How to Sell Point of Sale Systems: 11 Proven Sales Strategies for Resellers

As an ISO or 1099 agent, you know the potential for big wins in selling POS systems. But in a crowded market, pushing basic terminals won’t cut it.

Success comes from solving real business problems, building trust, and creating recurring revenue streams.

This guide shares 11 proven strategies for closing more deals, strengthening merchant relationships, and growing your portfolio.

We’ll share actionable tactics tailored for resellers and offer insight into working with different ISVs (like KORONA POS). As a result, you’ll be equipped to thrive as a trusted partner in the retail tech space.

Strategies to Sell Point of Sale Systems

Your approach to the sale can determine your success as a traditional reseller / VAR, ISO, or 1099 agent. Below are 11 in-depth strategies top-performing POS resellers use to close deals and consistently build strong merchant relationships.

Understand the Market & Customer Pain Points

Trying to sell a POS system to every business you come across is a recipe for burnout.

To succeed, you must find a niche in a specific industry or vertical and become an expert. 

For instance, instead of simply targeting “restaurants,” you could specialize in “bakeries” or “speakeasies.” This will ensure you pick one of the best pos systems for your restaurant businesses.

By focusing on a specific vertical, you’ll be able to speak the language of that industry.

You’ll understand its unique challenges (like managing drive-thru orders or table reservations), and immediately position yourself as an invaluable resource.

Before you pitch a POS solution, you need to understand the business-specific frustrations your prospects are dealing with.

Ask discovery questions like: “What’s the most frustrating part of checkout during peak hours?” “Which report do you wish you could get faster?”

Master Product Knowledge (and Its Limits)

Resellers who win know their product inside and out, but also when to acknowledge limitations. Here is what you can do:

Build a Comparison Matrix

Compare your POS to those of your competitors (Square, Clover, Toast, Lightspeed, Shopify).  

(Our guides below show how each POS system compares!)

Include: deployment, offline mode, inventory, integrations, fees, hardware, and reporting.

Demo Structure

• Get a 15-minute demo down – either in person with an actual device or online with a deck and demo account.
• Work with your POS support team to bring them in for longer, more in-depth demos.
• Set up different demo ecosystems to fit various merchant niches.

Master the Consultative Sales Approach

The most effective salespeople don’t talk; they listen. The consultative sales approach shifts your focus from “What can I sell?” to “What problem can I solve?”

Start every conversation by asking open-ended questions that uncover a merchant’s pain points.

Ask questions like:

• What’s the biggest challenge with your current POS setup?
• How are you currently managing customer loyalty?
• What are your goals for the next year?

Once you understand their frustrations, whether slow checkout times, complicated inventory tracking, or a lack of customer data, you can present your POS system’s features as direct solutions to those problems.

Identify the Right Prospects

To identify high-intent business prospects for POS systems, use focused strategies. Look for key indicators such as “opening soon” signs, new business licenses, job postings requiring POS skills, or Yelp reviews citing slow checkouts or order inaccuracies.

Build Strategic Partnerships

Referrals close faster than cold calls. Build a strong customer base that will continue referring you to other businesses.

Who to Partner With

• Accountants: want clean books → QB/Xero sync
• MSPs/IT firms: want fewer support calls → remote monitoring
• Web agencies: want eCommerce → loyalty integrations

Leverage Demonstrations and Trials

Demos aren’t feature tours; they’re mini success stories. Prospects need to experience the magic firsthand. A well-executed demo can convert skeptics into buyers by showcasing ease of use and immediate value.

Schedule virtual or in-person sessions focused on the client’s needs. Get to know the client before trying to get them to participate in a lengthy demo.

Offer free trials to let them test features like inventory management and reporting tools in their own store’s ecosystem.

As a reseller, request plug-and-play demo kits from your provider; KORONA POS includes pre-loaded scenarios for quick setups.

