Track One

Sales & Outreach.

How to find merchants and turn first contact into a pipeline — across phone, email, in person, and networking. The complete sales playbook for everyone from day-one rookies to senior closers.

5Sections

14Pages

18Scripts

Track 01 of 03

Vol. 01 / 2026

Field Edition

Track One — Sales & Outreach

Sell Like
You Mean It.

Five sections covering the industry, cold outreach across every channel, the method, the objections, and the thirty-day ramp for new agents.

For Every Agent

Industry · Cold Calling · 50·5·1 · Rebuttals · Green Agent

Contents.

Five sections. One playbook.

Understanding the IndustryHow payments actually move — interchange, processors, ISOs, and where NetSimple makes money

P. 03

Cold Calling 101Fundamentals of cold calling — phone, email, and in person — plus networking and B2B referrals

P. 06

The 50 · 5 · 1 RuleThe proven daily activity model that builds books of business at NetSimple

P. 11

Rebuttals & Objection HandlingThe fifteen most common objections and the language that turns them around

P. 13

Green Agent TrackA 30-day ramp plan for brand-new agents — week by week, day by day

P. 16

Foundations

Understanding the Industry.

Before you sell a single terminal, you have to know how the money moves. Merchants smell fakers in the first thirty seconds. Real knowledge is what gets you past the front desk.

The four parties on every transaction.

Every time a card is swiped, dipped, or tapped, four entities take a cut or play a role. You have to be able to name them and explain them in plain English.

Party	Role	Examples
Cardholder	The consumer paying with a card. They want speed, security, and rewards.	Your merchant's customer
Merchant	The business accepting the card. Pays processing fees in exchange for the ability to accept cards.	Your prospect
Acquirer / Processor	Routes the transaction, settles funds into the merchant's bank, handles risk.	FIS, Fiserv, TSYS, Elavon
Issuer	The bank that issued the consumer's card. Approves or declines based on funds and fraud signals.	Chase, Capital One, Amex
Card Brands	Set the rules of the road — interchange categories, dispute rules, compliance.	Visa, Mastercard, Discover, Amex

Where the fee actually goes.

When a merchant pays — say — 2.85% on a transaction, that money is split. Most of it never comes to us. Understand this and you can defend NetSimple's pricing against any competitor.

≈ 80%

Interchange

Paid to the issuing bank. Set by Visa/Mastercard. Non-negotiable. Same for every processor on earth.

≈ 5%

Assessments

Paid to the card brands themselves. Also fixed. Also non-negotiable.

≈ 15%

Markup

This is the only part the processor — and you — actually compete on. This is where the deal is won.

Why this matters on a call

When a merchant says "your competitor offered me 2.6%" — you know roughly 85% of that rate is identical to ours. The fight is over the last 15%. That fight is won on service, hardware, and trust — not pennies.

Pricing models you must be able to explain.

Model	How It Works	Best Fit
Interchange-Plus	True cost + a fixed markup. Most transparent.	Mid-to-large merchants, B2B
Flat Rate	One rate for everything (Square's classic 2.6% + 10¢). Simple, often expensive at scale.	Very small / new merchants
Cash Discount / Dual Pricing	Merchant posts a cash price; card-paying customers cover the fee.	Merchants doing >$15K/mo

Who NetSimple is in the food chain.

NetSimple is an ISO/Agent organization — Independent Sales Organization. We sit between the merchant and the processor. We own the relationship, the service, and the value-add (POS, web, gateway integrations). The processor handles the rails; we handle the merchant.

What that means for you

You can pull from multiple processors to fit the merchant
You earn residual — a share of the markup every month, for the life of the account
One good board can pay you for years
Build a portfolio that compounds and can sell

What that means for the merchant

One human point of contact — you
Hardware, software, and processing handled together
Local service vs. an 800 number
Real problem-solving when things break

Vocabulary you must own.

If a merchant uses one of these words and you stall, you lose. Memorize cold:

MID	Merchant ID — the unique number assigned to a merchant account.
TID	Terminal Identification Number — assigned per device. A merchant can have as many TIDs as they need under one MID (one for each terminal, POS station, or virtual terminal).
Chargeback	A cardholder dispute that pulls funds back from the merchant.
PCI Compliance	Security standards every merchant must meet to accept cards. NetSimple helps them stay compliant.
Batch	The daily settlement of all transactions to the merchant's bank.
EMV	The chip-card standard. Liability shifted to non-EMV merchants in 2015.
NFC / Contactless	Tap-to-pay (Apple Pay, Google Pay). Now table stakes.
Gateway	The software bridge that authorizes card-not-present transactions.
Tokenization	Replacing card data with a secure token — what keeps a merchant out of breach trouble.
Statement Analysis	The single most powerful prospecting tool we have. More on this in Section 04.

End of Section 01

Cold Calling

Cold Calling 101.

Cold calling is not just the phone. It's every first touch — phone, email, in person, and the network you build at chamber events and B2B referral groups. This section covers the four channels that fill your pipeline.

The four channels of cold outreach.

Every new merchant relationship starts in one of four places. The best agents work all four — they don't pick one and hope. Each channel has different rules, different tone, and different best practices.

Phone

Highest volume, highest reach. Best for the daily power-dial block. Lowest conversion per touch — but you make up for it in raw numbers.

Email

Best for follow-up and the merchants who say "send me something." Useless as a standalone — always paired with a phone or in-person plan.

In Person

Highest conversion per touch. The walk-in is the most underused weapon in the business. You see the POS, you read the room.

The fourth channel — networking

Chamber events, referral groups, existing merchants, friends, family. Slowest to build, by far the highest close rate. Covered on page 9.

Channel 01 — The Phone.

The first seven seconds.

Merchants decide whether to listen or hang up almost immediately. Your opening sentence has one job: earn the next sentence. Don't pitch. Don't list features. Earn the next sentence.

"Hi, this is [YOUR NAME] with NetSimple — I'll be quick. I work with restaurants on this side of town on their card processing and POS, and I wanted to ask you one honest question before you decide whether this call is worth ninety seconds. Fair?" Why it works Names the category. Names the geography. Names the time commitment. Asks permission. Doesn't lie about being a "quick favor" or pretend to know them.

Tone before words.

Do

Stand up when you dial
Smile — they hear it
Talk slower than feels natural
Drop your pitch at the end of statements, not up
Pause after your opener. Let them respond.

Don't

Sound like a script
Apologize for calling
Ask "how are you today?"
Lead with rate or savings
Try to close on call one — close for the meeting

Phone — getting past the gatekeeper.

The gatekeeper is not your enemy — they are doing their job. Respect them, name them, remember them. If you treat the gatekeeper like a person, they will hand you the owner. If you treat them like an obstacle, they will block you forever.

"Hey — would you happen to know who handles the credit card machine and the POS for the restaurant? I don't need to bother them today, I just want to make sure my paperwork has the right name on it for when I follow up." Why it works You're not asking to be put through. You're asking for a name. Names are cheap. They give them up.

Phone — voicemail's eleven-second rule.

