadmap Robert Maynard explains how his firm, SurchX, partners with ISOs and MLSs to support compliant credit card surcharging. James provides a roadmap for selling on value. And Patti describes merchant demand and willingness to pay for instant funding options.

I've talked to thousands of agents and ISOs through my years in the industry. That has resulted in exposure to many different approaches for selling merchant services. I've found three main categories of prospecting strategies which are most successful...

Learn about selling on value, managing e-commerce risk James offers insights for selling on value. Le Ann Power explains how G2 Web services help ISOs and acquirers, manage e-commerce risk and card brand compliance. And, Patti discusses what recent acquirer mega-mergers could mean for ISOs and agents.

There’s been much transition in the industry the last year! Cash discounting isn’t dead, but it has changed. Jump into the episode with me today while I discuss the current trends on this hot topic.

Making sense of crypto-currencies, phishing & cash discounting This week's podcast features Steve Eazell, SVP for Partner Sales at PayVida, who discusses the ins and outs of crypto-currencies. Plus, James answers a question on the minds of many agents these days: should I still sell cash discounting? And Patti offers tips for fending off phishing attacks.

Engender merchant loyalty & profitability, even if you can't always say "yes". This week, industry veteran and Paysafe President OB Rawls explains, how selling solutions that enable merchants to grow; helps ISOs and MLSs grow their businesses. Patti discusses balancing merchant demands for less friction and greater security in payments. And, James offers insights on what to do when you can't say, "yes" to a merchant.

What distinguishes cash discounting from surcharging programs? Compliance and Margins With Visa making clear its disdain for cash discounting programs, more ISO's and MLS's are looking into surcharging programs. In this week's featured interview Jonathan Razi, Founder of CardX, describes markets and verticals where surcharging works. "The winners in this space will be those that make compliance automatic," he says. Plus, James explains distinctions between cash discounting & surcharging, and Patti discusses results of the first-ever JD Power analysis of merchant services providers.