Demo Best Practices

• Preload with real menus, products, sales histories, and SKUs
• Remove irrelevant modules and features
• Walk through a “day in the life”: owner → manager → cashier → closeout

Highlight ROI and Cost Savings

Businesses invest in POS systems for one main reason: return on investment (ROI). Quantify this by calculating savings, such as reduced labor costs from faster checkouts or minimized errors in manual entry.

Here are some ROI levers:

• Labor savings (inventory automation and kiosk capabilities)
• Shrink reduction (inventory insight and theft prevention tools)
• Tip uplift (better prompts at the terminal)
• Payment optimization (fee transparency, dual pricing/cash discounting)

Compare your offering to legacy systems, emphasizing long-term gains like data-driven insights that boost sales by 15-20%.

Offer Incentives and Bundles

Incentives accelerate decisions. Bundle POS with hardware, training, or merchant services for added value, e.g., a starter package including a tablet and printer at a discounted rate.

Tap into tiered bonuses from providers like KORONA POS, rewarding volume with extra commissions. Price objections often kill deals. Fix this with flexible pricing structures.

Models to Use

• CapEx + Low SaaS: suitable for cash-rich businesses
• HaaS (Hardware-as-a-Service): low upfront, bundled monthly
• Processing-subsidized: lower software fees if bundled with payments
• Seasonal plans: pause/scale for seasonal merchants

✅ Example: Liquor store balks at $4,800 hardware. Offer HaaS: $129/mo per lane + SaaS. Problem solved.

Use Digital Marketing and Content

Don’t rely only on walk-ins build a digital pipeline. Create content that attracts leads, such as blog posts on “Liquor Store POS Compliance Checklist” or social media videos demoing quick setups.

As a 1099 agent, build your brand on platforms like LinkedIn by sharing success stories. ISOs can scale with email newsletters offering free resources, like a POS buyer’s guide.

Partner with POS solutions that will arm you and your team with the right sales enablement materials so you can focus on selling.

Handle Objections with Confidence

Objections are inevitable. Cost, integrations, or learning curves top the list. Prepare by anticipating them:

For “It’s too expensive,” counter with “Our plans start at $59/month, with ROI in under three months via time savings and added sales revenue.” Back responses with data, testimonials, or guarantees.

Resellers benefit from provider resources like detailed FAQs and case studies. Expect pushback and prepare scripts.

Common Objections

• “Too expensive” → Reframe ROI: “You’re losing $1,500/mo. This costs $320/mo. Worth the trade?”
• “Happy with current system” → Probe: “What would have to change for you to switch?”
• “Too complicated” → De-risk: “Unlimited training and support. Role-based buttons. On-site support.”
• “Don’t want to switch processors” → Path: “We can board on existing rails or show savings with interchange plus.”

Focus on After-Sales Support & Long-Term Residuals

To maximize after-sales support and secure long-term residuals for POS systems, treat go-live as the beginning, not the end. Follow a structured onboarding timeline: collect data and order hardware, configure and test the system. 

Types of Businesses to Sell Your POS Service to

As a POS reseller, your success comes from knowing which industries benefit most from a modern POS. Here are nine types of businesses that are prime markets for POS systems, along with tips on positioning your solution to win deals.

1. Restaurants & Quick Service Restaurants (QSRs)

Restaurants are one of the largest markets for POS. In these environments, efficiency isn’t optional. It’s survival. Long ticket times, frequent order errors, and staff turnover are constant pain points, especially as demand for online ordering grows.

A modern POS solves these issues using kitchen display systems (KDS), delivery integrations, and table management. Payroll reporting and staff scheduling add even more value by reducing admin headaches.

2. Bars, Breweries & Nightclubs

Bars and nightlife venues thrive on speed. If customers wait too long for a drink, you lose sales and tips. Owners also worry about lost tabs, liquor shrinkage, and compliance risks.

