Sales help

[Ian Spielman]

Hi.

I am an independent commission based agent, offering Merchant services.

I am fantastic at customer services! (blowing my own trumpet, I know) that is my passion! I love helping and advising people.

Where I suck, is at selling, particularly at cold calling, I detest it at a very high level.

I would love some help/advise on alternative selling methods.

P.s. I have tried it for a good 6 months, Mainly walking the beat on the high street, with very little sucess.

 

[patientlady]

Hi Ian
Just responded to you on another thread! Merchant services is very cut throat and all the other sales guys are doing what you are. Knocking on doors in the high street and networking, you are all following each other! Not only that but most are locked into 4 year contracts by now. My advice for that its worth would be to concentrate on new business. People whom have never had a card machine, new business start ups and the like. Keep off the high street and look elsewhere.
Good luck

 

[Ian Spielman]

Thanks for replies! Your telling me that its a cut throat business! Boy is it hell. I know most other guys are doing high streets hence I try avoiding them now. You mention targeting start ups, how do I find this info? Also, anyone in a 4 year contract is being tipped off!!!

As to my other post, my main issue is that u get stuck on my scripts.....

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[Gabbalot]

Ian why dont u outsourse your lead generation get someone to book appointments for you.

Most telesales agency will already have data on new start ups as well as exsiting companies.

Also have you tried builing companies more and more are accepting card payments these days.

If you would like some more info on outsourse telesales pm me.

Good luck

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[amphis software]

You mention targeting start ups, how do I find this info?

try http://www.michrome.com/ for info on new businesses in your area.

Tom

 

[AlexanderR]

The best advice I can give on selling, is not selling. The biggest sales I've ever generated for any company have come from me just wanting a chat. I could ring someone, or walk into their place of business, and talk to them about anything, explicitly trying to avoid talking about the products or services I'm selling.

The whole point of this is rapport, getting the customer to like you, because eventually he'll ask why your talking to him, and then it's a case of "oh yeah, I'm selling xxx (insert close here)".

It's not a 100% guaranteed sale, but it's never a slammed door or telephone. And I'm very aware that it takes a mass of confidence to strike up a conversation with someone you don't even know, but as long as you listen more than you talk, you can't really go wrong.

 

[solutionsgroup]

www.selectabase.co.uk also offer startup data you may be able to use. We've used it previously with some fair results.

 

[Ian Spielman]

That's a pretty much what I Ty and do but not exactly. Truth is that Im not a sales person. In fact, I hate selling someone a product I.e. Badgering them ao much that they finally agree yo sign up. I have seen the results of such sales by other people. I prefer to go in and chat to them about the services I offer and ig they show an interest try and sell gently. It has worked but not enough.....

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[AlexanderR]

To tell you the truth Ian, gently doesn't work. I have also tried this. I would have been around 18, and I failed, repeatedly, so much so that a guy came to re-train me. Ever since I've always gone for a conversation, something off topic, and once I'm liked, I close. It either fails or succeeds whichever way you do it, but the gently tactic comes across as weak, and gives the potential customer a way out.

On the other hand, if your liked and go for the hard close, but it still fails, you generally laugh it off with the guy. The point is, to forget about the sales, and just go out and have fun.

 

[patientlady]

The problem I see for Ian here is that he is using his charm and helpful nature to get in front of customers, probably successfully but, needs to get in front of more potential business. Commission only is tough and I would imagine that you would be needing to do a deal a day to pay the bills.
Unfortunately in merchant services it cannot be legitimately sold, by not mentioning the product, having a chat about the weather, and then having a stab at closing (sorry being flippant Alexander, my apologies)
Ian, out of interest do you have a diary and is it full for next week?

 

[Ian Spielman]

I do have a diary. And no its not really full next week tbh!

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[patientlady]

I do have a diary. And no its not really full next week tbh!

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Annoyingly my diary is not full next week either, but hopefully by Monday afternoon it will be, if not i will have to take the consequences. I mentioned it really because a full diary will exceed your sales target for the week

 

[Ian Spielman]

What do you sell???

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[patientlady]

Financial services

 

[Ian Spielman]

So we are in the same game.... Lol

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