ATM Sales: Part 1, Approaching the Sale

By Vito | February 22, 2011

By nature, many of us ATM operators are not natural salesmen.  In fact, for those of you who are drawn to the more mechanical side of the ATM industry you may downright despise the selling aspect of the business.  But, as small business owners with likely one or no employees, we’re thrust into the role of salesman when trying to grow our businesses.

Most people do not have the rosiest stereotypes of salesman, and perhaps rightfully so.  But regardless of the stereotypes, selling requires a certain gusto and is not suited for the shy.  Just as important, however, is being prepared.  If you’ve had the good fortune of arranging a meeting with the decision-maker of a business, then the last thing you want killing the sale is lack of professionalism or being unprepared.  So, here are some initial pointers.

Have a business card.  Seems like an obvious one right?  Well, not so fast.  I can’t tell you how many times in business situation that one of the parties forgets to bring a business card.  This represents both a first impression and a convenient means for them to retain all your contact information.  I’ve also been handed cards that were wrinkled and bent.  Invest $10 to buy a business card holder, that way they always stay nice and sharp.  Also, don’t skimp on cheap cards, spend a bit of money to have them professionally designed and printed on good paper stock.  These days you can get 1,000 for around $50 – $75, that should last a lifetime.

Be well-groomed.  In the ATM industry most of us aren’t wearing suits and ties, but make sure you look presentable.  Comb your hair, make sure your clothes are clean, and keep your facial hair tidy.  Again, you only get one first impression and the more well-put-together you look the more likely your prospect is to project in his own mind that you are a successful business operator.

Have brochures of ATM’s.  People like to visualize what’s about to be placed in their store, having brochures of the models that your business uses helps the prospect envision that.  Take out the guess work, get brochures from your distributor so your prospects can literally see what they’re signing up for.

Bring your contracts and a pen.  Nothing could be worse than having a customer who is ready to sign but has no contract to sign!  I used to carry a small binder with every contract, and variation possible.  If I had to alter the contract, I’d cross it out and initial, while having the customer initial.  Always be prepared to close the deal.

Check in soon for part 2.

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