Merchant Sales Podcast

How to Hit 6 Figure Residuals in a Competitive Market. Victor Travaglianti, Owner/Operator of Credit Card Processing For Less, explains how he built his merchant portfolio into a 6-figure residual stream. Maintaining mutually beneficial relationships has been key. Plus, James describes how to use "show-and-tell" as a prospecting tool, and Patti reports on top performing payment gateways.

Our new eBook is out! https://www.ccsalespro.com/steps to download "How to Sell Merchant Services in 6 Steps". This first episode highlights the importance of sounding like an expert in front a business owner when selling merchant services.

Transform your ISO with the right technology partnerships. Find out how the ISV Gas Pos is building out channel partnerships. "We're all about putting cash into [ISO and agent] pockets immediately," says CEO Josh Smith. Plus Patti discusses revenue opportunities from POS installment lending, and James offers tips for closing a merchant who says "maybe."

Pull your head out of the sand! Change in our industry is already happening and happening quickly. Most merchants will want different things in 36 months than they want today, and someone will be offering it to them between now and then. Will it be you?

Learn how to sell Clover, Restaurant POS and Train Agents to Pitch Value from a 15 year veteran. If you are serious about transitioning away from price to a value sales presentation, don't miss our interview with George Passias, Founder and CEO at Great American Payment Systems. Patti talks about how large Retails are pushing back against the card brands and James shares tips on converting "Maybe"...

In this week's podcast Ben Trombley describes how his firm, Encytro, helps ISOs and MLSs grow revenues through a merchant data security and chargeback reimbursement program. Patti reports on the ongoing need to protect against POS hacks. And James offers advice on overcoming barriers to productivity and profitability.

Right now, I see an underlying need in our industry. You can seize the chance to fill that need. Enable business owners to buy your technology with a lower barrier to entry. Make a lot more money and a lot more sales…

IS merchant sales getting harder? After watching and participating in the industry for ten years, I can offer really interesting thoughts about that question....

Learn legal ins and outs, plus tips for managing sales teams. This week's podcast features a far-reaching interview with Industry Attorney Adam Atlas. Learn what he has to say about issues like registering your brand and negotiating contracts. Plus James offers insights on managing a successful sales team, and Patti explains why ACH payments should be part of every merchant services product mix.

Surcharging and Cash Discounting are hot topics in our industry right now. I've already published a lot of content about these. Today I'd like to help sales people and business owners decide whether these are worth a try...

Contract transparency, pitching trials & check services. Learn how Jaron Rice, Founder & CEO of Magothy Payments, successfully lobbied for a new Maryland law requiring transparency in merchant contracts. Think Truth-in-Lending-style disclosures and caps on termination fees. Plus, James explains how agents can drive sales by pitching trials, and Patti sheds light on the value prop of check services...

Interchange Plus or Cost Plus pricing is the most transparent structure. However, reading that kind of statement is the most challenging. Here are some tip-offs which will help identify over-priced situations. We have created a special website to help, too...

Learn about the two levers of sales success, tech partners and more. In this weeks episode James explains the two levers successful sales reps rely on to amp up their sales. In addition, Jamie Spoto, Director of Operations as JR's POS Depot, describes why ISO's and ISV's outsource technology sales and deployments to POS specialists like JR's. Also, Patti reports on how contactless card payments ap...

Learn about the value of simplified statement analysis, cash discounting and exit plans. This week James describes how agents can provide prospective merchants with price quotes, instantly, without ever having to request statements. Plus Patti explains the importance of exit strategies and James reviews the case for cash discounting.

I've seen thousands of credit card processing statements during my eleven years in this industry. Reading and understanding them is a bit easier for me now. Allow me to give you some keys to interpreting statements on tier pricing. There are some ways to know if the prices are competitive...

Reading and understanding credit card processing statements is difficult. But today I’m offering good news. This episode will give some simple solutions.

The road to success is paved with well-established relationships. This week's episode features a conversation with Hawkins Siemon, Founder and CEO of Elevate Payment Alliance, on building long-term value through well established relationships. Frequent contact with merchant clients is key, he says. Plus, Patti reviews things to watch out for when negotiating contracts with upstream partners, and J...

The merchant sales process has changed a lot over the last few years. To stay on the cutting edge in sales, changing your own sales process is crucial. The number one key to developing the sales process is...

Insights on building a successful business, merchant-pricing and consumer payment preferences Marc Beauchamp talks with James about is book How to Survive & Thrive in the Merchant Services Industry, which he describes as a blueprint for elevating an MLS's business. James continues his ongoing explanation of pricing models, this week focusing on the concept of passing along merchant processing cost...

For merchant sales professionals one habit is more important than any others! This is a common theme for experienced or brand new agents. Here are some unique tips to help you develop that all-important habit.

Helping merchants tame the charge-back demon Merchants lose billions of dollars a year to unnecessary charge backs. In this week's episode, Gary Cardone describes how Chargebacks9-1-1 leverages data and analytics to drive down charge backs, and by extension card declines. Plus, Patti discusses how the Internet of Things could change payments, and James explains the pros and cons of subscription ra...

In this week's episode, Vijay Sondhi, CEO of NMI, explains how NMI works with ISOs to help small & mid-sized businesses compete with the big guys through omni-channel enablement. James describes the pros and cons of flat rate pricing. And Patti reports on the latest trends in credit and debit card payments and acquirer rankings.

Compliance is always a challenge! There are regulations and rules which apply to surcharging fees. Today I’ll discuss some interesting trends regarding these as related to the use of debit cards.

Learn how one ISO minimizes churn with merchant options for passing along costs to customers Phil Ricci, Vice President of Sales Operations at Clearent, describes how Clearent supports different paths to success in helping merchants pass along card processing costs to customers. Options include cash discounting, surcharging, and a combination of the two. Plus James explains tiered pricing and Patt...

Help merchants boost revenue by up to 11% with intelligent reconciliation Troy Zentner, CEO and Co-Founder of Gold Star Payments, describes a revolutionary approach to reconciliation; that helps merchants realize revenue bumps upwards of 11%. James explains the pros and cons of Interchange Plus pricing. And Patti reviews the latest trends in corporate payment frauds.