Selling merchant services in today's economy

There are 3 basic requirements to initiate the

sales process:

A Product or Service you believe in – Combining the latest in today’s technology with superior service and support, Regal Payment Systems gives you the confidence that will attract merchants so you can close more sales.

An Effective Presentation – our quality electronic and printable sales and marketing tools are available for download on RegalNet. (ask your sales manager for pre-printed brochures)

A Target Market –

from brick and mortar merchants to major accounts, Regal has a program for businesses of all types and sizes.

Getting Started

Purchasing Decision

People buy products or services to solve problems. In order to successfully fulfill the needs of our customers and close more sales, we must realize and understand the problems they face on a daily basis.

Let’s look at the problems the small business owner is facing today relative to the current economic climate.

Sales

Poor Sales is the #1 concern of today’s small business owner.

Source: March 2012 NFIB Small Business Economic Trends Monthly Report

Source: March 2012 NFIB Small Business Economic Trends Monthly Report

Earnings

Reports of positive earnings trends lost 4 points in March, falling to a new negative 23 percent.

Source: March 2012 NFIB Small Business Economic Trends Monthly Report

Credit Markets

11% reported loans “hard to get” compared to their last attempt.

Source: March 2012 NFIB Small Business Economic Trends Monthly Report

Overall Outlook

Now What?

Now that you have a good idea of your prospect’s concerns, you can begin to fulfill their needs. For example:

Problem:  Low SalesSolution: Provide products and services that drive customers to the merchant’s business

Problem: Lower EarningsSolution: Provide solutions to lower operating costs and risks

Problem: Fewer credit opportunities for operating costsSolution: Provide and alternate form of funding

Problem: General OutlookSolution: Provide solutions for generating new business while reducing operating costs and risks.

Focus on the Positive

With the confidence that you have the products and services to make a positive impact , you must first begin to lessen your prospect’s belief to that you are there to ‘sell them’ something. You must truly believe that you are the most important person to walk in to their business today, because without you, nothing changes.

You can start by focusing on the positive.

Focus on the Positive

7% of business owners say this is a good time to expand.

Source: March 2012 NFIB Small Business Economic Trends Monthly Report

Focus on the Positive

31% of business owners borrow money once at least every 3 months

Source: March 2012 NFIB Small Business Economic Trends Monthly Report

Focus on the Positive

The net percent of all owners(seasonally adjusted) reporting higher nominal sales over the past three months gained a surprising 8 points, rising a net 1 percent. That is the best reading since December 2007.

New Solutions

Now that you’ve shown your prospect there is light at the end of the tunnel, it’s time to build on their foundation. What can you do to enhance their current merchant services program and what are they paying for that they aren’t getting from their current provider?

How would you answer these 3 questions:

How are you going to save me money?

What can you do to bring me more customers?

Why should I switch to you?

New SolutionsYour prospect is ready to hear your solution to their daily problems and you have a full understanding of their needs. By partnering with Regal Payment Systems, you will have access to all of the products and services you need to make a successful presentation along with the ability to provide first-class service to your merchants to keep your portfolio growing and strong.

Visa/MasterCard, American Express, Discover Debit, EBT, Check Cards, Fuel and More

Gift & Loyalty Card Programs Next Day Funding Amex OnePoint Merchant Cash Advance Solutions Check Conversion & Guarantee Programs POS & ATM Systems, including HioPOS, iPad & More RegalSHIELD PCI Compliance Program RegalNET Portfolio Management System FREE Terminal Programs 24/7/365 Customer Support & Much More!

Call us today to learn more about these products and how you can close more business, earn more revenue on each account, and build your portfolio with the support of a team of Client Relationship Managers and Executives years of experience in the merchant services industry.

Karen WhiteleyVice President, Sales866.939.9398 ex 2440

kwhiteley@regalpaymentsystems.com

Visit us today at:www.regalpaymentsystems.com