Most voicemails are deleted in the first eleven seconds. Leave a reason to call back, not a pitch.

"Hey [FIRST NAME], this is [YOUR NAME] at NetSimple — [YOUR DIRECT NUMBER]. I had a quick question about your card processing — nothing urgent. If you've got a minute today, give me a ring back. Again, [YOUR NUMBER]. Thanks." Why it works No pitch. No claim of savings. A real human with a real question. Phone number twice. Under fifteen seconds.

Phone — best times to call.

Owners are not at the front. They are in the back. Call when staff is light and lunch rush is over. Adjust by vertical.

Vertical	Best Window (Local Time)	Worst Window
Restaurants (full service)	2:30 PM – 4:30 PM	11:30 AM – 1:30 PM · 5:30 PM – 9 PM
Quick-service / coffee	10:00 AM – 11:00 AM · 2:00 PM – 3:30 PM	7 AM – 9 AM · noon rush
Retail (boutique)	11:00 AM – 1:00 PM · 3:00 PM – 5:00 PM	Saturday afternoons
Auto / Service	9:00 AM – 11:00 AM	End of day Friday
Salon / Spa	Tuesday – Thursday, 10 AM – 2 PM	Monday (often closed)
Professional / B2B	8:00 AM – 9:30 AM · 4:00 PM – 5:30 PM	Mid-day meetings

Phone — the four call outcomes.

Outcome	What It Looks Like	Next Step
No Contact	Voicemail, gatekeeper block, hung up before pitch	Note + cadence — try again in 3-5 days, different time of day
No Interest	Decision-maker reached, hard no	Acknowledge, send statement-analysis offer, 90-day cadence
Curious	Engaged but not committing — "send me something"	Email + same-day follow-up call confirming receipt
Appointment	Calendar held, statement requested or in-person meeting set	Confirmation email within 10 minutes. Reminder day-of.

The cardinal rule of the dial

A dial that doesn't reach a decision-maker isn't a dial — it's research. Note the gatekeeper's name, the hours the owner is in, and the current setup. Now your next call isn't cold.

Channel 02 — Email.

Email is a follow-up tool, not a prospecting tool. Cold emails to merchants who've never heard your name almost never convert. But email after a phone call, a walk-in, or a referral is gold — it confirms you exist, gives them something to forward, and creates a paper trail that says "you're real."

The five rules of a cold email that gets opened.

Subject line under 6 words. "Quick question about your processing" beats "NetSimple Payment Processing Solutions for Your Business" every time.
Personalize the first line. Reference their business by name and something specific — their location, their POS, a recent change. "Saw the new patio at Mario's — looks great" beats "Hope you're well."
Under 100 words, total. If they have to scroll, you lost.
One call to action. Not "let me know if you want to chat or I can send more info or we can schedule a demo." Pick one. The statement review is the easiest yes.
Send from a real address, not a marketing tool. Plain text. No logos in the body. No tracking pixels. It must look like a person sent it.

Subject: Quick question, Mario's

Hi [FIRST NAME] —

Drove past Mario's yesterday — the patio looks fantastic. I'm [YOUR NAME], local rep for NetSimple. I help restaurants on the east side trim their card processing costs.

I'm not asking to switch — just two minutes with one of your recent merchant statements. If your current rate is fair, I'll tell you. If not, I'll show you exactly what's off.

Worth a look? I can come by Thursday afternoon or call when you're free.

[YOUR NAME] · [PHONE] · NetSimple Why it works Specific first line. Names the ask in one sentence. Offers two options (visit or call) with low commitment. No attachments. No logos. Under 100 words.

The follow-up cadence.

Day	Channel	Action
Day 1	Phone	First call. Voicemail if needed.
Day 2	Email	Personalized email. Reference the call attempt.
Day 5	Phone	Second call. Different time of day.
Day 8	Walk-in	Drop by in person. Business card. Two minutes.
Day 14	Email	Short check-in. New angle (case study, news item).
Day 30	Phone	Reset. New opener. Treat as a fresh attempt.
Day 90	Any	Long-cycle re-engagement. Market change, referral angle.

Channel 03 — In Person (the walk-in).

The walk-in is the most underused channel and the highest-conversion one. You see what they have. You read the room. You get a real human reaction. And critically — you can't be sent to voicemail.

The walk-in playbook.

Pick a route the night before. 8–12 merchants within a half-mile loop. Vertical-clustered (restaurants together, retail together).
Walk in during a slow hour. Same windows as the phone table on page 7. Don't show up at lunch.
Buy something small. Coffee, an item, anything. You're now a customer, not a salesperson.
Eyes first, mouth second. Note the terminal or POS. Read the receipt. Look at the line — is it tap-enabled, EMV, contactless?
Ask for the owner — but accept the gatekeeper. "Hey, is the owner around? No worries if not — what's the best time to catch them?"
Two minutes, max. Hand a card. Say what you do in one sentence. Ask one question. Leave.

"Hi — quick question. I'm [YOUR NAME], I work with restaurants on this side of town on credit card processing. I noticed you've got a [CLOVER / SQUARE / VALOR / OTHER] up there — is the owner the one who handles that, or someone else? I'm not here to pitch, I just like to know who to ask for when I follow up." Why it works Observation-based — you saw their setup. Asks a question instead of pitching. Names who you want to talk to. Gives them permission to brush you off without saying no.

Channel 04 — Networking.

Networking is the slowest channel and the most lucrative. A cold call gets you 1 board per 50 touches. A warm referral gets you 1 board per 3 introductions. The math is not close — but networking takes months to build, which is why most agents skip it. Don't.

The four networking sources that actually produce.

Chamber of Commerce Events

The local chamber holds monthly mixers, ribbon cuttings, and breakfast meetings. Every business owner in town walks through these events eventually. Show up to every single one for six months and you will be known as "the payments guy in town."

Join the chamber — the membership fee pays back in one board
Volunteer for a committee (events, ambassador program)
Sponsor one event per quarter — even a small one

BNI / Referral Groups

Business Networking International and similar weekly referral groups are explicitly designed to swap leads. One member per category — so once you're in, you're the payments person for that group.

Visit three groups before committing — chemistry matters
Plan to give 6 months before you expect to receive
Bring referrals to others first — it comes back

B2B Partnerships

Find professionals who already work with merchants — but don't compete with you. They are your highest-quality lead source.

Accountants & bookkeepers — see merchant statements daily
Business insurance brokers — talk to owners about cost
Commercial bankers — onboard new businesses
POS resellers who don't do payments themselves
Web designers & marketing agencies — pair on website cross-sells
Restaurant supply / equipment reps — same buyer, different sale

Friends, Family, & Existing Merchants

The warmest possible lead. The merchant who's been with you 6 months and loves you is your best closer.

Ask every merchant at day 60 for two names — by name
Tell friends and family specifically what you sell — "if you know anyone who runs a business that takes cards…"
Pay a real referral bonus — and pay it fast
Send thank-you cards. Old school works.

How to work a chamber event.

