Set the agenda and stay in control

Craft an opening statement that says who you are and what you are calling about. Stick to it and master it. Set a clear path from the start where you want the conversation to go. Have empathy and respect a merchant’s time while you’re on the phone.

Know your prospect

Make a connection with your merchant. Being able to connect with them on a fundamental level means more than you realize.

“It is all about making connections with people. Being able to read people and know what they’re about is the heart of sales.”

Sell as if you own the place

Confidence is a must. Your cadence, tone, and delivery mean so much more over the phone.

Anticipate objections and questions and embrace them! Track every single movement and key points of your conversation.

Keep it simple

Streamline your product offerings. Too many options confuse customers. Clarify the product’s value. Don’t dwell on the small talk, while it can be friendly and inviting, it can muddy the waters and you can lose their focus. Mix it up too. Keep the message relevant but change it up based on who you’re talking to.

Keep it hands-free

Lastly, know when you get that merchant ready to sign up, you can use the betterpay Agent Portal to send an E-sign App to complete the deal –never having to leave your office!

Doors don’t stay closed

Rejection is a part of salesmanship. Let it go and move on to the next call. Phone sales is a numbers game. More dials mean more opportunities. If you lost the sale today, that doesn’t mean the sale is dead! Follow up regularly; timing is everything. Just because they were not ready today doesn’t mean they won’t be later. Know your metrics; how many dials equals a presentation, equals a quote, equals a sale? It’s also essential to keep yourself fresh, make ten calls, then take a five-minute break. Then take another ten calls. Then another break. Keep your head in the game and stay on it!

Artcle Credit From https://signapay.com/blog/