In my opinion, it takes two things to make a sale: the ability to read people, and a certain amount of good old fashioned charm.
I am back in the game. To me it is a game. I immediately, before even walking into a business, need to be able to read the business. For instance, auto shops. There is two possibilities that I know before walking in. I am going to either get the owner or his wife (who is usually the bookkeeper). If I get the owner, I usually get a man who is for the most part excited to see a woman. He doesn't really care about what I have to say. These are an easy, "sign here and here." He doesn't care what he is signing, he is just happy to have a woman pay attention to him :) On the other side, if it is the wife...I might as well get back in my car. So before I walk in the door, I have already judged what kind of appointment this is. I already know my chances. My appointments are pre-set, so I know whether it is the owner or his wife. At that point I walk in and I have about 3 minutes to either win them over, or walk away empty handed. The great thing about this job is it is a one time connection. I don't have to build a relationship with these people. I only meet with them one time, I either get it or I don't.
Another appointment. Nail salons. I know right off the bat I am going to have a language barrier. So I walk in with patience. These owners don't care about charm. About 60% of the time, they have NO idea why I am there, because they misunderstood the appointment-setters original phone call. The only thing many of them can say in English with confidence is, "yes", or "okay." So when they are asked if I can come in and go over their rates with them, they say "yes." So when I get there, they don't have a statement and they don't understand why I am asking for one. So I usually walk away empty handed.
Another appointment. Hotels and gas stations. These are usually owned by the Patels. They are very friendly, but these appointments take not only charm, but I need to know my information well. These business owners are smart. They know EXACTLY what they are paying. They know what their rates are. They know what their transaction fees are. They know they are getting different rates depending on the different cards. You would be surprised at how many business owners don't know most of this basic information. Hotels and gas stations know every detail, and know where every penny goes. So my adorable smile only gets me so far. I need to know everything, and if I make ONE mistake they immediately retreat. It is like peeling the layers off an onion. Once I peel back enough layers, my eyes start to tear up. I usually tear up because they have beat me down with questions I have never heard, therefore don't know the answers too. I am also tearing up because I have wasted over an hour and a half and I can at this point sense that I will walk away empty handed. These business owners question you to death, then they "want to think about it." That is code for, "don't call me, I'LL call you."
Another appointment. Mobile companies (construction, odd jobs, window washers). These guys are completely mobile and they work out of their vehicles. These are always men. My sweet smile, and nice legs come in very handy here. These are two different people too though. I can get one that is so busy they don't have time for sitting around and chatting. If this is the case, I have about 5 minutes to get my information out, along with the application. I have to be quick or they lose patience with me. Not only do I have to be quick, but I can't seem that I am rushed. If I appear rushed, I appear shaky. Shaky = SHADY. It is about balance, be quick, but don't be unsure. Don't ask for the sale, assume it. The other type of mobile owners are the ones that want someone to meet then at Dunkin' Donuts. This doesn't just take a sweet smile. To make a sale with these VERY laid back business owners, I need to go the personal route. Ask them how long they have been in business. Do they like it? If I can, it is great to bring in family. Do you have kids? How old? They pull out the pictures. I convince them their child should be in modeling. Then I pull out the application, "sign here and here".
Does this post make you lose a little respect for me? It is a job. I am out to make money like every other person. In my job, if I don't make a sale, I don't make a dime. I have about 30 seconds to win them over. In that first 30 seconds, I have to be able to read them, and respond to their "type". If I read them as laid back, and they are actually Type A personalities, then I can lose in the first 30 seconds. If I read them as angry at the world (and credit card people), then I have 30 seconds to convince them I too hate stupid credit card people. I can't appear desperate. I also can't appear arrogant. Don't talk over them. Let them spill their guts. Hold their hands. Talk about their families or their grandkids. Tell them how nice their office is. Tell them I love the carpet. The first 30 seconds can make me or break me, so my goal is to enchant them.
The astonishing thing about my job, is we truly DO have lower rates than most companies out there. This makes it very easy to show savings, and makes it painless to sell equipment. This job has been wonderful for me in the last few weeks. I have been successful, and I actually love doing it. I love meeting new people. I love that I actually get to save them money. What I don't love is that this is a cut throat business. I don't like that I am labeled as "sales girl". Sales girl = sleazy girl. I hate that I sell terminals for more than they are actually worth. I hate that I have to take advantage of what business owners don't know or don't pay attention to. I am like a bully that jumps on their weakness. On the other hand, shouldn't they be smarter? Why should I feel bad for their stupidity? I know I have my equipment marked up, but don't you think they do too? They OWN a business. They are making money on other people, just like I am making money on them. It is an endless circle of deception. We know when we buy bread at Walmart, that Walmart is making money off that sale...but do we care? No, that is just the way it goes. They are selling something I need. I am selling something they need. It is a temporary job that will get me to my final goal...to be a teacher. I love this job. I love making money. Some days are easier than others (depending on how I am dressed). Lucky for me, many businesses are owned by men. I have a nice smile, and seemingly precious personality.
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