“ Looking at your cards to deal you a winning hand ” The Gambler - Kenny Rogers

“Looking at your cards to deal you a winning hand” The Gambler - Kenny Rogers

Daily activity Work Hard, Sell Easy” Block out an hour each evening to organize yourself for the next day. Use the internet to prospect20-25 new businesses: The 20-25 businesses should see 8-10 owners, get 2-3 statements, and close 1 new account. Utilize the Business Card Program to get back in front of merchant's with their statements. You should 10-15 business card leads per day. Run Your 2-3 Appointments: Of the 2-3 Appointments, you should close 1 new account. Follow Ups: You will have 10-15 businesses owners from the day before you couldn't get in front off. Gather info while prospecting and learn when they will be in. You will have 5-7 owners you saw who didn't have their statement. You will have 2-4 proposals out that you weren't able to close. TIME KILLS DEALS!!! Persistence Breaks Resistance!!! YOUR GOAL IS AN ACCOUNT PER DAY!

Self-generating • When you first walk into a business, try to identify who is most likely to be the owner. • Do not walk in and ask “Hi is the owner available?” • Here’s what you say: • “HI, MY NAME IS ___________ AND I'M A LOCAL BUSINESS OWNER HERE IN TOWN. I'M JUST LOOKING TO NETWORK WITH SOME OF THE OTHER OWNERS. NICE TO MEET YOU.” • Owner responds….What is it that you do? • “I WORK WITH LOCAL BUSINESSES IN THE COMMUNITY TO HELP THEM MANAGE THEIR ELECTRONIC PAYMENT PROCESSING. I MAKE SURE THEY ARE SET UP CORRECTLY AND THEIR LEVEL OF SERVICE IS APPROPRIATE. IN MY EXPERIENCE, MOST ACCOUNTS HAVE EXCESSIVE RATES, JUNK FEES, AND SOMETIMES EVEN DUPLICATE FEES. • MERCHANT NAME, WHAT PROBABLY MAKES SENSE IS FOR ME TO REVIEW ONE OF YOUR RECENT STATEMENTS. IF I CAN GIVE YOU ANY ADVICE OR FEEDBACK, I CERTAINLY WILL. DO YOU GET YOUR STATEMENTS IN THE MAIL OR ONLINE?”….“GREAT, PLEASE GO AHEAD AND GET YOUR STATEMENT SO I CAN HAVE A LOOK.” • Once we get the statement in our hands: • “What I’d like to do is email your statement over to my RATE SPECIALIST SO THEY CAN DO A SIDE BY SIDE COMPARISON FOR YOU. They’ll be able to outline every penny that is going out on the different card types. • Impact Statement: • ”YOU ARE GOING TO LOVE WHAT WE ARE ABLE TO DO FOR YOUR BUSINESS. MOST COMPANIES QUALIFY FOR A 20-40% REDUCTION IN RATES AND FEES. WE BOTH KNOW THAT EVERY DOLLAR COUNTS, RIGHT?”

Breaking The Ice Marketing with Gift Cards • When people think of gift cards, they visualize them at a counter. People buy them with a predetermined amount to give to friends and family. Here’s a Gift Card example how help build rapport with the Merchant. • Asking the Merchant “Are you looking for more customers, would you like to have more customers come back, would they like to sell more product or service”. They answer “Yes, Yes, and Yes”…. The ball is in your court! • Say one of your clients owns a pizza restaurant, had issue with not enough customers. • They looked into different methods of advertising. • Television as well as radio was way too expensive. Didn’t hit target market. • Tried Valpak coupons with no success. • Tried email blasting, emails got flagged as spam. • Introduced to gift cards - ordered a 100 pack and put $10 on each card. Had two of his employees go to a food store in the same complex. Handed out as people were coming out to the store. Next day the pizzeria was packed. People spending $20, $30, $50 on pizza. • Not only did they recoup the cost, made a nice profit and got more customers. • The secret to making gift cards work - is putting them in customers hand.

Business card Program "Mr. Merchant…. “I was just meeting with your neighbor (make up a name of a nearby business) While I was in the area wanted to introduce myself. My company specializes in electronic payment processing, we help businesses eliminate fees, reduce costs, and increase revenue. I know you are very busy. I would like to have my office call you to schedule a 10-15 minute meeting. Here is one of my cards, May I have one of yours?” Then at the end of your day scan & email or fax over those business cards to your Sales Manager. The next morning, they will have one of our telemarketing department call as your assistant and schedule an appointment to meet with the merchant. Please note: Do not waste our staff’s time and turn in cards where you did not speak to the owner; use those as your own follow-up and call them back yourself.

