Wholesale Payments Sales Playbook v2.0.1 Enhanced Edition with Google Workspace

🎉 Updated to v2.0 Enhanced Edition! New features include advanced competitive positioning, comprehensive equipment protocols, 3-pillar trust framework, and industry-leading discovery questions. This playbook represents the complete synthesis of proven sales methodologies.

🚀 CURRENT PROMOTIONAL OFFER - USE ON EVERY CALL:

"First 3 months: $0 monthly fees when you enroll in our Dual Pricing Program"

Qualification: Merchants processing $25,000+ monthly (verified by recent statement)
Value: Saves qualified merchants $135-$400+ in setup/monthly fees during trial period
Position: "Test drive us for a full quarter with zero monthly charges - see the savings yourself"
After 3 months: Standard month-to-month pricing applies (no long-term contract)

📈 Quick Start Guide

For New Agents:

Week 1: Review Weekly Strategy section every Monday. Study Psychology Foundation to understand the WHY behind every technique.
Week 1-2: Master the Opening Scripts - focus on warm lead openers (8-12) first. These have 45-70% success rates.
Week 2-3: Practice 60-Second Qualifier until automatic. This will 10x your efficiency by eliminating time-wasters.
Week 3-4: Study Equipment Setup Protocol thoroughly. 95%+ activation rate = your residual income actually materializes.
Ongoing: Role-play objection handlers with your manager daily until responses become reflexive, not scripted.

For Experienced Agents:

Immediate: Integrate compliance language ("this call may be recorded") into ALL opening scripts for legal protection.
This Week: Add "Walk Through Sales Process" discovery framework to replace direct volume questions.
This Month: Implement Equipment Qualification BEFORE contract signing to reduce non-activation from 30% to 5%.
This Quarter: Launch systematic 30-day success calls for all activated merchants to prevent early churn.
Always: Use competitive comparison frameworks on every prospect to position against larger competitors.

For Sales Managers:

Training Priority: Equipment Success Protocol (Section on Equipment) is NON-NEGOTIABLE. This is the difference between signed contracts and actual residual income.
Metrics Focus: Monitor "activation rate" not just "close rate" - activation = real money, contracts = potential money.
Weekly Coaching: Role-play gatekeeper bypass scripts and competitive positioning weekly with entire team.
Churn Prevention: Track 30-day churn separately from overall churn. Fix issues at 30 days, not 90 days.
Bonus Structure: Build team compensation around 95%+ activation + <5% 30-day churn, not just deal volume.

📚 Reference Guides

🎯 Today's Focus

Priority: High-Volume Full-Service Restaurants

Target full-service restaurants with 100+ seats and $25+ average check. These businesses typically process $100K+ monthly and can save $3,000-$4,000 per month with dual pricing implementation.

Expected Close Rate: 18-25% Avg Monthly Savings: $3,500

Why Restaurants This Week:

Holiday season = high volume processing
Slim margins = high pain around fees
Cash-friendly industry = easy implementation
Word-of-mouth spreads fast in restaurant community

🔥 This Week's Proof Point

Full-Service Italian Restaurant

Industry: Full-Service Restaurant • Location: Mid-Sized Metro Area

Monthly Volume: $92,000

Previous Monthly Fees: $3,680

Current Monthly Fees: $45

$43,620/year saved

Plus earned $2,400 in rewards toward Hawaii vacation

8 months active • Zero compliance issues • 28% cash payment increase

⚡ The 7 Performance Multipliers

Use ALL 7 for 15-20% Close Rate

Industry average is 2.3% close rate. Using ALL 7 multipliers compounds to achieve 15-20% (6-8x industry average):

Multiplier	Impact	Key Action
🎯 Trigger-Based Calling	3x	Call when they're in pain (rate increases, complaints, reviews). 25-30% success vs 2-3% random.
💎 Volume Targeting	2x	Only call $50K+ monthly processors. One $100K merchant = four $25K merchants in residual income.
⏰ Optimal Timing	1.5x	Tue/Wed 10-11:30am achieves 7.49% connect rate vs 3-4% random times.
⚡ Rapid Qualification	2x	60-second qualifier - disqualify fast. Qualify 100 (8hrs) + pitch 30 (7.5hrs) = 8-12 deals.
😰 Pain-Focused Positioning	1.5x	Lead with LOSS not gain. "You're LOSING $3,000/month" beats "Save money."
🏆 Social Proof Stacking	1.5x	Specific examples with numbers. "Saved Italian restaurant $43,920" beats "helped restaurants."
✅ Assumptive Closing	1.3x	Ask WHEN not IF. "Tuesday at 10am or Thursday at 2pm?" not "Want to move forward?"

📊 The Compound Effect: 2.3% baseline × 3 × 2 × 1.5 × 2 × 1.5 × 1.5 × 1.3 = 78.4% theoretical maximum. Realistic execution: 15-20% close rate (6-8x industry average).

📚 Playbook Navigation Guide

Section	What's Inside	When to Use
Weekly Strategy	Editable weekly focus, value prop, competitive intel	Review every Monday morning
Psychology Foundation	Why agents fail, 7 multipliers, targeting strategy	Study once, reference when stuck
Opening Scripts	12+ openers with success rates & use cases	Before every calling session
Qualification	60-second qualifier, disqualification criteria	First 60 seconds of every call
Discovery	"Walk through sales process" framework	After qualification, before pitch
Dual Pricing Pitch	2-3 min pitch, detailed explanation, 3-pillar trust	Main presentation on qualified leads
Objection Handlers	15+ objections with exact rebuttals	When prospect raises concerns
Closing Techniques	4 core closes + advanced techniques	End of successful calls
Industry Scripts	Vertical-specific pitches (Restaurant, Retail, etc.)	When calling specific industries
Equipment Protocol	Qualification, setup, activation process	DURING sale + after contract signed
Competitive Intel	Battle cards, positioning strategies	When they mention competitors
Calculator	Live savings calculator, volume estimator	To show exact savings during calls
Performance Tracking	KPIs, goals, metrics dashboard	End of each day/week/month
My Notes	Personal battle-tested scripts, wins, learnings	Ongoing - document what works for YOU

⚡ Critical Reminder: This playbook is a living document. Update the Weekly Strategy section every Monday. Add your wins and learnings to My Notes. Test new approaches and document what works. Your success = continuous improvement.

🎯 The Framework: Every objection response follows the structure: Acknowledge → Reframe → Redirect. Never argue. Never defend. Always move forward.

Objection: "Won't customers complain?"

🎯 Type: Customer Experience Fear

"Most common question. Here's reality: Gas stations have done this 40 years. Customers accept it. You're not charging MORE - you're giving cash payers a DISCOUNT. Card users pay standard price covering convenience. Our merchants report 98.9% positive feedback. In fact, you'll see 20-30% START paying cash because they want to save money. Think about it: Would you rather save 4% on your bill or pay full price? Your customers think the same way. They appreciate the CHOICE. Card users don't complain because nothing changed - they're paying what the product costs. Cash users feel like they're getting a deal. Which concern is bigger: few questions first week, or losing $[annual] every year?"

Objection: "I don't want more cash"

"I get it. But reframe: Cash means immediate revenue. No chargebacks. No 2-3 day wait. Instant. Plus, what are you trading? 5 minutes cash handling vs $[monthly] in fees. That's $[absurd hourly rate]. [FOR RESTAURANTS:] Your servers already handle cash tips - this just increases it. Every merchant who raised this concern now loves it because their bank account shows it. [FOR RETAIL:] You're already counting your drawer. Only difference is the number is bigger. Most clients say it adds 3-4 minutes to close. That's $[monthly] divided by 3 minutes = $[per-minute rate]. Question is whether saving $[annual] matters more than 3 extra minutes a day."

Objection: "My customers don't carry cash"

"You're right for maybe 70-80%. And that's PERFECT. Here's why: You still accept cards - zero impact for them. But 20-30% START paying cash when they realize they save 3-4%. That's NEW cash transactions you weren't getting before. For the 70-80% who keep using cards, you're no longer eating those fees. Either way, you win. But here's what's interesting: You THINK customers don't carry cash. But when given an incentive, behavior changes fast. Gas stations proved this. Our restaurant clients see it immediately - people hit ATM before coming in when they know they'll save. So you get NEW cash transactions + eliminate fees on existing card transactions. That's why you save $[annual] instead of just shifting payment types."

Objection: "Can you beat my current rate?"

"Maybe, but that's the wrong question. Here's why: If I give you 2.2% and they're charging 2.3%, you saved 0.1%. On $50K/month, that's $50/month. Cool, but not life-changing. But if I show you how to eliminate 95% of your fees through dual pricing, on $50K/month you save $1,200+/month. That's $14,400/year. Which would you rather have - $50/month savings or $1,200/month savings? I can play the rate game with you, but I'd rather show you how to eliminate the fees entirely. Want to see how?"

Objection: "I'm in a contract"

"Perfect! When does it expire?" [They tell you] IF 6+ MONTHS: "Got it. Let me grab your email and I'll reach out [month before contract ends]. What's your email?" [Set reminder in CRM, END CALL] IF UNDER 6 MONTHS: "Perfect timing - we should start planning now so you're not scrambling at the end. Most contracts have 30-60 day notice requirement. Let me show you the numbers so you know what you're walking into when it's time..." [Continue with pitch]

Objection: "What's the cancellation fee?"

"There isn't one. We're month-to-month. No long-term contract. No cancellation fees. No early termination penalties. Here's why: We only keep you as a client if we're saving you money and providing value. The old-school model of trapping merchants in 3-year contracts with $500 cancellation fees is why the industry has the reputation it does. We earn your business every month. If we're not performing, you can leave anytime. Fair?"

Objection: "I'm happy with my processor"

"I appreciate that. Can I ask directly? When did you last do competitive analysis of your rates?" [Wait for answer] "Here's why I ask: Processing fees increase regularly. What was competitive 18 months ago isn't today. They bank on you being 'happy' while slowly raising fees. I'm not asking you to switch today. I'm asking: verify you're getting best deal. If yes, great. If not, you'll know. Fair? If your current processor is so good, why haven't THEY offered you a way to eliminate fees entirely? They could. They choose not to because they make more keeping you where you are. Real question: Are you happy because they're actually good, or happy because you haven't looked at what else is out there?"

Objection: "We just switched processors"

"Got it. How long ago?" IF RECENT (under 3 months): "Understood. You're probably in the honeymoon phase. Let me grab your email - I'll check back in 6 months to see how it's going. What's your email?" [Set reminder, END CALL] IF 6+ MONTHS: "So you've been with them long enough to know if they're actually good or just better than the last guy. What made you switch?" [Listen, then position yours as even better alternative]

Objection: "Is this legal?"

"Excellent question - compliance is exactly why we're the experts. Let me be very clear: Cash discount programs: 100% legal all 50 states under Durbin Amendment, Dodd-Frank Act, 2011. Federal law explicitly protects this. Surcharging is what's restricted in some states - that's DIFFERENT. Surcharging adds a fee to cards. Dual pricing offers a discount for cash. Legally distinct. Gas stations, convenience stores, thousands of businesses operate this legally daily. Visa and Mastercard have explicit guidelines we follow exactly. What sets us apart: Complete compliance support. Proper signage at entry and register, correct POS programming preventing violations, staff training on how to present it correctly, ongoing monitoring. Merchants who get fined DIY it or use processors who don't know the rules. We're the experts. Zero compliance issues across [X] implementations. If legality is your concern, that's actually an argument FOR us rather than trying to figure this out yourself."

Objection: "Will this work with my POS system?"

"Great question - what POS are you currently using?" [They tell you: Toast, Clover, Square, etc.] "Perfect! We integrate with over 200+ POS systems including [their system]. We've done hundreds of installations with [their POS] specifically. Here's how it works: Our terminals either integrate directly with your POS, or we provide a standalone terminal that processes payments while your POS handles everything else. Both setups are seamless. The installation team will walk you through the options and set it up properly. We'll test it before you go live. If there are any compatibility issues - which is rare - we solve them before installation day. Quick question though: Is integration a requirement for you to move forward, or are you comfortable with a standalone terminal that's just as fast?"

Objection: "How long does installation take?"

"Installation is 7 days or less from the moment you sign up. Here's the exact timeline: Day 1: You submit the application (takes 3 minutes) Day 1-2: Approval and equipment ships (2-day shipping) Day 3-4: Equipment arrives at your location Day 4: 15-minute installation call with our specialist Day 4: You're processing and saving money The actual installation is fast - literally 15 minutes on a call. We walk you through everything: plugging it in, connecting to WiFi, posting signage, training your staff, running a test transaction. You don't need to be tech-savvy. If you can plug in a phone charger and connect to WiFi, you can install this. And for stores processing $25K+ monthly, the first 3 months have zero monthly fees, so you're saving money immediately while everything gets settled. Any concerns about that timeline?"

Objection: "What if the equipment breaks?"

"Excellent question - nobody wants downtime. Here's our equipment guarantee: Lifetime warranty on all equipment. If it breaks, we replace it at no cost. Ever. If you have an equipment issue: 1. Call or text your account manager (me) - I'll troubleshoot with you immediately 2. If it can't be fixed remotely, we overnight a replacement terminal 3. New terminal arrives next day, plug and play Average downtime: Under 24 hours. Plus, most 'equipment issues' are actually just simple fixes - lost power connection, needs a restart, WiFi disconnected. We solve 90% over the phone in under 5 minutes. And if you absolutely cannot have any downtime risk, we can set you up with a backup terminal from day one. Some high-volume businesses do this as insurance. Does equipment reliability impact your decision to move forward?"

Objection: "I can't afford downtime during the switch"

"Smart concern - downtime costs money. Good news: You won't have any. Here's how we prevent downtime: Option 1: Parallel Run (Recommended) - We install new equipment alongside your current setup - You run both for a few days to make sure everything works - Once you're 100% confident, we disconnect the old processor - Zero downtime, zero risk Option 2: Off-Hours Installation - We schedule installation during your slowest time (early morning, between shifts, closed day) - Equipment is installed and tested before customers arrive - You're back to business as usual Most merchants choose Option 1 because it's completely risk-free. You keep processing with your current setup while testing ours. Only when you're fully comfortable do you make the switch. Would parallel run work for your business?"

Objection: "What about online/e-commerce processing?"

"Perfect question - yes, we handle online and in-store under one account. For e-commerce, we provide a payment gateway that integrates with your website, shopping cart, or platform (Shopify, WooCommerce, Magento, custom sites, etc.). With dual pricing online, you present two prices: - Card price (standard price) - ACH/Bank Transfer price (discounted price) Customers who pay via bank transfer get the discount. Customers who pay with card pay the standard price, but you're not eating those fees. Some of our e-commerce clients also offer crypto payment as a 'cash discount' option - completely fee-free for them. The setup is exactly the same as in-store: compliant signage, clear disclosure, customer choice. Are you currently processing online, or planning to?"

Objection: "Send me information"

"I can, but let me ask: Are you the type who reads unsolicited vendor emails, or does it go to spam/deleted?" [Wait - usually "deleted"] "Exactly. That's why I'm calling. Info without context doesn't help you. I need 90 seconds to ask three specific questions about your volume and rates. Then I send you customized analysis showing your EXACT savings - not generic marketing. Otherwise I'm sending a PDF you'll never open, and you'll miss $[annual] in savings. So real quick: What's your monthly volume, what processor, and how long with them?" [Start discovery - take control back] Alternative (If They Insist): "Fair enough. I'll send case study from another [industry] business and compliance docs. But let me schedule 15 minutes Tuesday or Wednesday to walk through it. Otherwise this becomes another email you forget about. Tuesday 10am or Wednesday 2pm better?" [Two choice close - assume meeting]

Objection: "I need to think about it"

"Totally fair - this is a business decision. What specifically do you need to think about? Program itself, timing, or something else?" [Listen to real objection] "Got it. So [restate their concern]. Let me address that..." [Handle real objection] "Here's the thing: I'm not asking you to 'think.' I'm asking you to verify the numbers. Every month you wait costs you $[monthly]. That's $[daily] per day while you're 'thinking.' What I'm proposing: Let me send statement analysis and compliance docs today. You review. We jump on 15-minute call [specific day/time] where I answer questions. Then you decide. At least you're making INFORMED decision instead of delayed one costing money daily. Plus, remember: first 3 months are zero monthly fees for businesses over $25K monthly. So your 'thinking time' could be costing you $3,000-$5,000 in unnecessary fees. Tuesday 10am or Thursday 3pm better?"

Objection: "What's the catch?"

"I love that you're skeptical - you should be. Lot of shady processors out there. Let's address this directly: No catch. Here's how we make money: You're currently paying fees to [Current Processor]. We eliminate THOSE through dual pricing. We charge small monthly platform fee for software, terminals, compliance support. Net result: You save 70-95% of current costs. We make revenue on platform fee and interchange on debit cards, which can't be surcharged. The 'catch' people worry about: 1. Long-term contract - We don't have one. Month to month. 2. Hidden fees - Everything disclosed upfront in merchant agreement. 3. Compliance violations - We prevent those through proper setup. So the catch is this: You have to be willing to offer two prices and have signage explaining it. If you're not willing to do that, this won't work. But if you're willing to follow the gas station model proven for 40 years, you save $[annual]. That's the catch - you have to actually implement it. Can you handle that?"

Objection: "I need to talk to my partner/CFO/boss"

"No problem. Who else needs to be involved?" [Get their name and contact] "Here's what I suggest: Let me send you both a case study from another [industry] business so you have something concrete to discuss. Then let's schedule 15 minutes for all of us to jump on a call. That way nobody's playing telephone - your partner/CFO hears directly from me, can ask questions, and you both make an informed decision together. Plus, with our 3-month promotional offer, there's essentially no risk to getting started. First 3 months, zero monthly fees. If it's not working, you're not locked in. Does Tuesday or Thursday work better for a three-way call?" [Try to get group meeting. If resist, get both contacts and add to follow-up sequence]

Objection: "How much does your service cost?"

"Great question - we don't charge a service fee. We're a processor just like [their current]. Difference is our dual pricing eliminates your fees. Here's the breakdown: Dual Pricing Program: - Monthly platform fee: $45 - Processing fees: Near zero (dual pricing covers them) - Your net cost: ~$45/month vs Your Current Situation: - Processing $50K monthly at 2.9% = $1,450/month - Plus monthly fees ~$50-100 - Your current cost: ~$1,500-1,550/month Your Savings: $1,450-1,500/month = $17,400-18,000/year Your real question should be: How much am I CURRENTLY losing? And that's $[monthly] every month. Want to stop losing it?"

Objection: "I've never heard of your company"

"Fair point - we're not a household name like some of the big processors. And that's actually your advantage. Here's why: 1. We're specialized. We focus exclusively on dual pricing and cash discount programs. We're experts at this ONE thing rather than trying to be everything to everyone. 2. We're stable and growing. Inc. 5000 fastest-growing private company, 606% three-year growth. We're not some startup that'll disappear. 3. You get real support. With big processors, you're account #2847593. With us, you have a dedicated account manager with a direct phone number. 4. No contracts mean no risk. If we're not good, you leave. The fact that 95%+ of our merchants stay proves we deliver. Think of it this way: Would you rather work with a huge company where you're just a number and locked into a 3-year contract, or a growing company that has to EARN your business every month? What matters more to you - brand recognition or actual results?"

Objection: "I don't trust payment processors"

"I don't blame you! The industry has a bad reputation for a reason. Let me ask - what happened that made you feel that way?" [Listen to their story] "That's exactly why we do things differently: ✓ No contracts - you can leave anytime ✓ No junk fees - everything upfront ✓ No rate increases - locked rate ✓ No games - we earn your business every month We're only successful if you save money and stay happy. The old-school model of trapping merchants in contracts is why the industry has the reputation it does. We're the opposite. Plus, our 3-month promotional offer is specifically designed to rebuild trust. First 3 months, zero monthly fees. If we're not delivering on our promises, you're not locked in. What would need to happen for you to trust working with a processor again?"

Objection: "We're too small for this"

"What makes you say that? What's your monthly volume?" IF ACTUALLY TOO SMALL (under $25k): "You're right - you're a bit small for our program right now. But call us when you hit $25K+ monthly - this will make a lot more sense then. Actually, with our promotional offer, if you're processing $20K+ monthly, we can make an exception. Would you be interested in that?" IF BIG ENOUGH (over $25k): "Actually, $[X]/month is perfect for this. Where we DON'T work well is under $25K. You're in the sweet spot. Let me show you the numbers... At your volume: - Current fees: ~$[monthly] - With dual pricing: ~$45/month - Monthly savings: $[savings] - Annual savings: $[annual] That's not 'too small' - that's the perfect size to maximize savings."

Objection: "This isn't a good time, we're in our busy season"

"Actually, busy season is the BEST time to implement this. Here's why: 1. Maximum immediate savings - High volume = high fees right now - Switch during busy season = capture those savings immediately - Waiting until slow season means losing thousands in unnecessary fees 2. Dual pricing works best when volume is high - More transactions = more customers seeing the cash discount - Higher adoption when everyone's spending 3. Installation won't interrupt your business - 15-minute setup call during your slowest hour - Parallel run option - keep current processor while testing ours - Zero downtime, zero disruption The Math: If you're processing $100K this month at 2.9%, that's $2,900 in fees. Next month too. And the month after. That's $8,700 in fees over your busy season. By waiting, you're choosing to throw away $8,700. Does that make sense? Or would you rather keep that $8,700?"

Objection: "Can we revisit this after the holidays?"

"I understand the instinct to wait, but let me show you why that's costing you money: Scenario 1: Wait Until After Holidays - November volume: $150K at 2.9% = $4,350 in fees - December volume: $200K at 2.9% = $5,800 in fees - Total fees paid: $10,150 - Savings: $0 Scenario 2: Switch Now - November: $4,350 in fees (current) or ~$100 (with us) = $4,250 saved - December: $5,800 in fees (current) or ~$100 (with us) = $5,700 saved - Total savings: $9,950 in just TWO MONTHS Plus, remember our 3-month promotional offer - if you qualify and start now, those first 3 months have zero monthly fees. That's maximum savings during your highest-revenue months. By waiting, you're literally choosing to give away $10,000. Does that make sense?"

Objection: "I'm too busy to deal with this right now"

"I completely understand - you're running a business, not shopping for processors. Good news: This takes almost zero time from you. Here's the exact time commitment: Today: This call (we're already 5 minutes in) Tomorrow: 3-minute application (name, business info, bank account for deposits) Next Week: 15-minute installation call when equipment arrives Total time: 23 minutes spread over 7 days For that 23 minutes, you save $[annual] per year. That's $[insane hourly rate] per hour. Everything else is handled by us: ✓ We coordinate with your current processor ✓ We ship equipment (free, 2-day shipping) ✓ We provide all signage and training materials ✓ We handle compliance documentation ✓ We set up your account You literally just need to plug in a terminal and answer your phone for 15 minutes. Too busy to make $[annual] in 23 minutes?"

Objection: "What if you go out of business?"

"Valid concern - you need stability. Here's why we're not going anywhere: 1. Financial Stability - Inc. 5000 fastest-growing company - 606% three-year growth rate - Privately held, no debt - Profitable from day one 2. Industry Infrastructure - We're registered with Visa, Mastercard, Discover, Amex - Backed by major acquiring banks - Even if we disappeared, your processing would continue through those banks - Your funds are never at risk - direct deposits from card networks, not from us 3. No Lock-In Risk - Month-to-month terms mean you're never trapped - If something seems wrong, you can switch immediately - We don't hold your equipment hostage - it's yours 4. Track Record - 95%+ merchant retention (people stay because we deliver) - Zero service interruptions in [X] years - Thousands of active merchants Compare that to your current processor: locked contracts, hidden fees, rate increases, terrible support. Which is the bigger risk?"

Objection: "My current processor offers free processing"

"Interesting - let me ask: Free processing doesn't exist. It's always paid for somehow. Let's figure out how they're doing it. Option 1: They're Surcharging (Passing Fees to Customers) - They're adding 3-4% to every card transaction - Customers are paying the fees, not you - That's exactly what dual pricing does - so we're doing the same thing - Difference: Our program is compliant and includes support Option 2: They're Making Money Another Way - Equipment lease fees ($50-100/month) - Monthly minimums - Per-transaction fees - Batch fees, PCI fees, statement fees - Add those up - I bet you're paying $100-300/month Option 3: They're Giving You a Promotional Rate - 'Free for 3 months' then regular rates kick in - Teaser rate that increases after 6-12 months Can you pull up your latest statement right now? Let's look at what you're actually paying. I bet it's not free."

Objection: "I was quoted a lower rate by someone else"

"Good for you for shopping around! Quick question: What rate were you quoted, and was that the effective rate or just the percentage? [They give you a rate] "Got it. Here's what you need to know about quoted rates: 1. Effective Rate vs Quoted Rate - They quote you '2.2% + 10¢' - But that's just the starting point - Add in monthly fees, batch fees, PCI fees, per-transaction fees - Your TRUE cost (effective rate) ends up being 2.8-3.2% 2. Dual Pricing vs Rate Reduction - Lower rate of 2.0% on $50K = $1,000/month you're still paying - Dual pricing on $50K = $45/month total - You save $955/month more with us even though our 'rate' isn't 'lower' 3. The Bait and Switch - Low quoted rate for 6 months - Then 'market adjustment' increases it - You're locked in a contract and can't leave Let me ask you this: Would you rather have a 'lower rate' that still costs you $1,000/month, or a program that brings your total cost to $45/month? It's not about the rate. It's about what you keep in your pocket."

Objection: "You're more expensive than [competitor]"

"Let me make sure I understand: [Competitor] quoted you [X], and you're comparing that to our dual pricing program. Is that right?" [Confirm] "Perfect. Let's do an apples-to-apples comparison: [Competitor] Offer: - Quoted rate: [their rate] - Monthly fees: $[estimated] - Annual cost at your volume: $[X] Our Dual Pricing Offer: - Monthly platform fee: $45 - Processing fees: Near zero (covered by dual pricing) - Annual cost: $540 - PLUS: First 3 months zero monthly fees (saves you $135) - Net first year cost: $405 Difference: $[their annual cost] - $405 = $[massive savings] more with us So yes, our monthly fee might LOOK higher, but your total out-of-pocket is dramatically lower. Are you optimizing for 'lower quoted rate' or 'more money in your bank account'?"

Objection: "The math doesn't make sense for my volume"

"Fair question - let's do the math together right now. What's your monthly processing volume?" [They tell you] "Perfect. And what's your current processor charging you - do you know your effective rate?" [They give you rate or say they don't know] "Okay, let me show you the actual numbers: Your Current Situation: - Volume: $[their volume] - Rate: ~[their rate or estimate 2.9%] - Monthly fees: $[their volume × rate] - Annual cost: $[monthly × 12] With Our Dual Pricing: - Volume: $[same] - Processing fees: $0 (dual pricing eliminates) - Monthly platform fee: $45 - Annual cost: $540 Your Annual Savings: $[current annual] - $540 = $[savings] That's $[monthly savings]/month you're currently losing. Now, if you're saying the math doesn't work, I need to understand what I'm missing. Walk me through your math?" [Let them explain - usually they realize it DOES make sense]

Objection: "Will it work with my POS system?"

"What system are you currently using?" [They tell you] "Great. We integrate with 200+ POS systems including [their system]. Here's how it works: 1. We set up the terminal to communicate with your POS 2. Transactions flow through seamlessly 3. Your reports show everything consolidated 4. No double entry, no reconciliation issues The integration takes about 30 minutes during setup. We handle it remotely while walking you through it. Most merchants are up and running same day. Have you had integration issues with processors before?"

Objection: "Send me information"

"I can, but let me ask: Are you the type who reads unsolicited vendor emails, or does it go to spam/deleted?" [Wait - usually "deleted"] "Exactly. That's why I'm calling. Info without context doesn't help you. I need 90 seconds to ask three specific questions about your volume and rates. Then I send you customized analysis showing your EXACT savings - not generic marketing. Otherwise I'm sending a PDF you'll never open, and you'll miss $[annual] in savings. So real quick: What's your monthly volume, what processor, and how long with them?" [Start discovery - take control back] ALTERNATIVE (If They Insist): "Fair enough. I'll send case study from another [industry] business and compliance docs. But let me schedule 15 minutes Tuesday or Wednesday to walk through it. Otherwise this becomes another email you forget about. Tuesday 10am or Wednesday 2pm better?" [Two choice close - assume meeting]

Objection: "I need to think about it"

"Totally fair - this is a business decision. What specifically do you need to think about? Program itself, timing, or something else?" [Listen to real objection] "Got it. So [restate their concern]. Let me address that..." [Handle real objection] "Here's the thing: I'm not asking you to 'think about it' indefinitely. I'm asking you to test it risk-free. Since you're processing $[volume] monthly, you qualify for our promotional offer: First 3 months with zero monthly fees. That's 90 days to verify these numbers with your actual business, with zero risk. Meanwhile, every month you wait costs you $[monthly]. That's $[daily] per day while you're 'thinking.' Over the next 90 days, that's $[quarterly loss] just... gone. What I'm proposing: Start the 3-month trial with zero fees. See the savings yourself. After 90 days, you'll have real data, not guesses. Then you decide. If it's not working, cancel with no penalty. If it's saving you thousands like it does for most merchants, you keep it. What's there to think about when you can TEST it for free? Tuesday 10am or Thursday 3pm better for setup?"

Objection: "What's the catch?"

"I love that you're skeptical - you should be. Lot of shady processors out there. Let's address this directly: No catch. Here's how we make money: You're currently paying fees to [Current Processor]. We eliminate THOSE through dual pricing. We charge small monthly platform fee for software, terminals, compliance support. Net result: You save 70-95% of current costs. We make revenue on platform fee and interchange on debit cards, which can't be surcharged. The 'catch' people worry about: 1. Long-term contract - We don't have one. Month to month. 2. Hidden fees - Everything disclosed upfront in merchant agreement. 3. Compliance violations - We prevent those through proper setup. So the catch is this: You have to be willing to offer two prices and have signage explaining it. If you're not willing to do that, this won't work. But if you're willing to follow the gas station model proven for 40 years, you save $[annual]. That's the catch - you have to actually implement it. Can you handle that?"

Objection: "I need to talk to my partner/CFO/boss"

"No problem. Who else needs to be involved?" [Get their name and contact] "Here's what I suggest: Let me send you both a case study from another [industry] business so you have something concrete to discuss. Then let's schedule 15 minutes for all of us to jump on a call. Does Tuesday or Thursday work better?" [Try to get group meeting. If resist, get both contacts and add to follow-up sequence]

Objection: "I don't trust payment processors"

"I don't blame you! The industry has a bad reputation for a reason. Let me ask - what happened that made you feel that way?" [Listen to their story] "That's exactly why we do things differently: No contracts - you can leave anytime No junk fees - everything upfront No rate increases - locked rate No games - we earn your business every month We're only successful if you save money and stay happy. The old-school model of trapping merchants in contracts is why the industry has the reputation it does. We're the opposite. What would need to happen for you to trust working with a processor again?"

The Golden Rule: Assumptive closing is not manipulation - it's confidence. You KNOW this saves them money. Act like it.

The Assumptive Close

📊 Success Rate: 45-50%

"Alright [Name], based on everything we've discussed, here's what happens next: Since you're processing $[volume] monthly, you qualify for our promotional offer: first 3 months with zero monthly fees when you enroll in our Dual Pricing Program. That's $[monthly fee amount] × 3 months = $[total savings] in savings right there, just for getting started. I'm sending you three things today: 1. Case study from another [industry] business showing exact results 2. Compliance documentation proving this is 100% legal 3. Statement analysis worksheet - you'll send me latest statement to verify your volume Then we schedule 30 minutes with our implementation specialist. They'll walk through terminal setup, signage, train you and your staff. You could be saving money within 7 business days - and paying zero monthly fees for your first quarter. I have Tuesday at 10am and Thursday at 2pm available for that demo. Which works better for your schedule?"

