Learn
Sales Playbook
The words and the plan: prospecting scripts, DM-to-sale, the field routine, battlecards against the competitors you'll actually meet, and objection handling.
Prospecting scriptsProspecting questionsDiscovery sheetDM-to-Sale
Field sales planBattlecardsObjectionsMindset
Prospecting scripts
| Walk-in opener | "Hey — I work with a bunch of [restaurants/shops] around here on their card processing and POS. Not here to pitch you mid-rush; who handles that stuff, and when's a dead hour I can steal ten minutes?" Respecting the rush IS the pitch. |
| Cold call | "Hi, this is [name] with NextPay — we're local. Quick one: when the card fees hit your statement every month, do you actually know what you're paying, or does it just… disappear? …That's every owner. That's literally why I call. Ten minutes with last month's statement and you'll know exactly. When's better, Tuesday or Thursday?" |
| Referral ask | (After first batch settles) "You've seen the numbers now. Who's one owner you know who'd want the same look at their statement? Intro me by text and I'll take care of them like I took care of you." |
| Gatekeeper | "Totally get it. I'm not selling anything today — I do statement reviews for [industry] businesses on this street. What's the owner's name, and when do they do paperwork?" Get a name and a time. That's the whole mission. |
| Voicemail | "[Name], it's [you] with NextPay, local. I found three fees on a statement from a [industry] business your size last week that shouldn't have been there. Ten minutes with yours and I'll tell you if you have the same three. [Number], twice." |
Prospecting questions — the ten that open deals
- "Walk me through how a customer pays you — start to finish."
- "What do you think you pay to take cards? …Want to know for sure?"
- "When did someone last actually read your statement WITH you?"
- "What does your current system NOT do that you wish it did?"
- "When your terminal goes down at 7pm Friday, who picks up the phone?"
- "Are you under a contract or a hardware lease? When's it up?"
- "If card fees disappeared tomorrow, what's that worth to you a year?"
- "Who else weighs in on a decision like this?"
- "What happened the last time you switched anything — good or bad?"
- "If I show you the numbers and they're real, what would stop you?"
Full industry-specific discovery lives in the Deal Navigator — it feeds straight into the recommendation.
Discovery call sheet
Fill in during the initial call — keeps you organized and ensures you ask the right questions.
→ Open and duplicate the Discovery Call Sheet ↗ — it lives in Quick Sales Tools along with other reusable templates.
DM-to-Sale playbook (Instagram / Facebook)
Engage first, pitch never (Day 0)
Follow the business, like 2–3 real posts, leave one genuine comment. Owners check who engages.
Open human (Day 1)
"Your [pastrami / patio / chair work] looks unreal. Local here — how's the season treating you?" No links. No pitch. Get a reply.
Bridge to business (after a reply)
"Love it. Random one — I help [industry] spots around here with card fees and POS. If I could show you what you're overpaying in 10 minutes, worth a look? Zero pressure either way."
The statement ask (in DM)
"Easiest version: snap a pic of the last two pages of your processing statement. I'll reply with your real rate and what I'd do about it. Or here's the upload link: nextpaypos.com/statement-upload"
Move it offline
Book the visit or call the moment they engage on numbers — DMs die after 48 hours. "I'm near you Thursday — 10 minutes at 2pm or 4pm?"
Field sales plan — the weekly machine
| Block | What | Daily target |
|---|---|---|
| 8:30–9:00 | Pipeline first: work every next-step due today in My Pipeline. Book before you knock. | Every due step handled |
| 9:30–12:00 | Route block 1 — one street/plaza, every door, same industry cluster when possible (walk in with the playbook fresh). | 15+ doors, 5+ owner convos |
| 12:00–1:30 | Restaurants ONLY during their dead window? No — eat where you prospect. Lunch at a target spot, talk to the owner after the rush. | 1 quality convo |
| 1:30–4:00 | Route block 2 + booked appointments and statement reviews. | 10+ doors, 2 statements in hand |
| 4:00–5:00 | Log everything in the pipeline, send same-day proposals, set tomorrow's next steps, 3 DM opens. | 0 un-logged conversations |
Weekly scoreboard: 100+ doors · 25+ owner conversations · 8+ statements collected · 5+ proposals out · 2+ deals submitted. Statements collected is the one that predicts everything else.
