FOR THE MERCHANT

FOR ISOs AND AGENTS

BUYING 
• Do your research
• Know your products, services and sales information
• Ask the same questions 
• Get to know what is real and what is not real information
• Look for hidden fees
• View the applications
• Know what happens if you cancel the merchant account before and after the contract term 
• Is there a contract term 
• Get to know the contract 
• How long has the provider and the sales person been in business 
• Do the sales people really have the authority for negotiating
• Is a local provider important

EQUIPMENT
• Make a list of equipment you need
• Find out what equipment best fits your needs
• Set a budget for the equipment
• If you have a set budget what equipment will fit the budget
• Is it better to lease or purchase 
• What is the time frame the provider can deliver the equipment
• Be willing to change equipment choice
• If the sales person suggest alternatives ask why 
• Seperate the equpment list between needs and wants 
• Chedk out warranties

SERVICES & PROGRAMS
• Ask the sales person about all options in their services
• Know what additional services or programs you may need or want
• What additional programs will increase profit 
• What are the added cost of the value added programs 
• Roughly how to advertise and market the added Programs
• What is the setup time fram

SUPPORT
• How do you contact customer service 
• How do you contact technical support
• Are there maintenance agreements for additional support after warranties
• What about upgrades later as the business changes
• If warranties are an issue then talk about the length of warranty terms
• Who will physically replace the equipment
• Ask if the merchant has any question concerning support

AND MUCH MORE . . .

SELLING
• Manuals and other selling tools
• Know your products, services, rates and fees
• Get to the decision maker
• Learn to listen more than you speak
• People's different personality types
• Nailing down the business needs
• Nailing down business owners personal needs
• Scoping the layout for locations of equipment
• Find out if it is a bidding war or exclusive presentation
• Do you know buying signals?
• Answer ALL anti-buying concerns before closing
• Ask the questions
• Ask for the sale

EQUIPMENT
• Make a manual of all equipment  
• Know your cost
• Organize your products and pricing lists
• Decide on equipment before asking for sale
• Be willing to change equipment choice
• Explain why the unit chosen is the best for them
• If a merchant does not need something don't sell it
• Tell the merchant why you do not feel he needs something, but if he still wants it, then sell it
• Know which equipment is most reliable

SERVICES & PROGRAMS
• Know the company's programs
• Know the company's cost
• When to sell a lease or purchase
• When do you mention other programs or services
• Does the merchant need check services
• Does the merchant need gift cards
• Does the merchant need wireless
• What value added services does the merchant need

SUPPORT
• Always mention how customer service works
• Always mention how technical support works
• What happens if the merchant's terminal has a problem
• What happens if the merchant is over charged
• Who will physically replace the equipment
• Ask if the merchant has any question concerning support

AND MUCH MORE . . .