Statement Rebuttals “Getting the Statement is Critical. Don’t let the merchant shut you down.” Important Facts: Merchant statements do not contain any sensitive information. Only dates, dollar amounts, and transaction types. Unlike a bank statement, nothing malicious can be done with a processing statement. There are hundreds of different card and charge types. Example: a Debit Card, Points Cards, Business, International and Reward Cards, Keyed in or Swiped. All of these have different costs associated with them. The reason we we use a recent month’s processing statement is to see the types of cards your business accepts and how they are processed. This way we can customize the pricing structure around the unique needs of each business, maximizing your savings. If a merchant refuses to provide statements & just wants rates, your rebuttal should be….. Ok, in order to quote you correctly, what pricing structure are you on; tiered, bundled, or interchange pricing? (Merchants will rarely know the answer) Mr. Merchant, don’t worry. No business owner’s know the answer. That is precisely why it is important that an industry professional reviews the statement to make sure you are on the correct pricing structure, and that the rates and fees on your account are appropriate for your business. The analysis will just take a couple of minutes. Do you have one of your recent statements accessible?

Statement Rebuttals “Getting the Statement is Critical. Don’t let the merchant shut you down.” “Mr. Merchant, asking me to price your account properly without reviewing your processing history is like taking your car to the mechanic and asking him to diagnose the car’s problem without opening the hood. You wouldn’t expect that to happen, would you?” "Mr. Merchant, asking me to price your account properly without reviewing a statement is like walking into a restaurant with your family of four and telling the server ‘We are hungry, how much is it going to be?”. (Laugh) In order for the server to answer, they need to know what you will be ordering off the menu. Our business is no different. “ "Mr. Merchant, let’s say you were to find out you had a medical issue and decided to get a second opinion. When you went to the second doctor, would you refuse to show him the medical reports and still expect him to give a correct diagnosis? Further, if you had a doctor that immediately told you what was wrong without doing their due diligence, then that is probably not the doctor you want to see. You would expect him to review reports, evaluate you and then make a determination. It’s the same with us. We need to do our diagnostic work in order to be able to diagnose what has been ailing you in terms of your merchant processing. Reviewing that processing statement allows us to do just that." If you have exhausted all of your options and the merchant still won't show their statement, your comment will now be... "Generally, this isn't how we price our customers; however, I'll provide you with my lowest rate. The best rate I can give you is 1.29%. Now, Mr. Merchant, bet you're paying more than 1.29% aren't you? So, if you'll grab your statement I'll have the savings analysis completed based on this rate." Or just sign them up at 1.29% for retail or 1.98% for MOTO accounts!!!

Rebuttals When Encountering an Objection: 1. Validate the merchant’s concern... "Mr. Merchant, I totally understand, most of the merchants I sign up _______.“ 2. Isolate the objection... "Is that the only thing holding you back from moving forward? Here's what I'll do, let me call my rate specialist and see if there is something extra special we can do for you today." 3. Call your Sales Director... "Hi Frank, I am here with Michael from the bakery. I went over the proposal and she is very excited about the savings, however she did have just one concern.....As you know I am working hard to earn her business. Is there anything special we can do to earn her business today?" Common Objections: • Think About It \ Sleep on it \ Give Me a Couple Days • Looks Good, Let me Talk to my Husband/Wife • Looks Good, Let me Talk to my Partner • I am Under Contract and Have a Cancellation Fee