The Cost of Inaction Close

📊 Success Rate: 40-45%

"Let me put this in perspective: Every day you wait costs you $[daily]. Every week is $[weekly]. Every month is $[monthly]. Meanwhile, the decision takes 30 minutes for demo, maybe hour for implementation. You're trading 90 minutes for $[annual] annually. That's a $[ridiculous hourly rate] per hour return. Question isn't whether this makes sense - it clearly does. Question is whether you're going to act on it or let another month slip by while you keep bleeding money to [Current Processor]. What's it going to be?"

The Alternative Choice Close

"You have two choices here: Option A: Keep doing what you're doing. Keep paying $[monthly] fees. Watch $[annual] leave every year. Hope processor gives you better deal (they won't). Option B: Implement our program. Eliminate 95% of fees. Put $[annual] back in pocket. Use compliance support. Earn rewards on top. Which option makes more sense for your business?"

The Direct Ask Close

"[Name], you've told me you pay $[monthly] in fees. I've shown you how to eliminate most of it while staying legal and keeping customers happy. You've heard real examples from businesses like yours. At this point, what's stopping you from moving forward? Because from where I'm sitting, this is the easiest $[annual] you'll ever make." [SHUT UP AND WAIT - First person to speak loses]

The Takeaway Close

"You know what, [Name], maybe this isn't right for you. Most businesses jump at saving $[annual] annually, but if you're comfortable paying those fees, that's your call. I appreciate your time." [WAIT - they'll often re-engage: "Wait, I didn't say that..."]

The Urgency Stack Close

"Here's the reality: We're onboarding [X] merchants this month. Our implementation team can fit you in this week. After Friday, we're looking at 3-4 weeks out. Meanwhile, you're losing $[daily] every single day. If we start Friday, you're operational by [date] saving money. If we wait until [later date], you've thrown away $[calculated loss] while waiting. Which makes more sense?"

The Question Flip Close

WHEN THEY ASK: "What happens if I want to cancel?" FLIP IT: "Great question. Let me ask you this - if you're saving $[annual], keeping customers happy, and staying compliant, why would you cancel? The only reason merchants cancel is if the program doesn't work. If it's not working, you SHOULD cancel. But if it IS working and saving you money, why would you?"

The 3-Month Risk-Free Trial Close

📊 Success Rate: 50-55%

🔥 Best For: Hesitant but qualified prospects

"Here's what I'm hearing - you like the numbers, but you're not 100% sure it'll work for your business. Fair? That's exactly why we're offering the 3-month promotional period with zero monthly fees for qualified merchants like yourself. Think of it as a paid trial - except you're not even paying the monthly fees. You process real transactions, see real savings, and after 90 days if it's not working, you're month-to-month with no penalty to cancel. But here's what actually happens: After 3 months of seeing $[monthly savings] stay in your account instead of going to fees, of earning rewards points, of customers appreciating the cash discount option - you're not canceling. You're wondering why you didn't do this sooner. So the real question is: What's the downside of testing this for 90 days with zero risk and zero monthly fees? You're either saving thousands or you're back where you started. Which makes more sense - trying it risk-free, or staying with what you know is expensive?"

🚨 CRITICAL TRUTH: You don't get paid until they're PROCESSING. A signed merchant who never activates = $0 to you. Industry stat: 30% of "closed deals" never activate equipment. Your goal: 95%+ activation rate.

📋 Equipment Qualification (DURING The Sale)

Ask These Questions BEFORE They Sign:

"Quick equipment questions so I get you the right setup: 1. What do you have now - a countertop terminal, mobile card reader, or virtual terminal for phone orders? 2. Do you need to process in multiple locations or just one? 3. Do you need tableside/mobile processing (restaurants, delivery) or stationary countertop? 4. Will you process online, in-person, or both? 5. Do you have employees who need their own logins, or just you? 6. What's your internet situation - WiFi, hardwired ethernet, or cellular?"

💡 Why This Matters:

Right equipment = fast activation
Wrong equipment = delays, frustration, potential churn
Shows you're professional and care about their success

📦 The Equipment Presentation

"Perfect! Here's what we're going to send you - all FREE, 2-day shipping: Option 1: Smart Terminal - Wireless countertop terminal - Accepts chip, swipe, tap, Apple Pay, Google Pay - Dual-facing screen (customer sees transaction) - Built-in receipt printer - WiFi or 4G cellular connectivity - Perfect for: Retail, restaurants, any in-person business Option 2: Mobile Card Reader - Connects to your phone or tablet - Perfect for: Mobile businesses, delivery, events, tableside payments - Accepts all card types Option 3: Virtual Terminal - Process phone orders, mail orders, invoices - No hardware needed - just login and key in card numbers - Perfect for: Service businesses, B2B, recurring billing Most businesses in your industry use [recommend specific option]. Does that make sense for you, or would you prefer one of the others?"

🔥 The Setup Commitment (Get This BEFORE You Hang Up)

"Alright [Name], here's what happens next and this is important: Your equipment ships tomorrow, arrives in 2 days. You'll get: - The terminal/reader - Power cable - Quick Start Guide - My direct number for setup When it arrives, DO NOT just plug it in and try to figure it out. Here's why - if you set it up wrong, you'll have compliance issues and we'll have to redo it. Instead, TEXT ME the moment it arrives. I'll walk you through setup in 10 minutes, make sure compliance signage is up, test a transaction, and you'll be operational same day. Can you commit to texting me when the box arrives? I need to make sure you get up and running properly."

💡 Why This Works:

Sets expectation (don't DIY it)
Creates urgency (text me immediately)
Prevents compliance mistakes (protects both of you)
Gets commitment (they agree to follow process)
Positions you as advisor (not order-taker)

📲 Installation Day Protocol

Your Text When Tracking Shows "Delivered":

"Hey [Name]! Tracking shows your equipment arrived today. Did you get it? When can you do the 10-minute setup call - now or later this afternoon?"

On The Setup Call:

"Perfect! Let's get you operational. This will take about 10 minutes. Ready? Step 1: Unbox everything and make sure you have: - Terminal - Power cable - Quick Start Guide Got all that? Great. Step 2: Plug in the power cable, turn it on. You'll see the Wholesale Payments logo. Tell me when you see that. [They confirm] Step 3: It's going to ask for WiFi. Connect to your business WiFi. What's the network name? [Walk them through] Step 4: Once connected, it'll download updates. This takes 2-3 minutes. While that's happening, let me talk about your signage... [Continue through each step] Step 10: Okay, let's test a transaction. Run a $1.00 sale on any card you have. Tell me what the screen says. [They run test] Perfect! You're operational. Now here's what's critical for compliance..."

⚖️ The Compliance Training (MUST DO)

"Last thing - this is the most important part. To stay compliant and avoid fines, you MUST: 1. Post this sign at your front door [describe/email photo] 2. Post this sign at your register [describe/email photo] 3. Train your staff to say: 'Your total is $X with card, or $Y with cash today' - never say 'there's a fee for cards' 4. Never charge this to debit cards - the terminal handles that automatically I'm emailing you photos of exactly where signs go and what they say. Can you commit to putting those up today before you process your first real customer?"

✅ The 30-Day Success Call

"Hey [Name], [Your Name] from Wholesale Payments. It's been about a month since we got you set up. I wanted to check in and review your first month: 1. Pull up your dashboard real quick - what did you process last month? 2. What were your total fees? 3. Compare that to what you were paying before - you saving what we projected? 4. Any issues, questions, or things you want to optimize? 5. Have you looked at the rewards points you're earning yet? I also want to make sure you have my cell phone handy. If anything ever comes up - equipment issue, question about a transaction, whatever - call or text me directly. That's what I'm here for. And one last thing - do you know any other business owners who might benefit from what we did for you? Our best new clients come from referrals from happy merchants like you."

💡 Why This Works:

Confirms ROI (they see actual savings)
Solidifies relationship (you're their advisor)
Prevents churn (catch issues at 30 days, not 90)
Gets referrals (while they're happy)
Positions rewards (additional value beyond savings)

🎯 Strategy: Never badmouth competitors directly. Instead, position what YOU offer that THEY don't. Focus on value differentiation, not price wars.

vs. Large Web Services Company

When They Say: "I'm already using [Large Web Services Company]" "Perfect! How long have you been processing with them? How's it going?" [Listen] "And what rate are they charging you - is it around 2.3-2.7%?" [They'll confirm rate] "Okay so here's the thing: [Company] is fine. They're not a bad processor. But 'fine' isn't a strategy when you're leaving $1,000+ on the table every month. Let me show you the math: YOU at $50,000/month with them: - $50,000 × 2.3% = $1,150/month in fees - $1,150 × 12 months = $13,800/year YOU at $50,000/month with us (Dual Pricing): - Processing fees: $0 - Program fee: $45/month - Total: $45/month = $540/year Difference: You're paying them $13,800/year. You're paying us $540/year. You SAVE $13,260 annually with us. So the question is: Would you rather pay them $1,150 every month, or pay us $45 and keep the other $1,105 in your pocket?"

"They're a Website Company" Positioning

"Look, [Company] is great if you need a website and domain hosting. That's what they do - they're a web company that added payments as a side product. But when it comes to actual payment processing, you need a REAL processor: 1. SUPPORT: With them you call a call center in Phoenix. With us, you get a dedicated account manager - me - with my direct cell phone. Try getting the CEO of [Company] on the phone. 2. FUNDING: They charge 1.5% for same-day deposits. We offer it FREE on our standard program. 3. TECHNOLOGY: They only integrate well with their products. We integrate with 200+ POS systems, shopping carts, and accounting software. 4. SAVINGS: They save you a bit on rates (2.3% vs maybe 2.9%). We eliminate the fees entirely through dual pricing. So if you're serious about growing your business and maximizing profit, you need a real payment processor, not a domain registrar playing in payments."

The "Both/And" Strategy

"Actually, you can KEEP [Company] for your website and domain - that's fine. They're good at that. Just switch the PAYMENTS to us. We'll integrate with your [Company] website if you have e-commerce. You get the best of both worlds: - [Company]: Website, domain, hosting (what they're good at) - Wholesale Payments: Zero-fee processing, dual pricing, rewards (what we're good at) No reason to have one company do everything when specialists do it better."

vs. Mobile Payment Companies

"[Mobile payment companies] are perfect for... selling cookies at your kid's soccer game. But for a real business doing $50K+ monthly, you need real support, real rates, and real features. They charge 2.6% + 10¢ in-person. We're 2.5% + 0¢. Or we can do dual pricing and you pay ZERO. Plus with them, good luck getting a human on the phone when you have an issue. With us, you have a dedicated account manager."

vs. Developer-Focused Platforms

"[Developer platforms] are great if you're building a SaaS product. Terrible if you're running a [restaurant/retail/etc]. They charge 2.9% + 30¢ for everything. No hardware. No support beyond email tickets. No dual pricing program. We're built for businesses like yours - not tech startups."

vs. Traditional Processors

"[Traditional processors] are the Comcast of payment processing - huge, old, terrible service, hidden fees everywhere. Let me guess - you're paying 2.9%, plus monthly fees, plus PCI compliance fees, plus statement fees, and you're locked in a 3-year contract? We're month-to-month, no junk fees, lower rates, and you actually get a human when you call. Want to see the comparison?"

Feature Comparison Table

Feature	Large Web Company	Wholesale Payments
In-Person Rate	2.3% + $0	0% (dual pricing) or 2.5% flat
Online Rate	2.7% + 30¢	0% (dual pricing) or 2.7% + 30¢
Monthly on $50K	$1,150/month	$45/month (dual pricing)
Annual Cost	$13,800	$540
Same-Day Funding	1.5% extra fee	FREE (included)
Contract	Month-to-month ✓	Month-to-month ✓
Setup Fees	$0 ✓	$0 ✓
Support	Call center	Dedicated advisor
Equipment	Free ✓	Free ✓
Compliance Support	Basic	Full (signage, training, monitoring)
Rewards Program	None	Yes (travel, electronics, gift cards)
Integration	Their ecosystem	200+ systems

The Close: "So they're a solid option if you want simplicity and don't mind paying $13,800/year in processing fees. We're the better option if you want that $13,800 back in your business. Which one makes more sense to you?"

🎯 Restaurant-Specific Pain Points

Understanding the restaurant industry challenges:

1. Credit Card Fees Eating Razor-Thin Margins

The Problem: Most restaurants operate on 3-6% profit margins. When 80-90% of transactions are by card and processing fees are 2.5-3.5%, they're giving up over HALF their profit to processors.

The Math: $100,000 monthly volume × 3% fees = $3,000/month = $36,000/year in pure profit loss

How to Use: "I know restaurants work on slim margins - typically 3-6% profit. But you're also paying 2.5-3% in processing fees on most transactions. You're literally giving half your profit to your processor. That stops today."

2. Tip Adjustment Complications

The Problem: Card transactions with tips create batch settlement issues, chargebacks on tip amounts, and complex reporting for payroll.

How to Use: "With cash transactions, tips go directly to your servers - no batch adjustments, no tip chargebacks, cleaner payroll. Your managers spend less time reconciling, your servers get paid faster."

3. Weekend/Evening Processing Volume Spikes

The Problem: Restaurants do 60-70% of weekly volume Friday-Sunday. High volume means high fees concentrated in 3 days.

The Math: If they process $25K on a Saturday night at 3% = $750 in fees in ONE DAY

How to Use: "Your busiest nights - Friday, Saturday - are when you're paying the MOST in fees. Imagine keeping that $750 from Saturday night instead of sending it to your processor."

4. Multiple Revenue Streams (Dine-in, Takeout, Delivery, Catering)

The Problem: Each revenue stream may have different processing setups, creating complexity and higher fees.

How to Use: "Are you paying different rates for dine-in vs takeout vs delivery? With our program, you pay near-zero across ALL channels - one simple system."

5. Staff Training and Turnover

The Problem: High employee turnover means constantly training new servers/hosts on POS systems and payment processing.

How to Use: "Our system is so simple - two prices posted, customer chooses. Your staff explains it in 5 seconds: 'Your total is $52 with card or $50 with cash.' No complicated training needed."

6. Slow Table Turnover Costing Revenue

The Problem: Card transactions add 2-4 minutes per table (authorization, signature, receipt printing). On busy nights, this reduces total tables served.

How to Use: "Our restaurant clients report 22% faster table turnover because cash transactions are instant - no waiting for authorization. More tables per night = more revenue."

7. Seasonal Volume Fluctuations

The Problem: Holiday seasons, summer patios, winter slowdowns create unpredictable processing costs.

How to Use: "Whether you're doing $50K in December or $150K in July, you're paying the same low $45/month program fee - not a percentage that fluctuates with your volume."

8. Cash Flow Delays from Batch Settlement

The Problem: Card payments settle in 1-3 business days. Restaurants need immediate cash flow for daily expenses (food orders, staff, utilities).

How to Use: "With more cash transactions, you have money in hand immediately - no waiting 2-3 days for settlement. Better for your daily cash flow management."

9. Chargebacks and Disputes

The Problem: Customers dispute charges months later ("I never ate there!" or "Food was terrible!"). Each chargeback costs $15-25 plus the meal amount.

How to Use: "Cash transactions = zero chargebacks. No customer calling their credit card company 3 months later to dispute the charge."

10. Rising Food Costs Squeezing Profits

The Problem: Food costs up 15-25% post-pandemic. Restaurants can't raise menu prices much more without losing customers.

How to Use: "You can't control food costs. You can't control labor costs. But you CAN control processing costs. Eliminating $3,000-5,000/month in fees is like getting a 3-5% margin boost without raising a single menu price."

📞 Restaurant Opening Scripts (4 Variations)

Opener #1: Cold Call - Industry Specialist (Use: No prior relationship)

"Hi [Name], [Your Name] with Wholesale Payments. I work exclusively with restaurants helping them eliminate credit card processing fees. Just saved [Local Restaurant Name] $3,800/month - they're using that money to renovate their patio and hire two more servers. 2 minutes to see if I can do the same for you?"

When to Use: Cold calling restaurants with no prior contact
Success Rate: 12-15% when calling during off-peak hours (2-4pm)
Key Phrases: "exclusively with restaurants" (establishes expertise), "eliminate" (not reduce), "using that money to" (makes savings tangible)

Opener #2: Warm Referral - Same Street/Shopping Center (Use: Have local client reference)

"Hi [Name], [Your Name] with Wholesale Payments. I work with [Restaurant Name] down the street - just helped them cut their processing costs from $4,200 a month to basically zero. [Owner Name] suggested I reach out since you're in the same area. Got 2 minutes to show you what we did for them?"

When to Use: Geographic clustering - when you have a client nearby
Success Rate: 25-30% (referrals work)
Key Phrases: "[Restaurant] down the street" (local social proof), "[Owner] suggested" (warm introduction even if informal)

Opener #3: Trigger Event - Rate Increase/Bad Review (Use: Found trigger event)

"Hi [Name], [Your Name] with Wholesale Payments. I saw your review mentioning issues with [Current Processor] - specifically [mention their complaint]. That's actually why I'm calling. We're getting restaurants off [Current Processor] every week because of exactly what you experienced. I have a 2-minute solution that might interest you - now good or should I call back later?"

When to Use: After finding online review complaining about processor, or notification of rate increase
Success Rate: 30-35% (they're already in pain)
Key Phrases: "I saw your review" (shows you did research), "exactly what you experienced" (empathy)

Opener #4: Expansion/Renovation Trigger (Use: New location or remodel announced)

"Hi [Name], [Your Name] with Wholesale Payments. I saw you're [opening a new location/renovating]. Congratulations! As you're setting up, I wanted to make sure you're not overpaying on payment processing like most restaurants do. At your volume, you could be saving $2,000-5,000 monthly that could go toward that buildout. Got 2 minutes to run some numbers with you?"

When to Use: Restaurant announced expansion, new location, or renovation
Success Rate: 20-25%
Key Phrases: "as you're setting up" (timely), "that could go toward that buildout" (tie savings to their goals)

🎤 Best Call Times for Restaurants

BEST: 2:00-4:00 PM

Between lunch and dinner rush. Decision makers available, phones answered, not stressed.

Connect Rate: 35-40%

GOOD: 10:00-11:00 AM

Before lunch service starts. Managers doing prep, open to quick conversations.

Connect Rate: 25-30%

AVOID: 11:30AM-1:30PM & 5:30PM-8:30PM

Lunch and dinner rush - they'll hang up immediately or be extremely short.

Connect Rate: 5-8%

AVOID: Monday Mornings

Dealing with weekend issues, inventory counts, scheduling.

GOOD: Tuesday-Thursday

Mid-week, less chaos, more open to conversations.

🎯 Complete Restaurant-Customized Dual Pricing Pitch

[STEP 1: PAIN QUANTIFICATION]

"[Name], let me ask - what percentage of your customers pay with cards versus cash?"

[They say 80-90%]

"So you're eating 2.5-3% on almost every table. Let me show you the math real quick: On a $50 check, that's $1.25 to $1.50 going straight to your processor. Multiply that by - how many covers do you do on a Saturday night?"

[They answer - let's say 200]

"200 covers at $50 average = $10,000 in sales Saturday night. At 3% fees, that's $300 you're paying just on Saturday. Now multiply that across the week - you're probably losing $2,000 to $5,000 every month. That's $24,000 to $60,000 annually just... gone."

[STEP 2: MAKE IT PERSONAL]

"What would you do with an extra $40,000 this year? New kitchen equipment? Renovate the dining room? Hire another line cook? Market more? Or just take it as profit?"

[STEP 3: INTRODUCE SOLUTION]

"Here's what we do: We eliminate 95% of those fees through dual pricing - same program gas stations have used for 40 years. You've seen it - two prices, one for card, one for cash. Customer chooses. Simple."

[STEP 4: RESTAURANT-SPECIFIC BENEFITS]

"For restaurants specifically, here's what our clients love: Benefit #1 - Faster Table Turnover: Cash transactions are instant. No waiting for card authorization, no signature, no receipt email. Our restaurant clients report tables turning 22% faster because of this. More tables = more revenue. Benefit #2 - Cleaner Tip Management: Servers get cash tips immediately - no batch adjustments, no tip chargebacks, simpler payroll. Your managers spend way less time reconciling. Benefit #3 - Better Cash Flow: Money in your drawer tonight, not 2-3 business days from now. Helps with next-day food orders, payroll, daily expenses. Benefit #4 - Zero Chargebacks: Customers can't call their credit card company 3 months later to dispute a cash transaction. Each chargeback costs you $15-25 plus the meal amount - those disappear. Benefit #5 - Works Across All Channels: Dine-in, takeout, delivery, catering - one system, near-zero fees across everything."

[STEP 5: SOCIAL PROOF]

"We work with [X] restaurants in [city] - Italian, Mexican, steakhouses, casual dining. [Name a local restaurant if you have one]: They were processing $92,000 monthly, paying $3,660 in fees. We eliminated that. They're saving $43,920 annually. They used that money to renovate their patio and hire two servers. They've been with us 8 months, zero issues, zero complaints from customers."

[STEP 6: COMPLIANCE ASSURANCE]

"Now, legality question: 100% legal, all 50 states. We provide all signage - front door, register, menus. We train your staff on how to present it: 'Your total is $52 with card or $50 with cash today.' That's it. Five-second explanation. We handle all compliance."

[STEP 7: CUSTOMER REACTION]

"What about customer complaints? Our restaurant clients report 98.9% positive feedback. Why? Because you're not charging MORE for cards - you're giving a DISCOUNT for cash. Card users pay what the menu shows. Cash users save 3-4%. People love saving money. We typically see 25-30% of customers start paying cash within the first month."

[STEP 8: THE OFFER]

"Here's the program: $45/month flat fee - that's it. At your [$X] monthly volume, you're currently paying roughly [$Y] in fees. We bring that to $45. You save [$Z] monthly, [$annual] annually. And right now - first 3 months are FREE for qualified restaurants doing $25,000+ monthly. Zero monthly fees for 90 days. Risk-free trial. You save, what, $3,000-4,000 in those 3 months before you pay us a penny."

[STEP 9: ASSUMPTIVE CLOSE]

"Based on your volume, this is clearly worth doing. Here's what happens next: I'm sending you a case study from [similar restaurant], all compliance docs, and signage examples today. Then we schedule 30 minutes for equipment setup - we'll get you operational within 7 days saving money immediately. I have Tuesday at 10am or Thursday at 2pm for that setup call - which works better for your schedule?"

🛡️ Restaurant-Specific Objections & Responses

Objection #1: "My servers will hate this - they prefer tips on cards"

Your Response:

"I hear this concern often, but here's what actually happens: Your servers already handle cash tips - this just increases the amount. More cash in their pocket at end of shift, not waiting for payroll to process card tips. Most servers prefer this once they see it in action. Plus, think about it: If 30% of customers switch to cash, that's 30% more immediate tips for your servers. The other 70% who keep using cards? Nothing changes for those tips. Your servers actually come out ahead. And here's the kicker: Faster table turnover means more tables served per shift. More tables = more total tips, whether cash or card. Your servers make MORE money, not less."

Objection #2: "Customers will think we're cheap or struggling financially"

Your Response:

"Actually the opposite. You're positioning yourself as smart and transparent. Gas stations have done this for 40 years - nobody thinks they're struggling. Customers appreciate the CHOICE to save money. And think about your messaging: You're not saying 'We're broke and need cash.' You're saying 'Hey, we're passing savings to you - pay cash and save 4%.' That's customer-friendly, not desperate. Plus, with food costs up 20-25% post-pandemic, customers understand businesses are managing costs. Being transparent about card fees positions you as honest, not cheap. They respect that."

Objection #3: "We're upscale/fine dining - our clientele expects to use cards"

Your Response:

"Great point - and here's the thing: You're still accepting cards. Nothing prevents them from using American Express Black Card if they want. They just pay the posted menu price. But even upscale clientele appreciate saving money. A $200 dinner bill? Paying cash saves them $8. That's a free cocktail. Your wealthy customers didn't get wealthy by being careless with money - they appreciate smart financial decisions. And honestly? About 15-20% of fine dining customers will shift to cash once they realize the savings. The other 80-85% keep using cards - zero impact on their experience. You're just giving OPTIONS, not forcing anyone."

Objection #4: "What about large parties that always pay with multiple cards?"

Your Response:

"Perfect question. For parties splitting checks on multiple cards, your staff handles it exactly the same way - they split the bill, each person pays their portion with their card at the card price. Nothing changes operationally. However, here's what we've seen: Sometimes parties will collect cash from everyone and one person pays the whole bill in cash to get the discount. That's their choice - saves them money, saves you fees. Win-win. Either way, the system handles split checks effortlessly. Your POS already does this - we're just adding dual pricing on top. No extra complexity."

Objection #5: "We do a lot of takeout orders over the phone - how does this work?"

Your Response:

"Great question. For phone orders, your staff simply asks: 'Will you be paying with card or cash when you pick up?' Customer says cash? You quote them the cash price. Customer says card? You quote the card price. Then when they arrive, they pay as discussed. For online ordering through your website or app, both prices are displayed - customer selects payment method, sees appropriate price. Super clean. Most takeout customers actually love this because they're already coming to your location to pick up - stopping at ATM on the way is no big deal if they save 3-4%."

Objection #6: "We have third-party delivery (DoorDash, Uber Eats) - does this mess that up?"

Your Response:

"Good catch. Third-party delivery platforms handle their own payment processing - you receive a net payment from them (after their 25-30% commission). That's separate from your in-restaurant processing. Dual pricing applies to your direct transactions - dine-in, direct takeout, direct catering. The DoorDash/Uber Eats orders continue as-is since they're processing the payment, not you. So you're still saving money on 70-80% of your transactions (everything direct), while the third-party orders run through their systems unchanged."

Objection #7: "Our POS system is really specific/custom - will this integrate?"

Your Response:

"What POS are you using?" [They answer - Toast, Square, Clover, Aloha, Micros, etc.] "We integrate with [their POS] all the time. Our terminals sync with Toast/Square/Clover/etc. seamlessly. You keep your current POS - we just connect our payment terminal to it. During setup, our tech team handles the integration. Usually takes 30-45 minutes. We program the dual pricing into the system, test transactions, train your staff. You're operational same day. If for any reason there's an integration challenge - which is rare - we have virtual terminal backup option. But 95% of the time, it's plug-and-play with restaurant POS systems."

Objection #8: "We're in a high-crime area - I don't want more cash on premises"

Your Response:

"Totally valid safety concern. Here's how our clients in similar situations handle it: Option 1: Bank deposits twice per day instead of once. Keep less cash on hand at any given time. Option 2: Use a drop safe - servers drop cash into safe throughout shift, manager makes one deposit at end of night. Option 3: Armored car service for pickups - costs $50-100/month but worth it for safety. Here's the math: If you're saving $3,000/month in processing fees, spending $100/month on enhanced cash security STILL nets you $2,900/month savings. You're safer AND richer. Plus, more cash usually means better insurance coverage. Talk to your insurance agent - many policies actually reduce premiums when you implement proper cash handling procedures."

📊 Restaurant Case Study: Italian Bistro Success Story

Business Profile

Business Type: Full-service Italian restaurant, family-owned

Location: Suburban shopping district

Seats: 85 indoor, 24 patio (seasonal)

Average Check: $48 per person

Monthly Volume: $92,000 ($84K dine-in, $8K takeout)

Previous Processing Situation

Processor: Regional bank-owned processor

Quoted Rate: 2.65% + $0.15 per transaction

Actual Monthly Fees: $3,660 (effective rate: 3.98%)

Additional Monthly Charges: $25 statement fee, $99 PCI compliance, $40 batch fees, $18 regulatory fees = $182

Total Monthly Cost: $3,842

Annual Cost: $46,104

Our Solution Implementation

Program: Dual Pricing (4% cash discount)

Equipment: 2 Countertop terminals (host stand + bar), WiFi-connected

Setup Time: Signed Monday, installed Friday, operational Saturday

Signage: Front door, host stand, menus, table tents

Staff Training: 15-minute group training before dinner service, simple script: "Your total is $52 with card or $50 with cash today"

Results After 8 Months

                                    Monthly Program Fee:
                                    $45 (first 3 months FREE)
                                

                                    Monthly Processing Fees:
                                    $38 average (debit card interchange only)
                                

                                    Total Monthly Cost:
                                    $83
                                

                                    Monthly Savings:
                                    $3,759
                                

                                    Annual Savings:
                                    $45,108
                                

Cash Transaction %: 28% (up from 12%)

Customer Complaints: 3 in first week (all resolved with simple explanation), zero after

Customer Compliments: Multiple positive comments about "appreciating the cash option"

What They Did With the Savings

Year 1 Savings ($45,108) Allocated To:

$18,000 - Renovated patio (new furniture, lighting, heaters for season extension)
$12,000 - Hired experienced line cook (reduced ticket times, improved quality)
$8,000 - Marketing campaign (social media ads, local sponsorships)
$7,108 - Owner's profit distribution

Secondary Benefits:

Patio renovation increased patio season by 6 weeks (spring/fall), adding estimated $32,000 annual revenue
Better line cook reduced food waste 18%, saving additional $6,000 annually
Marketing campaign brought 12% more new customer visits
Servers reported 15% higher average tips due to faster table turns

Owner Testimonial

"I was skeptical about customers accepting dual pricing - worried they'd think we were nickel-and-diming them. Totally wrong. Most customers don't even ask about it, and the ones who do appreciate the transparency. We're saving almost $4,000 every month that used to just disappear to our processor. Used that money to make real improvements to the business. Best decision we made all year."

- Restaurant Owner (Name withheld for privacy)

💰 Restaurant Savings Calculator

Monthly Processing Volume:

Current Effective Rate (%):

Monthly Junk Fees:

🖥️ Equipment Recommendations for Restaurants

Option 1: Countertop Terminal (MOST COMMON - 85% of restaurants)

Best For: Host stand, bar, takeout counter - stationary checkout locations

Features:

Dual-facing screen (customer sees transaction details)
Built-in receipt printer
Accepts chip, swipe, tap/contactless, Apple Pay, Google Pay
WiFi or Ethernet connectivity
PIN pad for debit cards
Tip adjustment capability

Typical Setup: 1 terminal at host stand, 1 at bar = $0 equipment cost (included in program)

Processing Speed: 2-3 seconds per transaction

Option 2: Mobile/Tableside Terminal (Growing popularity - 30% of full-service restaurants)

Best For: Servers processing payment at the table, outdoor patios, food trucks

Features:

Wireless (4G LTE or WiFi)
Portable - servers carry to table
Rechargeable battery (8-10 hour battery life)
Accepts all payment types
Tip adjustment at table
Receipt printing (optional - can text/email receipts)

Benefit: Faster table turnover (customer doesn't wait for server to take card, process, return). Card never leaves customer's sight (reduced fraud concerns).

Cost: $0 equipment cost for qualified restaurants

Option 3: POS-Integrated Solution (Most sophisticated - 40% of restaurants)

Best For: Restaurants with Toast, Square, Clover, Aloha, Micros, or other POS systems

How It Works:

Our payment terminal integrates directly with your existing POS
Server enters order in POS, sends payment prompt to terminal
Customer pays at terminal or tableside device
Payment syncs back to POS automatically
End-of-day reporting combines POS + payment data

Setup Time: 45-60 minutes for integration, testing, and staff training

Compatibility: We integrate with 200+ POS systems - if you have a POS, we can likely integrate

Option 4: Hybrid Setup (RECOMMENDED for multi-location or full-service + takeout)

Combination: Countertop terminals + Mobile devices + POS integration

Typical Configuration:

1-2 countertop terminals (host stand, bar, takeout counter)
3-5 mobile devices for tableside payment
Full integration with POS for seamless operation
All devices on same merchant account - unified reporting

Best For: Restaurants doing $100K+ monthly with diverse payment scenarios

Special Considerations for Restaurants

Tip Adjustment: All our terminals support tip adjustment - customer can add tip after meal. Works with dual pricing (tip calculated on pre-discount amount or post-discount amount - merchant chooses).
Split Checks: POS-integrated solutions handle split checks automatically. Customer 1 pays card price for their portion, Customer 2 pays cash price for theirs - seamless.
Batch Settlement: Auto-batches at midnight (customizable). No manual batch closing required. Funds settle next business day.
Offline Mode: If internet drops during service, terminals store transactions locally and batch when reconnected - you don't lose sales.
Receipt Options: Print, email, text, or skip (customer choice). Saves paper costs.
Analytics Dashboard: Real-time reporting - see today's sales, cash vs card %, busiest hours, etc. Access via phone/computer.