Most agents go to chamber mixers, eat the cheese, and leave. Don't. There's a method.

Arrive 10 minutes early. The early arrivals are the regulars — they know everyone.
Don't sell. Ask. "What do you do?" → listen. "How long have you been at it?" → listen. You'll learn who actually owns a business and who's W-2.
Have a one-line answer ready when they ask what you do: "I help local businesses on this side of town with credit card processing and POS — like Clover and Square." One sentence. Then shut up.
Collect 5 business cards. Not 50. Five real conversations beat fifty handshakes.
Follow up within 24 hours. A short email referencing what they told you. No pitch. Just: "Great meeting you — let's grab coffee."
Show up to the next one. And the next. Networking compounds. Six months in, you'll know everyone in the room.

"I'm [YOUR NAME] with NetSimple — we do credit card processing, POS systems like Clover and Square, and merchant websites for small businesses in [CITY/AREA]. I'm always happy to do a free statement review for anyone who wants one — no obligation, just a second set of eyes on what they're paying." Why it works as a networking line Names the company. Lists the products in plain English. Gives a low-risk reason to follow up. Doesn't pitch — offers a free service. Easy to refer to a friend.

The mindset.

Every "no" gets you closer to a "yes." Don't take it personally. They don't know you. They're not rejecting you — they're rejecting an interruption. Your job is to be the interruption that was worth it. — NetSimple house philosophy

End of Section 02

The Method

The 50 · 5 · 1 Rule.

If you do this every day — every day, not most days — you will build a six-figure book. This is not theory. This is the math of the NetSimple business.

50Merchant Touches

5Real Appointments

1Closed Account

250

Touches / Week

Appointments / Week

New Boards / Week

What counts as a touch.

A touch is a meaningful attempt to engage a decision-maker. Not every dial. Not every voicemail. Touches are quality-weighted.

Cold call reaching a real person — 1 touch
Cold call ending in voicemail with a message left — 0.5 touch
Walk-in at a merchant location, business card exchanged — 1.5 touches
Personalized email referencing their business by name — 0.5 touch
LinkedIn message with research-based opener — 0.5 touch
Referral introduction from an existing merchant — 2 touches
Statement received for analysis — counts as a confirmed appointment

The daily breakdown.

Fifty touches a day sounds like a lot. Broken into blocks, it's controllable.

Block	Activity	Target
9:00 – 10:30 AM	Power-dial block. Cold outbound. No email, no admin.	20 dials
10:30 – 11:30 AM	Door-knocking route — neighborhoods picked the night before.	10 walk-ins
11:30 – 1:00 PM	Lunch & restaurants — observe POS systems, note owners.	5 intel touches
1:00 – 2:30 PM	Appointments & statement reviews.	2 meetings
2:30 – 4:00 PM	Second dial block. Restaurant owners are reachable now.	15 dials
4:00 – 5:00 PM	Follow-ups, emails, CRM, tomorrow's list.	10 touches

The compound effect

5 boards per week × 50 weeks = 250 merchants in year one. At an average residual of $40–$80 per merchant per month, that's $10,000–$20,000 of monthly residual income by month twelve — earned for the life of those accounts.

The daily tracker.

You cannot manage what you do not measure. Fill this in by 5:30 PM every day. No exceptions.

Day	Dials	Convos	Walk-ins	Apts Set	Statements In	Boards
Monday	____	____	____	____	____	____
Tuesday	____	____	____	____	____	____
Wednesday	____	____	____	____	____	____
Thursday	____	____	____	____	____	____
Friday	____	____	____	____	____	____
WEEK TOTAL	____	____	____	____	____	____

The agents who hit their numbers don't have more talent. They have more days where they did the work. Show up. Dial. Walk. Repeat. — NetSimple sales floor maxim

End of Section 03

Objections

Rebuttals & Objection Handling.

An objection is not a "no." It's a question dressed up as resistance. Your job is to hear it correctly, validate it, and answer it without ever sounding defensive. Below are the fifteen you will hear ninety percent of the time.

OBJECTION 01 / "I'm happy with my current processor."

"That's great — honestly, most of my best merchants said the same thing when I first met them. I'm not asking you to switch today. I'm asking for two minutes with one of your recent statements so I can show you what's actually on it. If everything looks right, I'll be the first to tell you to stay where you are. Fair?" Strategy Agree → reframe → ask for the statement. The statement is the foot in the door.

OBJECTION 02 / "I'm in a contract."

"Most merchants are — that's actually how most processors keep accounts they shouldn't have. We do two things with contract merchants. First, we look at the statement and tell you exactly what you're being charged. Second, if it makes sense, we cover the early termination fee up to a cap. Either way, you'll know what your contract is really costing you. Worth a look?" Strategy Acknowledge → offer ETF coverage as a real lever → request the look.

OBJECTION 03 / "Just send me information."

"Happy to — but here's the honest truth: a brochure won't tell you anything useful, because pricing in this industry only makes sense when it's compared against your actual statement. So here's what I'll do — I'll send you a one-pager about NetSimple, and I'll include a short list of what to email me back so I can do a real comparison. Sound fair?" Strategy Don't fight it — comply, but tie the send to a return action.

OBJECTION 04 / "Send me an email."

"Of course. What's the best address? [get it] Great — I'll send it in the next ten minutes. One quick thing: I always follow up with a thirty-second call the next morning just to make sure it landed in the right folder. Is 9:15 or 10:30 better for you tomorrow?" Strategy Confirm the email → close on the follow-up time. You just turned a brush-off into a meeting.

OBJECTION 05 / "We don't take credit cards."

"Got it — and out of curiosity, is that because you've looked at it before and the fees didn't work, or just never been a priority? [listen] Most businesses I talk to like yours are now seeing 30-40% of customers want to pay with a card or phone. There's a way to accept cards where the customer covers the fee — not you. Worth a five-minute look?" Strategy Ask why → pivot to dual pricing / cash discount, which solves the actual objection.

OBJECTION 06 / "I'm too busy right now."

"Completely understood — I'm not going to keep you. Real quick: am I better off calling you back Thursday morning around 10, or Friday afternoon around 3? I just want to find a time that respects your day." Strategy Acknowledge → close on a specific callback time. Vague callbacks are dead callbacks.

OBJECTION 07 / "I use Square / Stripe / Toast — I love it."

"I get it — Square is great when you're starting out. Quick question: are you doing more or less than fifteen thousand a month in card volume? [if more] Most merchants past that point are leaving real money on the table with flat-rate pricing. We can keep all the things you love about Square and run the back-end at a fraction of the cost. Want me to show you what that math looks like on your numbers?" Strategy Validate → use the $15K threshold as a qualifier → quantify the leak.

OBJECTION 08 / "My brother / cousin / friend does this."

"That's perfect, actually — it means you've already got someone who can verify what I'm telling you. I'm not asking you to switch. I'm asking for a second set of eyes on your statement. If my analysis says your guy is treating you right, you'll have proof of that — and that's worth something too." Strategy Don't compete with the relationship. Use it. Become the verification, not the replacement.