Rebuttals When Encountering an Objection: • I Want to Think About It \Sleep on it…Give me a couple days: • Ok, no problem! But let me ask you this: say you go home tonight after your busy day here and as soon as you get settled, your phone rings. It’s your cable company and they say “you have been a really good customer, we are going to give you the same channels and package you already have but since we want to keep you as a customer we are going to lower your cable bill $75 a month” would you take it? (Yes) You wouldn’t think about that! Now what are the chances of that happening? Cable companies don’t do that! But, that’s exactly what just happened with the credit card processing for your business. So congratulations and welcome to MPX! (Lean over and shake the merchant’s hand) So, what’s the legal name of your business? (redirect to application) • Gives Pushback… • Is there anything I can do to earn your business today? • Looks Good, Let me Talk to my Husband/Wife: • OK, let me ask you a question, how long have you and your husband/wife been in business together? (8 Yrs) And I am guessing you knew each other beforehand? (Yes) OK so you are partners not only in business but in life because you trust one another, right? (Yes) Alright, so obviously, you are going to talk to your spouse when it comes to spending the company’s money, but not saving the company money! Matter of fact on your way home from work today, stop off and get [her flowers] [his favorite dinner]. When you get home, say “Honey, guess what? You know how we have been talking about redoing our bathroom, putting a pool in the backyard, or taking the family on vacation? Well after my meeting today, I just saved us $3,000! We are that much closer to getting it done!” So, Congratulations and welcome to MPX. (Lean over and shake the merchant’s hand) So what’s the legal name of your business? (redirect to application) • Gives Pushback… • No problem. Know what? I’m sure one of the reasons you have such a successful business here is because you and your husband/wife complement each other so well. You think of things that husband/wife doesn’t think of and they think of things that you don’t think of. So, is there a way we can get your husband/wife on the phone now? This way if they have any questions that maybe you didn’t think to ask, at least I will be available to help answer them. Can we give them a call?

Rebuttals When Encountering an Objection: • Looks Good, Let me Talk to my Partner: • OK, let me ask you, how long have you and your partner been in business together? (8 Yrs) Ok did you know them prior to getting into business together? (Yes) OK so you are business partners because you trust one another, right? (Yes) Alright, so obviously, you are going to talk to your partner when it comes to spending the company’s money, but not saving the company money! Matter of fact when they come in today from playing golf or sleeping late, or whatever they’re doing, why don’t you give it to them a little and tell them “Hey I saved us $3,000 today, what did you do for us, pal?” Congratulations and welcome to MPX. (Lean over and shake the merchant’s hand) So what’s the legal name of your business? (redirect to application) • Gives Pushback… • No problem. Know what? I’m sure one of the reasons you have such a successful business here is because you and your partner complement each other so well. You think of things that your partner doesn’t think of and they think of things that you don’t think of. So, is there a way we can get your partner on the phone now? This way if they have any questions that maybe you didn’t think to ask, at least I will be available to help answer them. Can we give them a call? • Under Contract\Cancellation Penalty…. Are You Going to Pay it? • Mr. Merchant, I totally understand. Most of the companies that I do business with are in the very same situation. That is just the nature of the industry. You seem like an intelligent business owner to me, you have got a wonderfully successful business here. Let me ask you, would you rather pay a couple of hundred dollars to make those guys go away, or the $3,000.00 I just outlined to you to stay with them? Come on now, you’re going to spend that same couple hundred this weekend food shopping because the in-laws are coming to visit! Being that I am talking to an intelligent business owner, I am sure you know there is only one choice- so, congratulations and welcome to MPX! (Lean over and shake the merchant’s hand) So what’s the legal name of your business? (redirect to application) • Gives Pushback… • Listen, is that the only thing holding you back from moving forward? (Yes) I’m going to go to bat for you and give the Corporate Office a call to see if there is anything special we can do for you. In some cases we are able to reimburse the cancellation penalty. (CALL YOUR SALES MANAGER)