That’s where a bar-optimized POS makes the difference. Features like quick tab recall, tip adjustment, and built-in age verification give bartenders the speed they need while keeping the business compliant. Pours tracking also helps owners maintain control of inventory.

3. Retail Stores & Boutiques

Independent retailers need POS systems that help them compete with eCommerce giants. Their main challenges revolve around inventory visibility, omnichannel selling, and customer loyalty.

A good POS should sync in-store and online inventory, track sales trends, and support barcode scanning. Adding loyalty programs and gift cards turns occasional shoppers into repeat customers.

4. Grocery Stores & Convenience Stores

For grocery and convenience stores, POS speed and compliance are everything. Long checkout lines drive customers away, and the complexity of EBT, WIC, and lottery requirements makes compliance critical. Choosing the best pos system for convenience stores is key. 

The right POS should handle scale integration for produce, high-speed barcode scanning, and age-restricted prompts. Cash management and shift balancing keep the store running smoothly during peak times.

5. Liquor & Tobacco Stores

These businesses are highly regulated, with strict requirements for age verification and manufacturer rebate reporting. Many owners still rely on outdated registers that expose them to risk. 

A specialized liquor POS addresses these needs by enforcing ID checks, managing tobacco scan data for rebates, and tracking inventory at the case/pack level.

Take a look at our best pos for liquor stores guide.

6. Salons, Spas & Personal Care

Service businesses like salons and spas need more than just payment processing. Their pain points are tied to scheduling, no-shows, and staff commission tracking. Look for the best POS system for salons and ensure it has a reseller program.

A modern POS offers appointment booking with automated reminders, reducing missed appointments. It can also manage memberships and packages, track commissions, and sell retail products alongside services.

7. Service-Based Businesses (Gyms, Repair Shops, Auto Shops)

POS isn’t just for food and retail. Service businesses increasingly need solutions for managing appointments, recurring payments, and inventory tied to jobs.

The right POS provides scheduling, invoicing, membership billing, and inventory management. This combination helps businesses improve cash flow and streamline daily operations.

8. Franchises & Multi-Location Businesses

Multi-location operators face different challenges: inconsistent reporting, messy inventory transfers, and a lack of centralized control.

A multi-store POS solves this by offering multi-location dashboards, centralized catalog management, and staff permissions that scale. It allows franchise owners to run all their stores from a single view.

9. Food Trucks & Pop-Ups

Food trucks and pop-ups are a fast-growing market. They need mobility and simplicity — often running on limited internet and space.

A POS for this niche should work offline, run on compact hardware like tablets, and simplify tipping. Menu flexibility is critical as offerings often change daily.

How to Differentiate Your POS System from Competitors?

Differentiation is one of the toughest challenges for POS resellers because, at first glance, most systems look similar: tablet hardware, payments, reporting, etc. 

What sets you apart isn’t always the feature list; it’s how you position, package, and deliver your POS to solve the merchant’s specific problems. 

Here’s how you can effectively differentiate your POS system from competitors:

1. Position Around Business Outcomes, Not Features

Most competitors lead with feature lists: “Inventory management, reports, loyalty.” Don’t. Instead, tie every feature to a measurable result.

• Competitor Pitch: “We offer advanced inventory management.”
  
• Your Pitch: “Our system automatically alerts you when stock is low and generates purchase orders. For boutiques, this reduces stockouts by 25% and boosts monthly sales by 8%.”

2. Focus on Vertical Specialization

The most powerful way to stand out is by not trying to be everything to everyone. Instead, find a specific industry, such as quick-service restaurants, retail boutiques, or professional service businesses, and focus on its unique needs.

And remember that no POS system is one-size-fits-all:

• Square and Clover are good solutions for mom-and-pop shops that simply need a transaction hub.
• Toast is a great fit for full-service restaurants.
• Online-first retailers need a more robust eCommerce solution like Shopify.
• High-inventory brick-and-mortar retailers need software with custom reporting and inventory features like KORONA POS.
• More specialized solutions are important for niche retailers to fine, like Anthology for bookstores.