OBJECTION 09 / "How do I know you're legitimate?"

"Best question you could ask, honestly. Here's the short version: NetSimple processes through [PROCESSOR], we're a member of the Electronic Transactions Association, and I can put you on the phone with three merchants in your area you can call today. Would that help?" Strategy Direct, confident, factual. Offer references unprompted. That alone beats most competitors.

OBJECTION 10 / "Your rate is higher than what I'm being offered."

"It might be — and I'll tell you why. Lowest-rate offers in this business almost always come with hidden tier shifts, junk fees, or 'gotcha' batch and PCI charges that you find on month three. I'd rather you look at the effective rate — total fees divided by total volume — on both proposals. That's the only number that tells the truth. Can I show you how to calculate it?" Strategy Move the conversation from rate to effective rate. Educate. Now you're the expert.

OBJECTION 11 / "I need to talk to my partner / accountant / spouse."

"Smart — I'd want them in too. Let's do this: instead of two meetings, let's do one. Are you all in the office together on Wednesday or Thursday this week? I'll bring the analysis and we'll walk through it once, together." Strategy Don't accept the deflection. Bundle the decision-makers. One meeting, not two.

OBJECTION 12 / "Call me back in a few months."

"Sure — I'll absolutely circle back. Help me out though: what changes in a few months that doesn't change today? [listen] Got it. While we wait for that, can I at least put a statement analysis on file so we're ready to move quickly when the time comes?" Strategy Diagnose what they're really waiting on. Often it's a deflection — and the diagnosis surfaces the real objection.

OBJECTION 13 / "I had a bad experience with a processor before."

"I'm sorry to hear that — and it's exactly why I do this job the way I do. Can I ask what happened? [listen carefully] That makes sense. Here's what I'll commit to in writing: [no early termination fee / month-to-month / local rep / response within X hours]. If any of that changes, you're free to walk." Strategy Listen. Don't defend the industry. Differentiate yourself from the bad actor with concrete commitments.

OBJECTION 14 / "Just tell me the rate."

"I will — and I want to give you the real one, not a number designed to win a phone call. The honest answer depends on your card mix, your average ticket, and your monthly volume. If you give me a recent statement, I'll give you the rate that actually applies to your business — in writing — within twenty-four hours. Deal?" Strategy Refuse to play the rate-quote game. Promise the real answer in exchange for the statement.

OBJECTION 15 / "No thanks. [click]"

The call is over. Note it. Move on. Try again in 90 days from a different angle — referral, drop-by, or a market event (rate change, new POS launch). The merchant who hangs up today is the merchant who boards in nine months. Strategy Resilience is the actual skill. The list is long.

The universal objection-handling pattern

Acknowledge — repeat back what they said so they know you heard it
Validate — agree that the concern is reasonable
Bridge — "and here's what I've found…"
Reframe — offer a new angle that addresses the underlying concern
Ask — close with a small yes, not a big one

End of Section 04

Green Agent Track

Your First 30 Days.

Brand new? This is your map. Four weeks, broken into daily and weekly checkpoints. If you do this — every step, in order — you will close your first merchant inside thirty days.

Week 01 — Learn the language.

Daily — Week 1

Day 1: Read Sections 01 & 02 of this manual. Memorize the four-party transaction model.

Day 2: Read the Product Training tab. Watch product demo videos for Clover, Valor, and Square in the NetSimple partner portal.

Day 3: Shadow two cold-call sessions with a senior rep. Take notes — write down every opener and rebuttal you hear.

Day 4: Build your prospect list. 200 local merchants minimum — name, address, vertical, current setup if known.

Day 5: Role-play with your mentor. Get through your opener and three objections without notes.

Week 02 — Hit the phones.

Daily — Week 2

Day 6: First live dial block. Goal: 30 dials, 1 conversation. Don't pitch — just have the conversation.

Day 7: 40 dials. Goal: 2 conversations, request 1 statement.

Day 8: First walk-in route. Pick 10 nearby merchants. Drop business cards, observe POS systems.

Day 9: 50 dials — your first full target. Aim for 1 appointment set.

Day 10: Friday — review your numbers with your manager. What worked? What didn't? Adjust.

Week 03 — First appointments.

Daily — Week 3

Day 11–13: Maintain 50 daily touches. Run your first statement analyses with mentor support.

Day 14: First solo appointment. Bring a printed proposal. Listen 70%, talk 30%.

Day 15: Submit first application — see the Merchant Boarding tab for the workflow.

Week 04 — Close your first.

Daily — Week 4

Day 16–18: Maintain rhythm. 50 touches, 2 appointments per week. Get a statement analysis in every appointment.

Day 19: Walk a deal through boarding from start to finish — even if it's still in underwriting.

Day 20: Schedule your first deployment. Be on-site for activation.

Day 21–25: Refine your scripts. Record yourself. Listen back. Cringe. Improve.

Day 26–29: Push for board #2. Now you know the workflow.

Day 30: 30-day review with your manager. Set 60-day goals.

Green agent success metrics.

200

Touches / Week by W2

Appointments by Day 30

First Board by Day 30

What separates the agents who make it.

It's not talent. It's not the pitch. It's not the territory. It's the willingness to do the unglamorous thing — dial after dial, walk after walk — on the days when nothing is working. The ones who keep dialing on day 21 are the ones writing $20K residual checks on day 365. — The honest truth

Agents who succeed

Track their own numbers obsessively
Ask their manager specific questions, not vague ones
Practice scripts out loud, alone, daily
Walk in to merchants, not just dial
Treat every "no" as data, not rejection
Show up every single day for the first 90 days

Agents who quit

Wait for the perfect script before dialing
Blame the territory or the rate sheet
Treat dials as a chore, not the job
Skip the 30-day check-in calls
Take three days off in the first month
Never ask for feedback

The promise of this business

No other industry pays residuals like this one. No other industry will pay you for ten years for a deal you worked thirty days. The hard part is the first ninety days. After that, the work compounds. Do the work.

End of Track 01 · Sales & Outreach

Track Two

Product Training.

What we sell, who it's for, and how to position it. Terminals, full POS, gateways, virtual terminals, QuickBooks integration, and NetSimple website solutions.

4Sections

14Pages

8+Platforms

Track 02 of 03

Vol. 01 / 2026

Field Edition

Track Two — Product Training

Know What
You Sell.

Four sections covering terminals, full POS, payment gateways and virtual terminals, QuickBooks integration, and the website cross-sell — everything you need to position and pitch NetSimple's product stack.

Products & Positioning

Valor · Clover · Square · Gateways · QuickBooks · Web

Contents.

Four sections. One complete product stack.

Product TrainingValor · Clover · Square — what they do, who they fit, how to position

P. 03

Gateways & Virtual TerminalsValor, Authorize.net, PayTrace, NMI, Clover, Square — how gateways work and the features they share

P. 07

QuickBooks IntegrationHow merchant payments flow into QuickBooks Online and Desktop — sync, reconciliation, training

P. 10

Selling Website SolutionsCross-selling NetSimple web to merchants who already trust you with their money

P. 13

Products

Product Training.

