"Your rates are higher than what we pay now."
Is that comparing the headline rate, or the total you pay once every fee is in?
Do not discount before you understand their volume and card mix. Do not claim you are cheaper without a statement review.
The objections, discovery questions and competitor answers that come up when you sell payments and POS. Read them free. Or load them into Ghost and have the right one on your screen the moment the buyer says it.
What Ghost shows on your screen during a payments and POS call. The buyer never sees it.
The objections payments and POS buyers raise most, what to say in the next ten seconds, and what not to promise.
"Your rates are higher than what we pay now."
Is that comparing the headline rate, or the total you pay once every fee is in?
Do not discount before you understand their volume and card mix. Do not claim you are cheaper without a statement review.
"Switching processors and hardware is a huge hassle."
What worries you most: the terminals, staff training, or moving saved cards and subscriptions?
Do not promise card token migration until you confirm the current processor supports export. Do not call a switch easy.
"We built our own payments integration."
Who maintains it, and what happens when you need a new payment method or a new country?
Do not dismiss their engineering team. Offer to fit alongside what they built where possible.
"We cannot change anything before the holidays."
When is your next quiet window, and what would you need ready by then?
Do not push a rollout into peak season.
"What does this mean for our PCI scope?"
Who on your side owns PCI compliance, and what do they need from a vendor?
Do not tell them they are out of PCI scope. That call belongs to their assessor. Do not claim certifications you cannot show.
"We already have Square and it works for us."
What do you like most about it, and is there anything you have outgrown?
Never run down the incumbent. Do not push a switch with no clear gain.
Every one of these is a deal that slips a quarter if you fumble it. Ghost puts the answer on your screen while the buyer is still talking.
Give them credit, then ask whether that vendor's strength matters to this buyer.
Stripe is known for developer-friendly online payments and a wide set of financial tools. How much of your volume is online versus in person?
Square is known for easy setup and an all-in-one system for small businesses. Are you running into anything as you grow?
Adyen is known for a single global platform used by large enterprise merchants. How many countries and channels are you managing?
PayPal is a trusted brand with consumers and owns Braintree and Venmo. How important is offering PayPal at checkout to your customers?
Clover, from Fiserv, is known for its POS devices sold through banks and resellers. How did you come to Clover, and who supports you today?
Toast is built specifically for restaurants. What does your operation need beyond what it covers today?
Worldpay is one of the long-established large merchant acquirers. What would you want that your current relationship does not give you?
Global Payments serves many merchants directly and through software partners. Which of their brands are you working with?
Shopify POS is a natural fit if your online store already runs on Shopify. How much of your business is online versus in stores?
Lightspeed is known for retail and hospitality POS with strong inventory tools. What would push you to look at something else?
Checkout.com is known for enterprise online payments with a global footprint. How much of your volume is cross-border?
J.P. Morgan brings processing together with your banking relationship. How tied is your processing to your bank?
Ask these on the first call. Then dig into the pain when they say it out loud.
Payments companies move money from a customer's card or wallet to a merchant's bank account. Point of sale (POS) is the hardware and software at the counter or table that rings up the sale, takes the payment and often runs inventory, menus and staff. Many vendors earn most of their money from transaction fees and hardware, not subscriptions.
The most common are: "Your rates are higher than what we pay now", "Switching processors and hardware is a huge hassle", "We built our own payments integration", "We cannot change anything before the holidays", "What does this mean for our PCI scope?" and "We already have Square and it works for us". Each one above has a line to say back and what to avoid.
Start with: Who processes your payments today, what POS and terminals do you run, and how does online connect to in-store? When something goes wrong with payments or the POS, what is it usually? When the system is down or cards decline, what does that do to sales and to your staff? When does your processing contract end, and is there a fee if you leave early?
Buyers most often compare Stripe, Square, Adyen, PayPal, Fiserv Clover, Toast, Worldpay, Global Payments, Shopify POS, Lightspeed, Checkout.com and J.P. Morgan Payments.
Economic buyer: the CFO or VP Finance for enterprise payments, the COO or head of operations for POS, and the owner in small businesses.
Pick the payments and POS market pack in Ghost's setup and every card on this page loads into Ghost. When a buyer raises one of these objections or names one of these competitors on a live call, Ghost shows you what to say on your screen, hidden from screen shares and recordings.
Free to start. Pick payments and POS in setup and Ghost loads every card on this page.