I'm Julia with Pinnacle Payments.&nbsp;
When initially introduced to potential client, Katie, it was about explaining her business processing statement to her &amp; looking for potential savings. As we went thru their last few statements, I not only discovered an annual technology fee of $499 but also their current company's upcoming rate increase.&nbsp; I was able to match their current rate prior to increase, avoid annual fees and provide them with a terminal for clients to pay in-person along with a dashboard to invoice them as they had been manually entering card data thus providing additional savings.&nbsp;
I'm Julia Knott with Pinnacle Payments.&nbsp;&nbsp;

Think of a real client. Use any first name. Share what they told you they wanted. Then tell us the deeper reason — the why behind the why.
Identify this pattern in your answer:
 Level 1: What they did they say they needed?‘
 Level 2: Why did you think that was important to them?
 Level 3: At the core, what did you discover truly mattered to them.
Commander’s Intent is specific to each person. Don’t repeat a response.

Spotlight - Commander's Intent: What matters to the person who pays

Julia Knott

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