⏰ Optimal Call Times & Industry Insights

Best Times to Call Restaurants

Time Window	Rating	Why	Connect Rate
2:00 PM - 4:00 PM	⭐⭐⭐⭐⭐	Post-lunch, pre-dinner. Manager available, relaxed, phones answered. This is the GOLDEN WINDOW.	35-40%
10:00 AM - 11:00 AM	⭐⭐⭐⭐	Morning prep time. Manager on-site, handling admin tasks. Open to quick conversations.	25-30%
Tuesday - Thursday	⭐⭐⭐⭐	Mid-week = less chaos. Mondays are recovery from weekend. Fridays are prep for weekend rush.	28-32%
11:30 AM - 1:30 PM	❌	LUNCH RUSH. They will hang up immediately. Do not call during service.	5-8%
5:30 PM - 8:30 PM	❌	DINNER RUSH. Even worse than lunch. Phone may go unanswered entirely.	2-5%
Monday 8:00 AM - 12:00 PM	❌	Weekend recovery - inventory counts, staff scheduling, vendor orders. Stressed and busy.	10-12%

Restaurant Industry Terminology (Use These Words)

Covers

Individual diners/customers. "How many covers do you do on Saturday night?" (Don't say "customers" or "guests")

Check Average

Average bill per customer. "What's your check average?" (Not "average sale" or "ticket size")

Table Turn

How quickly tables are cleared and reseated. "Faster table turns mean more revenue." (Not "table rotation")

86'd

Out of stock. "When an item is 86'd, server updates POS immediately." Shows you know the lingo.

In the Weeds

Overwhelmed with orders. "I won't call during dinner - don't want to catch you in the weeds." Shows respect for their time.

FOH / BOH

Front of House (servers, hosts) / Back of House (kitchen). "Our system works for both FOH and BOH transactions."

Seasonal Considerations

January-February (Slow Season): Post-holiday slump. Restaurants more receptive to cost-saving solutions. Good time to sell. Emphasize "start the year right" and "Q1 savings."

March-May (Spring Ramp): Volume increasing. Patio season starting. Good time to pitch. Focus on "prepare for summer" and "patio revenue maximization."

June-August (Busy Season): High volume = high fees = big savings opportunity. They're making money but also paying lots in processing. Emphasize immediate ROI.

September-October (Fall Peak): Another busy period. Good time to sell. Focus on "lock in savings before holidays."

November-December (Holiday Rush): Extremely busy but also highest processing costs. Double-edged sword: Hard to reach them, but savings message is most powerful. Pitch in early November before Thanksgiving chaos.

Common Restaurant Questions (Be Ready to Answer)

Q: "Do we need to change our menus?"

A: No. Post both prices on menu (e.g., "Market Price: $24 | Cash Price: $23") or add footer: "4% cash discount available." Most restaurants use table tents and register signs rather than reprinting menus.

Q: "How do we train staff?"

A: We provide 15-minute group training. Simple script: "Your total is $X with card or $Y with cash today." That's it. Most staff masters it in one shift.

Q: "What about alcohol sales? Can we discount those?"

A: Yes, dual pricing applies to entire bill including alcohol. No restrictions on what can be discounted for cash.

Q: "Do tip amounts change with cash discount?"

A: Merchant chooses: Tip calculated on pre-discount amount (standard) or post-discount amount. Most restaurants calculate tips on pre-discount to keep server tips consistent.

Q: "How long does installation take?"

A: 30-45 minutes for equipment setup. Schedule during slow time (mid-afternoon). Operational same day. Full staff training in 15 minutes.

Q: "What if customer claims they didn't know about cash discount?"

A: Signage at door + register + menus provides disclosure. If customer genuinely unaware, merchant can void and re-ring at cash price as goodwill gesture. Happens extremely rarely (less than 0.1% of transactions).

🎯 Top 10 Retail Industry Pain Points

Lead with these in discovery conversations

1

Razor-Thin Margins

Reality: 15-40% gross margins vs 60%+ for restaurants. Every dollar in fees directly impacts profitability.

Your Response: "In retail, 2-3% in processing fees can eliminate your entire net profit margin. That's why this matters more for you than almost any other industry."

2

Seasonal Volume Fluctuations

Reality: Holiday rush (40-60% of annual revenue in Nov-Dec) vs January slowdown creates cash flow rollercoaster.

Your Response: "When you're doing $200K in November-December, that's $6,000 in fees in two months. With dual pricing, you keep $5,700 of that for inventory and seasonal staff."

3

Inventory Management Integration

Reality: POS must sync with inventory, accounting, e-commerce. Complicated payment processing makes this worse.

Your Response: "We integrate with 40+ POS platforms - Square, Clover, Lightspeed, Vend, ShopKeep. Your inventory system stays exactly as is."

4

Omnichannel Processing Needs

Reality: In-store + online + mobile + social media + marketplaces all need unified processing.

Your Response: "Dual pricing works across ALL channels - your physical store, your website, even mobile sales at pop-ups and markets."

5

High Transaction Volumes, Lower Tickets

Reality: 100+ transactions/day vs restaurants' 50-70 means more fees per transaction.

Your Response: "With 100 transactions daily at $75 average, you're paying $225-$300 in fees daily. That's $6,750/month. We eliminate 95% of that."

6

E-commerce Competition Pressure

Reality: Amazon and big box stores undercut prices. Small retailers need every margin point to survive.

Your Response: "Online retailers can absorb 3% fees due to lower overhead. You can't. This levels the playing field so you compete on experience, not just price."

7

Gift Cards & Loyalty Integration

Reality: Need gift cards, loyalty programs, but adding complexity increases costs and IT headaches.

Your Response: "Gift cards and loyalty programs work exactly the same - dual pricing doesn't affect them. When customers redeem gift cards, there's no processing fee anyway."

8

Returns & Exchanges Complexity

Reality: Retail has highest return rate (15-30%). Processing fees on returns eat into already-thin margins.

Your Response: "Cash returns = no fee. Card returns = you refunded less than collected (they paid the premium), so net zero on fees. Actually cleaner than traditional processing."

9

Shrinkage & Theft Concerns

Reality: 1-3% shrinkage from employee theft and shoplifting. Can't afford additional losses to processing fees.

Your Response: "Your margins are already squeezed by shrinkage. Processing fees are controllable shrinkage - let's eliminate them so you only fight the theft you can't control."

10

Real-Time Reporting Needs

Reality: Need instant visibility into sales by SKU, employee performance, inventory turns to make fast decisions.

Your Response: "Our system provides real-time dashboards showing exactly what you're saving daily, weekly, monthly - plus it syncs with your existing reporting."

📞 4 Retail Opening Script Variations

Choose based on lead source and situation

Variation 1: Cold Call with Promotional Hook

11-13% Success Rate

When to use: First-time contact, no prior relationship, strong promotional offer

"Hi [Name], [Your Name] with Wholesale Payments. I specialize in helping retail stores reduce processing costs while improving cash flow. Just helped [Local Boutique] in [nearby area] save $1,400 monthly - they're using it for inventory expansion and seasonal hiring. Plus, for stores processing over $25K monthly, we're waiving all monthly fees for the first 3 months. That's a full quarter to see these results with zero monthly charges. Got 2 minutes to see if you qualify?"

Why this works:

✓ Immediately establishes retail specialization
✓ Social proof from nearby competitor
✓ Promotional offer creates urgency without pressure
✓ "Full quarter" frames 3 months as substantial trial period
✓ Permission-based ("Got 2 minutes?") reduces resistance

Variation 2: Trigger Event - New Location/Expansion

18-22% Success Rate

When to use: Business just opened second location, expanded, remodeled, or announced growth

"Hi [Name], saw you just opened your [second location/new store] in [area] - congrats on the expansion! [Your Name] with Wholesale Payments. Opening new locations is expensive - buildout, inventory, staffing. We're helping retail stores eliminate 90% of processing fees through dual pricing. At your combined volume across both locations, you'd save approximately $[X] monthly - that's $[X] annually you can reinvest in growth instead of paying to your processor. Perfect timing for expansion costs, right? Quick 3-minute conversation?"

Why this works:

✓ Shows you've done research (personalized)
✓ Congratulatory tone builds rapport
✓ Acknowledges expansion costs (empathy)
✓ Positions savings as growth fuel, not just cost reduction
✓ "Perfect timing" frames this as strategic opportunity

Variation 3: Seasonal Opportunity (Holiday Season)

15-19% Success Rate

When to use: Approaching holiday season (call in August-September), back-to-school, or major retail periods

"Hi [Name], [Your Name] with Wholesale Payments. With holiday season coming up in 10 weeks, your processing costs are about to spike 200-300%. Here's what I mean: If you typically do $50K monthly but hit $150K in November-December, that's $9,000 in processing fees in just two months. We're helping retail stores eliminate those fees entirely through dual pricing. Last holiday season, [Nearby Store] saved $8,000 in fees alone during Nov-Dec - they used it for inventory and seasonal staff. Want to avoid bleeding money this year? 3-minute conversation?"

Why this works:

✓ Urgency tied to calendar (holiday season inevitable)
✓ Specific math shows spike in fees ($9,000 in 2 months)
✓ Case study from last year proves concept works
✓ "Avoid bleeding money" is visceral pain language
✓ Timing is perfect (gives them 10 weeks to implement)

Variation 4: Industry Specialist & Competitive Pressure

9-12% Success Rate

When to use: Tight geographic market with multiple similar retailers, competitive pressure evident

"Hi [Name], [Your Name] with Wholesale Payments - I work exclusively with [boutiques/gift shops/specialty retailers] in [geographic area] helping them compete with big box pricing. Our dual pricing program levels the playing field. You keep prices competitive while maintaining healthy margins. [Competitor A] and [Competitor B] down the street both implemented this last quarter. Once word gets out they're offering cash discounts and you're not, you become the expensive option in the neighborhood. Should we talk before they have that advantage? 3 minutes?"

Why this works:

✓ Industry specialization builds instant credibility
✓ "Levels playing field" resonates with small retailers fighting giants
✓ Competitor social proof creates FOMO
✓ "Expensive option in neighborhood" is ego threat
✓ "Before they have advantage" implies window is closing

💎 Complete 9-Step Retail Dual Pricing Pitch

Professional, consultative approach tailored to retail economics

Step 1

Acknowledge Retail Challenges

"I know retail margins are tight - 20-30% gross is typical, and you're competing with Amazon and big box stores that can absorb processing fees due to volume. Every dollar in fees is a dollar you can't invest in inventory or marketing."

Why this works: Shows you understand retail economics, builds trust through empathy, positions you as retail expert not generic salesperson.

Step 2

Quantify Current State

"You're processing $[X] monthly. At typical retail rates - let's say 2.5-3% all-in - that's roughly $[X] in fees monthly, $[X] annually. That's inventory you can't buy. Marketing you can't do. Profit you're not keeping."

Why this works: Converts abstract percentage to concrete dollars, uses loss framing (not keeping profit) which is more motivating than gain framing, ties fees directly to foregone business opportunities.

Step 3

Introduce Dual Pricing (Gas Station Analogy)

"Here's how we help retail specifically: Dual pricing - same program you see at gas stations. Post two prices: your cash price (which gives you your target margin) and your card price (3-4% higher). Customer chooses. When they choose card, that premium covers your processing fee. You keep the same margin either way."

Why this works: Gas station reference is immediately understood, "customer chooses" emphasizes optionality not surcharge, "same margin either way" removes pricing complexity concerns.

Step 4

Retail-Specific Benefits

"Retail-specific benefits: ✓ Omnichannel: Works for in-store AND e-commerce - online checkout shows both prices ✓ POS Integration: Integrates with your existing POS and inventory system ✓ Gift Cards & Loyalty: Handles gift cards and loyalty programs seamlessly ✓ Returns: Processes returns and exchanges smoothly - refund via same method ✓ Reporting: Real-time dashboard so you see savings daily"

Why this works: Addresses retail-specific concerns before they're raised, shows you understand their tech stack needs, demonstrates this isn't just for in-person sales.

Step 5

Customer Acceptance Reality Check

"Your concern: 'Will customers care?' Reality: Major retailers - gas stations, convenience stores, even some department stores - use this. Customers expect it now. 20-30% will START paying cash to save money. Card users pay posted price - nothing changed for them. It's the norm, not the exception."

Why this works: Preemptively handles #1 objection, uses social proof (major retailers), provides data (20-30%), normalizes the practice.

Step 6

Competitive Advantage Frame

"Here's the strategic piece: Your competitors are eating 3% in fees. You're not. That 3% goes into better inventory selection, better merchandising, better customer experience. Over 12 months, saving $[X] annually gives you a massive competitive edge. While they're bleeding margin to processors, you're investing in growth."

Why this works: Reframes savings from cost reduction to competitive weapon, appeals to strategic thinking, annualizes savings for bigger impact number.

Step 7

Cash Flow Benefit (Critical for Retail)

"Retail lives and dies on cash flow. Cash transactions = immediate money, zero fees, no chargebacks, no 2-3 day wait. Card transactions = customer pays the fee, you get your target margin. Either way, your cash flow improves 20-30% because you're keeping more of every sale."

Why this works: Addresses retail's #1 operational concern (cash flow), emphasizes immediacy of cash, shows benefit regardless of payment method chosen.

Step 8

Promotional Offer (Create Urgency)

"You're processing $[X] monthly, which qualifies you for our promotional offer: First 3 months, zero monthly fees. That's a full quarter to see these results with no monthly charges. After that, month-to-month - no long-term contract. You're saving $[X] monthly from day one, and for the first 3 months, you save an additional $[monthly fee] × 3 = $[total promo savings]."

Why this works: Removes financial risk from trial period, "full quarter" sounds substantial, month-to-month addresses contract concerns, stacks promotional savings on top of processing savings.

Step 9

ROI Calculation & Close

"Quick ROI math: Saving $[monthly] × 12 months = $[annual]. What does that buy in retail? • Inventory: [X] units at wholesale = $[value] • Staffing: Part-time employee for busy seasons = $[cost] • Marketing: Social media campaign + local ads = $[cost] Which would you rather have - pay your processor $[annual], or invest that in growth? Let's get you set up. I'll send the application today, and you'll be operational within 7 days saving money."

Why this works: Converts abstract savings to tangible business investments, forces choice between status quo and growth, assumptive close ("let's get you set up") rather than asking for permission.

🛡️ 8 Retail-Specific Objections & Responses

Master these to handle retail merchant concerns

Objection 1: "Big retailers don't do this, why should I?"

Common

"Actually, they do - but you don't notice because you're used to it. Gas stations (Shell, Chevron, Mobil) - been doing this 40 years. Arco stations are cash-only in many locations. Convenience stores (7-Eleven, Circle K) - dual pricing everywhere. Even some department stores offer 'cash discount days' or charge processing fees for cards. The difference is big retailers can absorb 3% in fees because of volume. You can't. This levels the playing field so you can compete on margins, not just price. Would you rather fight Amazon on price while bleeding 3% in fees, or protect your margins and invest in the experience that sets you apart?"

Objection 2: "My margins are already tight, I can't raise prices"

Critical Concern

"You're not raising prices - you're restructuring pricing to protect margins. Here's the key distinction: Your CARD price is what covers your costs and desired margin. That becomes your posted price. Your CASH price is a discount from that. So you're giving cash payers a better deal, not penalizing card users. Let me show you the math: • Current state: $100 item, customer pays $100, you net $97 after fees (3% margin loss) • With dual pricing: Card price $103, cash price $100, customer chooses, you net $100 either way (0% margin loss) What's tighter - 25% margin paying 3% in fees (22% net), or 25% margin with zero fees (25% net)? That 3% difference is the difference between surviving and thriving in retail."

Objection 3: "I need to match online competitors' prices"

Common

"Online competitors have different economics - lower overhead, no storefront, automated fulfillment. But they also: • Charge shipping ($8-$15 typical) • Have longer delivery times (2-7 days vs immediate) • No immediate gratification or try-before-buy • Can't offer the in-person experience you provide Your advantage is immediacy and experience. Customers pay a premium for that. Plus, many online retailers are adding 3-4% 'processing fees' at checkout anyway. PayPal charges buyers fees. Etsy charges sellers AND buyers. You're just being transparent about it upfront instead of hiding it in shipping costs. Dual pricing helps you maintain competitive pricing on your cash price while protecting margins when customers choose convenience of cards."

Objection 4: "Returns and exchanges will get complicated"

Technical Concern

"Actually simpler, not more complicated. Here's exactly how it works: Customer paid cash? → Refund cash from register. Simple. Customer paid card? → Refund to card. Your POS tracks this automatically. The beauty is: • Cash returns = no processing fee on the return either • Card returns = you refunded less than you collected (because they paid the card premium), so you still net zero on fees It's actually cleaner than traditional processing where you pay fees on the original sale AND eat fees on the refund. Your POS system handles all of this automatically. You're not doing anything manual. And we provide staff training during setup to make sure everyone understands the process."

Objection 5: "What about my e-commerce site? Customers shop both online and in-store"

Technical Concern

"Perfect use case for omnichannel dual pricing. This is exactly what we built for. Online checkout shows two payment options: • 'Pay with card: $[X]' • 'Pay with ACH/bank transfer: $[Y] - save 3%!' Many customers choose ACH for larger purchases to save money. It's becoming very common in e-commerce. In-store: Same program. Customer experience stays consistent across channels. We integrate with: • Shopify ✓ • WooCommerce ✓ • BigCommerce ✓ • Magento ✓ • Wix ✓ • Squarespace ✓ Your online and offline pricing stays synchronized. Customers see consistency whether they shop in your store or on your website."

Objection 6: "I have gift cards and a loyalty program - will this mess that up?"

Technical Concern

"No impact whatsoever. Here's why: Gift Cards: • Pre-paid funds - when redeemed, there's no processing fee anyway (you already collected the money when they bought the card) • When someone BUYS a gift card, they can choose cash or card payment, but the card itself isn't affected • Actually helps you: Gift card purchasers might pay cash for the card to save 3%, giving you cash for something they might not redeem for months Loyalty Programs: • Points are tracked separately in your POS system • Dual pricing only affects NEW card transactions • Customer redeems loyalty points = no processing at all • Program continues working exactly as before We've implemented this for hundreds of retail stores with gift cards and loyalty programs. Zero issues. Your POS handles it all automatically."

Objection 7: "Holiday season is my busiest time - I can't change anything before then"

Critical Concern

"That's EXACTLY when you should implement this. Let me show you why: Holiday season = 40-60% of annual revenue for most retailers. If you're doing $100K monthly normally but hit $200K in November and $250K in December, that's: • Without dual pricing: $13,500 in fees in just 2 months • With dual pricing: $270 in fees in 2 months • Savings: $13,230 during your most critical season That's: • Extra inventory for hot-selling items • Seasonal staff for customer service • Marketing for last-minute shoppers • Or straight to your bottom line The ROI is BIGGEST during peak season. Plus, customers are used to different pricing everywhere during holidays - surge pricing, limited-time offers, sales. This is the easiest time to implement because customers expect pricing variation. We can have you operational in 7 days. That's well before November rush. Miss this window, and you're leaving $13K+ on the table."

Objection 8: "I'm barely making it now, I can't afford to lose customers over this"

Critical Concern

"I understand - but let me reframe this: You're barely making it BECAUSE you're paying 3% in fees on 80% of transactions. That's death by a thousand cuts. The data: • Our retail clients report losing less than 0.5% of customers (half of one percent) when implementing dual pricing • But saving 2.5-3% on every transaction • Net result: Margins improve 2% minimum In retail, a 2% margin improvement can be the difference between breaking even and actually profiting. Real example: Women's boutique at $120K monthly • Lost ~2 customers first week (out of 400+ transactions) • Zero complaints after week 2 • Saving $3,240 monthly now • Owner said: 'I was terrified. Instead, I'm more profitable than I've been in 5 years.' Plus, with our 3-month promotional offer, you can test this risk-free for a full quarter. If it's not working after 90 days, you can walk away. But I promise you - you'll wonder why you didn't do this sooner."

📊 Detailed Retail Case Study

Real anonymized example - use this for credibility

Women's Boutique Clothing Store Success Story

📍 Suburban shopping district, mid-size city

Business Profile

Business Type: Women's boutique specializing in contemporary clothing and accessories
Location: Suburban shopping district with mix of local boutiques
Monthly Volume: $120,000 ($85K in-store, $35K online)
Average Transaction: $127 in-store, $93 online
Transactions/Month: ~1,000 (roughly 35/day in-store, 10/day online)

Previous Situation

Previous Processor: Major national processor (Square competitor)
Previous Rate: 2.75% + $0.25/transaction (in-store), 2.9% + $0.30 (online)
Effective Rate: 2.85% all-in after junk fees
Monthly Fees: $3,420
Annual Cost: $41,040
Hidden Fees: PCI compliance ($50/mo), statement fees ($25/mo), gateway fees ($30/mo)

After Dual Pricing Implementation

Dual Pricing Rate: 0% on card transactions, $45/month flat fee
Effective Rate: 0.0375% (flat fee divided by volume)
Monthly Fees: $45 base + ~$135 in debit interchange = $180 average
Monthly Savings: $3,240 ($3,420 - $180)
Annual Savings: $38,880
Savings as % of Revenue: 2.7% margin improvement

What They Did with Savings

📦 Inventory Expansion (40%): $1,296/month → $15,552/year

Expanded inventory by 40%, brought in new designers, improved selection which increased average transaction by $18

👥 Part-Time Employee (35%): $1,134/month → $13,608/year

Hired part-time employee for weekends (busiest days), improved customer service, reduced owner burnout

📱 Social Media Marketing (15%): $486/month → $5,832/year

Instagram and Facebook ads, influencer partnerships, event promotions - drove 22% more foot traffic

💰 Owner Take-Home (10%): $324/month → $3,888/year

After years of reinvesting everything, owner finally took a small profit distribution

Customer Response

Week 1: 3 negative comments out of 400+ transactions (0.75% complaint rate)
Week 2+: Zero complaints, customers accustomed to program
Cash Payment Increase: 28% of customers switched to cash within 60 days
Average Cash Transaction: $142 (higher than card average of $127 - customers paying cash for bigger purchases)
Customer Retention: No measurable impact - lost fewer than 5 customers out of 600+ regular shoppers

Implementation Details

Setup Time: 5 days from application to operational
Equipment: Two countertop terminals (in-store) + online payment gateway
POS Integration: Lightspeed Retail (integrated smoothly)
Signage: Entry sign + register signs provided, professionally designed
Staff Training: 30-minute session for 3 staff members
Compliance: Zero violations, zero fines, routine audits passed

Owner Quote

"I was terrified to implement this. Thought I'd lose customers and hurt my reputation. Instead, I'm more profitable than I've been in 5 years. The first week was scary - a few customers asked questions, but once we explained the cash discount option, they understood. Many started bringing cash because they liked saving 4%. My only regret is not doing this 3 years ago. I've now paid off debt, expanded inventory, and hired help. This literally saved my business."

— Owner, Women's Boutique (name withheld for privacy)

6-Month Update

Total Saved: $19,440 in 6 months
Revenue Growth: 18% increase (attributed to better inventory and marketing)
Cash Transactions: Stabilized at 30% of total volume
Customer Base: Actually grew 12% due to improved selection and service
Owner Confidence: Now refers other boutique owners to program

🖥️ Equipment Recommendations for Retail

Choose the right setup for your store

⭐ Most Popular

Countertop Terminal with POS Integration

Best for: Boutiques, gift shops, specialty retail with existing POS system

Key Features:

✓ Integrates with major POS platforms (Square, Clover, Lightspeed, Vend, ShopKeep)
✓ Handles dual pricing automatically - no manual calculations
✓ Syncs with inventory for real-time stock updates
✓ Customer-facing display shows both cash and card prices clearly
✓ Built-in receipt printer (no separate printer needed)
✓ Accepts chip, swipe, tap, Apple Pay, Google Pay
✓ WiFi or ethernet connectivity

Cost: $350-500 one-time purchase OR $25-35/month lease

Setup Time: 2-3 days with POS integration and staff training

🚀 Best for Pop-Ups

Mobile Wireless Terminal

Best for: Boutiques that do offsite sales (markets, pop-ups, events, trunk shows)

Key Features:

✓ Battery powered - 8-12 hours on single charge
✓ WiFi AND cellular connectivity (4G/5G) - works anywhere
✓ Handles dual pricing with automatic calculations
✓ Receipt printer built-in (thermal printer, no ink needed)
✓ Lightweight and portable (fits in handbag)
✓ Rugged design for outdoor events
✓ Syncs with main POS when you return to store

Cost: $400-550 one-time purchase OR $30-40/month lease

Setup Time: 1-2 days, minimal setup required

💎 Premium Solution

Tablet-Based Full POS System

Best for: Modern retail stores wanting comprehensive POS with dual pricing built-in

Key Features:

✓ iPad or Android tablet with full POS software
✓ Complete inventory management (track SKUs, variants, stock levels)
✓ Employee tracking (individual sales, hours, commission calculations)
✓ Customer database (purchase history, preferences, email marketing)
✓ Dual pricing built-in with automatic tax calculations
✓ E-commerce integration (sync online and offline inventory)
✓ Advanced reporting dashboard (sales by SKU, employee, day-part, etc.)
✓ Gift card and loyalty program management

Cost: $800-1,200 one-time (tablet + stand + card reader + cash drawer + receipt printer)

Setup Time: 3-5 days with full setup, inventory upload, and staff training

🌐 E-Commerce Essential

Online Payment Gateway for Website

Best for: Retailers with e-commerce store needing dual pricing for web sales

Key Features:

✓ Direct plugins for Shopify, WooCommerce, BigCommerce, Magento
✓ Shows dual pricing at checkout (card price vs. ACH/bank transfer discount)
✓ ACH/bank transfer option for cash discount (customer saves 3-4%)
✓ Secure hosted payment page (PCI compliant)
✓ Subscription billing for memberships or recurring products
✓ Mobile-optimized checkout (60%+ of traffic is mobile)
✓ Fraud detection and chargeback protection
✓ Real-time inventory sync with physical store

Cost: $0-50/month gateway fee (varies by platform and volume)

Setup Time: 1-2 days for integration, testing, and launch

💡 Pro Tip: Most retail stores benefit from Option 1 + Option 4 (in-store terminal + online gateway) for complete omnichannel coverage. This ensures consistent dual pricing whether customers shop in-person or online.

⏰ Best Times to Call Retail Businesses

Maximize connection rates by calling at optimal times

⭐⭐⭐⭐⭐ EXCELLENT

Monday-Thursday: 9:00am - 11:00am

Why this works:

✓ Store just opened, not busy yet with customers
✓ Owner/manager available and mentally fresh
✓ Can have full conversation before foot traffic picks up
✓ Morning = decision-making time (not exhausted from day)
✓ No lunch rush, no closing tasks to distract

Best Script: Use cold call with promotional hook - "First 3 months zero fees"

⭐⭐⭐⭐ GOOD

Monday-Thursday: 2:00pm - 4:00pm

Why this works:

✓ Post-lunch lull, slower foot traffic in most retail
✓ Owner has dealt with morning issues, settled into rhythm
✓ More receptive to discussion than during morning rush
✓ Still has energy (not end-of-day exhaustion)
✓ Good for follow-up calls after initial morning contact

Best Script: Industry specialist or competitive positioning approach

⭐⭐ POOR

Friday-Saturday: Any Time

Why this doesn't work:

✗ Busiest shopping days of the week (40%+ of weekly traffic)
✗ High foot traffic means owner is on the floor helping customers
✗ Stressed and focused on sales, not operations
✗ Will not have time or patience for sales call
✗ If you reach them, they'll rush you off the phone

Alternative: Send email Friday afternoon, call Monday morning

⭐⭐⭐ FAIR

Sunday: Varies by Store

Depends on:

If store is open: May be slower traffic, but owner may not be there (staff running store)
If store is closed: You won't reach them (obvious but worth noting)
Some boutiques have "Sunday only" hours (12pm-5pm) - good time if open
Mall-based retail: Busier on Sundays, avoid
Standalone boutiques: Can be good if open and slow

Strategy: Research if they're open Sundays, call early (1-2pm) if yes

⭐ AVOID COMPLETELY

Holiday Season: November 1 - December 31

Why this is the worst time:

✗ Absolute chaos - 40-60% of annual revenue happens in these 2 months
✗ Owner is working 70-80 hour weeks, exhausted, stressed
✗ Zero availability for conversations about changing processors
✗ Even if they're interested, they won't switch mid-holiday season
✗ You'll burn the relationship by calling during their busiest time

Better Strategy: Call in September to plant seeds for January implementation, or wait until January 15+ when things calm down

🎯 Pro Timing Strategies:

New Store Opening: Call 2-3 weeks BEFORE grand opening (they're stressed about setup, receptive to saving money)
Post-Holiday: January 15-31 is PRIME TIME (they just saw holiday fees, open to changes, slower foot traffic)
End of Month: Last week of month = they're reviewing finances, perfect time to discuss savings
Seasonal Transition: End of summer (August) or end of holiday returns (early January) = good reset periods

💬 Retail Industry Terminology

Speak their language to build credibility

✅ Terms TO USE (Build Credibility)

SKU (Stock Keeping Unit)

"We integrate with your POS so dual pricing applies across all SKUs automatically."

Inventory Turns / Turnover

"Saving $3,000/month means you can turn inventory 2-3 extra times per year."

Shrinkage (Theft and Loss)

"With 1-2% shrinkage typical, you can't afford to also bleed 3% in processing fees."

Basket Size / Average Transaction

"We've seen dual pricing actually INCREASE average basket size by 12% because cash payers buy more."

Foot Traffic / Conversion Rate

"More cash in your drawer means you can invest in marketing to drive foot traffic and improve conversion."

Gross Margin vs Net Margin

"Your gross margin might be 40%, but after fees, your net margin drops to 37%. We protect that 40%."

COGS (Cost of Goods Sold)

"Processing fees are essentially added to your COGS - we eliminate that variable cost."

POS (Point of Sale)

"What POS system are you running? We integrate with Square, Clover, Lightspeed, Vend, ShopKeep."

Omnichannel (Selling Across Multiple Channels)

"Our omnichannel solution works for your physical store, website, and mobile sales at events."

BOPIS (Buy Online Pickup In Store)

"Dual pricing works for BOPIS orders - customer sees both prices at online checkout."

❌ Terms TO AVOID (Sound Like Generic Salesperson)

❌ DON'T SAY: "Merchant services" ✓ INSTEAD SAY: "Payment processing" or "card processing"

Why: "Merchant services" is too generic and formal. Retail owners say "processing."

❌ DON'T SAY: "Swipe fees" ✓ INSTEAD SAY: "Processing fees" or "card fees"

Why: Nobody swipes anymore (chip/tap). "Swipe fees" sounds outdated.

❌ DON'T SAY: "You're getting ripped off" ✓ INSTEAD SAY: "You're likely overpaying" or "there's optimization opportunity"

Why: Accusatory language makes them defensive. Professional approach is consultative, not confrontational.

❌ DON'T SAY: "Everyone's switching" ✓ INSTEAD SAY: "Several retailers in your area have implemented this"

Why: "Everyone" is obviously false and sounds desperate. Specific local examples are credible.

❌ DON'T SAY: "This is a no-brainer" ✓ INSTEAD SAY: "The ROI is clear when you look at the math"

Why: "No-brainer" dismisses their legitimate concerns. Acknowledge it's a business decision.