Battlecards — who you're really up against
| Against | Their pitch | Where they're weak | Your counter |
|---|---|---|---|
| Toast | Restaurant-everything platform | Fee creep (add-on modules), long contracts, remote support, processing locked to them | SkyTab: comparable features, $29.99/device, lifetime warranty, local human support. Ask: "What's your ALL-IN monthly with every Toast module — and what happens to the rate after year one?" |
| Square (staying put) | Simple, no monthly, everyone uses it | 2.6%+10¢ forever — brutal above ~$15k/mo; support by email; holds/freezes on spikes | Do the math live: their volume × the spread. "Simple is great until it costs $500/mo. Same simplicity, our rails, and we answer the phone." (We also SELL Square where it truly fits — credibility.) |
| Clover from their bank | "Your bank set it up, it's fine" | Bank channel = highest Clover pricing, zero service, wrong software plan half the time | "Same Clover, right plan, actual service, better rate. Nothing against your bank — this just isn't their main business. It's ours." |
| Legacy processors (Global/Heartland/Worldpay…) | Incumbent inertia | Tiered pricing, junk fees, annual increases, 3-year auto-renew | The statement IS the pitch. Line-item the junk, show the increase letters they ignored, check the auto-renew date TODAY. |
| Local ISO "cheap rate" guy | "I'll do 1.9%!" | Teaser tiers, rate creep in 6 months, leased terminals, no product depth | "Get it in writing — all card types, with the monthly fees listed. Then let's compare total cost, not the teaser. And ask what POS comes with it." We win on stack. |
| Stripe (online-first) | Developer standard | 2.9%+30¢, no humans, holds; overkill for SMB invoicing | Next2Pay Invoicing + our gateway: lower CNP cost, invoices without code, a person to call. |
Objection handling
| They say | You say |
|---|---|
| "I'm happy with my current processor." | "Most people are — until they see the statement in plain English. Ten minutes, line by line, and if you're actually in good shape I'll shake your hand and tell you so." |
| "I'm under contract." | "When does it end? … Let's look at the exit cost vs what you're overpaying — savings usually covers the fee in a couple of months, and on bigger deals we can talk about help with the buyout." |
| "Dual pricing will scare off my customers." | "Gas stations have done cash/card pricing for decades. Half the shops on this street run it. And if it's not for you, I'll quote it straight instead — your call, two options." |
| "Your rate is only a little better." | "On your volume 'a little' is $X a year — but honestly the rate is the smallest part. You're also getting [pay-at-table / online ordering / real support] your current system doesn't do." |
| "I need to think about it." | "Totally fair. What specifically do you want to think over — the price, the hardware, or the switch itself? Let me answer that now and you can decide with real information." |
| "I don't have time for a switchover." | "We do the heavy lifting — menu build, install, training. Most switches happen in one slow afternoon, and you keep taking payments the whole time." |
Deal gone quiet instead? The Navigator's final step has the stall-breakers.
Agent mindset
- You're a fixer, not a flyer. Owners get pitched daily; they get helped almost never. Read the statement, tell the truth, even when the truth is "you're fine."
- The statement is the sale. Every activity — doors, calls, DMs — exists to get a statement in your hands. Count statements, not conversations.
- Residuals reward boring consistency. 100 doors a week for a year beats 300 doors in a hot month. Every merchant pays you monthly, forever — the machine compounds.
- Speed wins deals you'd otherwise lose. Same-day proposal, same-day submission, same-day answers. The fastest rep is presumed the most competent.
- Log everything. The pipeline is your memory. A deal without a next step and a date isn't a deal — it's a wish.
- Protect the truth. Never promise a rate before the numbers, never hide the SkyTab 36-month term, never oversell. One burned merchant costs a street of referrals.