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In this special edition of the Merchant Sales Podcast, James explains Visa's recent decision to cap credit card Surcharges at 3%, and how that will drive more ISOs and agents to pitch Dual Pricing. Plus, James interviews Eric Bernstein, CEO at Valor Paytech, on how Valor terminals can support both Dual Pricing and Compliant Surcharging, and together James & Eric respond to agent questions.

Use excuses to your advantage. Here are three key considerations: 1. Have a good excuse for calling on a business owner in the first place. 2. Justify (have an excuse for) why you're calling on the merchant now. 3. Negotiate for time throughout the process. Keep the business owner in a negotiating posture for as long as possible. Use lines like, “Well, one more thing, and then I’ll let you go," and, "Would tomorrow work for me to come back and provide a demo?”

This week's podcast features Dave Humphrey, President at Bryte Payment Solutions, discussing the importance of first impressions and maintaining open channels of communication. James shares his insights on starting a vertical-specific software company based on his personal experience, while Patti reports on a new Visa initiative that promotes interoperability between P2P payment networks.

Pivot the conversation to a purely financial decision, where an investment of a few hundred or a few thousand dollars can generate awesome returns through dual pricing. There are three ways I see these type of deals getting done. The merchant pays early termination and other costs incurred breaking the contract, and recoups multiples of that amount by eliminating most of their interchange costs. The merchant and agent share the quantifiable costs of breaking a contract and any needed upgrades to the merchant's POS solution, as well as returns on the investment. Ask your ISO/processor to cover the cost of breaking the merchant's existing contract and any required hardware and software upgrades. Or work out a deal where you pay back some or all of those costs to the ISO from future residuals. If your ISO or processor doesn't want to work with you on these type deals, it may be time to start looking for a new partner.

Newbies and seasoned merchant sales reps, alike, will benefit from this special edition of the Merchant Sales Podcast. In this podcast, James gets down to basics, answering oft asked questions like "What exactly is payment processing?" and "How do ISOs and reps make money?"

There is no one-size-fits-all method of getting a merchant to give you a processing statement for analysis. But these are 3 ways that have been proven to work. (1) Simply Ask: Reach out to the merchant directly and request their processing statement, offering to provide a proposal and other relevant information for their review. This straightforward approach can often yield positive results. (2) Email Signature Link: Include a link to a marketing campaign in your email signature for easy statement uploads. With the user-friendly ISO Amp platform, this can be done seamlessly, saving you time and effort. (3) Full-Scale Marketing Campaign: Create a comprehensive marketing campaign utilizing ISO Amp to offer instant quotes or complete analysis in exchange for critical contact information. This can generate leads and provide you with a wealth of data for analysis. Click here to check out our top notch statement analysis service! https://getisoamp.com/

If you're selling Non-Cash Adjustment, Dual Pricing, Cash Discounting, or Compliant Surcharging, you are not going to want to miss this special edition of the Merchant Sales Podcast as James discusses 3 scenarios for differential pricing and actions ISOs, agents and their merchants can take to avoid running afoul of Visa rules. Reminder: Visa has said it will be ramping up compliance checks for surcharging and other forms of differential pricing beginning this month. And stick around for Patti's reporting on FIS's decision to exit merchant services.

In this week's episode, James interviews Steven Morris on how to build a succesful 1099 sales agent team. Hint: The solution is not to recruit everyone with a pulse! Next, James discusses one of the most important decisions facing our industry in terms of technology and that is, processor agnostic or in-house processing. Finally, Patti provides an insider's report on Fed Now, a real time payment network built and provided by the government. This will be a game changer and is something about which you should be very familiar.

Learn how CNP Mentors works with ISOs and agents to tamp down merchant chargebacks and fraud. "Even the worst offenders, with the right tools systems and knowledge can get chargeback rates down," explained Scott Adams, CEO of CNP Mentors. Then James continues his series on merchant objections, this week addressing the question "What to do when selling dual pricing and a merchant doesn't want to upset customers?" And Patti provides an update on plans to give gun shops their own MCC.

Explore the true costs of payment processing and revenue opportunities for sales reps! In this second edition of my payment processing series you will learn about: - Merchant fees - Card brand fees - Schedule A costs - Selling on price vs. selling on value

If the Silicon Valley Bank failure showed us one thing it is the role of social media in triggering panics, explained Vlad Sadovskiy, CEO at Netevia Banking, in this far reaching conversation on the fallout around SVB's failure. Then James explains how to sell merchants who are locked into contracts, and Patti reports on Visa's continued commitment to crypto.