📅 Retail Seasonal Considerations

Time your outreach for maximum receptivity

November-December: Holiday Season

Status: DO NOT CALL - BUSIEST PERIOD

What's happening: 40-60% of annual revenue, owner working 70+ hour weeks, absolute chaos
Your strategy: Do not attempt to switch processors. Plant seeds in September for January implementation.
Alternative approach: Send email mid-November saying "I know you're slammed. Let's talk in January about saving money next holiday season."

January 15-31: Post-Holiday Reset

Status: PRIME TIME - BEST PERIOD

What's happening: Slower foot traffic, owner reviewing holiday P&L, seeing massive processing fees
Your strategy: Lead with "You just paid $X in holiday fees. What if next November-December was different?"
Objection handling: They're most receptive to change during this reflective period
Implementation timing: Get them started in January, operational by February for spring season

February-April: Spring Planning

Status: GOOD - STEADY BUSINESS

What's happening: Planning for spring/summer season, steady traffic, cash flow normalizing
Your strategy: Focus on savings that can fund spring inventory and marketing
Best hook: "Spring line coming in? Use processing savings for better inventory selection."

May-July: Summer Season

Status: GOOD - TOURIST/VACATION TRAFFIC

What's happening: Summer tourism/vacation traffic, graduations, weddings, events
Your strategy: Position savings as preparation for slower fall period
Best hook: "Summer volume is high - perfect time to implement dual pricing before fall slowdown."

August-September: Back-to-School & Holiday Prep

Status: FAIR - BUSY FOR SOME RETAILERS

What's happening: Back-to-school busy for clothing/supply retailers, starting holiday planning
Your strategy: For non-school retailers: EXCELLENT time (slower period). For school-related: Wait until mid-September.
Best hook: "Holiday season is 10 weeks away. Implement now, save $X during peak season."
Critical deadline: Must implement by October 15 to be ready for Black Friday

October 15-November 30: Holiday Ramp-Up

Status: AVOID - PREPARING FOR HOLIDAY RUSH

What's happening: Ordering inventory, hiring seasonal staff, preparing for Black Friday
Your strategy: If you haven't reached them by October 15, wait until January
Why avoid: They won't switch processors weeks before biggest sales period - too risky

🎯 Pro Seasonal Strategies:

Q4 Review: Call December 26-31 to schedule January meetings (catch them during post-holiday slowdown)
End of Month: Last 3 days of any month = reviewing finances, receptive to savings conversation
Expansion Timing: If they're opening second location, call 4-6 weeks before opening (planning phase, receptive to cost savings)
Lease Renewal: Many retail leases renew annually - if they mention renewal, perfect time to discuss reducing operating costs

❓ Retail Frequently Asked Questions

Quick answers to common retail-specific questions

Q: Will this work with my current POS system?

A: Yes - we integrate with 40+ major POS platforms including:

✓ Square (most common for small retail)
✓ Clover (popular for boutiques)
✓ Lightspeed Retail (mid-large retail)
✓ Vend (cloud-based retail POS)
✓ ShopKeep (small business retail)
✓ Toast (if you also have food/beverage)
✓ Custom/legacy systems (we provide API documentation)

We'll verify compatibility during our initial consultation before you sign anything.

Q: Can I do dual pricing for my e-commerce store too?

A: Absolutely - we provide plugins for all major e-commerce platforms:

✓ Shopify (most popular)
✓ WooCommerce (WordPress-based stores)
✓ BigCommerce
✓ Magento
✓ Wix
✓ Squarespace

Online checkout shows: "Pay with card: $[X]" OR "Pay with ACH/bank transfer: $[X] - save 4%!"

Many customers choose ACH for purchases over $50 to save money.

Q: What about marketplace sales (Amazon, eBay, Etsy)?

A: Marketplace sales use their own payment processing (you can't control pricing structure on Amazon/eBay/Etsy). However, dual pricing works for: • Your own website sales • In-store sales • Social media direct sales (Instagram/Facebook shops you own) • Mobile sales at events/markets Most retailers use marketplaces for customer acquisition, then drive repeat customers to their own website/store where they control pricing and margins.

Q: How do returns work with dual pricing?

A: Simple - refund via same payment method customer used:

Customer paid cash? → Refund cash from register (easy)
Customer paid card? → Refund to card (your POS tracks automatically)

The beauty: With cash returns, no processing fee. With card returns, you refunded less than collected (they paid card premium), so net zero on fees.

Your POS system handles all of this automatically. No manual tracking required.

Q: Will I need new signage and price tags?

A: We provide compliant signage for entry and register (professionally designed, free). For price tags/shelf labels, you have options: 1. Show both prices: "Card: $25.95 | Cash: $24.99" 2. Show card price only: Entry sign indicates "4% cash discount available" 3. Show cash price with note: "$24.99 cash (card price at register)" Most retailers choose option #2 (entry sign only, staff mention cash discount at checkout). This requires zero price tag changes.

Q: What if I have a multi-location business?

A: Perfect use case! Multi-location businesses save even more: • Centralized processing across all locations • Consistent dual pricing at every store • Combined volume = bigger overall savings • Unified reporting dashboard shows all locations • Same equipment/training standardized Example: 3-location boutique at $50K/location = $150K total volume • Save ~$4,500/month across all locations ($54K annually) • Implement at one location first (pilot), then roll out to others

🧮 Retail Savings Calculator

Calculate exact savings for any retail business

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🎯 Top 10 Professional Services Industry Pain Points

High-ticket services with unique billing challenges

1

Large Ticket Invoicing = High Fees

Reality: $500-$5,000+ per transaction means 3% processing fees equal $15-$150 per transaction. Adds up fast.

Your Response: "A $2,500 legal retainer at 3% = $75 fee. If you bill 20 retainers monthly, that's $1,500 gone to processing fees. That's half a paralegal's salary."

2

Recurring Billing Needs

Reality: Retainers, subscription services, monthly advisory fees, therapy sessions - need reliable recurring billing without manual invoicing.

Your Response: "Dual pricing works for recurring billing - client can choose to pay retainer by ACH (saves 3-4%) or card. Set it once, auto-bill monthly."

3

Professional Image Concerns

Reality: Doctors, lawyers, CPAs can't appear desperate or struggling. Discussing processing fees feels "beneath" professional image.

Your Response: "This isn't about cutting corners - it's about intelligent financial management. Top professionals optimize every operating expense. You wouldn't overpay on rent or insurance, why overpay on processing?"

4

Compliance Requirements (HIPAA, Privilege, PCI)

Reality: Medical = HIPAA. Legal = attorney-client privilege. Financial = FINRA/SEC. All need ultra-secure payment processing.

Your Response: "Our system is fully compliant with HIPAA, PCI DSS Level 1, and SOC 2 certified. Encrypted end-to-end, zero data breaches in company history. Security is WHY professionals choose us."

5

Insurance & Payment Plan Complexity

Reality: Medical/dental deal with copays, deductibles, insurance assignments. Need to process patient responsibility without confusing billing.

Your Response: "Dual pricing applies only to patient out-of-pocket. Insurance assignments still go ACH/EFT. Your existing insurance workflow doesn't change at all."

6

Accounts Receivable Challenges

Reality: Collecting from clients is uncomfortable for professionals. Long payment cycles (net 30, net 60) hurt cash flow.

Your Response: "With dual pricing, clients who pay immediately by ACH save 3-4%. Creates incentive for faster payment while you don't wait 30-60 days for checks. Improves A/R dramatically."

7

No-Show Fees & Cancellation Policies

Reality: Therapists, doctors, consultants lose revenue to no-shows. Need to charge no-show fees without alienating clients.

Your Response: "Card-on-file for appointment holds. If they no-show, you can charge without awkward phone calls. With dual pricing, they're incentivized to pay immediately after appointments to get cash discount."

8

Client Sensitivity to Pricing

Reality: Highly educated clients (executives, business owners) scrutinize every line item. Processing fees can trigger price sensitivity.

Your Response: "Dual pricing actually REDUCES client complaints. They see: 'Pay by ACH and save 4%' - they feel empowered to choose. When you eat the fees, clients never appreciate it. When you give them a discount option, they value the choice."

9

Seasonal Revenue Fluctuations

Reality: CPAs = tax season spike. Therapists = back-to-school surge. Some procedures = seasonal (cosmetic dental, elective surgeries before holidays).

Your Response: "Processing fees spike with revenue. When you do $300K in March (tax season), you're paying $9,000 in fees that month. Dual pricing eliminates that spike - your busy months become MORE profitable, not less."

10

High Client Acquisition Costs

Reality: It costs $2,000-$5,000 to acquire one new professional services client (marketing, consults, proposals). Losing a $5K client over 3% fee is devastating.

Your Response: "You spend thousands acquiring each client. Processing fees shouldn't erode that lifetime value. Save $180/month per $6K/year client = $2,160 over 12 months. That's nearly another client acquisition budget."

📞 4 Professional Services Opening Script Variations

Consultative, professional tone for high-trust industries

Variation 1: Medical/Dental Practices

14-18% Success Rate

When to use: Calling dentists, doctors, specialists, urgent care, physical therapy practices

"Hi [Dr./Name], [Your Name] with Wholesale Payments. I work exclusively with medical and dental practices helping reduce processing costs on patient payments. Just saved [Local Practice] in [nearby area] $4,200 monthly - that's $50,400 annually they're now investing in new equipment and staff instead of processing fees. For practices processing over $100K annually in patient payments, we're offering a complimentary statement analysis - I'll show you exactly what you're paying and how to reduce it 85-95%. Do you have 3 minutes for me to ask a few qualifying questions to see if this applies to your practice?"

Why this works:

✓ "Dr." shows respect for professional credentials
✓ Industry-specific (medical/dental only) builds credibility
✓ Savings framed as reinvestment in practice, not profit
✓ "Complimentary statement analysis" = consultative, not salesy
✓ Permission-based ("3 minutes") respects busy schedules

Variation 2: Legal & Accounting Professionals

12-16% Success Rate

When to use: Lawyers, CPAs, bookkeepers, tax preparers, financial planners

"Good [morning/afternoon], [Name]. [Your Name] with Wholesale Payments. I specialize in working with law firms and accounting practices to optimize operating expenses, particularly processing costs on client payments and retainers. We recently implemented for [Local Firm] - 8-attorney practice processing $180K monthly. They were paying $5,400/month in processing fees. We reduced that to under $300/month. That's $61,200 annually they're now allocating to growth instead of fees. Given the size of retainers and the volume you likely process, this could be significant. Worth a 5-minute conversation to see if the math works for your firm?"

Why this works:

✓ "Optimize operating expenses" speaks their language (they're numbers people)
✓ Specific firm example (8 attorneys, $180K volume) = credible
✓ Annualized savings ($61,200) hits harder than monthly
✓ "If the math works" appeals to analytical mindset
✓ Professional tone (no hype, just facts)

Variation 3: Consultants, Coaches & Business Advisors

10-13% Success Rate

When to use: Management consultants, business coaches, executive coaches, marketing agencies, IT consultants

"Hi [Name], [Your Name] with Wholesale Payments. Quick question - as a consultant who bills retainers and recurring advisory fees, what are you currently paying in processing costs when clients pay by card? [They usually don't know] Most consultants we work with discover they're paying 2.5-3.5% without realizing it. On a $5K retainer, that's $125-$175 per client just gone. We help consultants eliminate 90% of those fees while maintaining a professional client experience. Consultants typically save $2,000-$4,000 monthly at your service level. Do you have 3 minutes for me to show you exactly how this works?"

Why this works:

✓ Opens with question (engages immediately, not a pitch)
✓ "Most consultants discover..." = social proof from peers
✓ Breaks down per-client math ($125-$175) = tangible
✓ "Professional client experience" addresses image concerns
✓ Range of savings ($2-4K) shows you know the space

Variation 4: Therapists & Mental Health Professionals

9-12% Success Rate

When to use: Psychologists, therapists, counselors, psychiatrists, social workers in private practice

"Hi [Dr./Name], [Your Name] with Wholesale Payments. I work with private practice therapists helping reduce processing costs on patient payments and session fees. I know you deal with copays, sliding scale fees, and out-of-pocket payments. Our dual pricing program lets patients save 3-4% when they pay by ACH instead of card - helps with affordability while you eliminate processing fees. Therapists with 20-25 weekly clients typically save $800-$1,200 monthly - that's $10-15K annually you're keeping instead of paying to processors. Would you like to see how this works for your practice? 3-minute conversation?"

Why this works:

✓ Shows understanding of therapy practice economics (copays, sliding scale)
✓ Frames dual pricing as helping patients (affordability) not just practice
✓ Specific caseload reference (20-25 clients) = knows the space
✓ Conservative savings estimate (builds trust)
✓ Empathetic tone appropriate for mental health field

💎 Complete Professional Services Dual Pricing Pitch

Professional, consultative approach for high-trust relationships

Step 1

Acknowledge Professional Service Economics

"I know professional services operate on expertise and trust. Your clients pay for results, not transactions. But here's the reality: you're paying 3% to collect money clients already owe you. On large invoices - $2,500 legal retainer, $5,000 dental implant, $10,000 consulting project - that 3% becomes $75-$300 per transaction."

Why this works: Acknowledges the unique nature of professional services, respects their expertise, then frames fees as unnecessary tax on their earnings.

Step 2

Quantify Annual Loss

"You're processing approximately $[X] monthly. At typical professional services rates - 2.5-3.5% - that's $[X] monthly, $[X] annually. That's not a line-item expense. That's a senior staff member's salary. That's your malpractice insurance. That's your professional development budget. You wouldn't overpay those by 85% - why overpay processing?"

Why this works: Converts fees to familiar professional expenses (salary, insurance). Makes the waste tangible and personal.

Step 3

Introduce Dual Pricing (Client Benefit Frame)

"Here's the solution: Dual pricing. Your clients see two payment options: Option 1: Pay by credit card - standard fee (covers your processing costs) Option 2: Pay by ACH/bank transfer - save 3-4% (instant discount) Your clients LOVE this because they control their costs. Paying $5,000? Save $150-$200 by choosing ACH. Takes 2 minutes to set up, processes same day. When they choose card, the small premium covers your processing cost. When they choose ACH, zero processing fee. Either way, you keep your full fee."

Why this works: Leads with client benefit (savings, control), not your savings. Professional services clients appreciate being given choices, not forced into one method.

Step 4

Professional Services-Specific Benefits

"Professional service-specific advantages: ✓ Large invoicing: Handles $10K, $25K, $50K+ invoices seamlessly ✓ Recurring billing: Retainers, monthly advisory fees, subscription services - auto-charge with client's preferred method ✓ Payment plans: Break large fees into installments, auto-bill monthly ✓ Professional image: Clean, branded invoices that match your practice's sophistication ✓ Compliance: HIPAA-compliant (medical), SOC 2 certified (financial), PCI Level 1 (all) ✓ Integration: Works with practice management software - Clio (legal), Practice Fusion (medical), QuickBooks (accounting)"

Why this works: Addresses profession-specific needs, shows you understand their workflow, emphasizes compliance (critical for professional liability).

Step 5

Client Acceptance & Case Study

"Your concern: 'Will clients object?' Reality from our professional services clients: Medical/Dental: Patients already expect high costs. When you say 'Your copay is $150, or $145 if you pay by ACH today' - they appreciate the option to save. Legal/Accounting: Business clients understand dual pricing (they see it everywhere). They respect the transparency and many choose ACH to save their company money. Consulting: Executive clients paying $5K-$10K retainers WANT to save $200-$400. They're used to optimizing expenses - they'll appreciate you giving them the option. Across 200+ professional services clients, we see 35-45% choose ACH to save money. Zero client complaints. Zero pushback."

Why this works: Preempts main objection with social proof from their exact peer group, provides specific percentages showing actual client adoption.

Step 6

Improved Cash Flow (Critical for Professionals)

"Professional services live on receivables. Net 30, net 60 terms hurt cash flow. Dual pricing creates payment incentive: Before: Invoice client $5,000, they pay in 45 days by check, you wait, you chase After: Invoice shows '$5,000 by card OR $4,800 by ACH' - they pay in 5 days to save $200 Average days to payment drops from 35-40 days to 7-10 days. Your accounts receivable shrinks dramatically. Cash flow improves 300%. For professional practices where cash flow determines staffing decisions, this is game-changing."

Why this works: Addresses massive pain point (slow paying clients), shows dual pricing solves TWO problems (fees + cash flow), uses hard data (days to payment).

Step 7

Compliance & Security (Professional Liability Protection)

"As a professional, you can't take risks with client data. Our system: Security: SOC 2 Type II certified, PCI DSS Level 1 compliant (highest level) Medical/HIPAA: Full HIPAA compliance, encrypted PHI, BAA provided, zero data breaches Legal/Privilege: Attorney-client privilege maintained, no data sharing, secure payment portals Financial/FINRA: Meets all regulatory requirements for financial advisors Your professional liability insurance requires secure payment processing. We provide documentation proving compliance if audited."

Why this works: Removes fear around switching processors (What if there's a data breach?), positions this as reducing professional liability risk, not increasing it.

Step 8

Implementation (No Disruption)

"Implementation is designed for busy professionals: Timeline: 5-7 days from application to operational Training: 30-minute session for admin staff, 10 minutes for you Integration: Connects to your existing practice management software Client communication: We provide email templates explaining the new payment options No downtime: Implement during off-hours, zero impact on client appointments Your receptionist handles everything - you never touch payment processing."

Why this works: Professionals fear operational disruption. Emphasize speed, simplicity, staff-handled (not doctor/lawyer time-intensive).

Step 9

ROI Calculation & Assumptive Close

"Let's look at your ROI: Current state: $[monthly] in fees × 12 = $[annual] gone With dual pricing: ~$[much lower] monthly × 12 = $[low annual] Net savings: $[large annual] annually What does that buy in your practice? • Medical/Dental: New equipment ($30K cone beam scanner, $15K laser) • Legal: Junior associate salary ($60-80K) or paralegal • Accounting: Tax software upgrades + continuing education budget • Consulting: Marketing to acquire 3-5 new clients You're either paying that to a processor who adds zero value, or investing it in growing your practice. Which makes more sense? Let's get you set up. I'll send the application today - 5 minutes to complete. Our implementation specialist will call within 24 hours to schedule setup. You'll be operational next week saving money."

Why this works: Converts savings to practice investments professionals actually want, assumptive close ("Let's get you set up" not "Do you want to..."), creates urgency with timeline.

🛡️ 8 Professional Services Objections & Responses

Handle concerns from high-trust professionals

Objection 1: "My clients will think I'm cheap or struggling"

Critical Image Concern

"I completely understand - professional image is everything. But let me reframe this: Fortune 500 companies offer ACH payment discounts. Are they cheap? No - they're smart. Top law firms offer early payment discounts. Are they struggling? No - they're managing cash flow intelligently. Your clients are business people. They RESPECT financial optimization. When you say 'You can save $150 by paying ACH,' they think: 'This professional respects MY money too.' What actually damages professional image is NOT giving clients options. High-net-worth individuals are used to optimizing everything. You're giving them control. Plus, have you ever had a client say 'I love that you make zero effort to reduce my costs'? They notice when you try to save them money."

Objection 2: "I don't want to discuss processing fees with clients - it's awkward"

Common Concern

"You don't discuss it - your staff does. And they don't discuss fees, they present savings: How your receptionist presents it: 'Your balance today is $2,500. You can pay by credit card for $2,500, or save $75 by paying directly from your bank account. Which would you prefer?' That's it. Not awkward. They're offering a discount. On invoices: Shows both options clearly. Client chooses. No conversation needed. For retainers/recurring billing: Set once, auto-bills preferred method. Client chose ACH to save? Never comes up again. You're not adding friction - you're removing it by giving clients the payment method THEY prefer. Think about it: Currently, you force them to use ONE method (whatever you accept). Now they have TWO options, THEY choose. That's better client service, not worse."

Objection 3: "What about HIPAA compliance / attorney-client privilege / confidentiality?"

Critical Compliance Concern

"Compliance is exactly why we're the right choice: Medical/HIPAA: ✓ Full HIPAA compliance - we sign BAAs (Business Associate Agreements) ✓ Encrypted PHI both in transit and at rest ✓ Zero data breaches in company history ✓ Annual HIPAA audits passed ✓ Staff trained on HIPAA protocols Legal/Privilege: ✓ Attorney-client privilege maintained (we don't see case details, just payment amounts) ✓ Secure payment portals with client login ✓ No sharing of client data with third parties ✓ Compliance documentation for bar association requirements Financial/FINRA: ✓ SOC 2 Type II certified ✓ Meets all broker-dealer and RIA requirements ✓ Regular third-party security audits Your current processor has the same data access we do. Difference is: we're designed FOR professionals who need compliance. We provide documentation proving compliance that you can show during audits or if malpractice carrier asks."

Objection 4: "I don't want to train my staff on a new system"

Operational Concern

"Training takes 30 minutes max, and we do it. Here's the actual training: • 10 minutes: Show how to process payments (click button, customer pays) • 10 minutes: Explain how to present both options to clients • 10 minutes: Q&A and practice scenarios That's it. Your receptionist already processes payments - this just adds a choice at checkout. Plus: ✓ We provide laminated quick-reference cards for the front desk ✓ We create scripts for staff to use word-for-word ✓ We offer video training your staff can watch anytime ✓ We provide 24/7 support if questions come up Compare 30 minutes of training to $[annual] in savings. That's a $[ridiculous hourly rate] return on time invested. Most practices tell us: 'We thought this would be complicated. It took 20 minutes and now it's automatic.'"

Objection 5: "My clients already complain about costs - this will make it worse"

Common Concern

"This REDUCES complaints, not increases them. Here's why: Current state: Client pays $5,000. Sees $5,000 on card statement. Might complain about cost. With dual pricing: Client sees two options: - Pay $5,000 by card - Pay $4,800 by ACH (save $200) Client CHOOSES to pay $4,800. Now they feel like they got a deal. Complaints drop. The psychology: ❌ Forcing one price = perceived lack of flexibility = complaints ✓ Offering choice + discount = perceived value = satisfaction Data from 200+ professional services clients: Client satisfaction scores INCREASE 12-18% after implementing dual pricing. Why? Because clients appreciate: 1. Having control over their payment method 2. Being offered a way to save money 3. Transparency (you're showing both options, not hiding fees) Your clients who complain about costs will LOVE being able to save 3-4%."

Objection 6: "What about payment plans and recurring billing?"

Technical Concern

"Works perfectly for both. Actually, it's BETTER for recurring billing: Payment Plans (e.g. $5,000 treatment over 10 months): Client sets up payment plan, chooses method: • ACH: Pay $480/month × 10 = $4,800 total (saves $200) • Card: Pay $500/month × 10 = $5,000 total Once set up, auto-bills monthly. Client chose their method, done. Recurring Retainers/Advisory Fees: $2,000/month retainer: • Client saves $60-80/month by choosing ACH • After first month, it's on autopilot - auto-debits their account • Zero friction, they're saving money automatically Most clients on recurring billing choose ACH to save money every month. Makes sense for them (lower total cost) and you (zero processing fees). Plus, ACH has lower failure rates than cards (cards expire, get canceled - bank accounts don't). Fewer declined payments."

Objection 7: "I'm in a partnership - need to discuss with partners first"

Decision Maker Concern

"Absolutely - smart to involve all partners. Let's make this easy: Here's what I suggest: 1. I'll send you a one-page summary showing the math specific to your practice 2. You can share with partners at next meeting 3. Then let's schedule 15 minutes with all partners on a call - I'll answer questions directly Questions partners typically ask: • What's the catch? (No catch - month-to-month, no contract) • What if clients complain? (They don't - data shows satisfaction increases) • What's implementation like? (5-7 days, minimal disruption) • What if it doesn't work? (Month-to-month - walk away anytime) Most partnerships decide in one meeting once they see the numbers. Here's the math that convinces partners: 'We're paying $[annual]/year to process payments. This reduces it to $[much lower]. That's $[savings] we split among partners OR reinvest in the practice. What's there to debate?' When's your next partner meeting? I'll send materials beforehand, then you can call me with questions."

Objection 8: "We just switched processors 6 months ago"

Timing Concern

"Perfect timing actually - you're past the honeymoon phase and can see if they're actually good. Let me ask: Why did you switch 6 months ago? [Listen - usually 'better rates' or 'better service'] Okay, so you switched FOR better rates... but are you still paying 2.5-3.5%? Then the 'better rates' are still too high. Here's the thing: Traditional processors can only compete on rate - 2.3% vs 2.6%. We're showing you how to go to ZERO. That's not a competitor to your current processor - it's a completely different model. Plus: • No contract - if current processor is great, you can go back anytime • Month-to-month - try it for 90 days • Keep current processor for 30 days while testing (run parallel) The question isn't 'Should I switch again?' The question is: 'Am I still overpaying?' And if you're paying 2-3% on $[volume], yes you are. Six months ago you wanted better rates. Now I'm showing you how to eliminate them. Isn't that what you were looking for?"

📊 Detailed Professional Services Case Study

Dental practice example - use for medical/dental prospects

Multi-Doctor Dental Practice Success Story

📍 Suburban area, affluent demographics

Practice Profile

Practice Type: General dentistry + cosmetic procedures
Doctors: 3 dentists, 2 hygienists
Monthly Volume: $180,000 patient payments (not including insurance)
Average Transaction: $850 (mix of routine care and larger procedures)
Patient Volume: ~210 patients/month paying out-of-pocket

Previous Situation

Previous Processor: Dental-specific processor (industry standard)
Effective Rate: 2.95% all-in
Monthly Fees: $5,310 ($180K × 2.95%)
Annual Cost: $63,720
Pain Points: High fees on large procedures ($3K crown = $88 fee), slow insurance assignment processing, patient complaints about costs

After Dual Pricing Implementation

New Structure: Patients choose card or ACH payment at checkout
Monthly Fees: $720 average ($45 base + debit interchange)
Monthly Savings: $4,590 ($5,310 - $720)
Annual Savings: $55,080
Patient Adoption: 42% chose ACH to save 3.5% on procedures

What Practice Did with Savings

🦷 Equipment Upgrade (50%): $2,295/month → $27,540/year

Purchased CBCT cone beam scanner ($28K) - paid for itself in one year of savings

👥 Additional Hygienist (30%): $1,377/month → $16,524/year

Hired part-time hygienist for evening hours, increased capacity 15%

📱 Marketing (10%): $459/month → $5,508/year

Google Ads + direct mail campaign targeting cosmetic procedures

💰 Partner Distribution (10%): $459/month → $5,508/year

Split among 3 dentists as profit distribution

Patient Response

Initial Education: Receptionist trained to say 'Your balance is $850, or $820 if you pay from your bank account today'
Patient Questions: ~15 patients first week asked clarifying questions, zero complaints
Adoption Rate: 42% chose ACH within 90 days (higher than retail due to large ticket sizes)
Unexpected Benefit: Patients paying large procedures ($3K+ crowns, implants) almost universally chose ACH to save $90-$120
Patient Satisfaction: Actually increased - patients appreciated being given option to save money

Implementation Timeline

Day 1: Application submitted, approved same day
Day 3: Virtual terminals shipped, payment gateway configured
Day 5: Integration with Dentrix (practice management software) completed
Day 6: 30-minute staff training session (3 receptionists)
Day 7: Go-live - first patient processed successfully
Total Downtime: Zero - implemented after hours, operational next morning

Practice Manager Quote

"We were nervous about how patients would react. First day, a patient asked 'Why haven't you offered this before?' That's when we knew this would work. The bigger procedures - crowns, implants, Invisalign - patients LOVE being able to save $100-$150. They're paying $3,000-$5,000 anyway, so saving a few hundred matters to them. We've saved over $55,000 this year. That CBCT scanner we couldn't afford? We bought it. We're offering better care AND keeping more profit. No-brainer. Only regret is not doing this 3 years ago."

— Practice Manager, Multi-Doctor Dental Practice (name withheld)

12-Month Update

Total Saved: $55,080 in first year
Patient Retention: 99.2% (higher than before implementation)
New Patient Growth: 18% increase (funded by marketing from savings)
ACH Adoption: Stabilized at 44% of patient payments
Staff Satisfaction: Higher - easier to collect payments when patients can save money
Compliance Issues: Zero violations, routine audits passed

🖥️ Equipment & Tools for Professional Services

Specialized tools for high-ticket invoicing and recurring billing

⭐ Most Popular

Virtual Terminal + Recurring Billing

Best for: Lawyers, accountants, consultants, therapists who invoice clients remotely

Key Features:

✓ Process payments by phone, email, or text (no physical card needed)
✓ Recurring billing for retainers and monthly services
✓ Large invoice support ($10K, $25K, $50K+ single invoices)
✓ Payment plans - split large fees into installments
✓ Professional invoicing - branded with your logo
✓ Client portal - clients log in to view invoices and pay
✓ Integration with QuickBooks, Clio (legal), and practice management software

Cost: $0 setup, software-based (no hardware needed)

Setup Time: 1-2 days including staff training

🏥 Medical/Dental

Countertop Terminal + Patient Portal

Best for: Medical/dental practices with front desk check-in/checkout

Key Features:

✓ HIPAA-compliant payment terminal
✓ Integrates with Dentrix, Eaglesoft, Practice Fusion, Athena
✓ Handles copays, deductibles, treatment plans
✓ Patient-facing screen shows both payment options
✓ Payment plans for large procedures
✓ Recurring billing for Invisalign, orthodontics, monthly treatments
✓ Secure patient portal for paying balances from home

Cost: $400-550 terminal OR $30-40/month lease

Setup Time: 3-4 days with practice management integration

📱 Mobile-First

Mobile Card Reader + App

Best for: Home health, mobile consultants, field therapists

Key Features:

✓ Connects to iPhone or Android phone/tablet
✓ Accept payments at client location (home visits, mobile therapy)
✓ Send invoices via text/email with pay link
✓ Recurring billing for ongoing services
✓ Digital receipts (no paper needed)
✓ Works offline, syncs when back online
✓ Compliant for telehealth payments

Cost: $50-80 card reader (one-time)

Setup Time: 1 day, download app and activate

💼 Enterprise

Full Payment Gateway API

Best for: Large practices, multi-location firms, custom integrations

Key Features:

✓ RESTful API for custom integrations
✓ Webhook notifications for automated workflows
✓ Multi-location support with centralized reporting
✓ Role-based access for staff, partners, administrators
✓ Advanced reporting (custom reports, export to Excel/CSV)
✓ White-label client portal (your branding)
✓ Developer support and documentation

Cost: Custom pricing based on volume and features

Setup Time: 1-2 weeks with custom integration

💡 Pro Tip: Most professional services combine Option 1 + Option 3 (virtual terminal for invoicing + mobile reader for in-person) to cover all payment scenarios.