Three core products carry NetSimple's business: the Valor gateway, the Clover ecosystem, and Square. Know what each one is built for, what it costs, and — more importantly — when to recommend which.

Valor product family — VP800, VP550E, VP550 terminals

Valor — The Gateway & Terminal Platform

Valor is our flagship gateway and a family of countertop and mobile terminals. Built for merchants who want flexibility — cash discount, dual pricing, and clean reporting without paying Clover-tier hardware costs.

Strengths

Lowest cost-of-entry hardware in our lineup
Built-in cash discount and dual pricing — huge for sub-$30K/mo retail
Strong reporting portal, easy remote management
Works for in-person and virtual terminal

Best Fit

Small-to-mid retail, service businesses, professional offices, single-location merchants who want low overhead and a real terminal — not a tablet.

Clover product family — Station Duo, Flex, Mini

Clover — The Full POS Ecosystem

Clover is the most flexible POS platform we sell. Eight form factors — from a Bluetooth Go reader to the full Station Duo with customer-facing display. App marketplace with 700+ apps, inventory, employee management, online ordering — all native.

Strengths

Full POS — inventory, employees, tips, modifiers, online ordering
700+ app marketplace covers gift cards, loyalty, scheduling, payroll
Eight form factors: Go, Flex, Flex Pocket, Mini, Compact, Station Solo, Station Duo, Kiosk
Native restaurant features: tables, courses, KDS, online ordering

Best Fit

Full-service restaurants, multi-location retail, salons and spas, anyone who needs more than just a card terminal. Sweet spot: $25K–$250K monthly volume.

Square product family — Register, Stand, Terminal, Reader

Square — The Familiar Brand, Re-Priced

We resell Square hardware paired with NetSimple processing — keeping the interface merchants already know while replacing the expensive flat-rate fee structure with real interchange-plus pricing.

Strengths

Brand recognition — merchants already trust the interface
Zero learning curve for existing Square users
Excellent for QSR, food trucks, pop-up retail, farmers markets
NetSimple's processing significantly undercuts Square's native 2.6% + 10¢

Best Fit

Existing Square users who've outgrown flat-rate pricing — typically the moment a merchant crosses $15K/month in card volume. Also great for mobile and pop-up businesses.

The recommendation matrix.

When a merchant tells you what they do and what they want, this table tells you what to lead with. Don't overthink it — let the merchant tell you what they need, then point.

Merchant Profile	Lead With	Why
Dry cleaner, $12K/mo, no POS	Valor + dual pricing	Cheap hardware, cash discount eliminates fees for merchant
Pizza shop, $45K/mo, takes orders by phone	Clover Station + online ordering	Phone orders + delivery + KDS — Clover handles it natively
Food truck on Square, $20K/mo	Square with NetSimple processing	Keep what works, fix the pricing leak
Salon, 4 chairs, appointments	Clover + booking app	Scheduling, tips, employee tracking — all in-app
B2B office, invoices, virtual only	Valor virtual terminal	No countertop needed — just gateway access
Boutique retail, multi-location	Clover Station Duo	Inventory sync, employee permissions, central reporting
New business, no volume yet	Square or Valor	Low risk, easy boarding, scale-up later
QSR, fast lines, counter-only	Clover Mini + kiosk	Speed, modifiers, counter footprint

Hardware — what's on the shelf.

Clover Hardware Lineup

Device	Form	Best For
Clover Go	Bluetooth reader paired to phone or tablet	Mobile sellers, side businesses, in-home service
Clover Flex	Handheld all-in-one with built-in receipt printer	Pay-at-table restaurants, mobile retail, curbside
Clover Flex Pocket	Lightweight handheld, digital receipts only, LTE	Servers, mobile sellers, food trucks, delivery
Clover Mini	Compact countertop tablet + printer; scales up	QSR, salons, small retail, professional services
Clover Compact	Space-efficient countertop terminal with keypad	Tight counters, simple payment-only environments
Clover Station Solo	14" all-in-one POS with receipt printer	Full retail, full-service restaurants
Clover Station Duo	14" merchant screen + 8" customer-facing display	High-volume retail, tipping flow, line-busting
Clover Kiosk	Self-service 24" ordering kiosk with 8" pay screen	QSR, counter-service, labor-constrained ops

Valor Hardware Lineup

Device	Form	Best For
Valor VL100	Countertop terminal	Simple retail and service merchants
Valor VL110	Countertop + customer PIN pad	Debit-heavy environments
Valor VL300	Smart Android terminal with screen	Cash discount / dual pricing programs
Valor RCKT	Mobile/wireless smart terminal	Service techs, mobile sellers, delivery
ValorPay Virtual	Browser-based gateway	B2B invoicing, recurring billing, MOTO

Discovery — the questions you must ask before recommending.

Never propose hardware until you've asked these. If you skip discovery you'll either over-sell hardware they don't need or under-sell and lose to a competitor who asked.

The Eight Questions

What's your average monthly card volume? Drives pricing model and product tier.

What's your average ticket size? Tells you whether per-transaction fees or rate matter more.

How many locations and how many users will need access? Single-tablet vs. networked Station vs. multi-location.

Do you need inventory, employees, tips, or modifiers? Below the line = terminal. Above = POS.

Are you online — website orders, third-party delivery, social commerce? Determines online-ordering and e-comm integrations.

What does the current setup look like — what works, what doesn't? Tells you what to keep, what to fix.

Who's your competition for this decision? Surfaces other proposals you'll need to beat or differentiate against.

When do you need to be live? Drives urgency, install schedule, and your follow-up cadence.

The unspoken question

"Why are you talking to me?" — meaning, what is the merchant secretly hoping you'll fix? Sometimes it's a rate. Sometimes it's a bad rep. Sometimes it's that they hate calling support. Find that, and you've found the close.

End of Section 01

Gateways & Virtual Terminals

Gateways & Virtual Terminals.

Not every merchant needs a terminal on the counter. Card-not-present, B2B invoicing, recurring billing, online stores, and pay-by-text all run through a gateway. Know the six we work with, know what they share, and know how to pitch them.

What a payment gateway actually does.

A gateway is the secure software bridge between the merchant and the processor for any transaction that isn't a physical card-present swipe. It encrypts card data, tokenizes it, routes the authorization, and returns the response. Without a gateway, your merchant can't take a phone order, invoice a customer, or run an online store. With one, every card-not-present revenue stream is unlocked.

When to lead with a gateway

B2B merchants invoicing customers, e-commerce sellers, service businesses that take payment over the phone, anyone with recurring subscriptions, and any merchant who needs to take a card without the customer physically present.

The six gateways NetSimple supports.

Different gateways fit different merchants. Match the merchant to the platform — don't pitch all six. Lead with one.

Valor

NetSimple-Native

Our flagship gateway. Tightest integration with NetSimple boarding, support, and reporting. Best margin for the agent.