Payments processing is all about moving money. This episode of the Merchant Sales Insight zeroes in on the particulars - the technologies and processes that drive the movement of money, and by extension your residual streams. - Learn how money flows from cardholder's account to merchant's account - Discover how interchange works, and why it fluctuates. - Identify other costs that get built into merchant fees This is the first of a 2-part series.

In today's episode we speak with Lance Lehr, CEO at One POS. We discuss their focus on the bar and club merchant types and the unique challenges faced by these merchants. After the interview, James provides his rebuttal to the objection "My software is already integrated with another payment provider" and Patti gives an update on the BNPL industry.

ATMs are a really good fit with dual pricing, and a great addition to residual streams. Here are 3 reasons why you should be selling ATM services. First and foremost is the psychology of the merchant offering customers a way to get cash should they want to take advantage of a lower cash price. Experience suggests few do, but they appreciate having the option. Plus the merchant can earn money every time a customer uses an ATM placed at their business. Second, cash may not be King, but it still has a place in consumers' wallets, and the place most consumers get their cash is at ATMs. Why not offer the convenience ATMs at your merchant's location? Third, there is residual income to be earned by the ISO and the agent placing ATMs, in addition to merchant opportunities to share in revenue streams. Star Financial, the sponsor of this Merchant Sales Insight, is looking for ISOs and agents that want to expand their retail merchant relationships, and build up residuals, by offering ATM services. Head on over to go

"Clover works for just about any business," says Josh Holden, President of HTB Business Solutions. Plus, it has "brand recognition," Josh explains during this week's featured interview. James follows that with a discussion of capital allocation, and Patti reports on new fraud trends driven by AI.

The most successful merchant sales reps are payments experts; they really understand the business of payments processing. Here are 3 surefire ways to establish yourself as a payments expert: (1) Read industry publications, like the Green Sheet, and listen to podcasts like the Merchant Sales Podcast. (2) Tune in to industry experts on social media. A good place to start is at my LinkedIn page. (3) Study for and take the Certified Payments Professional (CPP) exam administered by the ETA. My company, ISO Amp, has leveraged the power of payments expertise to become the leader in statement analysis. We hire only experienced professionals to build and maintain our models and analysis routines. ISO Amp pairs that expertise with sophisticated tools, like AI, to complete most analyses in a matter of minutes. Stop wasting time doing account analysis yourself. Join the hundreds of ISOs and individual agents that leverage the power of payments expertise that's been built into ISO Amp. getisoamp.com

"Think in terms of things that take merchants away from pursuing their passions," said Laz Kalemis, CEO at Simpay. In this week's featured interview, Laz explains how by cross-selling merchants on services like payroll, business insurance and marketing, Simpay doesn't need to board as many merchants each month just to maintain revenue flows. Then James describes a successful model for building W2 sales teams, and Patti reports on research that paints an optimistic business outlook among SMBs.

Software companies have two major pain points as relating to payment processing. (1)The terrible integration processes provided by legacy solutions. (2)Merchant on-boarding. Software companies want to make signing up for a new payment processing account easy and fully automated. These companies are also looking to make money on payment processing! This edition is sponsored by Tilled. Tilled is not only my preferred provider of payments integration, but my own ISV just finished integrating with them! Check out my new, free training program on how to sell ISVs at https://www.ccsalespro.com/tilled So, how do we sell ISVs to help them solve these two pain points and make money on payment processing? Here are three tips that will help: Step #1 - Find a Vertical where you have a passion or expertise. Step #2 - Find a software company that serves this vertical in way that you understand. Step #3 - Find a payment integration partner that specializes in working with these software companies and connect

In this episode of the Merchant Sales Podcast, Gregg Aamoth, CEO at Popcodes, shares how his technology allows ISOs to send messages and notification to smart terminals. That information can increase revenue through value added services and reduce attrition through education and survey style communication. James follows up this interview with tips on pitching dual pricing, and Patti shares insights on automated checkout. This podcast is brought to you by ISO Amp, the leader in full service, statement analysis. Learn more at https://www.getisoamp.com

How do you analyze a processing statement to give you the best chance of closing the deal? There are three key questions you need to ask. This edition of the Merchant Sales Insight is sponsored by ISO Amp, the leader in full service statement analysis. Visit https://www.getisoamp.com for more information. I do believe in having statements fully analyzed. However, there are some simple things to look for and understand which enable you to discuss a processing statement with a merchant, whether you send it to ISO Amp or not. The key is asking three questions: (1) Why am I analyzing this statement? Desiring to match the rate? Trying to maximize savings? Seeking Interchange Optimization? (2) How are they processing payments? You'll be lost if you don't realize you are looking at a high risk or an eCommerce statement, regardless of how well you categorize the fees. (3) Ask who is charging the fee? This is the key to understanding each fee on a statement. Is it charged by the issuing bank? (Intercha