Closing Techniques Assume the Sale Close (This is your Go To Close every time): Mr. Merchant, we are going to be saving you $50 a month, $600 a year, that’s $3000 over the next few years alone, with absolutely no growth in your business. A little bit of growth you are looking at 4 maybe even 5 thousand dollars back into your pocket..." Now normally, there is a $495 application fee, but It is still a fairly tight economy, I am sure my manager would give me permission to go ahead and waive that saving you an extra $500 right out of the gate. The paperwork takes just a few minutes of time, and nothing changes for 3 to 5 business days until we (reprogram your existing terminal, or provide you with you new chip compliant terminal). At that time; you will start putting money back in your pocket with every transaction going forward. (Pull out the Merchant Application) Now all I need is a void business check where you would like your funds deposited into. (Look Down at the application, and ask one of the none threatening questions from the app) So, how many years have you been in business? (Look down and shut-up) Start filling out the application and assume the sale. The person who speaks next will lose, so write them up! Alternate Choice Equipment Close: Mr. Merchant, the new equipment we spoke about, the _____BLANK_____ is priced as follows: You can lease it for 48 months at $39.99 per month, or the best deal we offer, which can save you an additional $500.00, is to lease it for 24 months at $59.99 per month. Which option would work better for you and your financial situation, a smaller payment or a shorter-term payoff? (Always ask open-ended questions, these are questions that can’t be answered with a yes or a no. This will get the prospect talking and allow you to hear the real objections.) Mutual Fund Close for Family, Kids, or Retirement: Mr. Merchant, do you have kids? How old? Oh, a 3 and 6 year old. What a fun age. So, are they boys or girls? With regard to your current volume of business, we’re saving you $35.00 per month. Have you ever considered the return on an investment of $35.00 per month in an average performing mutual fund over 20 years? You would have saved over $25,000 to help your little girl out when she gets married! You would have saved over $25,000 to help your son buy his first house! You are in position to help your kids get started on the right foot in life. You know, to start with equity instead of debt as most of us have. Now how important is that $35.00 a month you are already spending? Would you rather give it to your current processor or your children? Would you like to take a few trips to exotic places when you retire? This is what the $35.00 a month can do for you that you are already spending, or with what were saving you. That’s with no additional investment! (Now go into your close, pull out the paperwork and say it only takes 5 minutes etc… Close!)

Closing Techniques Gas Pitch Close for Low Volume Merchants (Don’t talk savings - talk rates): Mr. Merchant, I know the rate difference doesn’t look like much, you are at 1.78% + 25 cents per transaction. We are able to drop your rate from 1.78% to 1.69% and drop your transaction fee from 25 cents to 20 cents. This is the same type of decision you make when you buy gas. When you need gas, the station on your side of the street is charging $1.78 per gallon and the station on the other side of the street is charging $1.69 per gallon, so who gets your business more often than not? The point is this: Everyone wants the best deal, and it’s more aggravating than anything else but we all do it because we know tank after tank the savings adds up. (Now go into your close, pull out the paperwork and say it only takes 5 minutes etc…) Service Close: Mr. Merchant, you mentioned that it takes 2 to 3 days to get an answer for your current processor when you have questions or issues. Can I use your phone? Call our 800 number. When the Tech answers tell them you are testing our response time, thank them, and let them move on. (Since the Techs are busy, don’t use this technique often). Trade In Rebate Close: Mr. Merchant, the equipment we spoke about, the ______BLANK______, it leases for $49.99 per month. However, if you would like to trade in your old terminal, I’m sure my manager would approve a $10.00 per month discount. This would reduce your cost to $39.99 per month and effectively save you approximately $500.00, not to mention the benefit of using the latest technology and assuring merchant compliance. If this will work for you, I’ll make the call to my manager - hold on. (Call your manager and role-play. He will know what you’re doing. Write them up!) Skeptic Close: Mr. Merchant, I understand that you have had problems in the past. Let me assure you that MPX is one of the leading processors in the USA & Canada. Even though we have over 100,000 merchants we still consider every merchant family. We’re not the biggest, but we do process over 3 billion transactions per year, and I consider us the best! I’ve done a tremendous amount of research; I have friends and family that process with us; I have even signed up my mother-in-law’s hair salon. I trust our service enough to bring family on board and we will do the same for you! (Go into your close!)

Closing Techniques Think About it Close: • I can appreciate the fact you want to think about it. Let me ask you, have I answered all your questions and concerns? Are there any issues remaining that I have not made clear? (Look for the real objection here- Have you built confidence? Have you used all the closing techniques you are armed with? Are you able to sign them up today? Have you offered to sweeten the deal? Can you waive a fee that really doesn’t exist? Can some free paper or a pin-pad push them over the top?) • Whatever the feeling is regarding your prospect, you must go with your gut. Did you lose them somewhere along the way? Do you need to follow up with them at their request? Do you need to confirm the follow up date you prefer? Lead your prospect to your desired result! Go with your gut. (See Below) • My personal close is the following: • Mr. Merchant, I can appreciate that you want to think about this decision. Heck, I check with my wife on anything over a few bucks, but were not talking cost here, were talking savings! Money in your pocket day after day! We are able to reduce your cost, and the result is, increased profits! With each and every credit card transaction you process! This is how smart business owner’s stay on top in the market place. Mr. Merchant, you seem like a smart business owner. I can see your success in your business, and sales, which is directly responsible for the dollars on this statement. Now nothing changes for 3 to 5 business days, but thereafter, profits will increase as expenses decrease while putting dollars back into your pocket. (Now go into your close, pull out the paperwork and say it only takes 5 minutes etc… Close!) • Landlord Close • Now Mr. Merchant, if your landlord walked in today and told you he was going to lower your rent $38.00 a month. Would you do it? Would you think about it? Of course you would do it, we’re doing the same, we’re just not waiting for your landlord to make this offer; we are making it now. (Go into your close.) • Do it Today Close: • Mr. Merchant, you can see that MPC is saving you $___BLANK___ dollars a month, or we are beating your current rates by 70 basis points. You know you’re going to do this! Let me help you out. I’ll see if I can waive the debit encryption fee or the reprogramming fee of $89.00 in an effort to earn you business today. Let me call my manger and see if he will approve the adjustment, if so, does this sound fair to you? (Call your manager and role-play.Now close!)