⏰ Best Times to Call Professional Services

Respect busy schedules, maximize connection rates

⭐⭐⭐⭐⭐ EXCELLENT

Weekdays: 8:00am - 10:00am

Why this works:

✓ Before appointments/client meetings start
✓ Admin time - reviewing emails, planning day
✓ Decision makers are in office and available
✓ Mentally fresh, open to considering new vendors
✓ Medical: Before patients arrive
✓ Legal/Accounting: Before client calls begin

Best Script: Professional, concise opening respecting their time

⭐⭐⭐⭐ GOOD

Weekdays: 12:00pm - 1:00pm (Lunch Hour)

Why this works:

✓ Break between morning and afternoon appointments
✓ Many professionals eat at desk while catching up
✓ Less rushed than other times
✓ Receptionist more likely to transfer calls (slower period)
✓ Good for follow-up calls (less disruptive)

Note: Some professionals are out to lunch - expect mixed results

⭐⭐⭐ FAIR

Weekdays: 4:00pm - 5:30pm

Why this is mixed:

+ Last appointments wrapping up, winding down day
+ Medical: After last patient, doing notes
+ Legal: After court/client meetings
- Mentally tired from full day
- Want to go home, not discuss new vendors
- Some leave early (partners especially)

Strategy: Good for scheduling follow-up calls, not ideal for cold calls

⭐⭐ POOR

Monday Mornings: Any Time

Why this doesn't work:

✗ Catching up from weekend - overwhelmed with emails/voicemails
✗ Multiple Monday morning meetings scheduled
✗ Monday is planning day for week - don't want interruptions
✗ Medical: Often busiest patient day (weekend emergencies)
✗ Stressed mindset - not receptive to sales calls

Alternative: Email Monday morning, call Tuesday morning

⭐ AVOID COMPLETELY

Tax Season (Feb 1 - April 18) for CPAs/Accountants

Why this is the worst time:

✗ CPAs working 70-80 hour weeks during tax season
✗ Literally no time for anything not client-related
✗ Will not answer calls from unknown numbers
✗ Even if you reach them, they'll be irritated
✗ You'll burn the relationship by calling during busiest time

Better Strategy: Call CPAs May-January only. April 19-30 = exhausted, wait until May

🎯 Profession-Specific Timing Insights:

Medical/Dental: Best = 8-9am (before patients) or 4-5pm (after last patient)
Lawyers: Best = 8-9:30am (before court/meetings) or 12-1pm (lunch)
CPAs: Best = May-January, avoid tax season completely
Therapists: Best = Friday afternoons (lighter schedule, planning next week)
Consultants: Best = Tuesday-Thursday mornings (Mondays/Fridays often travel days)

💬 Professional Services Terminology

Speak their language to build immediate credibility

✅ Terms TO USE (Build Credibility)

Retainer

"Our system handles recurring retainers automatically - client can set up once and you auto-bill monthly."

Billable Hours

"Every dollar in processing fees is non-billable overhead eating into your billable rate."

Copay / Patient Responsibility

"Dual pricing applies to patient out-of-pocket - copays, deductibles, non-covered procedures."

Accounts Receivable / A/R

"Dual pricing creates payment incentive - clients pay faster to save money, improving your A/R dramatically."

Collections / Aging Receivables

"When clients save 3-4% by paying immediately, your aging receivables drop - fewer 60-90 day outstanding invoices."

BAA (Business Associate Agreement)

"We sign BAAs as required by HIPAA for medical practices - standard procedure for us."

Attorney-Client Privilege

"Payment processing doesn't access case details - privilege is maintained, we only see invoice amounts."

Contingency Fee / Flat Fee / Hourly

"Whether you bill hourly, flat fee, or contingency, dual pricing reduces your cost to collect payment."

Treatment Plan / Case Acceptance

"When patients see they can save $100-200 on large treatment plans, case acceptance rates improve."

Advisory Fee / AUM (Assets Under Management)

"For financial advisors, recurring advisory fees work perfectly with automatic billing - clients choose their payment method once."

❌ Terms TO AVOID (Undermine Credibility)

❌ DON'T SAY: "You're losing money" ✓ INSTEAD SAY: "There's optimization opportunity in your payment processing"

Why: Professionals don't respond to loss framing - implies poor management. Optimization is professional language.

❌ DON'T SAY: "Clients" ✓ INSTEAD SAY: Use their term - "Patients" (medical), "Clients" (legal/consulting), "Advisees" (financial)

Why: Using wrong terminology signals you don't know their industry. Medical = patients, not clients.

❌ DON'T SAY: "This is a no-brainer" ✓ INSTEAD SAY: "The ROI is compelling when you run the numbers"

Why: "No-brainer" is sales-y and dismissive. Professionals make analytical decisions - respect that.

❌ DON'T SAY: "Everyone's switching" ✓ INSTEAD SAY: "Several practices/firms in the area have implemented this successfully"

Why: "Everyone" is obviously false. Specific local examples are credible.

❌ DON'T SAY: "I promise" or "I guarantee" ✓ INSTEAD SAY: "Based on data from 200+ professional services clients..." or "Typically we see..."

Why: Professionals are skeptical of promises. Data and track record build trust.

🎯 Top 10 E-commerce Industry Pain Points

1

Gateway Compatibility & API Integration Complexity

The Problem: Different gateways (Stripe, Authorize.net, PayPal, Braintree) all have different requirements, APIs, and fee structures. Integrating payment processing isn't plug-and-play - it requires developer time, testing, and ongoing maintenance.

Impact: Delays launch, increases development costs, creates dependency on specific gateway. Switching later is painful and expensive.

Talking Point: "Most e-commerce owners don't realize they're locked into their payment gateway because switching would require weeks of developer work. We integrate with 40+ gateways, so you're never trapped."

2

Shopping Cart Integration Challenges

The Problem: Shopify, WooCommerce, Magento, BigCommerce, and custom-built carts all require different integration approaches. What works for one platform doesn't work for another.

Impact: Platform lock-in. Migrating platforms means rebuilding entire payment stack. Merchants pay thousands for developer work when switching platforms.

Talking Point: "If you ever want to move from Shopify to WooCommerce - or vice versa - your payment processing should move with you seamlessly. We have plug-and-play integrations for all major platforms."

3

Chargeback Protection is CRITICAL

The Problem: Card-not-present transactions (online sales) have 5-10x higher fraud risk than in-person. Can't verify the customer is real. Chargebacks can destroy an e-commerce business - over 1% ratio = warnings, over 2% = account closure risk.

Impact: Lost revenue from fraudulent orders, chargeback fees ($15-$25 per dispute), potential account termination if ratios get too high, time wasted fighting disputes.

Talking Point: "E-commerce is high-risk for chargebacks. Our dual pricing actually REDUCES chargebacks 40-60% because ACH payments are much harder to dispute than credit cards. Your chargeback ratio drops, your account stays healthy."

4

International Transactions & Currency Conversion

The Problem: Selling globally means handling multiple currencies, exchange rates, international card fees (often 1-2% higher), and compliance with different countries' payment regulations.

Impact: Complexity increases costs. International fees eat into already-thin margins. Currency conversion risk means prices fluctuate.

Talking Point: "International sales are great for growth but expensive for processing. On US domestic sales - typically 60-80% of your volume - dual pricing eliminates fees entirely. International transactions stay as-is, but you're saving big on domestic volume."

5

Subscription Billing & Recurring Payment Management

The Problem: SaaS, membership sites, and subscription boxes need reliable recurring billing. Failed payments = churn. Credit cards expire, get cancelled, hit limits - causing 10-15% monthly failed payment rate.

Impact: Revenue leakage from failed payments, customer churn (customer meant to stay but card declined), time spent updating payment methods, involuntary churn damages LTV.

Talking Point: "Subscription businesses lose 10-15% of monthly revenue to failed credit card payments. ACH autopay has 2-3% failure rate - much more reliable. Plus customers save money monthly with dual pricing. Lower churn, lower fees, higher LTV."

6

Cart Abandonment at Checkout

The Problem: 70% average cart abandonment rate. Complicated checkout = lost sales. Every extra form field reduces conversion 5-10%. Payment options matter - if customer's preferred method isn't available, they bounce.

Impact: Lost revenue - potentially doubling sales just by improving checkout. Wasted marketing spend - you paid to get them to cart, then lost them at payment.

Talking Point: "Studies show offering multiple payment options INCREASES conversion 10-15% because customers can use their preferred method. Dual pricing gives them a choice AND an incentive to complete the purchase to save money. Reduces cart abandonment."

7

Mobile Commerce Optimization

The Problem: 60-70% of e-commerce traffic is mobile. Checkout must work flawlessly on small screens or you lose sales. Complex payment flows = high mobile abandonment.

Impact: Mobile conversion typically 50% lower than desktop if checkout isn't optimized. Lost sales from frustrated mobile shoppers.

Talking Point: "Mobile shoppers are impatient. They want simple, fast checkout. Our mobile-optimized dual pricing checkout takes 10 seconds - choose payment method, done. No complicated forms. Higher mobile conversion."

8

Multi-Channel Selling Complexity

The Problem: Selling on website + Amazon + eBay + Etsy + social media = need unified processing across all channels. Each platform has different processing, different fees, different reporting.

Impact: Fragmented reporting - can't see total revenue easily. Multiple processor fees stacking up. Reconciliation nightmare across platforms.

Talking Point: "Marketplaces take 10-15% platform fees PLUS processing fees on top. Use marketplaces for traffic, but drive customers to your owned website where you control pricing and processing. Dual pricing on owned site = keep 100% margin."

9

High Chargeback Ratios Can Shut Down Accounts

The Problem: Processors monitor chargeback ratios monthly. Over 1% = warning letters. Over 2% = account closure risk. Excessive Chargeback Program = fines of $25K+. Account termination = business shutdown (can't process = no revenue).

Impact: Business survival threat. Finding new processor after termination is nearly impossible. Merchant gets blacklisted (TMF/MATCH list).

Talking Point: "This is life-or-death for e-commerce. One bad month of chargebacks and you're shut down. ACH payments have 85% fewer chargebacks than cards because they're harder to dispute. Dual pricing protects your account health."

10

Need for Developer-Friendly APIs & Webhooks

The Problem: E-commerce requires automation - custom integrations, automated fulfillment, real-time inventory updates, subscription management. Need robust API with webhooks for instant notifications.

Impact: Without good API, everything is manual. Can't scale. Limited to what's built-in. Can't customize checkout experience.

Talking Point: "If you're serious about scaling e-commerce, you need API access and webhook support for automation. We provide RESTful API, complete documentation, code samples in all major languages, and developer support. Build whatever you need."

📞 4 E-commerce Opening Script Variations

Variation 1: Online Retailer / General E-commerce

Use When: Calling established online stores (Shopify, WooCommerce, etc.)

"Hi [Name], [Your Name] with Wholesale Payments. I specialize in helping e-commerce businesses reduce processing costs while improving cash flow.

Just helped [Online Store Name] save $6,000 monthly on their Shopify store - they're using those savings to scale their Facebook ads 3x.

Plus, for online merchants processing over $25K monthly, we're waiving all monthly fees for the first 3 months - gives you a full quarter to test this risk-free.

Got 2 minutes to see how dual pricing works for e-commerce?"

Why This Works:

✅ Specific dollar savings ($6,000) creates credibility
✅ Named platform (Shopify) creates familiarity
✅ Benefit context (scaling ads) shows business growth mindset
✅ Promotional offer removes risk (3 months free = $450-900 value)
✅ Short time ask (2 minutes) reduces resistance

Variation 2: Subscription Business / SaaS

Use When: Calling SaaS companies, membership sites, subscription boxes, recurring revenue businesses

"Hi [Name], [Your Name] with Wholesale Payments. I work exclusively with SaaS and subscription businesses helping you reduce recurring billing fees and improve retention.

Your current processor is taking 2.9% + $0.30 on every single monthly charge - and that adds up FAST when you're billing hundreds or thousands of customers monthly.

We help subscription businesses eliminate 85-90% of those fees. At your MRR, you'd save approximately $[X] monthly. Plus, ACH autopay reduces failed payments from 10-15% down to 2-3%, which means lower churn.

And right now for SaaS companies over $25K MRR, we're waiving the first 3 months of fees completely.

Quick 5-minute conversation to show you the numbers?"

Why This Works:

✅ Vertical-specific (SaaS/subscriptions) shows expertise
✅ Recurring fee pain (every month = more fees) resonates
✅ Quantifies savings based on their MRR
✅ Secondary benefit (lower churn) addresses critical SaaS metric
✅ Promotional hook creates urgency

Variation 3: Marketplace Seller (Amazon/eBay/Etsy)

Use When: Seller has presence on Amazon, eBay, Etsy but also has (or should have) their own website

"Hi [Name], [Your Name] with Wholesale Payments. Saw you're selling on [Amazon/eBay/Etsy] - congrats on the business!

Here's the brutal truth: Those marketplace fees are KILLING your margins. You're already paying 10-15% to the platform, then another 2.9% on top for processing. On a $100 order, you're losing $13-18 before you even account for COGS and shipping.

Smart sellers use marketplaces for traffic and discovery, but drive customers to their own website for the actual purchase. We help you eliminate processing fees on your direct website sales through dual pricing.

Strategy: "Buy on our website and save 5%" or "Free shipping when you order direct." You keep 100% margin, eliminate marketplace fees, eliminate processing fees with dual pricing, AND build your own customer list for email marketing.

Plus, for the next 3 months, we're waiving all monthly fees for marketplace sellers who want to scale their direct channel.

Worth discussing how to shift 30-40% of your volume to owned channel?"

Why This Works:

✅ Acknowledges their current success (builds rapport)
✅ Highlights marketplace pain (15-18% total fees)
✅ Presents strategy, not just product (thought leadership)
✅ Multiple benefits (margin, fees, customer data)
✅ Realistic goal (30-40% channel shift) feels achievable

Variation 4: High-Volume Growth Trigger

Use When: You can see they're growing (traffic increase, new products, PR, funding, hiring)

"Hi [Name], [Your Name] with Wholesale Payments. Noticed your site is doing really well - [specific observation: new product line/recent press/team growth/etc.] - congrats on the traction!

But here's the hidden problem with growth: the more you sell, the more you pay in processing fees. It's the worst kind of success tax.

At your current volume - looks like you're processing around $[X] monthly - you're probably paying $[Y] in fees. That's $[annual] annually. Next year when you 2x, those fees 2x to $[Z].

We help high-growth e-commerce businesses eliminate 90% of processing fees through dual pricing. Your competitors who are already doing this have a massive advantage - they can underprice you OR outspend you on marketing because they're not bleeding thousands monthly on fees.

And since you're in growth mode, first 3 months are completely free - no monthly fees, no risk.

This is a competitive intelligence conversation. If your competitors have this advantage and you don't, you're fighting with one hand tied behind your back. Should we talk?"

Why This Works:

✅ Personalized opener (you did research) builds credibility
✅ Reframes growth as hidden problem (success tax)
✅ Future-pacing (fees 2x when you 2x) creates urgency
✅ Competitive pressure (competitors already doing this) = FOMO
✅ Positions as strategic conversation, not sales call

💎 Complete E-commerce Dual Pricing Pitch

9-step framework specifically for online businesses

1

Acknowledge E-commerce Margin Reality

"I know e-commerce margins are tight - after COGS, shipping, marketing, returns, and platform fees, most e-commerce businesses operate on 20-35% net margins if they're lucky.

Every dollar in processing fees cuts directly into profit. You can't pass it to customers (they'll buy elsewhere), you can't cut product quality (reviews will tank), so it just eats into your margin.

At scale, processing fees become your second-largest expense after inventory. That's insane - your processor shouldn't be your second-biggest cost."

2

Quantify Current State Reality

"You're processing $[X] monthly online. At typical e-commerce rates - 2.9% + $0.30 per transaction - that's costing you approximately $[Y] in fees monthly.

$[Y] × 12 months = $[Annual] annually. That's not a line item. That's a full-time marketing manager. That's inventory you can't buy. That's $[Annual] in pure profit you're giving to your payment processor.

And it scales WRONG - the more successful you get, the more you pay. At 2x volume next year, you'll pay 2x in fees. Your processor's revenue grows with you, but they're not taking any of the risk or doing any of the work. You are."

3

Introduce Dual Pricing for E-commerce

"Here's how dual pricing works for online sales - it's beautifully simple:

At checkout, customer sees two payment options clearly displayed:

Option 1: Credit/Debit Card - $100

Option 2: Bank Transfer (ACH) - $97 (Save 3%)

Customer makes an informed choice. If they choose ACH to save money, you save the processing fee AND they get a discount. Win-win.

If they choose credit card, they pay the card price which covers your processing cost. You get your target margin either way."

4

E-commerce-Specific Implementation

"E-commerce implementation is straightforward because we've done this hundreds of times:

Integrates with your platform: We have plug-and-play apps for Shopify, WooCommerce, BigCommerce, Magento. Install time: 10-30 minutes. For custom carts, we provide API documentation and developer support.

Checkout page: Both prices display automatically. Customer sees the choice. Mobile-optimized, clean design, no friction added.

ACH settlement: 1-2 business days (actually faster than credit cards which take 2-3 days).

Chargeback protection: ACH payments are much harder to dispute than cards. Your chargeback ratio drops 40-60% because more transactions happen via ACH which has stronger verification.

Real-time API: Webhook support for instant fulfillment triggers. Automated everything."

5

Customer Psychology Online

"Your concern: 'Will customers actually use ACH?' or 'Will showing two prices hurt conversion?'

Reality from hundreds of e-commerce implementations:

35-45% of customers choose ACH to save 3-4%, especially on purchases over $100. People LOVE saving money. Giving them a choice makes them feel smart and in control.

Card users don't complain because they're used to payment processing fees online. Amazon adds fees. Uber adds fees. Airlines add fees. Online customers expect this. The transparency actually builds trust.

Offering multiple payment options INCREASES conversion by 10-15% (studies from Baymard Institute, Shopify data). Customers can use their preferred method. More options = higher conversion.

The discount for ACH creates urgency - 'I should complete this purchase to save money' - which actually REDUCES cart abandonment."

6

Competitive Advantage Angle

"Think strategically about what this enables:

Your competitors are eating 2.9% on every sale. You're not. That 2.9% can go into:

Lower prices: Undercut competition by 2-3% and still maintain margin
Better shipping: Free shipping threshold that competitors can't match
Higher ad spend: Outbid them on Facebook/Google with same CAC
Improved product quality: Better suppliers, better packaging = better reviews
Or pure profit: Keep the 2.9% and improve your bottom line

Over 12 months at your volume, that's $[annual savings] in competitive advantage. Your competitors don't have this. You can use that edge to dominate your category."

7

Subscription/Recurring Revenue Angle (if applicable)

"If you have any subscription or recurring revenue component, this is MASSIVE:

Every monthly charge = another processing fee. $50/month subscription × 12 months = $600 annual revenue but you're paying $17.40 in processing fees (at 2.9%). Multiply by hundreds or thousands of subscribers.

With dual pricing: Customers can choose ACH autopay and save money monthly. You save on fees every month. They save money every month. Everyone wins.

Plus, ACH has 2-3% failed payment rate vs 10-15% for credit cards. Lower churn. Higher LTV. More predictable revenue.

Customers who actively choose ACH to save money are more engaged and less likely to churn. This isn't just fee savings - it's a retention strategy."

8

Present Promotional Offer

"You're processing $[X] monthly, which qualifies you for our e-commerce promotional offer:

First 3 months: Zero monthly fees. That's $150-300 saved right there, but more importantly, it gives you a full quarter to test this risk-free.

After that, month-to-month terms - no long-term contract. If it's not saving you thousands monthly, cancel anytime with zero penalties.

We're confident enough in the results that we'll give you 3 months free to prove it works. That's how we do business - results first, commitment second."

9

ROI & Scaling Vision

"Let's talk ROI math:

You're currently losing $[monthly] every month = $[annual] annually to processing fees.

With dual pricing, you save 85-90% of that. That's $[savings] back in your business annually.

What does that fund?

10-15% increase in ad spend = more customers, more revenue, better CAC payback
Better products = higher quality suppliers = higher prices = better margins = better reviews
Improved customer experience = better support, faster shipping, better packaging
Or pure profit to reinvest in growth = new product lines, new markets, new channels

Real question: Would you rather keep paying your processor $[annual] every year, or keep that money and use it to scale your business?

Because that's the choice. And every month you wait, you're choosing to give away $[monthly]."

🛡️ 8 E-commerce Objections & Comprehensive Responses

1

"This won't work for online sales - customers expect to pay with credit cards"

Your Response:

"They still CAN pay with credit cards - that option never goes away. We're just adding a second option: ACH/bank transfer with a discount to save money.

Think about every major online purchase you've made recently: Hotels.com adds 'service fees' for credit cards. Airlines charge extra. Uber has 'booking fees'. Ticketmaster adds processing fees. Customers are completely used to this in online commerce.

The difference is we're transparent about it AND we give them a choice to save money. That's customer-friendly.

Data from our e-commerce clients: 35-45% of customers actively choose ACH to save 3-4%, especially on purchases over $100. Card users don't complain because nothing changed for them - they pay the price they saw and expected.

Your concern is valid, but the data shows it's unfounded. Customers appreciate having options and saving money."

2

"My shopping cart is already set up - this sounds complicated to integrate"

Your Response:

"We've done this hundreds of times, so we've made it dead simple:

Shopify: Install our app from the Shopify App Store, configure settings in 10 minutes, done. No coding required.

WooCommerce: Install plugin, activate with one click, configure dual pricing display. 15 minutes max.

BigCommerce, Magento: Same story - pre-built integrations available.

Custom cart: Simple API integration. We provide complete documentation, code samples in PHP/Python/Node.js/Ruby, and developer support. Most custom integrations take 2-4 hours of developer time.

The math: 2-4 hours of developer time × your developer's hourly rate = one-time cost. You're saving $[monthly] every month. The integration pays for itself in the first month and you save for years.

Most merchants are fully operational within 2-3 days, including testing. We handle the heavy lifting - you just need to say yes."

3

"Chargebacks are my biggest problem - how does this help?"

Your Response:

"This is actually one of the BEST benefits for e-commerce, and here's why:

ACH payments are much harder to dispute. With a credit card, customer clicks 'dispute charge' in their banking app and your money is gone instantly - you have to fight to get it back.

With ACH/bank transfer, the customer would need to work directly with their bank, fill out forms, provide documentation. It's not a simple one-click dispute. Most fraudsters don't bother because it's too much work.

Dual pricing reduces chargebacks 40-60% across our e-commerce client base. Why? Because 35-45% of transactions shift to ACH, and ACH has 5-10x fewer disputes than credit cards.

Your chargeback ratio drops. You stay well under the 1% warning threshold. Your account stays healthy. Your processor stays happy.

Plus, customers who actively choose ACH to save money are more engaged, more legitimate buyers. Fraudsters want to use stolen credit cards - they're not setting up bank transfers.

So you're not just saving on processing fees - you're protecting your business from chargebacks which can literally shut you down."

4

"I need it to work with my specific gateway - will you integrate with [Stripe/Authorize.net/PayPal/etc]?"

Your Response:

"What gateway are you currently using?"

[Listen - let them tell you: Stripe, Authorize.net, PayPal, Braintree, Square, etc.]

"Good news - we integrate with 40+ major payment gateways including [their gateway]. We've built this integration hundreds of times, so it's battle-tested and reliable.

If you're using a standard gateway like Stripe, Authorize.net, PayPal, Braintree - we almost certainly support it out of the box.

If it's a custom or proprietary gateway, we have API documentation and developer support to build the connection. Our developers have seen every gateway under the sun.

The real question is this: are you willing to potentially change gateways if it means saving $[X] monthly?

Most merchants say absolutely yes when they see the ROI. Because at the end of the day, a gateway is just infrastructure - what matters is that it works reliably and costs you less.

We can work with what you have, or we can recommend a better option. Either way, you're going to save thousands monthly. Which matters more - staying with your current gateway or saving $[annual] annually?"

5

"International customers won't understand this or want to use ACH"

Your Response:

"You're absolutely right - ACH is US-only. But here's how we handle that intelligently:

For US customers (which is typically 60-80% of your volume if you're US-based): Dual pricing works perfectly. They see both options, choose ACH to save money, you eliminate fees on the majority of your transactions.

For international customers: They see credit card pricing only. They were going to use cards anyway - nothing changes for them. They don't even know dual pricing exists because it's not relevant to them.

We can configure this geographically - US customers see dual pricing, international customers see card-only. Clean, simple, no confusion.

The math: You're saving 60-80% of your processing fees (on US orders), and international orders stay exactly as they are now.

If you're processing $100K monthly and 70% is US volume, that's $70K where you're eliminating fees. That's still $2,030 monthly savings = $24,360 annually.

Massive savings even though international stays the same. You're not trying to solve every problem - you're solving the biggest one."

6

"I have a subscription business - people won't want to give bank info for recurring"

Your Response:

"Actually, subscription customers PREFER ACH for recurring billing once they understand the benefits:

They save money every month. Instead of paying $50/month with a card, they pay $48/month with ACH autopay. Over a year, that's $24 saved. Over 3 years, $72. Customers notice that.

It's more reliable than cards. Credit cards expire. They get cancelled due to fraud. They hit limits. ACH doesn't have those problems. Failed payment rate on ACH is 2-3% vs 10-15% for credit cards.

Think about your own subscriptions: Netflix, Spotify, your electric bill, your mortgage - most people have ACH autopay set up for recurring expenses because it's reliable and they trust it.

For you as the business: Lower processing fees every month + lower failed payment rate + lower churn = higher customer lifetime value.

Our SaaS and subscription clients typically see 30-40% of customers switch to ACH autopay within 60 days because it saves them money. Those customers stay longer (12% higher retention) and never fail payments.

This isn't just fee savings - it's a retention and LTV strategy. Your best customers choose ACH, save money, and stay subscribed longer. Triple win."

7

"Cart abandonment is already high - adding complexity to checkout will make it worse"

Your Response:

"This is a common concern, but the data says the opposite:

We're not adding complexity - we're adding a money-saving option. There's a big difference.

Studies from Baymard Institute show that offering multiple payment options INCREASES conversion by 10-15% because customers can use their preferred payment method. When someone's preferred method isn't available, they abandon. More options = higher conversion.

The discount creates urgency: When customers see they can save 3-4% by choosing ACH, it creates a psychological incentive to complete the purchase right now to capture that savings. 'I should finish this order and save $12' - that REDUCES abandonment.

Our e-commerce clients report cart abandonment stays the same or decreases slightly after implementing dual pricing. Why? Because the value proposition is clear - 'save money if you pay this way' - and customers appreciate having control over how they pay.

What DOES hurt conversion: Hidden fees at checkout. Surprise costs. Complicated forms. We're not doing any of that. We're displaying two clear prices upfront and letting the customer choose.

If anything, transparency BUILDS trust which INCREASES conversion. You're not hiding anything - you're giving customers a choice to save money. That's customer-friendly, not complexity."

8

"I'm selling on Amazon/eBay/Etsy - I can't control pricing there"

Your Response:

"You're 100% correct - marketplaces control pricing and processing. You can't implement dual pricing on Amazon or eBay.

This is specifically for your own website sales. And here's the strategic play:

Use marketplaces for customer acquisition and traffic, but drive them to your owned website for the actual purchase. Strategy:

'Buy on our website and save 5%' or 'Get an extra discount when you order direct'
'Free shipping when you order from our website' (can't offer that on marketplace without eating the cost)
'Join our VIP club - order direct and get loyalty rewards'

The math: On Amazon, you're paying 15% referral fee + 2.9% processing = 17.9% total. On your website with dual pricing, you're paying $0-1% total. That's a 17% margin improvement.

Plus, when customers order from your website: You own the customer data (email, purchase history) for remarketing. No marketplace fees. No processing fees with dual pricing. You control the entire experience.

Successful e-commerce brands use marketplaces for acquisition, owned website for retention and profit. 30-40% of marketplace customers can be shifted to direct with the right incentives.

So you're not replacing Amazon - you're building your owned channel where you keep 100% of the margin and eliminate all fees. That's smart diversification."

📊 Detailed E-commerce Case Study

Real numbers from health supplement e-commerce company

Business Type:

Health supplement e-commerce company (direct-to-consumer)

Business Model:

One-time purchases + subscription auto-ship program

Platforms Used:

Shopify website (primary) + Amazon FBA (secondary)

Total Monthly Volume:

$250,000 (65% website = $162,500, 35% Amazon = $87,500)

Website-Only Volume:

$162,500/month (this is where dual pricing was implemented)

⚠️ BEFORE: Previous Processing Setup

Previous Processor:

Stripe (standard e-commerce gateway)

Previous Rate:

2.9% + $0.30 per transaction

Average Transaction Size:

$85 (mix of single bottles and multi-month supplies)

Monthly Transactions:

~1,912 transactions

Previous Monthly Fees:

$4,712 (website processing only)

Previous Annual Cost:

$56,544

🔧 IMPLEMENTATION

Day 1: Installed Shopify app, configured dual pricing display at checkout
Day 2: Set ACH discount at 3% (customers save $2.55 on $85 order)
Day 3: Updated checkout page messaging: "Save 3% by paying with bank transfer"
Day 4: Sent email to existing subscribers offering ACH autopay option with discount
Day 7: Went fully live after testing period
Total setup time: 3 hours of owner's time, zero developer work needed (Shopify app)

✅ AFTER: Results with Dual Pricing

New Effective Rate:

0.4% (blended across all transactions)

New Monthly Fees:

$650

Monthly Savings:

$4,062

Annual Savings:

$48,744

Customer ACH Adoption:

42% chose ACH within 60 days

Subscription Impact:

Subscribers on ACH autopay had 35% lower churn (more reliable payments)

Chargeback Reduction:

58% reduction in chargebacks (ACH harder to dispute)

💰 HOW THEY REINVESTED THE SAVINGS

$3,000/month: Increased Facebook and Google ad spend (better CAC, more customers)
$500/month: Improved packaging quality (better unboxing experience, more referrals)
$400/month: Added new supplement SKU to product line
$162/month: Enhanced customer service (hired part-time support rep)
$1,000/month: Pure profit reinvested in business growth

💬 OWNER TESTIMONIAL

"I was skeptical that online customers would actually use bank transfer to pay. I thought everyone would just use credit cards like always. I was completely wrong. Almost half our customers now pay via ACH to save 3%. Our profit margins improved dramatically. Our ad ROI improved because we can spend more per customer acquisition. And customers are happier because they're saving money on every order. For our subscription customers who switched to ACH autopay, we saw way lower churn because failed payments dropped from 12% to 3%. That alone was worth it - but the fee savings on top? Incredible. I should have done this two years ago. We would have saved $97,000 by now. Don't make my mistake - if you're doing any volume, implement this immediately."

📈 12-MONTH TRAJECTORY

Month 1-2

18% ACH adoption

$2,100/month saved

Month 3-4

32% ACH adoption

$3,400/month saved

Month 5-12

42% ACH adoption (stabilized)

$4,062/month saved (consistent)

Key Insight: ACH adoption grew organically over first 4 months as word-of-mouth spread ("did you know you can save 3% paying with bank transfer?"). No additional marketing needed.

🖥️ Equipment & Tools for E-commerce

Four processing solutions for different e-commerce setups

🔌

Option 1: Payment Gateway API Integration

Best For: E-commerce stores on Shopify, WooCommerce, Magento, BigCommerce

Features:

RESTful API for seamless integration with any platform
Supports credit cards + ACH/bank transfer
Webhook notifications for real-time order updates
Hosted payment page option (no PCI compliance burden)
PCI-compliant tokenization (secure card storage)
Multi-currency support for international sales
Subscription billing engine for recurring payments
Fraud detection and chargeback management tools

Cost: $0-50/month gateway fee (varies by platform)

Setup Time: 2-3 days with developer support

Technical Skill: Requires developer or technical team

Integration Support:

Complete API documentation, developer support team available, code samples in PHP, Python, Node.js, Ruby, and Java. Most integrations completed within 8-16 developer hours.

🛒

Option 2: Shopping Cart Plugin (No-Code)

Best For: E-commerce merchants on hosted platforms who want plug-and-play solution

Features:

One-click install from app marketplace
Automatic dual pricing display at checkout
Customizable checkout page design
ACH payment option built-in with discount logic
Mobile-optimized for smartphone shoppers
Works with existing theme (no design changes needed)
No coding required - configure via dashboard
Auto-updates with platform changes

Cost: $0/month (included with processing account)

Setup Time: 10-30 minutes self-install

Technical Skill: None required - point and click setup

Platforms Supported:

Shopify, WooCommerce, BigCommerce, Magento, PrestaShop, OpenCart, Wix, Squarespace, Weebly

Note: This is the fastest path to implementation for 90% of e-commerce stores. Recommended for merchants who want results immediately without technical hassle.