Virtual Terminal Tap to Pay Invoicing Text to Pay Pay Button Cash Discount

Authorize.net

Industry Standard

The most widely recognized gateway in the U.S. — merchants and developers already know it. Strongest third-party integration library.

Virtual Terminal Tap to Pay Invoicing Recurring Billing Pay Button CIM Tokenization

PayTrace

B2B Specialist

Built for B2B. Level 2 / Level 3 data support drives down interchange rates for corporate-card transactions — huge for merchants selling to businesses.

Virtual Terminal Invoicing Level II / III Recurring Billing Customer Vault Pay Button

NMI

Developer-Friendly

The most flexible gateway under the hood. White-label friendly, strong API, supports complex multi-MID structures. Often the gateway of choice for franchises and SaaS platforms.

Virtual Terminal Tap to Pay Invoicing Text to Pay Customer Vault API / Webhooks

Clover

Hardware-Bundled

Clover's gateway comes built into the Clover ecosystem. Best fit when the merchant already runs Clover hardware and wants every payment channel in one dashboard.

Virtual Terminal Tap to Pay Invoicing Text to Pay Online Ordering Pay Button

Square

Familiar UX

Square's gateway is part of the Square dashboard merchants already know. Lowest friction for existing Square users who want online and in-person under one roof.

Virtual Terminal Tap to Pay Invoicing Text to Pay Pay Button Square Online

The six features every gateway shares.

Every gateway above offers the same core features under different names. Learn these six and you can pitch any gateway with confidence — and answer the merchant's actual question, which is almost never "what gateway?" but "can it do X?"

Virtual Terminal

A browser-based screen where the merchant manually keys in card information — same as if they had a physical terminal. The classic MOTO (mail order / telephone order) use case. No hardware required.

Tap to Pay

The merchant uses their own phone (iPhone or Android) to accept contactless card and mobile wallet payments. No reader, no countertop hardware. Perfect for service techs, mobile sellers, and pop-ups.

Invoicing

The merchant emails a branded invoice with a "Pay Now" link. The customer clicks, pays securely, and the merchant gets paid — often within 24 hours instead of 30 days. Game-changer for B2B and service businesses.

Text to Pay

The merchant sends a payment link by SMS. The customer taps the link, completes payment on their phone. Open rates on text are 98% vs. 20% for email — fastest way to get paid.

Payment Button

A snippet of code the merchant drops into their website, email signature, or social bio. Click it, get to a hosted payment page. Easiest e-commerce on-ramp for merchants without a full online store.

Recurring Billing / Vault

Securely store a customer's card on file (tokenized — the merchant never sees the actual number) and bill on a schedule. Subscriptions, payment plans, memberships, retainers — all run on this.

How to match the gateway to the merchant.

Merchant Profile	Lead With	Why
B2B distributor selling to other businesses	PayTrace	Level 2/3 data lowers interchange on corporate cards — real savings on every transaction
Online store, custom built	Authorize.net or NMI	Both have the strongest developer libraries — your merchant's web developer will already know them
Franchise, multi-location, or SaaS	NMI	White-label support and multi-MID handling are built in
Existing Clover merchant	Clover	Same dashboard they already use — no second login to learn
Existing Square user adding card-not-present	Square	Same familiar interface, all under one roof
New merchant, simple needs, NetSimple-first	Valor	Tightest integration with our boarding and support — easiest for the rep, too
Service business invoicing customers	Valor or Authorize.net	Strong invoicing + recurring billing in both
Mobile seller, no countertop	Any with Tap to Pay	Phone-as-terminal replaces hardware entirely

The gateway pitch.

"Quick question — do you ever take a card without the customer being there? Phone orders, invoices, recurring charges, online sales? [wait for yes] Then you need a gateway, not just a terminal. The good news is everything you'd need — virtual terminal, invoicing, text-to-pay, even tap-to-pay using your own phone — is all included. I just need to know one thing: do you have any custom software or a website that already talks to a payment system? [their answer tells you which gateway to lead with]" Why it works Diagnoses card-not-present need first, sells the bundle of features (not the brand), then asks one technical question that narrows the right gateway.

The unlock

Most merchants don't know that one gateway gives them five revenue channels at once — counter, mobile, invoice, text, web. When you connect those dots, you stop selling a "credit card thing" and start selling a way to get paid faster from anywhere.

Virtual Terminal — the deep dive.

The virtual terminal is the workhorse of the gateway. It's the screen your merchant sees when they need to charge a card without one in hand. Every gateway above offers it. Here's what to walk through when you demo it.

What a virtual terminal can do.

Run a one-time sale. Key in card number, expiration, CVV, amount. Authorize, capture, settle. Same as a counter terminal — just in a browser.
Save the card on file (tokenize). The card data is replaced with a secure token. Next charge, no re-keying. The merchant never stores actual card numbers — that's the gateway's job, and it keeps them out of PCI scope.
Charge a saved customer. One click to bill an existing customer. Critical for recurring services and follow-up invoices.
Run a refund. Full or partial. Tied to the original transaction so the funds go back where they came from.
Schedule recurring payments. Daily, weekly, monthly, custom. Subscriptions, payment plans, retainers — all from the same screen.
Set user permissions. Front desk can run sales but not refunds. Owner can run anything. Standard role-based access.
Pull reports. Transaction history, batch summaries, declined transaction reasons, chargeback alerts.

Five real use cases that close deals.

1. The phone-order restaurant

A pizzeria takes orders by phone for delivery. They have a counter terminal but it's tied up with walk-in customers. The virtual terminal lets the host take phone orders without leaving the host stand. Faster orders, fewer mistakes.

2. The B2B wholesaler

A restaurant supply company sends invoices on net-30 terms. They want to start taking cards to get paid faster — but their customers are corporate buyers. They invoice via the gateway with PayTrace's Level 2/3 data, get paid in days instead of weeks, and the interchange drops 40-80 bps because of the corporate-card data.

3. The mobile contractor

A plumber finishes a job at a customer's house. They want to get paid before driving home. Tap-to-pay on the phone takes the card right there. The gateway captures it, settles overnight, and the contractor never carries a terminal again.

4. The yoga studio

A yoga studio sells monthly memberships. They set up recurring billing on the gateway — card on file, charge on the 1st, automatic. Reduces churn from "forgot to renew" and eliminates a stack of manual collections every month.

5. The pop-up retailer

A farmer's market vendor doesn't want hardware. With a tap-to-pay-enabled gateway and their phone, they accept Apple Pay, Google Pay, and contactless cards on the spot. Setup time: 10 minutes. Hardware cost: $0.

The pattern

In every case above, the gateway didn't replace the terminal — it added a revenue channel the merchant didn't have before. That's the pitch: more ways to get paid, not a different way.

End of Section 02

QuickBooks Integration

QuickBooks Integration.

Every merchant with a bookkeeper or an accountant uses QuickBooks. When their payment processor talks to QuickBooks automatically, hours of monthly reconciliation disappear. This is one of the easiest cross-sell conversations you can have — because the merchant's accountant will close the deal for you.

Why this matters to your merchant.

