02/26/2025
The $18,000 Mistake That Changed How I Sell Forever
A few years ago, I sat across from a business owner who ran a small chain of restaurants. He was frustrated—processing fees were eating into his margins, but every sales rep he spoke to was pitching the same “lower rates” offer.
I pulled out his latest statement and ran a quick analysis. Within minutes, I spotted a massive leak—he was paying hidden fees on keyed-in transactions that weren’t necessary.
“Do you know you’re overpaying by about 30 basis points per transaction?” I asked.
He looked at me like I had just told him his kitchen was on fire.
“No way. My guy said I have the best rates available.”
I crunched the numbers right in front of him. When I showed him the breakdown, his jaw dropped.
“You’re losing $18,000 a year—money that should be in your pocket, not your processor’s.”
🔹 Here’s the crazy part: Every other sales rep he spoke to had missed this completely.
They were too busy pushing the “we’ll save you money” pitch instead of actually understanding his business.
That’s when it hit me:
👉 Business owners don’t need another rep selling rate cuts.
👉 They need a strategic partner who knows how to increase profitability.
👉 The best sales reps don’t “sell”—they diagnose problems and offer solutions.
đź’ˇ This one mindset shift changed everything for me.
Instead of chasing deals, I started educating business owners on how to actually increase their bottom line.
And when I did?
âś… My close rates shot through the roof.
âś… Business owners trusted me instantly.
âś… My residual income compounded month after month.
🔹 The Lesson? If you’re in merchant services (or any sales role, really), stop trying to sell your product and start selling solutions.
Because the moment you become the expert that business owners turn to for financial insights? You’re no longer competing on price—you’re writing your own checks.
🚀 Drop a comment below—what’s the biggest “aha” moment you’ve had in sales?