🔗

Option 3: Hosted Payment Page

Best For: Custom e-commerce sites, social media sellers, email campaigns, simple product pages

Features:

Secure hosted checkout page (we handle all PCI compliance)
Dual pricing display automatically configured
Mobile responsive design works on any device
Customizable branding (your logo, colors, messaging)
No PCI compliance burden on merchant side
Email invoicing capability for quote-based selling
Payment links perfect for social media (Instagram, Facebook shops)
QR codes for offline-to-online conversion

Cost: $25/month

Setup Time: 1 day - just add payment link to your site

Technical Skill: Basic - copy/paste link into website or emails

Best Use Cases:

Instagram/Facebook shop links (bypass high platform fees)
Email marketing campaigns with direct payment links
Simple landing pages for specific products
Quote-based businesses (send invoice link via email)
Offline business with online payment option (QR code at store)

🔄

Option 4: Subscription Billing Platform

Best For: SaaS companies, membership sites, subscription boxes, recurring revenue businesses

Features:

Automated recurring billing (weekly, monthly, annual plans)
Dunning management (automatically retry failed payments)
Customer self-service portal (update payment, cancel, upgrade)
Usage-based billing for SaaS (charge based on consumption)
Proration logic for mid-cycle plan changes
Upgrade/downgrade flows built-in
Churn analytics and retention tools
ACH autopay with discount incentive (reduce churn 25-35%)
Email notifications for billing events
Revenue recognition and MRR reporting

Cost: $100-300/month (scales with subscriber count)

Setup Time: 1-2 weeks with full integration and testing

Technical Skill: Moderate - requires API integration and testing

Platform Integrations:

Works with Stripe, Chargebee, Recurly, Zuora, or custom API available for proprietary billing systems.

ROI for Subscription Businesses: ACH autopay reduces failed payments from 10-15% to 2-3%, which directly reduces churn. For a $50/month subscription with 1,000 customers, that's $600-780/month in saved revenue from failed payment reduction alone - pays for the platform 2-3x over.

⏰ Best Times to Call E-commerce Businesses

Weekday Afternoons (1:00-4:00pm)

⭐⭐⭐⭐⭐ EXCELLENT

Why This Works:

E-commerce owners work flexible hours. Afternoons are when they're handling operations, admin work, and business development - not actively fulfilling orders or dealing with customer service fire drills.

They've dealt with morning order rush and are planning/strategizing for growth. Perfect time for strategic conversations about reducing costs.

Weekday Mornings (9:00-11:00am)

⭐⭐⭐⭐ GOOD

Why This Works:

Morning routine time - checking overnight orders, processing fulfillment, planning the day. E-commerce owners are at their desks but some are deep in operational mode.

Better for established businesses that have systems/teams. Solopreneurs might be too busy fulfilling.

Weekday Late Afternoon (4:00-6:00pm)

⭐⭐⭐⭐ GOOD

Why This Works:

Winding down the day, reviewing metrics, less stressed about immediate operational tasks. More receptive to taking exploratory calls about business improvement.

Especially good for West Coast businesses (still in afternoon for them even if it's evening for you).

Monday Mornings

⭐⭐⭐ FAIR

Mixed Results:

Dealing with weekend orders, catching up, playing firefighter. Can be stressed and less receptive to new ideas.

However, if they had a great sales weekend, they might be in good mood and thinking about scaling. Situational.

Friday Afternoons

⭐⭐⭐ FAIR

Mixed Results:

Mentally checked out for the weekend. May be less engaged in serious business conversations. However, subscription/SaaS owners might be reviewing weekly metrics and thinking strategically. Worth trying but expect lower engagement.

Evenings After 6:00pm

⭐⭐ POOR

Avoid:

Personal time. Even though e-commerce owners often work late hours, cold calls at this time feel intrusive. They might be with family or decompressing. Respect work-life boundaries.

Exception: If you know they work late (saw them active on social media, responding to customer emails), may be worth trying but tread carefully.

📌 Pro Tips for E-commerce Calling:

Check their timezone: Many e-commerce businesses serve national/international customers. Make sure you're calling during THEIR business hours, not yours.
Avoid Monday-Wednesday for subscription businesses: SaaS/subscription companies are often dealing with billing cycles, failed payments, and customer service issues early week. Thursday-Friday they're reviewing metrics and planning - better timing.
Holiday seasons matter: November-December (holiday shopping), January (returns/refunds), February-March (tax prep) can be extra busy. Or extra lucrative if they just had record sales and are thinking about scaling.
Know their platform: Shopify merchants get monthly billing reminders on the 1st of each month. Calling 2-3 days after month-end when they're reviewing expenses = perfect timing.

💬 E-commerce Industry Terminology

Speak their language to build credibility

✅ Terms to USE (Shows You Understand E-commerce)

SKU Stock Keeping Unit - unique product identifier

Conversion Rate Percentage of website visitors who complete a purchase

Cart Abandonment Customers who add items to cart but don't check out

AOV Average Order Value - how much customers spend per transaction

Payment Gateway Technology that authorizes card payments (Stripe, Authorize.net, etc.)

API Application Programming Interface - how systems talk to each other

Webhook Automated notification trigger when events happen (payment completed, subscription renewed)

Chargeback Ratio Percentage of transactions disputed - must stay under 1-2% or account closes

MRR / ARR Monthly/Annual Recurring Revenue (for subscription businesses)

Fulfillment Getting the product from warehouse to customer

CAC Customer Acquisition Cost - how much you spend to get one customer

LTV Lifetime Value - total revenue from a customer over their entire relationship

ROAS Return on Ad Spend - revenue generated per dollar spent on advertising

Shopping Cart / Platform Software that runs the e-commerce store (Shopify, WooCommerce, etc.)

❌ Terms to AVOID (Reveals You're Not E-commerce-Savvy)

❌ "Swipe fees" E-commerce is card-not-present - nothing is physically swiped. Say "processing fees" or "transaction fees"

❌ "Terminal" E-commerce doesn't use physical terminals. Say "payment gateway" or "checkout integration"

❌ "POS system" POS is retail/restaurants. For e-commerce, say "shopping cart," "platform," or "e-commerce system"

❌ "Merchant services" Too vague and old-school. Say "payment processing" or "payment gateway"

❌ "Batching" E-commerce settlements are automatic. Don't reference manual batch processing

📱 Platform-Specific Knowledge (Use This to Build Rapport)

Shopify

Most popular e-commerce platform worldwide
Has app store for easy integrations
Charges 2% transaction fee if you don't use Shopify Payments
Known for being user-friendly but less customizable than others

WooCommerce

WordPress plugin - open source and free
More control but requires more technical setup
Highly customizable with thousands of plugins
No monthly platform fees (just hosting costs)

BigCommerce

Enterprise-focused platform
More built-in features than Shopify
No transaction fees (unlike Shopify)
Good for scaling businesses ($100K+ monthly)

Magento

Most complex, most powerful platform
Requires developer to set up and maintain
Used by large brands and enterprises
Completely customizable but expensive to run

Amazon FBA

Can't control pricing or processing fees
Strategy: Drive traffic to owned website with incentives
Use Amazon for discovery, owned site for profit

Custom Built

Need API integration (provide documentation)
More setup time but full control
Work with their developer for integration

❓ E-commerce FAQ

Quick answers to common questions

Q: Will this work with my existing shopping cart?

A: Yes - we have integrations with Shopify, WooCommerce, BigCommerce, Magento, and 30+ other platforms. If you're on a custom platform, we provide API documentation for integration. Setup typically takes 2-3 days for custom builds, 10-30 minutes for standard platforms with our app/plugin.

Q: How does the checkout flow work with dual pricing?

A: Customer adds items to cart, proceeds to checkout, sees two payment options clearly displayed: "Credit/Debit Card: $100" and "Bank Transfer (ACH): $97 - Save 3%". They choose their preference. Simple, clear, transparent. Takes zero extra time in checkout process.

Q: What if a customer disputes an ACH payment?

A: ACH disputes are rare (5-10x less common than credit card chargebacks) and take longer to process, giving you more time to provide proof of purchase. Plus, customers who chose ACH specifically to save money are less likely to dispute legitimate charges. Our e-commerce clients see 40-60% reduction in overall chargeback ratios after implementing dual pricing.

Q: Can I offer dual pricing on subscription/recurring payments?

A: Absolutely - and it's even better for subscriptions! Customers can choose ACH autopay and save 3% every month. They get a discount, you save on processing fees monthly, AND ACH has lower failed payment rates (2-3% vs 10-15% for cards) which means lower churn. Win-win-win.

Q: How long do ACH payments take to settle compared to credit cards?

A: ACH payments settle in 1-2 business days. Credit card payments settle in 2-3 business days. ACH is actually slightly faster and has near-zero failure rates (no expired cards, no fraud holds blocking settlement).

Q: Will offering ACH increase cart abandonment?

A: No - data shows offering multiple payment options increases conversion by 10-15% because customers can use their preferred method. The discount incentive for ACH actually encourages completion ("I should finish this order and save $12"). Our clients report cart abandonment stays the same or decreases slightly after implementing dual pricing.

Q: What about mobile shoppers - will this work on phones?

A: Yes! Our checkout is fully mobile-optimized. On mobile, customers see the two payment options displayed cleanly, tap their choice, and complete checkout. Actually works better on mobile than traditional checkout flows because it's simpler - less form fields, faster completion.

Q: Can I customize the discount percentage?

A: Yes. Most e-commerce merchants use 3-4% ACH discount (covers processing cost + gives customer savings incentive). But you can set it anywhere from 2-5% based on your margins and strategy. We help you calculate the optimal discount during setup.

Auto Services Opening

"Hi [Name], [Your Name] with Wholesale Payments. I work with auto repair shops helping eliminate processing fees on those big-ticket repairs. Just saved [Local Shop] $2,100/month. And for shops processing over $25K monthly, we're currently waiving all monthly fees for the first 3 months. 2 minutes to see if you qualify?"

Auto Services Pain Point

"When you do a $1,500 brake job and the customer pays with a card, how much are you paying in processing fees - do you know?" [Most don't - it's $37.50-$45] "It's about $37-$45 on a $1,500 ticket. Multiply that by however many jobs you do monthly. On $100,000/month in revenue, that's $2,500-$3,000 just in processing fees. That's a technician's salary. That's new equipment. That's profit walking out the door."

Auto Services Benefits

"Auto shops benefit because ticket sizes are high - brake job, transmission work, engine repair. When customers realize they can save $40-$60 paying cash, a lot of them do. Plus, on your commercial accounts that pay by check anyway, nothing changes. This mainly affects retail customers, and they appreciate having the option to save. Auto service benefits: ✓ High-ticket transactions save the most ✓ Mobile processing for roadside/towing ✓ Invoice and phone payments supported ✓ Fleet account billing simplified ✓ Parts and labor tracked separately if needed"

Why High-Risk Matters: High-risk merchants pay 3.5-5.5% in fees (vs 2.5-3% standard), face rolling reserves, and live with constant account shutdown risk. Dual pricing can save them $3,000-6,000/month - making these some of the easiest and highest-value closes. They're DESPERATE for solutions.

🎯 High-Risk Industry Pain Points

1. Severely Limited Processor Options

Most banks/processors categorically refuse high-risk industries. Rejection rate: 80-90%. They're stuck with whoever will take them.

2. Significantly Higher Processing Rates

3.5-5.5% effective rate vs 2.5-3% for standard merchants. Paying 40-80% MORE in fees for the same transactions.

3. Rolling Reserves Crippling Cash Flow

10-20% of monthly volume held for 6-12 months as "security". Hundreds of thousands in trapped capital they can't use for inventory or payroll.

4. Unexpected Account Shutdowns

Processor gets nervous, freezes account overnight, holds funds for 6 months. Business-destroying event that can happen without warning.

5. Draconian Chargeback Requirements

Must stay under 1-2% chargeback ratio or face immediate termination (vs 3-5% tolerance for standard merchants).

6. Extensive Documentation Requirements

Business licenses, supplier contracts, product testing certificates, legal opinions - months of compliance work just to get approved.

7. Reputational Stigma

Laws change overnight, card brands update policies quarterly. Constantly walking on eggshells worrying about regulatory uncertainty.

8. Finding Acquiring Banks

95% of US banks refuse high-risk merchants, forcing them to offshore processors with worse terms and less stability.

9. Existential Policy Change Threat

Visa/Mastercard can change rules unilaterally and destroy entire industries overnight (vape industry 2019-2020).

10. Expensive Fraud Prevention Requirements

Must invest in chargeback management tools, age verification, fraud scrubbing - adds $500-2,000/month in operational costs.

📞 High-Risk Opening Script Variations

Variation 1: CBD/Hemp Merchants

"Hi [Name], [Your Name] with Wholesale Payments. I specialize exclusively in helping CBD and hemp businesses navigate payment processing challenges. I know you're paying 4-5% in fees and probably dealing with rolling reserves or account holds. Just helped [Local CBD Shop] eliminate 90% of their processing fees through a compliant dual pricing program - they're saving $4,200 monthly. Plus, for CBD merchants processing over $25K monthly, we're waiving all monthly fees for the first 3 months. Worth a quick conversation?"

Variation 2: Nutraceuticals/Supplements

"Hi [Name], [Your Name] with Wholesale Payments. I work with nutraceutical companies helping them reduce the ridiculous processing fees you're paying - usually 3.5-4.5% for supplements, right? We help high-risk merchants eliminate 85-90% of processing costs through legal dual pricing programs. At your volume, you'd save $[X] monthly - money you could reinvest in marketing or inventory. We also understand high-risk compliance, so no surprises. Quick call?"

Variation 3: General High-Risk

"Hi [Name], [Your Name] with Wholesale Payments. I specialize in high-risk merchant accounts - [CBD/supplements/travel/firearms/etc.]. I know you're frustrated with high rates, rolling reserves, or account shutdowns. We've helped hundreds of high-risk merchants reduce processing costs by 85-90% through dual pricing while maintaining full compliance. You qualify for our 3-month promotional offer with zero monthly fees. Worth exploring?"

Variation 4: Account Shutdown Trigger

"Hi [Name], [Your Name] with Wholesale Payments. Heard through [industry network] that you recently had processing issues with [Previous Processor]. That's exactly why I called - I specialize in stable, long-term solutions for [industry]. We've never shut down a merchant who follows compliance, and our dual pricing program cuts your fees by 85-90%. At your volume, that's $[X] monthly savings. Plus, month-to-month terms - no long-term contract trap. Should we talk?"

💰 High-Risk Customized Dual Pricing Pitch (9 Steps)

Step 1: Acknowledge High-Risk Reality

"I know [industry] is classified as high-risk by card brands. That means you're paying 3.5-5.5% in effective rates, dealing with rolling reserves, living with the constant threat of account shutdown. You didn't choose to be high-risk - the industry classification chose you. But that doesn't mean you have to accept those costs."

Step 2: Current State Brutal Math

"You're processing $[X] monthly at [4-5%] effective rate. That's $[X] in fees monthly, $[X] annually. PLUS rolling reserve holding $[X] of your capital that you can't use for inventory or payroll. You're being penalized for operating a legal business in a high-risk classification. That ends today."

Step 3: Dual Pricing Game Changer

"Dual pricing eliminates the high-risk penalty. Post two prices: cash price (your target margin) and card price (3-4% higher). Customer chooses. When they pay cash, you get immediate funds, zero fees, zero chargeback risk. When they pay card, the premium covers your processing fee - you're no longer eating 4-5%. Either way, you keep your margin."

Step 4: High-Risk Specific Benefits

High-risk specific advantages:

Dramatically reduces chargeback exposure - 40-50% of customers switch to cash, chargebacks can't happen on cash
Improves your chargeback ratio automatically - less card volume = better ratio
Frees up rolling reserve faster - lower processing volume = lower reserve requirement
Provides pricing flexibility - if rates increase, you adjust card price, not your margin
Creates customer goodwill - they save money, you save money, win-win

Step 5: Compliance and Stability

"Compliance is critical in high-risk. We handle it completely: Proper signage at entry and register (meets card brand requirements). POS programming that complies with state and federal regulations. Staff training on compliant presentation. Ongoing monitoring to ensure you stay within guidelines. Documentation for audits. We've implemented this for 500+ high-risk merchants - zero compliance violations."

Step 6: Stability and Longevity

"Your biggest fear is account shutdown. Here's why we're different: We SPECIALIZE in high-risk. We're not a standard processor trying to handle high-risk - we're high-risk experts. Our underwriting team understands your industry. Our acquiring banks are experienced with [industry] and won't get nervous. We don't shut down merchants for operating their legal business. Month-to-month terms mean if we're not performing, you can leave - but we keep you through value, not contracts."

Step 7: Rolling Reserve Solution

"Rolling reserves trap your capital. Here's how dual pricing helps: Lower card processing volume = lower reserve requirement. Example: Processing $200K/month, 15% reserve = $30K held. With dual pricing, card volume drops to $120K/month, reserve drops to $18K. You just freed up $12K in working capital. Multiply by 12 months = $144K in capital you can now use."

Step 8: Promotional Offer

"You're processing $[X] monthly in a high-risk classification, which qualifies you for our promotional offer: First 3 months, zero monthly fees. Test this risk-free for a full quarter - see the savings, verify the compliance, confirm the stability. After that, month-to-month. No long-term contract. If it's not working, leave. But I guarantee you'll stay because you'll be saving thousands."

Step 9: Survival to Thriving

"Bottom line: Most high-risk merchants are in survival mode - paying exorbitant fees, worried about account shutdowns, trapped in bad contracts. Dual pricing moves you from survival to thriving. Eliminate fees. Improve cash flow. Reduce chargeback risk. Gain stability. At your volume, you'll save $[X] annually - that's the difference between barely profitable and genuinely successful. What's holding you back from getting started?"

🛡️ High-Risk Specific Objections

"I've been shut down by processors before - how do I know you won't do the same?"

Response: "Valid concern. Let me be direct: Were you shut down because you were violating compliance, or because the processor didn't understand your industry and got nervous?"

[Listen - usually it's the latter]

"Here's why we're different: We ONLY do high-risk. Our underwriting team, our compliance team, our account managers - all high-risk specialists. Our acquiring banks WANT high-risk merchants and won't panic. We've been processing [CBD/nutraceuticals/travel/etc.] for 8 years without shutting down compliant merchants. We make money when you process - shutting you down hurts us. Show me your previous processor agreement and I'll show you exactly why they shut you down and how we prevent it."

"I'm already paying 4-5% in fees - how can dual pricing help when my base rates are already high?"

Response: "That's EXACTLY why dual pricing is even more powerful for high-risk. Standard merchants save $1,000-2,000/month. High-risk merchants save $3,000-6,000/month because you're starting from a higher baseline."

Math: $200K volume × 4.5% = $9,000/month in fees. With dual pricing, 40-50% switch to cash (zero fees), remaining 50% pays the premium (zero cost to you). Your fees drop to $800-1,200/month. That's $7,800/month savings, $93,600 annually. The higher your current rates, the more you save with dual pricing."

"What about the rolling reserve? Will I still have to deal with that?"

Response: "Great question. Rolling reserves are calculated as a percentage of CARD processing volume. Here's the beautiful part: Dual pricing reduces your card volume by 40-50% (customers switch to cash). Lower card volume = lower rolling reserve requirement."

Example: You're processing $200K/month, 15% reserve, that's $30K held. With dual pricing, card volume drops to $100K, reserve becomes $15K. You just freed up $15K in working capital - money that was trapped, now available for inventory, payroll, marketing. Over time, as you prove stability, reserve often gets reduced further or eliminated. This solves two problems at once."

"My chargeback ratio is already borderline - I can't risk anything that might increase it"

Response: "Dual pricing DECREASES your chargeback ratio, not increases it. Here's why: Cash transactions can't be charged back - physically impossible. If 40-50% of your customers switch to cash, your total card transactions drop by half. Same number of chargebacks ÷ half the card transactions = instantly better ratio."

What actually happens: 50 card transactions instead of 100, but those 2 chargebacks that were going to happen anyway now represent a lower percentage because cash customers are more committed buyers. This literally saves high-risk merchants from termination."

"Is dual pricing legal for high-risk industries? I can't afford any compliance issues"

Response: "100% legal for high-risk industries - same federal laws protect you (Dodd-Frank Act, Durbin Amendment). In fact, high-risk merchants NEED this more than anyone because you can't afford compliance violations."

Our track record: 500+ high-risk merchants operating dual pricing across all 50 states. Zero compliance violations. Zero card brand penalties. Zero legal issues. We provide: Complete signage package, POS programming that meets exact requirements, staff training on compliant presentation, legal opinion letters for your files, ongoing compliance monitoring. We've been audited by Visa and Mastercard - passed with zero findings."

"I'm worried customers will be turned off by dual pricing and I'll lose sales"

Response: "Understand the concern, but reality is opposite for high-risk. Your customers KNOW they're buying from a high-risk merchant (CBD users know they're buying CBD, supplement buyers know it's nutraceuticals). They're already committed to purchasing from you specifically."

Data from high-risk merchants:

Customer loss rate from dual pricing: 0.3% (three-tenths of one percent)
Cash payment adoption: 45-55% (higher than standard merchants because high-risk customers are more price-sensitive)
Revenue impact: Slight INCREASE because you can offer lower cash prices to attract more customers
Customers who switch to cash tend to be more loyal and have higher repeat purchase rates

You're not losing customers - you're identifying your best customers."

"I need age verification for my products - will dual pricing mess that up?"

Response: "No conflict whatsoever. Age verification happens at point of sale regardless of payment method. Customer shows ID, you verify age (manually or electronically), THEN they choose payment method (cash with discount or card at full price). Your POS system or age verification tool operates exactly as it does now. We've integrated dual pricing with AVS (Age Verification System), Veratad, IDology, and other platforms used by vape shops, CBD stores, firearms dealers, adult retailers. Zero issues. If anything, cash transactions are easier because there's no payment processing delay - verify age, collect cash, transaction complete."

"I'm on month-to-month now because I don't trust long-term contracts after being burned"

Response: "PERFECT - so are we. Month-to-month terms. Zero long-term contract. No early termination fee. Why? Because we're confident in our value. If we're saving you $5,000/month and providing stability, why would you leave? We keep you as a client by performing, not by trapping you in a contract."

High-risk merchants have been burned enough - we don't operate that way. In fact, our retention rate for high-risk merchants is 94% after 24 months. Not because they're stuck - because they're happy. Try it for 3 months with our promotional offer (zero monthly fees). If you don't love it, walk away. No questions asked."

📊 High-Risk Case Study

CBD Retail Store and Online Sales

Business Profile:

Business Type: CBD retail store + e-commerce website
Product Line: CBD oils, edibles, topicals, vape products
Monthly Volume: $400,000 ($240K online, $160K in-store)
Classification: High-risk merchant, TMF list (previous processor terminated account)

Previous Processing Situation:

Processor: Offshore high-risk processor
Effective Rate: 4.2% + $0.35 per transaction + $149 monthly + $495 PCI fee annually
Monthly Fees: ~$17,500/month
Annual Cost: $210,000
Rolling Reserve: 20% of monthly volume held for 6 months = $80,000 trapped capital
Chargeback Ratio: 1.8% (dangerously close to 2% termination threshold)

Implementation Process:

90-day implementation:

Month 1 - Underwriting and approval
Month 2 - Equipment installation and staff training
Month 3 - Gradual rollout with compliance monitoring

Results After Dual Pricing Implementation:

Cash Adoption Rate: 48% of customers chose cash payment within 90 days
Card Volume Reduction: From $400K to $208K monthly card processing
New Effective Rate: 0.6% (on reduced card volume)
New Monthly Fees: $1,248 + $99 monthly fee = ~$1,350/month
Monthly Savings: $16,150
Annual Savings: $193,800
Rolling Reserve Impact: Reserve calculated on $208K instead of $400K, freed up $38,400 in working capital
Chargeback Ratio: Dropped to 0.9% (well below warning threshold)
Additional Benefits: Zero account shutdown risk, full compliance documentation, month-to-month terms, dedicated high-risk account manager

What They Did With Savings:

Opened second location ($60K buildout funded by savings)
Increased inventory 40% (better stock = more sales)
Invested in SEO and content marketing ($3,000/month)
Still banking $10,000/month in pure profit

"I was paying $17,500/month in processing fees and living in constant fear of account shutdown. Dual pricing cut my fees to $1,350/month and gave me stability for the first time in 5 years. I'm not just saving money - I'm actually building a real business now instead of just surviving. This changed everything."

- CBD Store Owner

⚙️ High-Risk Equipment Options

Option 1: High-Risk Gateway with Enhanced Fraud Tools

Best for: CBD, nutraceuticals, adult products requiring age verification and chargeback management

Features:

High-risk merchant account included
Enhanced fraud scrubbing (AI-based fraud detection)
Chargeback management tools (automatic representment)
Age verification integration (AVS, Veratad compatible)
Dual pricing POS programming
Real-time reporting dashboard
Dedicated high-risk support team

Cost: $299-499/month gateway + transaction fees (waived for first 3 months with promo)

Setup Time: 7-10 days with underwriting approval

Option 2: High-Risk E-commerce Platform Integration

Best for: Online supplement stores, CBD e-commerce, travel booking sites

Features:

Shopify/WooCommerce/custom site integration
Dual pricing at checkout
ACH payment option
Recurring billing for subscriptions
International payment support
Chargeback prevention tools
3D Secure authentication

Cost: $199-399/month platform fee (waived for first 3 months with promo)

Setup Time: 5-7 days with API integration

Option 3: Mobile Payment Solution for High-Risk

Best for: Trade shows, farmers markets, mobile CBD vendors, traveling sales

Features:

Battery-powered mobile terminal
WiFi + cellular connectivity
Age verification capability
Dual pricing display
Instant receipt printing
Offline mode (processes when reconnected)

Cost: $550-750 one-time or $45-65/month lease

Setup Time: 2-3 days with SIM card activation

Option 4: Virtual Terminal for Phone Orders

Best for: High-risk merchants taking orders by phone, telemarketing, consulting services

Features:

Browser-based terminal (no software to install)
Manual card entry capability
ACH processing option
Customer database
Recurring billing scheduler
Email receipts
PCI-compliant

Cost: $50-99/month (waived for first 3 months with promo)

Setup Time: 24 hours (login credentials provided immediately)

⏰ Best Call Times for High-Risk

⭐⭐⭐⭐⭐ EXCELLENT

Weekday Mornings (9-11am)

High-risk owners are typically hands-on operators, not absentee. Mornings are when they're handling admin/operations before customer rush. Most receptive to discussing business improvements.

⭐⭐⭐⭐ GOOD

Weekday Afternoons (2-4pm)

Post-lunch period, less customer traffic in-store. Online businesses are checking orders/fulfillment. Good time for substantive conversations.

⭐⭐⭐ FAIR

Weekday Late Afternoon (5-7pm)

Closing time for retail, still working hours for online. Can catch them but they're often tired or ready to go home.

⭐⭐ POOR

Weekends

Busiest time for CBD stores, vape shops, supplement retailers - absolutely slammed with customers. Will not have time or patience for calls.

⭐ AVOID

After 8pm or Before 9am

Personal time. Even though many high-risk owners work long hours, calling outside business hours damages rapport.

📚 High-Risk Industry Terminology

Terms to Use (Sound Professional):

High-risk MCC (Merchant Category Code)
Rolling reserve / reserve account
Chargeback ratio / chargeback rate
TMF list / MATCH list (Terminated Merchant File)
Acquiring bank / sponsoring bank
Program manager / ISO (Independent Sales Organization)
Underwriting / risk assessment
Card brand compliance (Visa/Mastercard rules)
PCI-DSS (Payment Card Industry Data Security Standard)
CNP (Card Not Present) for online transactions
Friendly fraud / true fraud
Representment (fighting chargebacks)

Terms to Avoid (Sound Judgmental):

❌ Don't say "you're high-risk" (say "your industry is classified as high-risk by card brands")
❌ Don't say "shady business" or imply illegal activity (these are legal businesses)
❌ Don't say "we'll get you approved" (underwriting isn't guaranteed, be honest)
❌ Don't say "no chargebacks" (impossible promise, say "reduced chargeback exposure")

❓ High-Risk FAQ

What industries do you consider high-risk?

CBD/hemp, nutraceuticals/supplements, travel/timeshare, adult entertainment, firearms, debt collection, tech support, cryptocurrency, vape/e-cigarettes, telemarketing, and several others. If you've been told you're high-risk or have been rejected by processors, we can likely help.

Will I have to deal with a rolling reserve?

Possibly initially, depending on your processing history and chargeback ratio. However, reserves are calculated on card volume - dual pricing reduces card volume by 40-50%, which reduces reserve requirement. Many merchants can eliminate reserves entirely after 6-12 months of clean processing.

What's your chargeback threshold before termination?

We monitor chargeback ratios but don't have a hard termination threshold like other processors. If your ratio creeps up, we work with you proactively to reduce it (better fraud tools, customer service improvements, etc.). Dual pricing inherently reduces chargeback exposure, which helps.

How long does underwriting take for high-risk merchants?

7-14 days typically. We need to review your business model, product line, processing history, and ensure we can support you long-term. More thorough upfront = more stability long-term. We don't rush approvals just to shut you down later.

Can I process internationally with dual pricing?

Yes, but ACH is US-only. International customers see card pricing and pay with cards (same as now). US customers see dual pricing and can choose cash/ACH discount. You still save on 60-80% of transactions (US-based).

What happens if Visa/Mastercard changes their rules for my industry?

We monitor card brand policy changes constantly and notify you immediately of anything affecting your industry. If rules change, we adapt your program to maintain compliance. We've navigated major policy shifts (vape industry changes, CBD regulations) successfully for hundreds of merchants.

Daily Activity Tracker

Date

Dials Made

Conversations

Decision Makers Reached

Qualified Leads

Appointments Set

Contracts Signed

Key Metrics Dashboard

Metric	Target	Formula
Dial-to-Conversation Rate	16%+	Conversations ÷ Dials
Conversation-to-Qualified	45-60%	Qualified ÷ Conversations
Qualified-to-Appointment	50-70%	Appointments ÷ Qualified
Appointment-to-Close	40-50%	Closed ÷ Appointments
Overall Close Rate	15-20%	Closed ÷ Qualified
Activation Rate	95%+	Activated ÷ Signed
30-Day Retention	95%+	Still Active ÷ Activated 30 days ago

The Compound Effect Calculator

See how small improvements create massive income differences

Deals Closed Per Month

Activation Rate (%)

30-Day Retention (%)

Avg Residual Per Merchant

📈 Complete KPI Definitions with Improvement Strategies

Agent Effectiveness Focus: These metrics help you maximize: (1) Deals closed per calls made, (2) Installation/activation rate, (3) Merchant retention. Every metric drives these three outcomes.

1. Contact Rate

Formula: (Contacts Reached / Total Dials) × 100

Benchmark Good: 15-20%

Benchmark Excellent: 25%+

Definition: Percentage of calls where you actually speak with a decision maker (not voicemail, gatekeeper, or wrong number)

Improvement Strategies:

Call at optimal times (Tuesday-Thursday 9-11am or 2-4pm)
Use gatekeeper bypass scripts consistently
Verify phone numbers before dialing (bad data kills contact rate)
Try different times of day for hard-to-reach prospects
Leave strategic voicemails (increases callback rate 15-20%)

2. Qualification Rate

Formula: (Qualified Prospects / Total Contacts) × 100

Benchmark Good: 40-50%

Benchmark Excellent: 60%+

Definition: Percentage of contacts who meet minimum criteria: processing $25K+ monthly, decision maker, some level of interest

Improvement Strategies:

Ask qualifying questions EARLY (don't waste time on unqualified prospects)
Be willing to disqualify quickly (protects your time for better prospects)
Use industry-specific openers (higher qualification rate when relevant)
Refine lead sources (better leads = higher qualification rate)
Track which lead sources produce highest qualification rates and buy more of those

3. Presentation Rate

Formula: (Full Presentations Delivered / Qualified Prospects) × 100

Benchmark Good: 60-70%

Benchmark Excellent: 80%+

Definition: Percentage of qualified prospects who let you deliver the full dual pricing pitch

Improvement Strategies:

Build rapport before pitching (people buy from people they like)
Use permission-based language ('Can I show you...?' vs 'Let me tell you...')
Create curiosity gaps ('I'll show you how restaurants are eliminating 95% of fees')
Handle objections smoothly (don't let 'I'm busy' derail the pitch)
Use proven opening scripts from this playbook (tested for high presentation rates)

4. Close Rate

Formula: (Closes / Presentations) × 100

Benchmark Good: 20-30%

Benchmark Excellent: 40%+

Definition: Percentage of full presentations that result in signed agreement

Improvement Strategies:

Ask for the sale clearly and directly (assumptive close works best)
Use urgency appropriately (3-month promo creates natural urgency)
Handle objections completely before closing (isolate concerns)
Use multiple closing techniques (try 2-3 different closes per presentation)
Follow up relentlessly (50% of closes happen after 5+ touchpoints)
Leverage case studies and social proof (industry-specific examples increase close rate 15-25%)

5. Activation Rate ⚠️ CRITICAL

Formula: (Activated Accounts / Signed Agreements) × 100

Benchmark Good: 70-80%

Benchmark Excellent: 85%+

Definition: Percentage of signed deals that actually activate and begin processing (YOU ONLY GET PAID ON ACTIVATION)

CRITICAL: This is where most agents lose money. A 70% activation rate means you're losing 30% of your deals AFTER the sale. An 85%+ activation rate turns every 10 sales into 8.5+ residual checks instead of 7.

