By Matt Dydo
There’s a great tune by the band called Double Drive entitled ‘Imprint,’ with a line that particularly grabs me:
One step I make an imprint
Two steps it’s a commitment
Three steps I’m not done yet
Draw my other leg up and the pace is set
The line reminds me of the different parts of the merchant account sales cycle and the processes we all go through with our clients and prospects.
People have always said that I can sell ice to an Eskimo. Co-workers wonder where my consultative creativeness comes from or how I can uncover a sales opportunity from even the simplest of interactions with prospects or clients.
The answer is two simple words: Relationships and trust.
My 4 Principles of the Merchant Account Sales Cycle
We all have our own styles and methods to selling but I believe that by having a strong relationship with the client, trust will follow and you will be able to close more deals. You will not be that sales rep who just sells and doesn’t follow up. Through my day-to-day interactions with my clients and prospects I am always doing the following:
- Networking: Remember the movie Glen Gary Glen Ross? I feel if you have the right mix of ‘always be closing’ as well as ‘meeting and greeting’ you will always find the next sale and grow your network.
- Share Your Network: I feel that when you unlock your network it will help you close more sales as well as grow your network.
- Communication: I have always had an open door policy with my clients and prospects. This has led to stronger relationships with my current clients, and helps build the relationship and trust with the prospects to turn them into clients.
- Do Not Be Someone You Are Not: Active listening, genuine interest, compassion integrity and care will lead you to build trust and long lasting relationships.
This formula has led me to some of my best months, most memorable merchant account sales and, at the end of the day, the relationship.
About the Author
Matt Dydo is a merchant account manager at Instabill. This is his first blog for Instabill.
