Merchant Sales Podcast

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.

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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.

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/

In this episode, Ryan Malloy from North American Bancard shares tips on competing with Square. We dive into technology and cash discounting. Patti discusses how large merchants continue to fight against interchange fees. In questions from the field, James talks about what he believes will affect merchant sales residuals the most over the next 24 months.

Learn first-hand how Rev19 has been building sales partnerships with outside agents that drive growth. It's all about trust, explains John Buchanan, VP of Sales. Plus, Calvin Francis, an agent and regular listener, shares his successful approach to selling cash discounting to larger merchants. And Patti reports on promising sales growth data from the U.S. Commerce Department.

How to communicate with large companies. Use different verbiage for bigger merchants than smaller ones. Here are some tips from a communication point of view. These will get you to the decision maker at the right time.

Discover why Dustin Magaziner, Managing Partner at PayBright, believes truly free terminal placements are the future of merchant sales. Plus James has advice for keeping cash discounting clients happy long term, and Patti explains why ISOs and agents should be diligent about keeping bad actors off the payment networks.

Understand how debit transactions work. Use these tips to help clear the confusion about debit transactions and the Durbin Amendment.

Learn how Josh Carper, Business Development Chief at Gorilla Technologies, made the transition from just selling credit card accounts to selling cloud-based POS technologies. Then Patti reports on changes to consumer payment habits brought on by COVID-19, and James has advice for getting statements from reluctant merchants.

How To Choose the Right Point of Sale System for Your Merchants How to choose the right POS for clients - a big question. Use these two models to help your clients choose the right point of sales system. Put in the work. Know the options.

Gain insights on what to do and not do when taking business to the next level. "It's important not to cannibalize what you're currently doing," explains Kyle Morgan, CEO and Head of Product at Mercantile Processing. Plus Patti reports on changes in the way people choose to pay, and James fields a question from the field on branding strategies.

There’s no excuse for ignorance in our industry! Here are some tips to help you sound more confident; feel more confident; and sound more professional. Stop making a bad reputation for the rest of us!

Learn how Swipe4Free has overcome the challenges of recruiting and training new agents, and built a successful team of cash discounting sales reps. "It's really simplified the industry," says Chris Benabu, Swipe4Free Co-Founder and COO. Plus Patti reports on welcome changes to the Paycheck Protection Program, and James offers strategies for approaching resellers and ISVs as partners rather than as competitors.

ISV integration is within your reach. How do you accomplish integration with an ISV? Merchants are going in the direction of integration; don’t get left behind.

The key to success in this industry is being able to touch as many merchants as possible, which requires a phone sales team, explains George Csahiouni, President and COO of Swoop Payment Solutions. Learn how he's put this philosophy to work successfully at Swoop. Plus Patti reports on consumer shifts to contactless payments and James answers questions about EMV compliance.

Leverage expertise to sell large accounts with this model. How can you get your foot in the door of large merchant accounts? Try this unique model to convert your knowledge into value. Click HERE to learn More: https://www.ccsalespro.com/how-to-sell-subscriptions-to-large-merchant-accounts/

The COVID-19 pandemic will have lasting impacts, says Chris Kronenthal, President & CTO of FreedomPay, who explains how "touchless commerce" solutions can improve the merchant value prop going forward. Also, Patti describes the up- and downsides of rising ecommerce traffic, and James provides a tutorial on understanding agent agreements.

Are you missing this big opportunity? BIG TIP for ISOs selling cash discounting: Discover how to increase your average volume of merchant accounts AND help long term with attrition.

This week Austin Mac Nab, Managing Partner at VizyPay, explains that company's unique approach to cash discounting and how it resonates with merchants. Plus, he discusses the Look Local First program, created by VizyPay to encourage consumers to spend locally. Then Patti reports on the card brands extending the EMV compliance deadline for pay-at-the-pump devices, and James offers proven strategies for overcoming merchant objections.