Improvement Strategies:

Set clear expectations during sale (explain next steps in detail)
Call merchant same day agreement is signed (schedule equipment delivery immediately)
Follow up daily until equipment arrives (proactive communication prevents ghosting)
Offer hands-on installation support (be on phone during setup if needed)
Address technical concerns immediately (don't let small issues become reasons to back out)
Create urgency to activate ('3-month promo starts when you activate, not when you sign')

6. Overall Conversion Rate

Formula: (Closes / Total Dials) × 100

Benchmark Good: 3-5%

Benchmark Excellent: 7%+

Definition: End-to-end conversion from cold dial to signed agreement

Improvement Strategies:

Improve every funnel stage (5% improvement at each stage = 20%+ overall improvement)
Focus on highest-leverage activities (one more close per day = 250-300 deals per year)
Track and eliminate bottlenecks (if presentation rate is low, work on that specifically)
Use proven scripts religiously (improvising reduces conversion 30-40%)
Role-play weekly (practice improves conversion measurably)

7. Retention Rate ⚠️ CRITICAL

Formula: (Active Merchants at Month 12 / Merchants Activated) × 100

Benchmark Good: 80-85%

Benchmark Excellent: 90%+

Definition: Percentage of activated merchants still processing after 12 months (impacts residual income)

CRITICAL: Retention determines whether you build wealth or just earn commissions. 90% retention means your residual income grows every month. 70% retention means you're on a treadmill - constantly replacing churned merchants.

Improvement Strategies:

Set proper expectations during sale (over-promise = early churn)
Ensure smooth installation (bad installation experience = 40% higher churn in first 90 days)
Check in at 30, 60, 90 days post-activation (proactive support prevents issues)
Address problems immediately (delayed response = merchant starts looking elsewhere)
Educate on dual pricing benefits (merchants who understand it fully have 95%+ retention)

📋 Weekly Performance Scorecard

Track these weekly to identify trends and improvement opportunities

Metric	Goal	Status
Total Dials	400-500	-
Total Conversations	65-85	-
Qualified Leads	30-50	-
Appointments Set	15-25	-
Contracts Signed	5-10	-
Merchants Activated	85%+ of signs	-

🎯 Script Performance Tracker

Track which openers, verticals, and closes produce best results - data-driven optimization

Script Type	Times Used	Closes	Close Rate	Notes
Permission-Based Direct			-%
Heard The Name			-%
Restaurants Vertical			-%
Retail Vertical			-%
Professional Services			-%
E-commerce Vertical			-%
High-Risk Vertical			-%

Tip: Use your best-performing scripts more often. If Restaurants converts at 35% and Retail at 15%, prioritize restaurant prospects.

⚠️ Red Flags & Immediate Actions

🚨 Contact Rate Below 10%

Immediate Action:

Review call times - Are you calling during optimal windows?
Check lead quality - Bad phone numbers kill contact rate
Use gatekeeper scripts more aggressively
Leave strategic voicemails to increase callbacks

🚨 Qualified Leads Under 5 Per Day

Immediate Action:

You're either calling wrong prospects or qualifying incorrectly
Review 60-Second Qualifier - Ask volume question FIRST
Target higher-volume businesses ($50K+ monthly)
Refine lead sources - Buy better data

🚨 Close Rate Below 30% (On Qualified)

Immediate Action:

Record your next 5 calls and listen back
Are you handling objections or just accepting them?
Are you asking for the sale clearly?
Role-play objections with manager daily
Shadow top performer on 5 calls

🚨 Activation Rate Below 85%

Immediate Action:

THIS IS COSTING YOU MONEY - Fix immediately
Call every pending activation TODAY
Block 2 hours for ONLY setup calls
Review Equipment & Setup section thoroughly
Get commitment during sale: "Text me when equipment arrives"

🚨 30-Day Churn Over 8%

Immediate Action:

Call every churned merchant and ask: "What could we have done differently?"
Common causes: Poor installation, unrealistic expectations, compliance confusion
Implement 30-day success calls for all new activations
Set realistic expectations during sale - don't over-promise

💰 The Math That Matters

Success Formula:

More Dials → More Conversations → More Qualified Leads → More Appointments → More Closes → More Residual Income

Real Agent Example:

Agent A (Using This Playbook):

100 dials/day × 20 days = 2,000 dials/month
Contact rate: 18% = 360 conversations
Qualification rate: 50% = 180 qualified
Close rate: 35% = 63 deals/month
Activation rate: 90% = 57 activated merchants
Average residual: $150/merchant = $8,550/month residual added
After 12 months: $102,600/year in residual income

Agent B (Industry Average):

100 dials/day × 20 days = 2,000 dials/month
Contact rate: 12% = 240 conversations
Qualification rate: 35% = 84 qualified
Close rate: 20% = 17 deals/month
Activation rate: 70% = 12 activated merchants
Average residual: $125/merchant = $1,500/month residual added
After 12 months: $18,000/year in residual income

The Difference: Same effort, 5.7x the income. That's the power of execution excellence.

⚠️ Important: This section should be updated by sales management every Monday. The information below represents the current week's focus areas and priorities.

This Week's Value Proposition

"We eliminate 95% of credit card processing fees through our dual pricing program while paying you rewards on every transaction. Merchants save $2,000-$5,000 monthly and earn free vacations, electronics, and gift cards - all tax-advantaged."

Custom Angle for This Week:

This Week's Proof Point / Case Study

Business Name:

Industry:

Monthly Volume:

Previous Fees (monthly/annual):

Annual Savings:

Additional Results:

Competitive Intelligence Update

Processor Having Problems:

Industry News to Leverage:

This Week's Special Offer

Limited-Time Promotion:

Seasonal/Timing Hook:

Target Priorities This Week

Priority Industry #1: Reason:

Priority Industry #2: Reason:

Geographic Focus:

Minimum Volume Threshold This Week:

Industries to AVOID This Week:

The Warm Referral Opener

📊 Success Rate: 60-70%

⏱️ Best For: Actual referrals

"Hi [Name], [Your Name] with Wholesale Payments. [Referrer Name] mentioned you're doing great business and suggested I call. We just saved him $340/month on credit card processing - wanted to see if we could do the same for you. Plus, if you're processing over $25K monthly, you qualify for our promotional offer: first 3 months with zero monthly fees when you enroll in our Dual Pricing Program. Do you have 2 minutes?"

"Heard The Name" Opener

📊 Success Rate: 11.24%

⏱️ Best For: Local calling, industry-dense markets

"Hey [First Name], [Your Name] with Wholesale Payments. We work with quite a few [industry] businesses in [area] - [Business A], [Business B], [Business C]. Has our name come up at all?" IF YES: "Oh good! What'd you hear?" IF NO: "Ha! Not as popular as I thought. Those businesses were bleeding $2-5K monthly in fees. We eliminated that. And for qualified merchants processing over $25K monthly, we're offering the first 3 months with zero monthly fees. Open to same conversation?"

💡 Why This Works:

Peer references create instant familiarity
Assumes referral without claiming one
Local social proof builds credibility
Promotional offer adds urgency

Permission-Based Direct Opener

📊 Success Rate: 11.18%

⏱️ Best For: Cold calls, direct personalities

"[First Name], [Your Name] with Wholesale Payments. I know this is out of the blue - I help [industry] businesses eliminate processing fees entirely. Businesses like yours save $2-5K monthly. And for those processing over $25K monthly, we're offering the first 3 months with zero monthly fees when you join our Dual Pricing Program. Open to 3-minute conversation to see if this applies?" If "I'm busy": "I appreciate that. Real quick - do you know your effective processing rate when you add up all fees?" [Most say no] "That's exactly why this matters. Most [industry] businesses discover they're paying 2.5-3.5% without realizing it. At your volume, that's roughly $X monthly. Can I call back [specific time]?" If "Send information": "I can, but info without context won't make sense. Your situation is unique based on volume, industry, and current processor. Give me 90 seconds to ask three questions so I send the RIGHT info. Fair?"

Competitor Social Proof Opener

📊 Success Rate: 9-10%

⏱️ Best For: Know their competitors, tight industries

"[First Name], [Your Name] with Wholesale Payments. Just finished implementing for [Competitor] - saving them $X monthly. Given you're in same space, wanted to reach out. You processing similar volume?" If they engage: "Got it. [Competitor] was paying [rate]%. We brought that to zero through dual pricing. They're processing same volume but keeping an extra $X monthly. That's $[annual] that used to go to their processor. Plus, since they're processing over $25K monthly, they got our promotional offer: first 3 months with zero monthly fees. Does that interest you?" If "We're happy": "[Competitor] said the same until they saw their statement analysis. Here's the thing: 'Happy' and 'competitive' are different. I'm asking: verify you're getting the best deal. If yes, great. If not, you'll know - and you can try it risk-free for 3 months with our promotional offer. Fair?"

Industry Specialist Opener

⏱️ Best For: Vertical-specific campaigns

"Hi [Name], [Your Name] with Wholesale Payments. I work exclusively with [restaurants/retail/medical] helping reduce processing costs. Just saved [Nearby Business] $425/month - wanted to reach out since you're in same shopping center. For qualified merchants processing over $25K monthly, we're offering first 3 months with zero monthly fees. 2 minutes to see if we can do same for you?"

Cost Savings Direct Opener

⏱️ Best For: Business owners focused on margins

"[Name], quick question - what would you do with an extra $40,000 this year?" [Let them respond] "I ask because we just helped a [industry] business in [area] save exactly that through our dual pricing program. They were processing $92K monthly, paying $3,660 in fees. We eliminated those fees. Now they're pocketing that $3,660 every month instead of sending it to their processor. Over a year, that's $43,920. Plus, since you're processing over $25K monthly, you'd qualify for our promotional offer: first 3 months with zero monthly fees. That's a full quarter to test this risk-free. If I could show you how to do the same thing - eliminate your processing fees while staying 100% compliant - would that be worth 15 minutes of your time?"

🎯 Trigger Strategy: These calls have 25-35% success rates because you're calling when they're IN PAIN. Monitor Google Alerts, reviews, and business news for these triggers.

The Rate Increase Attack

📊 Success Rate: 25-30%

⏱️ Trigger: Got rate increase notice

"Hi [Name], [Your Name] with Wholesale Payments. I'm calling because [Processor] just hit you with a rate increase - we're getting calls all week from businesses looking to switch. Here's the alternative: We can eliminate those fees entirely through dual pricing. And for merchants processing over $25K monthly like yourself, we're offering the first 3 months with zero monthly fees. Let me show you the numbers. 90 seconds okay?"

The Review Response

📊 Success Rate: 30-35%

⏱️ Trigger: Negative processor review posted

"Hi [Name], I saw your review about [processor issue]. That's actually why I'm calling - we help businesses in your exact situation. We specialize in getting merchants OFF [Problem Processor] and onto a system that actually works. Plus, for qualified merchants processing over $25K monthly, we're offering first 3 months with zero monthly fees - so you can test us completely risk-free. Do you have 2 minutes?"

The Expansion Play

📊 Success Rate: 18-22%

⏱️ Trigger: Business expansion announced

"[Name], congratulations on the expansion - saw the announcement about [new location/renovation/growth]. As you're scaling up, this is the perfect time to optimize your payment processing. We help businesses eliminate 95% of processing fees through dual pricing. At your new volume, you could save $X monthly. Plus, you qualify for our promotional offer: first 3 months with zero monthly fees. Perfect timing to implement as you're setting up the new location. 3 minutes to show you how this works?"

🎯 Voicemail Strategy: Keep under 20 seconds. Give them a reason to call back. Sound professional, not desperate. Leave your number TWICE (beginning and end).

VM Script 1: The Rate Review Hook

"Hi [Customer Name], this is [Your Name] from Wholesale Payments at [phone number]. I'm calling because you're eligible for a rate review - and for merchants processing over $25K monthly, we're currently offering the first 3 months with zero monthly fees. I wanted to see if we could help simplify things and save you some money. Call me back at [phone]. Thanks!"

VM Script 2: The Urgency Hook

"Hi [Name], [Your Name] from Wholesale Payments. I wanted to follow up on the important email I sent. There are 3 things we need to discuss. Call me back at [phone] at your earliest convenience. Thanks!"

VM Script 3: The Information Hook

"Hi [Customer Name], this is [Your Name] from Wholesale Payments at [phone]. I'm calling because I see you've been running your business for a while, and I wanted to see if we could help simplify things and potentially save you some money with our payment processing solutions. For qualified merchants, we're offering the first 3 months with zero monthly fees. Give me a call back at [phone]. Thanks!"

Gatekeeper Bypass 1: The Account Holder Approach

When You Get a Gatekeeper: "Actually, I have to talk to him about it because he's the account holder, so I'll just go ahead and call back in 30 minutes. Can you please just tell him I'll be calling?"

💡 Why This Works:

Positions you as having legitimate business, not cold calling
Creates expectation of your callback
Gatekeeper tells owner someone will call - increases pickup rate

Gatekeeper Bypass 2: Important Account Issues

"Hi, this is [Your Name] over here at Wholesale Payments. You guys have your payment processing with us, and we had a few questions for [Owner Name] about the account we need to address. Are they available?"

💡 Why This Works:

Implies existing relationship + urgency
Gatekeeper usually transfers you immediately
Confidence and directness bypass resistance

Gatekeeper Bypass 3: The Direct Question

"Hi, this is [Your Name] from Wholesale Payments, is [Owner Name] there?" [WAIT. Don't explain. Let them ask "What's this regarding?" THEN say:] "We have some exciting new products for the account that we need to discuss with them. Are they available?"

💡 Why This Works:

Confidence + brevity = you sound like you belong calling them
Don't over-explain until they ask
"Exciting new products" = positive framing

⚡ Critical Rule: Use this qualifier on EVERY call. Old way: pitch 100 people = 25 hours = 2-3 deals. New way: qualify 100 (8hrs) + pitch 30 (7.5hrs) = 8-12 deals.

The 3 Qualifying Questions

OPENING (15 seconds): "Hey [First Name], [Your Name] with Wholesale Payments. We work with [industry] businesses in [area] to eliminate processing fees. Real quick - do you handle processing decisions or should I talk to someone else?" IF NOT DECISION MAKER: Get contact, END CALL IF DECISION MAKER: "Perfect. Three quick questions..." --- Q1: VOLUME (20 seconds) "First, what do you process monthly in card sales - $25K range, $50K, $100K+?" IF UNDER $25K: "Got it. Email for when volume grows." [END CALL] IF $25K-$50K: "Good news - you qualify for our promotional offer: first 3 months with zero monthly fees. Let me ask you..." IF $50K+: "Perfect, sweet spot. And you definitely qualify for our 3-month promotional offer. Next..." IF $100K+: "Excellent - exactly who this is built for, and you're well above our promotional offer threshold..." --- Q2: PAIN/OPENNESS (20 seconds) "Second, happy with your processor or had rate increases, service issues, hidden fees?" IF "VERY HAPPY + RECENTLY REVIEWED": "Great. I'll check back in 6 months." [END CALL] IF ANY ISSUES: "Not surprised. At your volume, you're losing $[X] monthly..." --- Q3: AUTHORITY (15 seconds) "Last one - if this makes sense, you can decide, or need someone else involved?" IF NEEDS APPROVAL: Schedule group call or get contacts IF CAN DECIDE: "Perfect. So you're processing $[X], have [pain], can pull trigger. Let me show you..."

The Core Pitch

"[Name], here's the situation: You're losing $[monthly] every month - that's $[annual] per year - to processing fees. We eliminate 95% through dual pricing. You've seen it at gas stations: Two prices - card price and cash discount. Customer chooses. You stop eating fees. THE BENEFITS: ✓ Legal in all 50 states ✓ Customers love it (they save money) ✓ Cash payments increase 20-30% ✓ Zero long-term contract ✓ Setup in 7 days THE PROOF: Italian restaurant, $92K monthly volume. Was paying $3,680/month in fees. We eliminated that. They save $43,920 annually. Plus earned $2,400 in rewards toward Hawaii vacation. 8 months active, zero compliance issues. THE REWARDS: Every transaction earns points for trips, electronics, gift cards - tax-advantaged. THE PROMOTIONAL OFFER: Since you're processing $[volume] monthly, you qualify for our current promotion: First 3 months with $0 monthly fees when you enroll in Dual Pricing. That's a full quarter to see these savings with zero monthly charges. Based on your volume, you'd save $[monthly]/month, $[annual]/year, plus $[rewards] in rewards. Real question: Keep bleeding $[monthly] monthly or put it back in your pocket - risk-free for the first 3 months?" [SHUT UP AND WAIT]

💰 Dual Pricing Savings Calculator

Monthly Processing Volume

Current Effective Rate (%)

Current Monthly Fees ($)

📊 The Data: 80% of deals require 5+ touches. Most agents give up after 2. These templates ensure you follow up consistently and professionally.

📨 Email Template 1: Same-Day Follow-Up

Send within 2 hours of call

Subject: Your $[annual] Processing Fee Solution - [Business Name] Body: [First Name], Great speaking with you this [morning/afternoon]. As promised: YOUR CURRENT SITUATION: • Monthly Volume: $[X] • Current Fees: ~$[monthly] ($[annual] annually) YOUR SOLUTION WITH WHOLESALE PAYMENTS: • Eliminate 95% fees through compliant dual pricing • Save approximately $[annual] annually • Increase cash payments 20-30% • Earn rewards points on all transactions • 7-day implementation, no long-term contract 🎁 YOUR PROMOTIONAL OFFER: Since you're processing $[X] monthly, you qualify for our current promotion: First 3 months with $0 monthly fees when you enroll in Dual Pricing. That's a full quarter to see these savings risk-free. CASE STUDY ATTACHED: [Industry] business saving $[X] monthly COMPLIANCE DOCUMENTATION ATTACHED NEXT STEP: Our implementation specialist will call you [Day] at [Time] to schedule your demo. If that time doesn't work, reply with two times that do. Best, [Your Name] Wholesale Payments [Direct Phone] [Email] P.S. - Every day you wait costs $[daily]. Don't let another month slip by. With our 3-month promotional offer, you have nothing to lose and $[annual] to gain.

📨 Email Template 2: Day 7 Follow-Up

Send if no response after 7 days

Subject: Following up - [Business Name] Body: [First Name], Haven't heard back from you since our call last week about eliminating your processing fees. Usually means one of two things: 1. You're busy (totally understandable) 2. Something I said didn't sit right (let's talk about it) Quick question: With our 3-month promotional offer (zero monthly fees), what's stopping you from trying this completely risk-free? At your volume ($[X] monthly), you're losing approximately: • $[daily] per day • $[weekly] per week • $[monthly] per month Since we last spoke, that's roughly $[calculated] gone to fees you could have eliminated. Reply with a time that works for a 10-minute call, or let me know if this isn't a priority right now. Best, [Your Name] P.S. - Remember, first 3 months are FREE for qualified merchants like you. Zero risk, zero monthly fees, just savings.

📨 Email Template 3: Day 14 - New Information

Re-engagement with fresh angle

Subject: New merchant results in [Area] - [Business Name] Body: [First Name], Quick update: We just implemented our dual pricing program for [Local Competitor/Similar Business] in [nearby area]. Their Results: • Processing: $[X] monthly • Previous fees: $[Y] monthly • Now saving: $[annual] annually • Using their savings to: [specific business investment] I thought about our conversation and wondered if you'd reconsidered. The offer still stands: • 7-day implementation • Month-to-month terms • Save $[annual] annually • First 3 months FREE with our promotional offer That's a full quarter to test this with zero monthly fees. If it doesn't work, you cancel. If it DOES work, you keep saving $[monthly] every month forever. Want to schedule that 15-minute demo? [Calendar Link] Best, [Your Name] P.S. - [Competitor/Similar Business] was skeptical too. Now they're advocates. Sometimes seeing a neighbor succeed makes the difference.

📨 Email Template 4: Day 30 - The Breakup

Final attempt - creates urgency

Subject: Closing your file - [Business Name] Body: [First Name], I've reached out several times about our dual pricing program that could save your business $[annual] annually - with the first 3 months completely free. I haven't heard back, so I'm assuming this isn't a priority for you right now. I'm going to close your file. If your situation changes - contract ending, rate increase, looking to reduce costs - feel free to reach out. Otherwise, best of luck with your business. Best, [Your Name] P.S. - That's $[annual] you'll be leaving on the table this year. Just want to make sure you're okay with that decision. If you change your mind in the next 48 hours, our promotional offer (3 months free) is still available.

📱 SMS Best Practices: Keep under 160 characters when possible. Only text if you got permission or they gave you their cell. Be casual but professional.

SMS Template 1: Day 3 Follow-Up

"[First Name], [Your Name] from Wholesale Payments. Did you get a chance to review the case study I sent? Quick question - with our 3-month promotional offer (zero monthly fees), what's stopping you from trying this completely risk-free?"

SMS Template 2: Equipment Delivered

"Hey [Name]! Tracking shows your equipment arrived today. Did you get it? When can you do the 10-minute setup call - now or later this afternoon?"

SMS Template 3: Quick Check-In

"[Name] - [Your Name] here. Still thinking about eliminating those processing fees? With 3 months free to test it, seems like a no-brainer. Want to schedule that quick demo?"

SMS Template 4: Urgency/Deadline

"[First Name] - heads up: our 3-month promotional offer ends [Date]. After that, back to standard terms. Want to lock in the free trial while it's available? -[Your Name]"

SMS Template 5: Meeting Confirmation

"[Name] - [Your Name] here. Confirming our demo [Day] at [Time]. I'll call you at [Phone Number]. Have your latest statement ready if possible. See you then!"

🎯 Multi-Touch Strategy: Use email, phone, and SMS together. Each touch increases your odds. Most deals close between touch 5-8.

Complete 6-Touch Follow-Up Sequence

Touch	Timing	Channel	Action & Template
Touch 1	Same Day (within 2 hrs)	📧 Email	Use: Email Template 1 (Same-Day Follow-Up) Goal: Recap conversation, provide resources, schedule next step Key Element: Highlight 3-month promotional offer
Touch 2	Day 3	📱 SMS	Use: SMS Template 1 (Day 3 Follow-Up) Goal: Quick check-in, confirm they saw email Key Element: Emphasize risk-free trial
Touch 3	Day 7	📞 Phone Call + 📧 Email	Call Script: "Hey [Name], following up on the dual pricing program. Haven't heard back - are you busy or do you have questions?" If VM: Use VM Script 2 (Urgency Hook) If No Answer: Send Email Template 2 (Day 7 Follow-Up) Goal: Re-engage, address objections
Touch 4	Day 14	📧 Email	Use: Email Template 3 (New Information) Goal: Fresh angle with local proof Key Element: Competitor success story
Touch 5	Day 21	📞 Phone Call	Script: "[Name], not going to bug you forever, but you've now lost $[calculated amount] since we first spoke. Give me 10 minutes this week - Tuesday or Thursday - to answer questions. If you still don't want it, I'll leave you alone. Fair?" Goal: Create urgency with loss calculation
Touch 6	Day 30	📧 Email (Breakup)	Use: Email Template 4 (The Breakup) Goal: Final attempt using takeaway Key Element: Closing file creates FOMO Note: This often triggers response

💡 Pro Tip: After Touch 6, if still no response, put them in a quarterly nurture sequence. Check back every 90 days with industry updates or new offers. Many deals close 6-12 months later when timing is finally right.

⏰ Daily Routine for Top Performers

🌅 6:00-7:00 AM: Personal Morning Routine

• Exercise (walk, run, gym - get blood flowing)
• Healthy breakfast (fuel for sustained energy)
• Mindset preparation (affirmations, visualization, gratitude)
• Review personal/financial goals (remember your 'why')

📋 7:00-8:00 AM: Strategic Planning

• Review previous day's performance and notes
• Set specific goals for today (dials, contacts, appointments, closes)
• Prepare top 10 target list with research
• Review Weekly Strategy section for current promotions
• Plan which verticals to focus on today

📞 8:00-12:00 PM: Power Calling Block #1

This is your MONEY TIME - protect it fiercely
• 40-60 dials minimum
• High energy, focused prospecting
• Use qualification framework religiously
• Stand up for important calls
• Zero distractions (phone off, door closed, social media blocked)

🍽️ 12:00-1:00 PM: Lunch & Mental Break

Step completely away from desk
• Eat away from your workspace
• Go for a walk
• No work talk, no CRM, no email
• Recharge for afternoon session

📧 1:00-3:00 PM: Follow-Ups & Admin

• Follow up on morning conversations
• Schedule callbacks and appointments
• Create and send proposals
• CRM updates and documentation
• Respond to prospect emails and texts

📞 3:00-5:00 PM: Power Calling Block #2

• 30-40 dials minimum
• Target decision makers during 3-5pm window
• Close deals from morning conversations
• Maintain high energy (stand up, move around)

📊 5:00-6:00 PM: Wrap-Up & Preparation

• Final CRM updates
• Send end-of-day follow-up emails
• Prepare tomorrow's call list with research
• Review stats: What worked? What didn't?
• Celebrate wins (even small ones)
• Identify tomorrow's improvement focus

💰 Top Performer Secret: The first 4 hours (8am-12pm) generate 70% of your income. Protect this time like your life depends on it - because your income does.

🧠 Mental Game & Motivation

🎯 Reframe Rejection

Bad Mindset: "They rejected me. I'm not good enough."
Winner Mindset: "They rejected the offer. Next! Every no gets me closer to yes."

Remember: Rejection is just information. It tells you what objection to handle better next time, what industry to target differently, what time to call instead.

📊 Trust Your Numbers, Not Your Feelings

Feelings lie. Data doesn't.

After 5 rejections: Your brain says "This isn't working, I should stop."
Your data says: "Average close rate is 15%, so I need 7 qualified conversations to close 1 deal. Keep dialing."

Track everything. Let math override emotion.

🏆 Celebrate Micro-Wins Throughout the Day

Don't wait for closes to feel successful. Celebrate:
• Got past gatekeeper ✓
• Qualified a prospect ✓
• Handled tough objection smoothly ✓
• Set an appointment ✓
• Learned something new ✓

Stack small wins. Momentum builds confidence.

💪 Remember Your 'Why'

Write this down and keep it visible:
• What are you working toward?
• Who are you doing this for?
• What does success look like?
• What happens if you quit?

When calls get hard, reread your 'why'. That's your fuel.

📈 Compare Yourself to Yesterday's You

Don't compare to other agents. Compare to yourself last week:
• Am I making more dials than last week? ✓
• Is my close rate improving? ✓
• Am I handling objections better? ✓

Progress compounds. 1% better every day = 37x better in a year.

🔋 Take Strategic Breaks

Burnout kills performance. When you feel it:
• Step outside for 5 minutes
• Do 20 pushups or jumping jacks
• Call your best friend
• Watch a motivational video
• Review your wins list

Better to take 10 minutes to reset than power through and suck for 2 hours.

🔥 Daily Affirmations (Say These Out Loud):
"I'm helping businesses save thousands of dollars."
"I provide massive value to every merchant I speak with."
"Today I will close deals and change lives."
"Rejection doesn't define me. Activity and results do."
"I am a top performer. I earn top income."

🎤 Voice & Tonality Training

😊 Smile While You Dial

Prospects can hear your smile through the phone.
Your facial expression affects your vocal tone. Smiling creates a warmer, more friendly sound that builds trust instantly.

Try this: Record yourself delivering the same script twice - once neutral face, once smiling. Listen back. The difference is dramatic.

🚶 Stand Up for Important Calls

Standing projects confidence and energy.
• Your diaphragm opens up for better voice projection
• Your posture communicates authority through your tone
• Physical movement keeps energy high

Pro Tip: Top earners walk around during calls. Movement = energy = sales.

🎭 Match Prospect's Pace and Energy

Mirror their communication style:
• Fast talker? Speed up slightly (but stay clear)
• Slow, methodical? Slow down, give them time
• High energy? Match their enthusiasm
• Calm and quiet? Tone it down

People like people who are like them. Mirroring builds instant rapport.

⏸️ Use Strategic Pauses

Silence is powerful. Use it:
• After asking for the sale (don't break the silence!)
• After stating price (let them process)
• After asking a question (give them time to think)
• Before delivering key benefit (builds anticipation)

First person to speak loses. Master the pause.

📉 Avoid Uptalk (Ending Statements Like Questions?)

Bad: "We can save you money? And eliminate your fees?"
Good: "We can save you money. And eliminate your fees."

Upward inflection at end of statements sounds uncertain and weak. End statements with downward tone to project confidence and authority.

🎯 Eliminate Verbal Crutches

Kill these filler words:
• "Um", "uh", "like"
• "You know", "kind of", "sort of"
• "Maybe", "possibly", "hopefully"

Fix: Record yourself. Every time you catch a filler word, make a note. Conscious awareness eliminates them over time.

Replace fillers with brief pauses - sounds more professional.

💧 Stay Hydrated

Dehydration makes your voice sound tired and scratchy.
• Keep water at your desk
• Sip between calls (not during)
• Avoid excessive caffeine (dries throat)
• Room temperature water is best (not ice cold)

Your voice is your instrument. Take care of it.

🔊 Emphasize Key Phrases

Put vocal power behind these words:
• "First 3 months" (promotional offer)
• "Zero monthly fees" (value prop)
• "Save thousands" (outcome)
• "Month-to-month" (no risk)
• "95% activation rate" (social proof)

Slightly louder, slower, with more energy = these phrases stick in their memory.

🎵 Voice Warm-Up Routine (Before Calling):
1. Hum up and down scales for 30 seconds
2. Read scripts out loud 3 times
3. Practice tongue twisters
4. Do lip trills (sounds silly, but it works)
5. Smile and say "This is going to be a great day!" with enthusiasm

👂 Active Listening Techniques

🤐 Let Them Finish Speaking

Don't interrupt. Ever.
Interrupting communicates: "What I have to say is more important than what you're saying."

Even if you know where they're going, even if you have the perfect response ready - wait until they finish.

Bonus: Sometimes they answer their own objection if you give them space to think out loud.

📝 Take Detailed Notes

Write down:
• Pain points they mention
• Objections they raise
• Words they use (mirror these back)
• Hot button issues
• Personal details (kids, hobbies, upcoming events)

Good notes = better follow-up = more closes.

🔄 Repeat Back What You Heard

"So if I understand correctly, you're concerned about..."

Benefits:
• Confirms you're listening (builds trust)
• Ensures you understood correctly
• Gives them chance to clarify
• Slows down the conversation (prevents you from rushing)

Example: "Let me make sure I've got this right: You're processing $75K monthly, currently paying around $2,000 in fees, and your main concern is whether customers will complain about dual pricing. Did I miss anything?"

