Merchant Sales Podcast

Tune in to discover how Dylish helps ISOs and agents go toe-to-toe with national restaurant delivery services, undercutting the big guys' fees and dishing out big margins on delivery and processing fees - upwards of 700bp, says Dylish's John Sarabia. Plus, Patti reports on card fraud trends, and James tackles the question of when is the right time for an agent to go out on their own.

The question this week is from an agent whose cash discount client has some concern about legal threats from that ½ of 1% of disgruntled customers. The client is a 45-location well-known fast-food chain in the southeast which has completed the first month with the agent.

Tune in to learn how Level 2 and Level 3 optimization works, and why ISOs and MLSs should care. "B2B is a $20 trillion opportunity," says Roger McNamara, President of Guide2Interchange. Plus Patti reports on the latest legal salvos targeting interchange, and James discusses the top 3 criteria for selecting a processing partner.

The question this week comes from an agent concerning a large client he’s had for a couple of years. Work is in progress for a custom solution which will allow the business to surcharge through a virtual terminal environment. However, will compliance issues prevent this business from picking and choosing which customers receive the surcharge?

Tune in to learn about NMI's recent acquisition of USA ePay and how the combination will help ISOs and agents deliver omnichannel solutions and expand into new markets. "We're a bring your own MID gateway provider," explains Vijay Sondhi, NMI's CEO. Plus Patti reports on one powerful U.S. Senator's reaction to Visa and Mastercard plans to raise interchange, and James explains how and when to make a one-call close.

Discover how gift card programs help businesses improve cash flow and customer engagement, while improving your merchant retention. SwipeIt.com will even convert merchants with existing gift card programs for free, Gift Card Guru Larry Rubin told us. And stick around to learn about upcoming interchange fee changes, and leveraging LinkedIn to land more sales.

The question this week is from an agent with a big opportunity to sell a multi-location business of drive-through coffee shops. This is a small transaction business with average ticket size of $5 to $6. They are currently processing with PayPal at 2.7% and no swipe fee and they are open to eliminating their processing fees.

Fresh off a legal victory regarding the constitutionality of merchant surcharging in Kansas, Jonathan Razi, CEO at CardX, talks about the lawsuit and what the court decision means for credit card surcharging in Kansas. Then Patti reports on retailers' 2021 priorities in tech and customer engagement. And James explains why it's important to act strategically when presenting merchants proposals.

Discover how Elevate Payment Alliance helps card-not-present merchants benefit from cash discounting. The solution leverages the low-cost ACH network, Hawkins Siemon explains , Elevate's Founder & CEO. Patti gives an update on consumer spending. James answers the question: What's the value of a merchant statement?

Learn how NRS Petro works with ISOs and agents to move the EMV compliance needle at gas stations with pay at the pump. Payment processing at these locations may seem complicated, but Eric Goldberg, Vice President at NRS explains how they have simplified it for sales partners and merchants alike. Plus Patti provides an update on Venmo's merchant-acceptance play, and James offers sound advice on closing sales without seeming pushy.

Tune in for an in depth discussion on pricing strategies and statement analysis, as Patti probes James on a range of topics, including fee padding, interchange optimization, surcharging and cash discounting. Then Patti reports on a new merchant satisfaction survey, and James tackles a question from the field on cash discounting and sales tax. Download a free eBook on cash discounting and sales tax at ccsalespro.com/salestax; and visit GetISOAmp.com for a trial run and to learn more about the statement analysis service developed by James.

Tune in to discover how Zuza has created a single platform that works across multiple verticals to support businesses’ multiple ordering and payment channel needs. It’s processor agnostic, and can be private labeled by ISOs, said Danny Makhail, Founder and CEO of Zuza. And stick around to hear Patti describe recent payment and fraud trends, and for James’ prediction for cash discounting’s tipping point.

This week Michael Richardson, President of URHOST, details how chat bots are being leveraged to automate mobile ordering and payments for restaurants. "It's a tool customers get excited about," he says. Patti reports on what ongoing consumer adoption of P2P payment apps could mean for payments to merchants. And James addresses the role of sales managers.

"You're doing a deal, not just making a sale," explains Jaron Rice, CEO at Magothy Payments. Learn how that plays out as Jaron walks you through what it took to land Magothy's first bank referral agreement. Plus, Patti reports on Mastercard & Visa efforts to move more merchants to contactless payment acceptance, and James fields a question on waiving surcharges.

Making things easy makes for sticky merchants," says Eric Bernstein, COO at ValorPaytech. Learn how ValorPayTech makes things easy for merchants with an omni-channel processor-agnostic payment acceptance solution that supports cash discounting. Plus Patti reports on year-end consumer spending, and James offers his take on interchange padding.

