What is Average in Merchant Sales?

Reading some posts lately and had some thoughts. I posted this on the Merchant Services Sales Group on Facebook but thought I would also share it here for my Merchant Services friends that aren't on Facebook(or meta whatever you want to call it) to get some input

Whats an average rep do in deals a month?

This depends heavily on the rep... You think I am going to say hunger but that is the farthest from the truth... What I think it depends on is conviction, discipline, offer, follow up, ability to shut the fuck up when needed while moving down the sales process when the opportunities present themselves and last but not least closing

Lets start with Conviction, how many times has the rep gone through the sales process successfully that they are so confident in the sale(finding a solution for the merchants pain) that they can close the deal in their sleep. Practice makes permanent so the more you are on the right sales path the more conviction you will have with every merchant you talk to.

Discipline is knowing you numbers, knowing what it takes to hit those goals and getting out there and doing it. Excuses only hurt the ones who tell them.

If your offer isn't different than all your competitors than expect dismal results. If you know the merchants in your area get 100 calls a month about their Merchant account, or see 100 ads on cash discount, maybe you should think about rewrapping the offer. What does that mean? Research the target audience and find out what's important to them, for example roofers lot of roofers are into invoicing so rewrap the cash discount into "why are you paying 3.5% of your profits to invoice your customers when you can do it for free?", "I know you need your money fast so you can buy materials thats why we do next day funding on invoices" etc

Think outside the box cause your competition isn't.... Find the right offer for the right audience (the right offer is an offer the merchant would feel stupid not taking advantage of) and your opening and closing percentage will go up exponentially

Look how bad the ad is below (Its like they tried to hurt your eyes with so much text noise)

I promise you the most important thing to the merchant is the merchant so if they are talking its time for you to listen and respond accordingly. Biggest mistakes I see in marketing emails and phone scripts is "WE" and "I" when it should be questions or personalization to the segmented group you are talking too.

Are you ready to move forward? (kill me now) saying no is easy because it keeps them in their comfort zone of not having to make a change.

Closing is art form IMO, tonality matters, body language matters, smart pausing matters, rephrasing matters, leading questions matters, knowing your prospects buying motive matters

If you're not following up someone else will and you will lose that deal.