🎧 Listen for Emotional Cues

Pay attention to HOW they say things, not just WHAT they say:
• Frustration: "I'm so tired of these fees..." → They're ready to switch
• Excitement: "That sounds interesting!" → They're buying in
• Hesitation: "I don't know..." → Unaddressed concern
• Skepticism: "Really?" → Need more proof

Emotion reveals where they really are in the buying process.

❓ Ask Clarifying Questions

"Can you tell me more about that?"
"What do you mean by...?"
"Help me understand..."

When something's unclear, ask. Don't assume.

More talking from them = more information for you = better positioning = easier close.

🚫 Don't Wait for Your Turn to Talk

Bad listening: While they're talking, you're thinking about what you'll say next.

Good listening: While they're talking, you're fully focused on understanding them. Your response comes AFTER they finish.

The best salespeople ask questions and listen 70% of the time. They talk 30%.

🎯 Identify Buying Signals

These questions mean they're interested:
• "How long does installation take?"
• "What about my specific POS?"
• "Can I see an example?"
• "What's the next step?"
• "When could we start?"

When you hear buying signals, move toward close. Don't keep selling.

🗣️ Mirror Their Language

They say: "merchant services" → You say: "merchant services"
They say: "processing" → You say: "processing"

Use their terminology, not yours. Makes them feel understood.

Example: If they call it their "statement" don't call it their "invoice." Match their words.

🤝 Summarize Periodically

"So far you've mentioned..."

Every 5-7 minutes, summarize what you've heard:
• Confirms understanding
• Keeps conversation on track
• Prevents miscommunication
• Builds trust through demonstrated listening

Example: "Okay, so far you've mentioned three things: you're concerned about customer complaints, you want to make sure this works with your POS, and you want to see case studies from restaurants like yours. Let me address each of those..."

🏆 Master Listening Formula:
Ask Question → Listen Fully → Repeat Back → Clarify If Needed → Respond Thoughtfully

Most agents skip straight to "Respond." Winners listen first, talk second.

⏰ Time Management Strategies

📅 Time-Block Your Calendar

Protect these blocks fiercely:
• 8am-12pm: Calling Block #1 (sacred time)
• 12pm-1pm: Lunch (no exceptions)
• 1pm-3pm: Follow-ups & Admin
• 3pm-5pm: Calling Block #2
• 5pm-6pm: Wrap-up & Prep

Time-blocking prevents "busy work" from eating your prime selling hours.

📦 Batch Similar Tasks

Don't switch between tasks - batch them:
• Make all calls in one block (not scattered)
• Do all CRM updates together (not one-by-one)
• Send all follow-up emails at once
• Review all voicemails together

Why: Task-switching kills productivity. Your brain needs 15 minutes to refocus after every switch.

Result: Batching saves 2-3 hours per day.

⚡ The 2-Minute Rule

If it takes less than 2 minutes, do it now.

• Quick email response? Send it immediately.
• Simple CRM note? Write it now.
• Schedule a callback? Set it now.

Eliminates mental clutter and prevents small tasks from piling up.

🎯 Prioritize by ROI

High-ROI Activities (Do These First):
• Calling qualified prospects
• Following up with hot leads
• Closing deals
• Learning from call recordings

Low-ROI Activities (Minimize These):
• Busywork in CRM
• Excessive research
• Chatting with colleagues
• Organizing your desk

Rule: If it doesn't directly lead to revenue, minimize it.

🚫 Eliminate Time-Wasters

During work hours, ZERO tolerance for:
• Social media (block it)
• Non-essential meetings
• Personal phone scrolling
• News websites
• YouTube rabbit holes

Install website blockers: Freedom, Cold Turkey, StayFocusd

Save social media for after 6pm. You'll still have time for it.

⏳ Use Parkinson's Law

Parkinson's Law: "Work expands to fill the time allocated."

Old way: "I'll spend however long it takes to write this email."
New way: "I'll write this email in 5 minutes."

Set tight deadlines for everything. You'll work faster and maintain quality.

Example: CRM notes don't need 10 minutes. Give yourself 2 minutes per call. You'll hit it.

📝 Plan Tomorrow Today

Last 15 minutes of each day:
• Write tomorrow's top 10 target list
• Set specific goals (dials, contacts, appointments)
• Queue up priority follow-ups
• Review upcoming appointments

Why: You'll hit the ground running in the morning instead of wasting the first hour "figuring out what to do."

⏱️ Track Where Time Actually Goes

For one week, log every activity in 15-minute blocks.

You'll be shocked:
• "I'm busy all day" → Actually, only 3 hours of productive work
• "I don't have time for calls" → Actually, 2 hours wasted on low-value tasks

Tools: RescueTime, Toggl, or just a simple spreadsheet

What gets measured gets managed.

🛡️ Say No to Low-Value Activities

Protect your prime selling hours.

Say NO to:
• Random meetings during 8am-12pm
• "Quick questions" from colleagues
• Non-urgent emails
• Tasks that can wait until after 5pm

Your response: "I'm in my calling block. Can we connect at 3pm?"

Top earners are ruthless about protecting revenue-generating time.

⚡ Time Audit Exercise:
Calculate your hourly rate: $[Annual goal] ÷ 2080 hours = $[Your hourly rate]

Now ask: "Is this task worth $[hourly rate]?"

If NO, delegate it, automate it, or eliminate it.

💪 Handling Rejection

🎯 Rejection is Information, Not Personal Attack

They're not rejecting YOU. They're rejecting the OFFER.

When someone says "not interested":
• They don't know enough yet (need more info)
• Timing is bad (follow up later)
• They're not qualified (move on)
• You haven't built enough value (improve pitch)

It's NEVER about your worth as a person. It's about the conversation you had.

📚 Every No Teaches You Something

Ask yourself after every rejection:
• What objection came up?
• How can I handle it better next time?
• Was this prospect even qualified?
• What would I do differently?

Winners: Learn from every no and get better.
Losers: Take it personally and quit.

🔢 Law of Averages

If you talk to enough qualified prospects, you WILL close deals. It's math.

Your conversion funnel:
• 100 dials
• 16 conversations
• 8 qualified prospects
• 1-2 closes

That means 98% of your dials "fail" - but you still make money.

Rejection isn't failure. It's the price of admission.

🧩 Separate Your Worth from Your Results

Bad day ≠ Bad person

Your value as a human being doesn't change based on how many deals you close.

Identity vs. Activity:
• Identity: "I AM a salesperson"
• Activity: "I DO sales"

One bad day doesn't define you. Results fluctuate. Your worth doesn't.

🛡️ Develop Thick Skin Through Repetition

It gets easier with practice. Guaranteed.

• First 100 rejections: Hurt
• Next 500 rejections: Sting a little
• After 1,000 rejections: Roll off your back

You're literally building emotional calluses. Every no makes you stronger.

Top performers have heard "no" MORE than mediocre performers - because they dial MORE.

🔄 Reframe Every Rejection

"Good, now I can focus on someone who needs this."

Every "not interested" gets you closer to the person who IS interested.

Would you rather:
• Waste 30 minutes convincing someone who'll never buy?
• Get a quick "no" and move to the next qualified prospect?

Fast nos are gifts. They free you up for yeses.

😂 Find Humor in Ridiculous Rejections

Some rejections are hilarious. Keep a collection.

Real examples from top performers:
• "I need to ask my psychic"
• "Mercury is in retrograde"
• "My dog doesn't like phone calls"
• [Hangs up mid-sentence without saying anything]

Share these with your team. Laugh about it. It's not serious.

🏆 Focus on Wins

One YES erases ten NOs.

When you close a deal:
• You forget about every rejection that day
• Your confidence skyrockets
• Next call is easier

Keep a "Wins List": Every close, write it down. When rejection stings, read your wins. Remember: you're good at this.

🚫 Don't Take It Home

Leave rejection at the office.

End-of-day ritual:
• Review your stats (focus on what you accomplished)
• Identify one thing you learned
• Physically close your laptop and say "I'm done for today"
• Shift to personal time - family, hobbies, exercise

When you're off, be OFF. Don't replay rejections in your head. It doesn't help.

🔥 Remember This:
Top performers get rejected MORE than mediocre performers.

Why? Because they DIAL MORE.

If you're not getting rejected, you're not dialing enough.
Rejection = proof you're working. Embrace it.

📈 Continuous Improvement Mindset

📊 Weekly Performance Review

Every Friday, ask yourself:
• What worked this week?
• What didn't work?
• What will I test next week?
• Which objection came up most?
• What's my close rate on qualified leads?
• Am I improving week-over-week?

Document it: Keep a "What I Learned" journal. Read it monthly.

🎭 Role-Play with Colleagues Regularly

Practice makes permanent (not perfect - permanent).

Weekly role-play sessions:
• Monday: Practice new opener
• Wednesday: Drill objection handling
• Friday: Run through entire call flow

Rules:
• Make it realistic (throw curveballs)
• Record it and listen back
• Give honest feedback
• Switch roles (play prospect too)

You'll never regret practicing. You'll only regret NOT practicing when you blow a call.

🎧 Listen to Your Recorded Calls

With prospect permission, record and review your calls.

What to listen for:
• Filler words (um, uh, like)
• Pace (too fast? too slow?)
• Energy level (confident? tentative?)
• Did you listen or just wait to talk?
• Where did you lose them?
• What objection did you miss?

Do this weekly: Listen to 3 calls (1 good, 1 bad, 1 average). Self-critique. Improve.

👀 Shadow Top Performers

What are the best agents doing differently?

• Listen to their calls (with permission)
• Ask them specific questions
• Observe their routine
• Model their behavior

Don't reinvent the wheel. Success leaves clues. Copy what works.

📚 Read Sales Books

Invest in your skills - they're your greatest asset.

Must-Read Books:
• "Fanatical Prospecting" by Jeb Blount
• "The Challenger Sale" by Matthew Dixon
• "SPIN Selling" by Neil Rackham
• "Never Split the Difference" by Chris Voss
• "Way of the Wolf" by Jordan Belfort
• "The Little Red Book of Selling" by Jeffrey Gitomer

Goal: One book per month. 15 minutes per day.

🧪 A/B Test Everything

Run experiments constantly:

• Test 2 different openers - which converts better?
• Try calling at different times - what works best?
• Use different closes - which gets more yeses?
• Vary your email subject lines - which gets opened?

Track results: "Opener A: 12% success. Opener B: 8% success. Keep using A."

Small improvements compound. 1% better = 37x better in a year.

💬 Ask for Feedback

From your manager:
• "What's one thing I could improve this week?"
• "What do top performers do that I'm not doing?"
• "Listen to this call - what would you do differently?"

From your peers:
• "Role-play this objection with me and tell me how I did."
• "What's working for you right now that I should try?"

Feedback accelerates growth. Seek it actively.

🎯 Celebrate Progress, Not Perfection

Are you better than last month?

Last Month vs This Month:
• Dials: 300/week → 400/week ✓
• Close rate: 10% → 13% ✓
• Avg deal size: $50K → $65K ✓

That's progress. Celebrate it.

You'll never be "perfect." But you can be better every month. That's the goal.

🤔 Stay Curious

Ask "why" about everything:
• Why did that objection come up?
• Why did they say yes so quickly?
• Why is restaurant vertical easier than retail?
• Why do Tuesday mornings convert better?

Curious people learn faster. Never stop asking questions.

💰 Invest in Yourself

Your skills are your greatest asset.

Invest in:
• Sales training courses
• Books and audiobooks
• Industry conferences
• 1-on-1 coaching
• Masterminds with other top performers

ROI on self-improvement is infinite. One new technique can add $50K+ to your annual income.

📈 1% Better Every Day Compound Effect:
If you improve 1% per day for a year:
1.01^365 = 37.78x better

If you get 1% worse per day for a year:
0.99^365 = 0.03x (almost nothing)

Small improvements compound. Commit to 1% daily growth.

🚀 30-Day Onboarding Path for New Agents

Week 1

Product Training & Script Memorization

Days 1-2: Payment Processing Fundamentals
• How credit card processing works
• Dual pricing mechanics and legality
• Equipment overview and options
• Industry terminology
• Assignment: Pass Payment Processing 101 quiz (80% minimum)

Days 3-5: Script Mastery
• Master 3 opening scripts (Permission-Based, Heard The Name, Promotional Offer)
• Memorize qualification questions framework
• Learn dual pricing pitch word-for-word
• Assignment: Deliver all 3 openers + pitch from memory to manager

Week 2

Objection Handling & Role-Playing

Days 6-8: Top 10 Objections
• Learn and practice responses to:
- "Won't customers complain?"
- "I'm happy with my current processor"
- "I'm in a contract"
- "Send me information"
- "I need to think about it"
- And 5 more common objections
• Assignment: Write out objection responses in own words

Days 9-10: Live Role-Playing
• Role-play complete calls with manager
• Record and review role-plays
• Get feedback on tonality, pace, objection handling
• Assignment: 5 complete call role-plays

Week 3

Live Calling with Observation

Days 11-13: Supervised Calling
• Make real calls while experienced agent listens
• Get real-time coaching and feedback
• Target: 20-30 dials per day
• Focus: Getting comfortable, not closing
• Assignment: Complete 75 total dials this week

Days 14-15: First Solo Calls
• Make calls independently (manager available for questions)
• Target: 30-40 dials per day
• Focus: Qualification and discovery
• Assignment: Qualify 5 prospects by Friday

Week 4

Ramp Up & First Close

Days 16-18: Volume Increase
• Increase to 40-50 dials per day
• Focus on qualification accuracy
• Practice closing techniques
• Assignment: Set 3 appointments this week

Days 19-20: Close Your First Deal
• Target: 1-2 closes this week
• Use all skills learned
• Celebrate your first win!
• Assignment: Submit first merchant application

Day 30 Checkpoint:
• Review performance with manager
• Identify strengths and improvement areas
• Set goals for Month 2
• Graduate from onboarding!

🎯 Week 4 Success Criteria:
✓ 200+ dials completed
✓ 30+ qualified prospects identified
✓ 10+ appointments set
✓ 1-2 deals closed
✓ Can deliver full pitch from memory
✓ Comfortable handling top 10 objections

💳 Payment Processing Fundamentals

How Credit Card Processing Works

The Payment Flow (4 Key Players):

Merchant (You/Your Client): Business accepting card payments
Acquirer/Processor (Wholesale Payments): Company that processes transactions
Card Networks (Visa/Mastercard/Discover/Amex): Route transactions, set rules
Issuing Bank (Customer's Bank): Bank that issued the customer's credit card

What Happens When Customer Swipes Card:

Terminal sends transaction data to processor (us)
Processor routes to card network (Visa/MC/etc)
Network contacts issuing bank: "Does this customer have money?"
Issuing bank responds: "Approved" or "Declined"
Approval/decline sent back through network → processor → terminal
Total time: 2-3 seconds

Understanding Interchange Fees

Interchange = The "Hard Cost" of Processing

• Set by Visa/Mastercard/Discover/Amex (not by processors)
• Varies based on:
- Card type (rewards cards cost more)
- Transaction type (card-present vs online)
- Industry (restaurant vs retail)
• Processors cannot negotiate interchange - it's fixed
• Average interchange: 1.5-2.5% + $0.10-0.25 per transaction

Key Point for Sales: When a processor says "we can't go lower," they're often referring to interchange. With dual pricing, merchants stop paying interchange because customers cover it.

Effective Rate vs Quoted Rate

Quoted Rate: What processor advertises
Example: "2.2% + $0.10 per transaction"

Effective Rate: What merchant ACTUALLY pays
Includes: Base rate + monthly fees + per-transaction fees + PCI fees + batch fees + statement fees + misc fees
Actual: 2.8-3.5% all-in

Why This Matters: Competitors quote low rates but hit merchants with fees. Calculate EFFECTIVE rate to show true savings.

Common Fee Types

Monthly Account Fee: $10-50/month for account maintenance
Batch Fee: $0.10-0.25 per daily settlement
PCI Compliance Fee: $99-199/year for security compliance
Statement Fee: $10-20/month for paper or online statement
Early Termination Fee: $250-500 if canceling contract early
Chargeback Fee: $15-25 per disputed transaction

How Dual Pricing Works (Simplified Explanation)

Traditional Processing:
• Product costs $100
• Customer pays $100 with card
• Merchant receives $97 (after 3% fees)
• Merchant loses $3

Dual Pricing:
• Cash price: $100
• Card price: $103 (3% service fee added)
• Customer pays with card: $103
• After 3% fees ($3.09), merchant receives $99.91
• Merchant keeps full revenue

Legal Compliance:
• Must post signage at entry and register
• Must present as "cash discount" not "card surcharge"
• Cannot surcharge debit cards
• Must train staff on proper language

⚖️ Compliance Training

⚠️ CRITICAL: Compliance violations can result in fines up to $5,000 per merchant, lawsuits, and termination. This is non-negotiable. Follow these rules exactly.

Dual Pricing Legal Requirements

Federal Law (All 50 States):
• Durbin Amendment (2011) permits cash discount programs
• Dodd-Frank Act protects merchant right to offer discounts
• Legal in all 50 states when done correctly

Signage Requirements (MANDATORY):
• Sign at entry: "We offer a discount for cash payments"
• Sign at register: "Cash Price: $X / Card Price: $Y"
• Must be clearly visible before transaction
• Font size minimum: 1/4 inch (readable from 3 feet)

Staff Language Requirements:
✓ CORRECT: "Your total is $100 with card, or $97 with cash today."
✗ WRONG: "There's a 3% fee if you use a card."
✗ WRONG: "We charge extra for credit cards."
✓ CORRECT: "We offer a discount for cash payments."

Card Brand Rules (Visa/Mastercard)

Debit Cards:
• CANNOT surcharge or apply service fee to debit cards
• POS must be programmed to waive fee for debit
• Violation = $5,000 fine per occurrence

Credit Cards:
• Can apply service fee (as part of dual pricing)
• Fee must not exceed cost of acceptance
• Must disclose at point of sale

What You Can and Cannot Say on Sales Calls

✓ CAN SAY:
• "This program is 100% legal in all 50 states"
• "We provide compliance support and signage"
• "Thousands of businesses use dual pricing legally"
• "We help you eliminate processing fees through cash discount programs"

✗ CANNOT SAY:
• "This is completely risk-free" (there's always some business risk)
• "You'll save exactly $X" (unless you've analyzed their statements)
• "No customers will complain" (some might ask questions)
• "Our rates are the lowest in the industry" (unprovable claim)

PCI Compliance Basics

Payment Card Industry Data Security Standard (PCI DSS):
• Merchants must secure cardholder data
• Cannot store CVV codes
• Must use secure, encrypted terminals
• Annual compliance validation required
• We provide PCI-compliant equipment and documentation

Do Not Call (DNC) Compliance

Rules:
• Check National DNC Registry before calling
• If they ask to be added to your DNC list, add immediately
• Keep internal DNC list and honor it
• Business-to-business calls generally exempt, but respect requests
• Fine for violations: Up to $43,000 per call

Recording Calls

Two-Party Consent States (Must Disclose Recording):
California, Connecticut, Florida, Illinois, Maryland, Massachusetts, Michigan, Montana, Nevada, New Hampshire, Pennsylvania, Washington

Required Disclosure:
"This call may be recorded for quality and training purposes."

When to say it: Within first 30 seconds of call, BEFORE discussing business

Privacy & Data Security

Never:
• Share merchant's sensitive data (SSN, bank account, processing statements)
• Store merchant data on personal devices
• Discuss merchant information in public places
• Use merchant data for purposes other than their account

Contract Terms That Must Be Disclosed

Always Disclose:
• Month-to-month terms (no long-term contract)
• Monthly platform fee ($45)
• Equipment ownership (they own it, not leased)
• Processing rates and any per-transaction fees
• Setup requirements (signage, staff training)
• Their right to cancel anytime

🏢 Company Culture & Values

Our Mission

"Help businesses keep more of their hard-earned money."

Every merchant we sign saves thousands of dollars annually. That money goes toward:
• Hiring more employees
• Growing their business
• Supporting their families
• Investing in their communities

We're not just selling processing - we're changing lives.

Our Core Values

1. Integrity: We do what's right, even when no one is watching. No misleading claims. No hidden fees. Honest conversations.

2. Transparency: Everything is disclosed upfront. No surprises. What we promise is what we deliver.

3. Results-Driven: We measure success by merchant savings and satisfaction. Activity matters, but outcomes matter more.

4. Merchant-First: Every decision asks: "Is this best for the merchant?" Not "What makes us the most money?" Long-term relationships over short-term gains.

What Makes Wholesale Payments Different

Traditional Processors:
• 3-year contracts with $500 cancellation fees
• Hidden fees and rate increases
• Terrible customer service (call centers, no dedicated rep)
• Profit by trapping merchants

Wholesale Payments:
• Month-to-month terms (no contracts)
• Transparent pricing, no junk fees
• Dedicated account managers with direct phone numbers
• Profit by keeping merchants happy (so they stay)

Our Growth Story

Inc. 5000 Fastest-Growing Company
• 606% three-year growth rate
• 2nd largest privately-held processor in industry
• Thousands of merchants nationwide
• Profitable from day one (no debt, fully owned)

Why We're Growing: Merchant retention. 95%+ of our merchants stay because we deliver on our promises.

Team Structure & Resources

Who to Contact For:

Technical Support: [Support Team] - Equipment issues, POS integration questions
Compliance Questions: [Compliance Team] - Legal questions, signage requirements
Contract Issues: [Contracts Team] - Pricing questions, terms clarification
Manager Coaching: [Your Manager] - Sales strategy, role-playing, performance review
Primary Dashboard: Google Drive Resources

Commission Structure

How You Earn:

Upfront Commissions:
• Per deal: $400-$3,000 based on merchant volume
• Higher volume = higher commission
• Paid within 30 days of merchant activation

Residual Income (The Real Money):
• 50% split of monthly platform fees
• Paid monthly as long as merchant processes
• Builds over time = passive income
• Example: 100 merchants = $5,000-15,000/month recurring

Monthly Bonuses:
• $750-$2,500 based on monthly volume closed
• Tier structure incentivizes higher performance

The Math:
Month 1: Close 10 deals = $15,000 upfront + $500/month residual
Month 12: 120 total deals = $180,000 upfront (year) + $10,000-20,000/month residual
Every deal pays FOREVER. Build the book.

🎭 Role-Play Scenarios

How to Use These: Practice with a colleague or manager. One person plays agent, other plays merchant. Run through scenario, then switch roles. Record if possible and review.

Scenario 1: Cold Call to Restaurant Owner - "I'm Happy" Objection

Setup: Calling restaurant processing $80K monthly, been with current processor 5 years

Merchant Response After Opener: "I appreciate the call, but I'm pretty happy with who I have. They've been good to us."

Your Goal: Don't argue. Ask discovery questions to uncover hidden pain. Position your offer as verification, not replacement.

Success Metrics: Get them to agree to see statement analysis or schedule follow-up call.

Scenario 2: Follow-Up Call - "I Need to Think About It"

Setup: Called last week, qualified them, sent info. Following up as promised.

Merchant Response: "Yeah, I got your email. I'm still thinking about it. Haven't had time to review everything."

Your Goal: Identify real objection (it's not "thinking about it"). Isolate concerns. Create urgency.

Success Metrics: Schedule demo/implementation call or identify the actual objection blocking progress.

Scenario 3: Warm Referral - Highly Qualified, Ready to Move Fast

Setup: Existing merchant referred their friend. Processing $120K monthly, frustrated with current processor.

Merchant Response: "Yeah, [Referrer] told me about you guys. I'm definitely interested. What do I need to do?"

Your Goal: Don't oversell. Confirm details, emphasize promotional offer, move to close quickly.

Success Metrics: Application submitted by end of call, implementation scheduled.

Scenario 4: Customer Complaint Objection

Setup: Retail store owner, nervous about customer perception

Merchant Response: "I get what you're saying about dual pricing, but won't my customers complain? This seems like it could hurt my reputation."

Your Goal: Address fear with facts. Use gas station analogy. Provide social proof. Emphasize customer choice.

Success Metrics: Merchant agrees it's worth trying, moves forward with 3-month promotional offer as "test."

Scenario 5: Gatekeeper Battle

Setup: Calling business, gatekeeper answers

Gatekeeper: "[Owner] is busy. What's this regarding? Are they expecting your call?"

Your Goal: Get past gatekeeper without lying. Create urgency. Use authority positioning.

Success Metrics: Get transferred to owner or schedule specific callback time.

Scenario 6: Price Objection - "Your Rates Are Too High"

Setup: Prospect comparing you to competitor quote

Merchant Response: "I got a quote from [Competitor] at 2.2% + $0.10. You're more expensive."

Your Goal: Reframe from rate to total cost. Show effective rate calculation. Position dual pricing as eliminating costs entirely.

Success Metrics: Merchant agrees to let you analyze their current statement to show true comparison.

Scenario 7: Decision Maker Objection

Setup: Manager interested but doesn't have authority

Merchant Response: "This sounds good, but I need to run it by the owner. He handles all the financials."

Your Goal: Get owner contact info. Position three-way call. Equip manager with info to present to owner.

Success Metrics: Schedule call with owner or get owner's contact info for direct outreach.

Scenario 8: Technical Objection - POS Integration

Setup: Merchant using specialized POS system

Merchant Response: "We use [specific POS]. I don't want to mess with what's working. Will this integrate?"

Your Goal: Demonstrate integration experience. Offer parallel run option. Remove implementation fears.

Success Metrics: Merchant agrees to installation consultation to confirm compatibility.

Practice Frequency:
• New agents: Daily role-plays for first 2 weeks
• Experienced agents: 2-3 times per week
• All agents: Before launching new script or offer

Record Role-Plays: Listen back, self-critique, improve.

📖 Recommended Sales Books

"Fanatical Prospecting" by Jeb Blount

Why Read It: The definitive guide to prospecting and pipeline management. Covers cold calling, email, social, and multi-channel outreach.

Key Takeaway: The pipeline is everything. Fill it or starve. Activity beats strategy.

Best For: New agents learning to dial, experienced agents in a slump

"The Challenger Sale" by Matthew Dixon & Brent Adamson

Why Read It: Teaches insight-based selling. How to teach prospects something they don't know, creating urgency and differentiation.

Key Takeaway: Best salespeople "challenge" prospects' thinking, not just present solutions.

Best For: Agents selling to sophisticated buyers, consultative selling

"SPIN Selling" by Neil Rackham

Why Read It: Question-based selling methodology. Situation, Problem, Implication, Need-Payoff questioning framework.

Key Takeaway: Great salespeople ask more questions than they make statements.

Best For: Discovery and qualification improvement

"Never Split the Difference" by Chris Voss

Why Read It: Negotiation tactics from FBI's lead hostage negotiator. How to get what you want through tactical empathy.

Key Takeaway: Mirroring, labeling, and calibrated questions are more powerful than aggressive negotiation.

Best For: Objection handling, closing, difficult conversations

"Way of the Wolf" by Jordan Belfort

Why Read It: Straight Line Persuasion system. How to control sales conversations and close more deals.

Key Takeaway: Certainty is everything. Create certainty in product, company, and you.

Best For: Closing techniques, tonality, objection handling

"The Little Red Book of Selling" by Jeffrey Gitomer

Why Read It: Quick-read fundamentals. 12.5 principles of sales greatness.

Key Takeaway: People don't like to be sold, but they love to buy. Create buying environment.

Best For: Refresher on fundamentals, easy weekend read

"Influence: The Psychology of Persuasion" by Robert Cialdini

Why Read It: Six universal principles of influence: reciprocity, commitment, social proof, authority, liking, scarcity.

Key Takeaway: Understanding WHY people say yes is more important than WHAT you say.

Best For: Understanding buyer psychology, positioning strategies

"Gap Selling" by Keenan

Why Read It: Problem-identification selling. How to uncover and quantify the gap between current state and desired state.

Key Takeaway: Don't sell solutions. Sell the problem. People buy when the pain of staying is greater than the pain of changing.

Best For: Discovery, value quantification, creating urgency

"The Sales Development Playbook" by Trish Bertuzzi

Why Read It: Outbound development tactics. Building pipeline, qualification frameworks, metrics that matter.

Key Takeaway: Process beats talent. Build repeatable systems.

Best For: Building structure, improving consistency, scaling results

📚 Reading Goal: One book per month = 12 books per year
⏰ Daily Commitment: 15-20 minutes per day (morning or before bed)
📝 Application: For each book, write 3 tactics you'll implement immediately

🎥 Video Library

📁 Primary Resource Hub: Access the main Google Drive for all training videos, recorded calls, and updated resources:
Access Primary Dashboard →

📹 Planned Video Training Modules

Note: Actual video links to be populated by management team. Placeholders below show planned content:

🎓 Onboarding Video Sequence:
Week 1: Modules 1-2 (Product knowledge)
Week 2: Modules 3, 6 (Objections & qualification)
Week 3: Modules 4-5 (Learn from winners)
Week 4: Modules 7-8 (Advanced techniques)

My Battle-Tested Scripts & Insights

Auto-saved

Log a New Win

Business Name

Monthly Volume

What Made This Deal Close?

📈 Personal Stats

Dials Today

Conversations

Qualified Leads

Appointments Set

🎯 Welcome to Your Sales Command Center

📈 Quick Start Guide

For New Agents:

For Experienced Agents:

For Sales Managers:

📚 Reference Guides

🎯 Today's Focus

🔥 This Week's Proof Point

⚡ The 7 Performance Multipliers

📚 Playbook Navigation Guide

🛡️ Objection Destroyers

Objection: "Won't customers complain?"

Objection: "I don't want more cash"

Objection: "My customers don't carry cash"

Objection: "Can you beat my current rate?"

Objection: "I'm in a contract"

Objection: "What's the cancellation fee?"

Objection: "I'm happy with my processor"

Objection: "We just switched processors"

Objection: "Is this legal?"

Objection: "Will this work with my POS system?"

Objection: "How long does installation take?"

Objection: "What if the equipment breaks?"

Objection: "I can't afford downtime during the switch"

Objection: "What about online/e-commerce processing?"

Objection: "Send me information"

Objection: "I need to think about it"

Objection: "What's the catch?"

Objection: "I need to talk to my partner/CFO/boss"

Objection: "How much does your service cost?"

Objection: "I've never heard of your company"

Objection: "I don't trust payment processors"

Objection: "We're too small for this"

Objection: "This isn't a good time, we're in our busy season"

Objection: "Can we revisit this after the holidays?"

Objection: "I'm too busy to deal with this right now"

Objection: "What if you go out of business?"

Objection: "My current processor offers free processing"

Objection: "I was quoted a lower rate by someone else"

Objection: "You're more expensive than [competitor]"

Objection: "The math doesn't make sense for my volume"

Objection: "Will it work with my POS system?"

Objection: "Send me information"

Objection: "I need to think about it"

Objection: "What's the catch?"

Objection: "I need to talk to my partner/CFO/boss"

Objection: "I don't trust payment processors"

🎯 Closing Techniques

The Assumptive Close

The Cost of Inaction Close

The Alternative Choice Close

The Direct Ask Close

The Takeaway Close

The Urgency Stack Close

The Question Flip Close

The 3-Month Risk-Free Trial Close

⚙️ Equipment & Installation Success Protocol

📋 Equipment Qualification (DURING The Sale)

📦 The Equipment Presentation

🔥 The Setup Commitment (Get This BEFORE You Hang Up)

📲 Installation Day Protocol

Your Text When Tracking Shows "Delivered":

On The Setup Call:

⚖️ The Compliance Training (MUST DO)

✅ The 30-Day Success Call

⚔️ Competitive Intelligence

vs. Large Web Services Company

"They're a Website Company" Positioning

The "Both/And" Strategy

vs. Mobile Payment Companies

vs. Developer-Focused Platforms

vs. Traditional Processors

Feature Comparison Table

🍽️ Restaurant Industry Playbook

🎯 Restaurant-Specific Pain Points

1. Credit Card Fees Eating Razor-Thin Margins

2. Tip Adjustment Complications

3. Weekend/Evening Processing Volume Spikes

4. Multiple Revenue Streams (Dine-in, Takeout, Delivery, Catering)

5. Staff Training and Turnover