Without integration, a merchant's bookkeeper has to manually match every credit card deposit on the bank statement against the daily batches on the processor's statement — line by line, day by day, often 30-60 hours per month for a busy retailer. With integration, every batch posts to QuickBooks automatically, fees are categorized correctly, and the bank-rec ties out in minutes instead of days.

The selling line

"How long does your bookkeeper spend each month reconciling card payments?" — wait for the answer — "We can cut that to under an hour. Your accountant will thank you."

How the integration actually works.

NetSimple integrates with both QuickBooks Online (cloud) and QuickBooks Desktop (Pro, Premier, Enterprise). The integration uses Intuit's secure OAuth connection — the merchant authorizes it once, and after that the data syncs automatically.

Sale Posted

Customer pays via terminal, gateway, or virtual terminal

Batched

End-of-day batch closes; total settled by processor

Synced

Batch + fees + deposits push to QuickBooks via secure API

Categorized

Sales income, processing fees, and net deposit booked separately

Reconciled

Bank rec matches the QB deposit to the actual bank deposit in seconds

What gets synced.

Data	QuickBooks Destination	Why It Matters
Gross Sales	Sales Income account	Top-line revenue posted accurately to the right account
Processing Fees	Bank Service Charges / Merchant Fees expense	Fees separated from revenue — clean P&L, accurate gross margin
Net Deposit	Bank Account (Undeposited Funds → Cleared)	The number that actually shows up on the bank statement
Refunds	Sales returns / Refunds account	Refunds reverse cleanly, no double-counted revenue
Chargebacks	Disputed transactions / Bank charges	Logged as a reversal so reconciliation still ties out
Tips (if applicable)	Tip liability account	Tips pass through correctly so payroll handles them properly
Sales Tax	Sales Tax Payable liability	Tax collected goes to the right place — easier filings

Setting it up — the five-step onboarding.

Setup is the same whether the merchant is on QuickBooks Online or Desktop. Plan for one 45-minute call with the merchant and their bookkeeper. Have the bookkeeper there — they'll catch the right account-mapping decisions and they'll be the ongoing user.

The QuickBooks Integration Setup Checklist

Confirm QuickBooks version. Online (any tier) or Desktop (Pro / Premier / Enterprise — 2020 or newer). If they're on Desktop older than 2020, they'll need to upgrade first.

Identify the bookkeeper. Get their name and email — they'll need to be on the setup call. Do not let an owner who "doesn't really use QuickBooks" try to map accounts.

Verify the chart of accounts. Confirm there's an income account for sales, an expense account for processing fees, and a bank account for the merchant deposits. Create them if missing.

Authorize the connection. Merchant logs into QuickBooks, clicks the NetSimple/processor app in the Intuit App Store, and authorizes via OAuth. One-time, takes 90 seconds.

Map the accounts. In the integration dashboard, point Gross Sales, Fees, Deposits, Refunds, and (if applicable) Tips/Tax to the matching QuickBooks accounts.

Run a test sync. Process a $1 test transaction. Watch it flow to QuickBooks. Confirm it lands in the right accounts. Refund it. Confirm the reversal.

Set the sync schedule. Daily after batch close is the default. Bookkeeper sees yesterday's activity when they open QuickBooks each morning.

Train the bookkeeper. Show them where synced batches appear, how to reconcile, what to do if a sync fails (rare — usually a renamed account on their side). 15 minutes is enough.

QuickBooks Online vs. Desktop — what's different.

Feature	QuickBooks Online	QuickBooks Desktop
Connection method	Direct OAuth (cloud-to-cloud)	Web Connector or installed sync app
Sync frequency	Real-time or daily	Daily (manual or scheduled)
Multi-user access	Native, no extra config	Multi-user mode required on Desktop
Setup complexity	Low — done in browser	Medium — install + permissions on the host machine
Best for	Most merchants — recommended default	Merchants with older workflows, complex inventory, or strict offline needs

Common issues and how to handle them.

Issue	What Happened	Fix
Sync stopped	Bookkeeper renamed or deleted a mapped account	Re-map in the integration dashboard — 2 minutes
Duplicate entries	Bookkeeper manually entered a batch that synced automatically	Train: let the sync do it, don't double-enter
Fees in wrong category	Account mapping incorrect at setup	Re-map; resync the affected period
Bank rec doesn't tie	Tips or sales tax not mapped to their own accounts	Create the right liability accounts, re-map
Owner doesn't see it	QuickBooks user permissions limit visibility	Bookkeeper grants owner access in QB settings

How to pitch QuickBooks integration.

The QuickBooks pitch is rarely a cold open. It's an upsell — usually on a day-30 check-in call, sometimes when a merchant complains about reconciliation. Either way, the line of attack is the same: ask about their bookkeeper.

"One more thing — does your bookkeeper use QuickBooks? [yes] Online or Desktop? [answer] How long does she spend each month reconciling card deposits against the bank statement? [wait for the number — it's always too high] We can connect your processing directly to QuickBooks. Every batch posts automatically, fees and deposits land in the right accounts, and her bank rec ties out in minutes instead of hours. Want me to set up a quick call with her to show how it works?" Why it works Doesn't pitch to the owner (who doesn't do the books). Names the bookkeeper, names the pain point in hours, asks for the introduction. The bookkeeper is the closer — they'll be the one who tells the owner to say yes.

Objections you'll hear.

"My bookkeeper already does it manually."

"She does — and she's probably good at it. The question isn't whether she can. The question is what she'd do with the 20 hours a month back. Most bookkeepers we set this up with shift that time to cash-flow reporting or tax prep — work the owner actually pays them more for. Want me to set up a 15-minute call with her to walk through it? No commitment." Strategy Validate her skill, reframe the savings as upgraded work she'd rather be doing, close on a low-commitment intro call.

"We're not on QuickBooks."

"Got it. What are you using? [Xero / Sage / FreshBooks / something else] We integrate with a few of those too — let me check on yours and circle back tomorrow. If we don't, what I can still do is pull you a clean monthly report that imports cleanly into whatever you use. Either way, you save the manual work." Strategy Don't push QuickBooks if they're not on it. Offer the reporting alternative — still wins the trust.

"How much does it cost?"

"Honest answer — it depends on volume and the QuickBooks version. For most merchants it's [$XX/month], but I'd rather quote you on real numbers. If you can let me know your average monthly batches, I can give you exact pricing today." Strategy Don't quote ranges. Promise real pricing on real data. Buys you another follow-up touch.

Why this is one of our stickiest products

A merchant who has bookkeeper-grade QuickBooks integration does not switch processors. The cost of re-mapping accounts, training a new sync, and risking a botched month-end is too high. Sell it once, keep the account for years.

Your QuickBooks integration cheat sheet.

Always do

Get the bookkeeper on the setup call
Run a $1 test transaction before going live
Confirm the chart of accounts has the right buckets
Set sync schedule to daily by default
Document the account mapping in writing — email a copy

Never do

Let the owner map accounts alone — they will guess wrong
Promise a specific savings figure without seeing volume
Skip the test transaction
Forget to coordinate with the merchant's existing IT/MSP if Desktop
Pitch it on day one — wait until they trust you

End of Section 03

Web Solutions

Selling Website Solutions.

