Merchant Sales Podcast

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...

Big opportunities await in merchant services as retail re-opens. One big opportunity in the payments space is worth a lot of money right now. Help local businesses re-open while building a rock-solid portfolio.

Two Tips for Overcoming Any Objection Use these two tips and learn to overcome any objection. Making the rebuttal is the most fun part of sales, other than making the sale. If you go negative, you might win the conversation. But you won’t get the sale. People want to buy because of excitement, not fear!

It's time to start thinking strategically about our shifting marketplace and how to adjust business models for future growth. James and Patti offer some insights to help jump-start the process.

Cash discounting & surcharging ARE poised for take-off. Jump on board or lose BIG! Make money when you can make money by providing a unique service. Seize the moment; be ready for take-off of cash discounting and surcharge programs. Make some money; make some sales; help some merchants.

Visa and Mastercard plans for revising interchange, originally scheduled for April, now appear to be on hold, probably until October. Sal Rehmetullah, Founder and President of Fattmerchant, explains how many of the planned changes aim to broaden card acceptance, particularly in merchant categories dominated by cash, check and ACH payments. Patti reports on how consumers and merchants are embracing...

Seize the biggest opportunity since EMV! You can help small business owners AND grow your portfolio, starting today. Leverage the current situation of anxiety in the business world; give support and bring confidence back to business owners. Click HERE to Learn More: https://www.ccsalespro.com/tap-and-go-the-biggest-opportunity-since-emv/

In times like these "out of the box thinking is more important than ever," says Bob Lovinger, President of Flexxbuy. Learn how Flexxbuy works with ISOs and agents to help their merchants drive more sales with consumer financing options. Plus Patti provides updates on card transactions and state telemarketing rules, and James discusses the pros and cons of being a registered ISO.

Adam Bloomston, President of Payroc, describes what his company is doing to help small business clients cope with the financial fallout from COVID-19. Plus, Patti reports on how contactless payments may become the new normal for card-present transactions, and James explains the importance of geography when planning prospecting strategies.

Gas stations offering pay-at-the-pump must make those pumps EMV compliant by October 1, or risk fraud liability. Eric Goldberg, Vice President of Sales at Sound Payments, explains how ISOs and agents can resell a cost- and time-effective solution that retrofits card-accepting gas pumps for EMV compliance. Plus Patti discusses an email template for merchant outreach, and James describes the 2-phase...

The economic upheaval brought on by the COVID-19 pandemic is already causing a spike in card chargebacks, particularly in the travel and entertainment sectors. Suresh Dakshina, Co-Founder of Chargeback Grurus, explains what the card brands are doing, and what ISOs and agents can do to help merchants avoid losses from disputed transactions in these crazy times. Plus, James and Patti provide an over...

The COVID-19 (Coronavirus) pandemic has many ISOs and agents rethinking their sales strategies. James and Patti discuss ways to sell even as social distancing keeps many off the streets. Plus, they interview Joe Oglesby, President of Premier Processing Systems, on how the pandemic could impact portfolio valuations and ISO acquisitions.

The coronavirus is impacting restaurants. You can help your small business community. In this special episode, James shares a few tips for merchant sales representatives and ISOs on our approach to the Coronavirus pandemic and talks about the effect on the payments industry. Dave Humphrey, President at Bryte Payments talks about the unique challenge facing restaurants and how you can provide a ris...

Alex Bellini, Co-Founder of Fuze Financial, describes how ISOs can drive more value to their merchants with proven text-based customer review and marketing tools that integrate with any POS device. James explains why ISOs and agents need to understand state laws around cash discounting and surcharging, and educate their merchants on how to do it legally. And Patti reports on why faster payments ar...

Correct Response to Consumer Complaints is Crucial! Get this crucial concept for the continuing success of cash discounting and surcharging. Increased market saturation means the percentage of consumer complaints is also higher. Take these 3 steps and get ahead of the issue of customer complaints. Click HERE to Learn More: https://www.ccsalespro.com/customer-complaints-in-cash-discounting-and-surc...

Travis Powers, Vice President of Partner & ISO Relations at CrossCheck, describes opportunities for selling check guarantee services to merchants transacting large-ticket purchases. Plus James wraps-up his series on Building a Merchant Sales Team, focusing on steps and strategies for activating sales reps. And Patti reports on upcoming changes to interchange rates.

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Learn about challenges small ISOs face when scaling up, as well as tools and processes that can help. James and Patti kick off the discussion with Ben Griefer, COO at Maverick Payments. James offers additional insights, homing in on elements of a successful training strategy. And Patti reports on how banks and the card brands are seeing double-digit growth in interchange revenues.

Give your sales team a framework for success. Is your management profitable to your sales team? Do you know how to motivate and guide them to achieve their goals? Don’t spend all your time putting out fires; learn the framework which will motivate your team to close more deals. Click HERE to Learn More: https://www.ccsalespro.com/framework-for-sales-team-motivation/

What is reverse surcharging? Five statements about reverse surcharging. Find out why I HATE the term “reverse surcharging.” What is it and how is it relevant to our industry? Click Here to Learn More: https://www.ccsalespro.com/what-is-reverse-surcharging/

Learn how to leverage POS data from Clover and other solutions for social media marketing with Adszy. In today's episode, Jon Grayem from Adszy explains how his software allows your merchants to easily create facebook and Instagram ad campaigns and then track the ROI from in store purchases. James talks about agent recruiting and Patti talks about mobile and contactless payment trends.