Merchant Sales Podcast

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 Sq...

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 levera...

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...

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...

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.