There's a lot of value to be gained from partnering with independent software vendors (ISVs), "but it needs to be a two-way street," says Cal Grant. Grant, a 15-year veteran of merchant services, has spent much of his career forging relationships with ISVs and is now Chief Revenue Officer at Caseroads, an ISV specializing in automating law offices. Learn first hand what ISVs are looking for from payment processing partners, and about opportunities for selling to law firms. Plus Patti updates listeners on the latest round of PPP loan funding, and James offers a how-to on predicting revenue streams from cash discounting merchants.

In this special holiday episode of the merchant sales podcast, we are bringing you 3 recent Q&A sessions where James Shepherd talks with industry professionals about merchant cash advances, agent compensation and getting merchants off the fence.

Learn first hand how the Payroc team has built a merchant sales powerhouse. Plus get expert advice from James for selling on value. And Patti reports on how ill-prepared businesses with automated fuel dispensers are for the upcoming EMV compliance deadline, and discusses how ISOs and MLSs can turn this into an opportunity.

Consumers' personal information (PI) is under attack, rendering merchants vulnerable, but PCI compliance is only one part of the answer. Learn from Dr. Ross Federgreen, CEO at CSR Privacy Solutions, how ISOs and MLSs can update service offerings to help protect merchants handling PI, and create robust new revenue opportunities in the process. Plus Patti reports on the growing trend toward POS lending, and James explains why highly successful sales professionals new to merchant services should focus on cash discounting and terminal leasing.

Helping SMBs pivot to online sales is the next big opportunity in merchant services, says Keith Sampson, National Sales Director at North American Bancard. Keith and Grace Hwang of BigCommerce explain how the two firms are partnering to empower NAB's sales partners to sell ecommerce services. Then James and Patti discuss opportunities for pitching online scheduling coupled with cash discounting to help small salon-type businesses weather the COVID storm, and Patti wraps up the podcast with a look at how ecommerce is driving sales this holiday shopping season.

B2B payments are a huge opportunity for the taking by ISOs and agents, says Roger McNamara, President of Guide2Interchange. Roger describes how to grow residuals by honing in on the unique needs and value prop for B2B merchants accepting card payments. Plus James explains 3 strategies for deploying successful ISO sales teams, and Patti reports on merchant card acceptance preferences.

Get answers to some probing questions. This video will give relevant advice that you don’t want to miss! Today I’m answering some great questions from an agent. He has a 200-location franchise interested in cash discounting. Listen and get answers to these questions and more.

This week, Ben Robinson, Director at Apeiron, describes a technology solution that keeps merchants processing online even when their Internet connections are down. Then, Patti reports on anticipated spending trends for the year-end holiday season, and James addresses a question on the minds of many ISOs: to 1099 or W2?

Kevin Smith, President of Secure Bancard, explains how his wholesale ISO has taken previously outsourced processes in house to boost efficiency, effectiveness and profitability. James offers advice on selling POS solutions, and Patti reports on a new Visa initiative to drive more contactless adoption among small and micro-merchants.

Bob Carr has been building successful ISOs since the 1980s, and in this week's episode he shares some secrets of his success. "You can still make good money in this business," Bob says. Bob, who latest venture is called Beyond Inc., describes how a commitment to training makes this possible. Plus, Patti reports on how the SBA is simplifying the PPP loan forgiveness process for some small businesses, and James explains why ISOs and agents should adjust their attitudes around selling cash discounting to dine-in restaurants.

"There's an app for that," says Steve Benson, CEO at Badger Maps. In this week's featured interview, Steve explains how mapping technology can help agents and can boost sales by at least 20% sales while driving 20% fewer miles. Then Patti reports on one big bank's play for Square merchants, and James has some tips for newbies.

Agents selling cash discounting have significantly stronger residual streams than those just selling traditional card processing, says Dave Fiegle, Vice President of Sales and Business Development at Retriever Merchant Solutions. The biggest obstacle to success isn't merchant attitudes, but agent buy in, Dave says. James continues on this theme during Questions from the field, and Patti reports on changing consumer shopping and payment habits.

There are 2 strategies I see merchant sales reps using to succeed in 2020. In this special 20 minute podcast episode, James shares two paths to success that individual merchant sales reps and small ISOs are taking in 2020 to position themselves for the future. One of these paths might surprise you! Join James as he shares insights from his consulting trips, one on one coaching and interactions on social media to learn what the top merchant sales professionals are really doing in 2020 to grow their portfolio.

Close 3 + times (without making them angry) by Merchant Sales Podcast

Imply Agreement – Advanced Sales Technique Increase your merchant services revenue big time with this advanced sales technique. Learn the art of using buffer statements to imply agreement in the sales process.

Discover challenges & opportunities of using telemarketers Building a team of telemarketers that can provide agents with a steady stream of solid leads takes time, but "it pays for itself in the long term," explains Dustin Magaziner, Partner at PayBright, in our featured interview. Then Patti reports on new rumblings in Washington over interchange. And James suggests a new telemarketing pitch: contactless payments.

