Well, there is no need to feel overwhelmed. Merchant services can be a little confusing and difficult to understand, but once you break it down things start to simplify and you’ll see that selling merchant services isn’t as hard as everyone makes it seem.

The first thing I always say when giving advice on how to sell merchant services is “Know Your Business”. This is one of the most important things you can do to help yourself understand merchant services. Merchant services are basically just another service your processing company offers. You need to know what products and/or services your processing company provides so that you can better explain, recommend and sell this type of business.

For example, if I were trying to sell merchant services for First Data. I would have to have a basic understanding of the products and services they provide so I could better explain them to my company’s current clients, or when meeting new potential business owners looking for credit card processing. Just being educated in your field is one of the best ways to help you succeed.

The second most important thing is to know your market. You must have a certain knowledge of what the other companies within your area are offering so you can be competitive with them by knowing what they service, how much it costs, and why should a business choose you over the others.

Knowledge is power so do yourself a favor by becoming educated in not just how to sell merchant services, but in anything, you are trying to sell. So many people think they know everything when it comes to sales, especially in the credit card industry where what one company is offering may be completely different from another. It’s important that you provide your clients with clear and concise information so they can make an informed decision about what you are recommending and selling.

Have a website and use it! This is one of the most important things you can do today to sell more merchant services. People are 100% more likely to buy something online than anything else, so having your own website daily increases your chances of converting visitors into sales. Developing an effective website also helps demonstrate to others that you know what you are talking about and that you provide a wide variety of services and products.

The last thing I will say on how to sell merchant services is making sure your sales team is trained properly. If they aren’t, everything else you do won’t even matter because nobody will like or trust them enough to buy anything from them let alone merchant services. Believe me, I know from experience that training the right people is one of the hardest things to do!