3. Differentiate with Service & Support

Big-box competitors (Square, Clover, Shopify) rely on chat or ticket support. As a reseller, your local presence and personal onboarding are a competitive weapon.

• Offer on-site installs, staff training, and coverage during the first rush.
  
• Provide quarterly business reviews to optimize system use.
  
• Position yourself as the merchant’s technology partner, not just a vendor.

4. Offer Flexible Pricing & Financing

Competitors often force rigid pricing or high upfront hardware costs.

• Use Hardware-as-a-Service (HaaS) → lower upfront risk.
  
• Offer seasonal pricing for businesses with fluctuating sales.
  
• Bundle payment processing with POS to lower effective costs.

5. Highlight Integrations That Matter

Many POS systems claim integrations but fall short in execution.

• Restaurants: DoorDash/UberEats sync, KDS, loyalty programs.
  
• Retail: Shopify/WooCommerce integration, QuickBooks/Xero sync.
  
• Salons: Online booking, automated reminders, staff commission tracking.

6. Lead with Real-World Case Studies

Competitors may have more marketing muscle, but you can win with proof from local businesses.

• Show before/after metrics: “Ana’s Café cut order errors by 30% and improved staff retention after we added tip prompts.”
  
• Collect short video testimonials or written quotes.
  
• Use ROI calculators tailored to their vertical.

7. Showcase Financial and Operational Transparency

Merchants are often wary of hidden fees and complicated pricing models. Being transparent and honest about costs can build significant trust.

• Transparent Pricing: Offer clear, upfront pricing models with no hidden fees or long-term contracts. Offer trial pilots or one-lane rollouts before full install.
  
• Cost Savings: Show how the POS system returns on investment by reducing labor costs. Write down effective processing rates. Provide a “no-surprise” onboarding checklist.

8. Sell Yourself as the Differentiator

Ultimately, many systems overlap. What merchants buy is you:

• Your expertise in their industry
  
• Your ability to customize the solution
  
• Your availability when things go wrong

KORONA POS is Your POS System Partner

When you’re building your business as a POS reseller, the last thing you want is to worry about endless tech support, restrictive payment agreements, or complicated onboarding. That’s precisely why KORONA POS is the ideal partner for resellers.

We’ve designed our program to make selling POS systems simple and worry-free — while giving your merchants a best-in-class solution they’ll love.

Specialized for High-Demand Verticals

KORONA POS is purpose-built for industries where compliance, speed, and reliability are non-negotiable.

• Liquor Stores – Automated age verification, scan-data compliance for manufacturer rebates, and detailed inventory tracking.
  
• Tobacco Shops – Built-in scan-data reporting, multi-pack/case tracking, and compliance tools to keep retailers profitable and safe.
  
• Convenience Stores – High-speed transactions, EBT support, and robust inventory tools for high-volume operations.
  

By focusing on these niches, we make it easier for you to close deals with confidence. You’ll be selling a proven solution to deliver results in these industries.

Payment Processor Agnostic

Unlike many POS providers, KORONA POS is processor-agnostic. That means merchants aren’t locked into one payment partner — neither are you.

This flexibility allows you to:

• Work with existing processor relationships you’ve built
  
• Give merchants the freedom to choose what works best for them
  
• Win deals that competitors lose due to rigid processing contracts
  

Best-in-Class POS Support

One of the biggest headaches for resellers is handling merchant support. At KORONA POS, we remove that barrier.

Our in-house support team takes care of everything:

• Merchant onboarding & training
  
• Ongoing troubleshooting and technical support
  
• Feature updates and system optimizations

Why Resellers Love Partnering with KORONA POS

• You sell into proven, high-demand industries
  
• You maintain flexibility with payment processing
  
• You never have to worry about support;  we’ve got it covered
  
• You grow your portfolio with a trusted, future-proof POS solution

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