Closing Techniques Follow-ups: Some of you work your follow-ups great, others tend to lack and just look to the next appointment. The following is strongly suggested and will make each and everyone of you more money! Each of you should be closing 2 to 4 follow-ups weekly: After you have completed your presentation and realize your prospect will not make a decision today, I want you to schedule a follow-up appointment right on the spot. We schedule your appointments for no more that 2 days out so schedule your follow-up 3 or more days out. Email your sales director right away and have them block that time, give them the name of the merchant so we can track it as well. You will find you are writing more business because it’s harder to tell you no in person than over the phone. Blocking off ½ a day to do follow-ups is not being proactive, schedule these diligently and communicate with your office and manager as who you are seeing and where you are going to be. Merchants that won’t schedule a follow-up are blowing smoke in most cases, you haven’t sold them so close harder and dig deeper. Don’t waste time on meaningless callbacks if possible, find the real objection, close on it, stay up beat and positive, write them up, or schedule your follow-up appointment. Disservice Close: Mr. Merchant, I’m not leaving here today allowing you to overpay $500.00 a year too much, I would be doing you a disservice if I walked out that door. Now that’s $1500.00 over the next three years even if your business and sales never grow! So, go get me a check for $69.00 for the application processing costs and let’s get the paperwork started. Small Saving Close (Deadly) Now, Mr. Merchant, you say the $28.00 a month is not that much, do you have your checkbook? Because you need to write me a check for $28.00, because it’s not that much right! And next month I’m going to stop back in and you need to write me another check for $28.00 and every month thereafter. Now are you going to do that? Of course not, BUT MR. MERCHANT, THAT’S WHAT YOU ARE ALREADY DOING now,let me turn the tables for you, let me write you that check for $28.00 a month and every month thereafter.

this is critical You get only one chance to make a FIRST IMPRESSION. Make it count! Develop your IMPACT STATEMENTas one to be Remembered. Sell Yourself at the Doorwith PositiveEnergy and Passion this is the first step so you don’t get resistance when forwarding the statement. Explain what we are there to do, & Ask for all Pages of their Most Recent STATEMENT to email to Manager. Start with the MERCHANT QUESTIONNAIRE, now call your manager and let them know you have faxed it over. You manager will fax back or call you with the reduced costs and savings. While waiting for the quote:SELL YOURSELF, the COMPANY & our ADDED-VALUE SERVICES, this is the time to BUILD RAPPORT. Upon receipt of the quote, pull out the application, use the reduced costs & savings analysis , & added value services to close the merchant. ASSUME THE SALE & ASK FOR THE BUSINESS!!! After attempting to close the merchant & attempted to overcome any objections, CALL YOUR MANAGER TO DO A TAKEOVER. Last But Not Least:"Mr/Mrs Merchant, as you know I am working hard, putting my best foot forward attempting to earn your business today, let me put the ball in your court....What would it take for me to earn your business today? I am willing to go to bat for you with corporate."

Closing • My best advice is to not get greedy! Take what is in front of you today and get paid. Make yourself and the company money. • Build a referral file with business cards and close every time you pitch! • Be honest and stay ethical. • Don’t turn over rocks that may hold snakes, in other words, keep it simple! • Too much information will lead to overload with your prospect. • Good luck, and remember to call your manager on each and every presentation that you need help with. • We want you to succeed and look forward to a long-term relationship and success for all of us!

“ Looking at your cards to deal you a winning hand ” The Gambler - Kenny Rogers