Every payments merchant is a website prospect. Every website merchant is a payments prospect. Cross-sell or the next rep does it.

Why this cross-sell wins.

Most small-business merchants are paying $50–$200/month for a website that was built once, never updated, and rarely converts. NetSimple replaces it with a modern, mobile-first, SEO-built site at the same price or less — and we tie it directly to their payments. One vendor. One bill. One human to call.

For the Merchant

A real website. Mobile-first. Tied to their POS and online ordering. Local SEO. One support contact instead of three.

For You

Adds significant upfront commission per site, plus monthly recurring on hosting and maintenance. Stickiest product we sell.

For the Account

Merchants with bundled web + payments churn at a fraction of the rate of merchants with payments alone.

The pitch — start with their problem.

"Quick question — when's the last time someone looked at your website on their phone? Pull it up. [wait] Yeah. That's the conversation. About 70% of your customers are finding you on a phone. Right now, your site is costing you business — not earning it. Here's what we'd do differently…" Why it works Don't pitch — diagnose. Make them look at their own site in real time. The site sells itself once they see it on mobile.

What NetSimple offers — three tiers.

Tier	Includes	Best For
Starter Site	Mobile-first 5-page site, hosting, SSL, contact form, basic local SEO setup, monthly maintenance	Service businesses, single-location retail, professional offices
Commerce Site	Everything in Starter + online ordering, payment integration, product catalog up to 100 SKUs, Google Business sync	Restaurants, boutique retail, takeout-heavy operations
Custom / Pro	Bespoke design, unlimited products, custom integrations, ongoing content, advanced SEO, analytics dashboard	Multi-location, growing brands, e-commerce-first merchants

The five-minute close.

Pull up their current website on your phone — show them what their customer sees
Pull up a competitor's site — show them what they're losing to
Show them an example we've built — same vertical, same town
Tie it to their payments: "your online orders flow straight into the Clover, no double entry"
Quote the bundled price — make the math obvious vs. what they're paying now

Web-specific objections.

"I already have a website."

"Great — pull it up for me on your phone right now. [wait] Okay. Two honest questions. One — how easy is it to find a phone number and order? Two — when's the last time it got updated? Most merchants I show this to realize their site is working against them. Let me show you what a working one looks like." Strategy Force the live audit. The current site usually sells the new one.

"My nephew built it."

"And I bet he did a great job for what you needed at the time. But your business has grown — and the rules of what a website needs to do have changed a lot. I'm not asking your nephew to compete with us. I'm asking whether you'd like the website to actually generate orders, not just exist." Strategy Respect the relationship. Reframe around outcomes, not capability.

"How long does it take to build?"

"Starter site — live in two weeks. Commerce site — three to four. We do a 30-minute intake, you approve a design within five days, and we go from there. Hands-on. You don't have to write a thing." Strategy Be specific. Vague timelines kill web deals.

The bundle play

When you board a new merchant for payments, your second appointment — 30 days after they're live and happy — is the website conversation. They trust you now. They've seen you work. The website close rate at appointment two is dramatically higher than at appointment one.

End of Track 02 · Product Training

Pitfall	How It Happens	How to Avoid
EIN / legal name mismatch	Merchant lists DBA or wrong entity name on app	Always cross-check the application against the IRS EIN letter
Address mismatch	App address differs from utility bill or license	Use the business's official address — not a PO Box for primary
Underwriting delays	Missing docs, unclear ownership structure	Collect everything upfront, before submission
High-risk classification surprise	Merchant didn't disclose true business activity	Ask explicitly during discovery — "what do you actually sell?"
Funding delays at first batch	Bank account not yet linked or verified	Always do a $1 test transaction the day of deployment
Statement shock at first cycle	Merchant didn't understand monthly fees	Walk them through the first statement at day 30 — proactively

When	Action	Goal
Day 1	Confirm activation, test transaction, save your number into their phone	Frictionless launch
Day 7	Quick text or call — "everything still good?"	Catch hardware/training issues early
Day 30	In-person or scheduled call — review first statement together	Build trust + open website conversation
Day 60	Ask for two referrals — by name	Multiply your pipeline
Day 90	Review three-month trends, identify upsell (gift cards, loyalty, web)	Grow account value
Quarterly	Annual statement review, hardware health check	Retain for life

Sales & Outreach.

Sell LikeYou Mean It.

Contents.

Understanding the Industry.

The four parties on every transaction.

Where the fee actually goes.

Interchange

Assessments

Markup

Why this matters on a call

Pricing models you must be able to explain.

Who NetSimple is in the food chain.

What that means for you

What that means for the merchant

Vocabulary you must own.

Cold Calling 101.

The four channels of cold outreach.

Phone

Email

In Person

The fourth channel — networking

Channel 01 — The Phone.

The first seven seconds.

Tone before words.

Do

Don't

Phone — getting past the gatekeeper.

Phone — voicemail's eleven-second rule.

Phone — best times to call.

Phone — the four call outcomes.

The cardinal rule of the dial

Channel 02 — Email.

The five rules of a cold email that gets opened.

The follow-up cadence.

Channel 03 — In Person (the walk-in).

The walk-in playbook.

Channel 04 — Networking.

The four networking sources that actually produce.

Chamber of Commerce Events

BNI / Referral Groups

B2B Partnerships

Friends, Family, & Existing Merchants

How to work a chamber event.

The mindset.

The 50 · 5 · 1 Rule.

What counts as a touch.

The daily breakdown.

The compound effect

The daily tracker.

Rebuttals & Objection Handling.

OBJECTION 01 / "I'm happy with my current processor."

OBJECTION 02 / "I'm in a contract."

OBJECTION 03 / "Just send me information."

OBJECTION 04 / "Send me an email."

OBJECTION 05 / "We don't take credit cards."

OBJECTION 06 / "I'm too busy right now."

OBJECTION 07 / "I use Square / Stripe / Toast — I love it."

OBJECTION 08 / "My brother / cousin / friend does this."

OBJECTION 09 / "How do I know you're legitimate?"

OBJECTION 10 / "Your rate is higher than what I'm being offered."

OBJECTION 11 / "I need to talk to my partner / accountant / spouse."

OBJECTION 12 / "Call me back in a few months."

OBJECTION 13 / "I had a bad experience with a processor before."

OBJECTION 14 / "Just tell me the rate."

OBJECTION 15 / "No thanks. [click]"

The universal objection-handling pattern

Your First 30 Days.

Week 01 — Learn the language.

Daily — Week 1

Week 02 — Hit the phones.

Daily — Week 2

Week 03 — First appointments.

Daily — Week 3

Week 04 — Close your first.

Daily — Week 4

Green agent success metrics.

What separates the agents who make it.

Agents who succeed

Agents who quit

The promise of this business

Sell Like
You Mean It.

Know What
You Sell.