An advanced sales technique – Buffer Statements Want to make double or triple your current income? There is an elite group of sales professionals who are the top 1%. Find out if you have the “X” factor and learn to use buffer statements.

Discover the value of adding high-risk accounts to your book Wondering if it's time to learn how to step out of your comfort zone and pursue high-risk merchant accounts? Josh Ewin, President & COO at Helios Payments, explains how Helios has built a strong book of business around high-risk businesses, like ecommerce, CBD and subscription services. Plus, Patti reports on growing demand for Buy-Now-Pay-Later services, and James offers insights on selling technologies and POS solutions.

How to get banks to send you merchant accounts on auto pilot. Learn the ins and outs of establishing valuable bank referral relationships with EPNA president Laura Calixte. As a follow up to this interview, James shares his thoughts on the future of statement analysis and online applications as well the new ISO Amp solution.

My all-time favorite opening pitch Which of my opening pitches has sold the most merchants? I’ve sold hundreds of merchant accounts; find out which opening has been my favorite.

Learn what SpotOn is up to with their latest acquisition and the keys to social selling in merchant services. RJ Horsley of SpotOn shares details of their latest acquisition, "Seat Ninja" and how they are integrating this software to help restaurant owners grow their business. In questions from the field, James talks about social selling and shares practical tips to sell more merchant accounts using LinkedIn.

Learn how to sell monster merchants and how "Listening" is the key to competing with Square. In this episode, we learn from Greg Forte of Boom Commerce about the reality of selling enterprise merchant accounts processing over $1mil in monthly volume. His 10 years experience come through in this insightful interview. In questions from the field, James answers a question about how to compete with Square, Paypal and Stripe by customizing your pitch through active listening. Don't miss this segment if you want to increase your closing rate.

How to be sure this industry is the right fit for you. Are you struggling in this industry or about to decide to join? Here are three reasons NOT to sell merchant services. Think through them carefully.

Tap into a great source of local leads and learn to manage your energy not your time. On this episode, Jaron Rice shares his experience partnering with 4 different Chambers of Commerce in his local area to create a steady flow of new merchant accounts. James discusses the power of managing energy, not just time in order to reach your potential!

Schedule more appointments on the phone by using The Pivot. Use this simple key for scheduling appointments on the phone. Let me teach you how to use The Pivot. You’ll love the results.

Learn how to Fight for Small Businesses and what is happening with Cash Discounting Technology. Jonathan Brooks at Business Warrior tells us how they are enabling ISOs to fight for small business with a unique technology offer. Then James talks about the state of Cash Discounting and Surcharge Technology and why the future might be processor agnostic with these programs.

Industry Fight - Cash Discounting vs Surcharging. Does Visa really want to antagonize hundreds of thousands of small business owners right now with a program born out of the high cost of processing in the U.S.? Here are some thoughts and Q&A about this hot topic.

Listen to James interview with Blake Wilson of Beyond as they discuss the challenges and advantages of the W2 sales model. Then find out how James approaches prospecting and goal setting for merchant sales in questions from the field.

What to do when the merchant seems interested but won’t sign the paperwork. Ever wonder what to do with a merchant who’s interested but won’t move forward? Here’s the answer to that question AND the way to avoid needing that answer!

Learn about large merchant pricing and a creative new approach to giving. You are going love this interview with Matt Golis from Give Game. This is a creative new approach to charitable giving that could be the perfect door opener or value add for any merchant. In questions from the field, James answers a question about pricing large merchant accounts. How low is too low? Also, learn how to leverage one large account to build a huge portfolio of large local companies.

Always Say 3 Things When You Walk Into a Business ALWAYS say these three things. Make prospects comfortable and grab their interest. ALWAYS say these three things when you walk into a business.

How do we shift our sales focus from price to value when merchants seem to care only about price? This is the topic of my interview today with long time industry veteran Paul Hadfield. Also learn what makes a great sales manager in questions from the field, with James.

Snap out of the negative mindset! Get the right mindset for selling merchant services during this COVID-19 crisis! Overcome the barrier of negativity. Walk into businesses with big self-confidence.

Big savings by leveraging transaction level data on declines, refunds and chargebacks. Learn from Troy Zentner of Gold Star Payments how your merchants may be losing up to 10% of their transaction revenue from declines, refunds, chargebacks and other transaction errors. During questions from the field, James talks about B2B and Interchange Optimization and shares a free eBook on this topic! Visit https://www.getisoamp.com/optimize to download your free interchange optimization eBook today!

What would you do with $50,000 to grow your portfolio? If YOU had $50,000, how would you use it to get more merchant accounts? How to allocate capital is a big question; let me help you with some ideas. Click HERE to learn more:https://www.ccsalespro.com/how-to-use-50000-to-get-more-merchant-accounts/