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 Patti reports on Apple's credit card gambit.
May 06, 2019•45 min
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.
Apr 26, 2019•47 min
There is an underlying cost structure for every ISO and processor in the merchant services industry. To make a profitable book of business, making sure fees are covering costs is crucial. And saving merchants money is the methodology of the industry. Let me help you understand this vital topic…
Apr 24, 2019•10 min
Mastering the art of relationship building The key to building lifetime relationships is in keeping it super simple, RJ Horsley, President of SpotOn Transact, explains in this week's featured interview. Plus, James discusses urgency killers and ways to overcome these in order to close deals, and Patti describes the latest trends in e-commerce sales.
Apr 21, 2019•50 min
I have some interesting experiences when traveling and consulting. I also see many trends in our industry. One illogical one I've noticed lately is...
Apr 17, 2019•10 min
Learn why cash discounting is a win-win & how to close deals when selling on value This week's podcast features an interview with Adam Ackerman, head of the ISO Sales Channel at Merchant Lynx Services. Adam explains how cash discounting is driving value for MLSs and their clients. James offers more insights for selling on value, specifically how to close a value sale. And Patti provides an update on crypto-currency trends.
Apr 13, 2019•41 min
The big question in our industry right now is, “should we switch from cash discounting to surcharging, or should we add surcharging?” There are 3 problems with going to all surcharge right now. Here are some tips to help you through this transition time in the industry.
Apr 10, 2019•8 min
Making case for surcharging, instant funding; plus value-selling roadmap Robert Maynard explains how his firm, SurchX, partners with ISOs and MLSs to support compliant credit card surcharging. James provides a roadmap for selling on value. And Patti describes merchant demand and willingness to pay for instant funding options.
Apr 05, 2019•37 min
I've talked to thousands of agents and ISOs through my years in the industry. That has resulted in exposure to many different approaches for selling merchant services. I've found three main categories of prospecting strategies which are most successful...
Apr 03, 2019•9 min
Learn about selling on value, managing e-commerce risk James offers insights for selling on value. Le Ann Power explains how G2 Web services help ISOs and acquirers, manage e-commerce risk and card brand compliance. And, Patti discusses what recent acquirer mega-mergers could mean for ISOs and agents.
Mar 30, 2019•38 min
There’s been much transition in the industry the last year! Cash discounting isn’t dead, but it has changed. Jump into the episode with me today while I discuss the current trends on this hot topic.
Mar 27, 2019•10 min
Making sense of crypto-currencies, phishing & cash discounting This week's podcast features Steve Eazell, SVP for Partner Sales at PayVida, who discusses the ins and outs of crypto-currencies. Plus, James answers a question on the minds of many agents these days: should I still sell cash discounting? And Patti offers tips for fending off phishing attacks.
Mar 22, 2019•51 min
Play chess rather than checkers when selling! Chess is a game I love which has many parallels to the way I sell. Let me help you begin using chess strategy and close more sales.
Mar 20, 2019•8 min
Engender merchant loyalty & profitability, even if you can't always say "yes". This week, industry veteran and Paysafe President OB Rawls explains, how selling solutions that enable merchants to grow; helps ISOs and MLSs grow their businesses. Patti discusses balancing merchant demands for less friction and greater security in payments. And, James offers insights on what to do when you can't say, "yes" to a merchant.
Mar 15, 2019•43 min
What distinguishes cash discounting from surcharging programs? Compliance and Margins With Visa making clear its disdain for cash discounting programs, more ISO's and MLS's are looking into surcharging programs. In this week's featured interview Jonathan Razi, Founder of CardX, describes markets and verticals where surcharging works. "The winners in this space will be those that make compliance automatic," he says. Plus, James explains distinctions between cash discounting & surcharging, and...
Mar 15, 2019•53 min
I believe all the current cash discount programs are eventually going to surcharging. Thus, I would be remiss not to publish a series of discussions about surcharging. Since surcharging is much more complicated than traditional cash discount programs, gain much needed knowledge as I discuss this all-important topic...
Mar 13, 2019•6 min
No portfolio is too small or too big to sell! Learn from Denise Shomo, President of Cutter Financial, about what her firm looks for when purchasing agent portfolios. "No portfolio is too small or too large," she says. Plus, Patti provides updates on cash usage and cash discounting, and James delivers strategies for closing sales.
Mar 01, 2019•36 min
There are three ways to double your closing rate in one week. These are guaranteed to work for anyone! Sometimes the simplest things are overlooked. Here are three simple things which you might find hard to do.
Feb 27, 2019•10 min
Boosting sales through online marketing & referral networks, plus tips for getting things done. Learn how Matt Donovan and Adam Kiefer, founding partners of Talage, an insurance company specializing in small businesses, use referral networks and online marketing to drive sales, and how these strategies can be applied successfully to merchant sales. Plus, James offers tips for making the best use of office time, and Patti explores recent changes to the card brand's charge back rules.
Feb 23, 2019•59 min
There's a very important story in the news right now suggesting Visa and MasterCard are considering an increase of interchange fees. There are some aspects of that news which annoy me greatly. But I am glad it's happening for one reason...
Feb 20, 2019•6 min
Learn how ChargeBack Gurus work with ISOs and their partners to manage merchant charge backs and fight charge back fraud. Their motto: "Every charge back tells story." Patti reports on gains in credit, debit and prepaid card usage. And, James offers his take on the transition from working an MLS job to a running successful business.
Feb 18, 2019•1 hr 6 min
I just finalized a deal with a self-storage company that uses our software. We set them up on cash discounting through our system. This caused some reflection on my part as to why I am still selling cash discounting. I have published my opinion that surcharging will over-shadow cash discounting eventually. You may have also read my view on the Visa bulletin and the ruling in New York. However, I’m still selling cash discounting, and I think you should, too.
Feb 13, 2019•10 min
In this week's episode, David Palmer & Robert Heinrich describe how Simpay helps agents grow their portfolios by speaking to merchant pain points with payroll and POS solutions. Plus Patti discusses the relevance of contactless payments, and James explains how agents can use Apple Pay to prospect.
Feb 11, 2019•44 min
How To Make $1000 A Week Selling Merchant Services by Merchant Sales Podcast
Feb 06, 2019•8 min
Embrace these 5 keys to building as successful merchant sales team, and learn how tokenization protects eCommerce merchants and their customers. This week James offers 5 keys to building a successful merchant services sales team. Plus Patti discusses the movement toward card data tokenization, and how ISOs, agents and their partners can get merchants and consumers on board with this proven method to protecting against card fraud.
Feb 01, 2019•40 min
The Mark Of A Great Opening Pitch - Selling Merchant Services by Merchant Sales Podcast
Jan 30, 2019•6 min
This week, James interviews a one of a kind sales professional who sold 301 merchants last year and that wasn't even close to his best year. He did this while managing a large team of agents and keeping his life in balance. Patti's insider's report covers the benefits and concerns of the CBD industry when it comes to merchant services. In questions from the field, James presents two variations of a successful cash discount opening pitch.
Jan 28, 2019•52 min
I just attended a sales meeting at one of the largest ISOs in the country. While talking to one of their top reps, I learned great tips about delegating merchant support without losing trust...
Jan 23, 2019•8 min
Culture, Technology & Access to Capital: the Trifecta of Merchant Sales Team Success Sam Zietz describes how the company he founded and leads, TouchSuite, fuses technology, with a partnership culture and access to capital to support successful merchant sales teams. Plus, Patti reports on the the latest surcharging developments in New York, and James offers his take on charting a successful path in merchant sales.
Jan 19, 2019•51 min
Last week there was a "victory" for surcharging in New York. But WAS it a victory? The reason why I think the action was more defeat than victory...
Jan 16, 2019•10 min
