You might be scratching your head right now. Chicken sexers? What is it? Merchant services? What in the world could these two seemingly different worlds possibly have in common?
Stay with me, because the fascinating, highly specialized skill of a chicken sexer holds some surprisingly insightful lessons for anyone looking to excel in the realm of sales, particularly in something as nuanced as merchant services.
What is it? In the mid-20th century, Japan rose to prominence as a global leader in the poultry industry, and at the heart of this success were their highly skilled chicken sexers. These weren’t just individuals who could differentiate male and female chicks only a day old; they were masters of their craft, achieving astonishing levels of speed and accuracy that were, and still are, legendary. What made them truly remarkable was their speed. Highly skilled Japanese chicken sexers could often sex thousands of chicks per hour with an accuracy rate exceeding 99%. This level of efficiency was crucial for the burgeoning poultry industry, allowing for the rapid sorting of chicks for egg production (females) and meat production (males).
Now, let’s pivot to the world of sales & merchant services. What exactly am I talking about? In essence, merchant services encompass all the tools and services that allow businesses to accept electronic payments – think credit and debit card processing, point-of-sale systems, online payment gateways, and more. Selling these services isn’t just about pushing a product; it’s about understanding a business’s unique needs, identifying pain points, and offering tailored solutions that can significantly impact their bottom line.
So, where’s the connection to our feathered friends? It lies in the core skills and mindset required for success in both fields:
1. The Power of Keen Observation and Detail:
Just like a chicken sexer meticulously examines minute physical cues to determine a chick’s sex, a successful merchant services salesperson must possess a sharp eye for detail when assessing a business. They need to observe their current payment processing setup, understand their transaction volumes, identify potential inefficiencies, and recognize opportunities for cost savings or improved customer experience. It’s not about a superficial glance; it’s about a deep dive into the specifics.
2. The Importance of Specialized Knowledge:
Chicken sexing isn’t a general skill; it’s a highly specialized one. Similarly, selling merchant services is complex and ever-evolving. Regulations change, new technologies emerge, and different industries have unique processing needs. A successful salesperson needs to be more than just a talker; they need to be a knowledgeable consultant who understands the intricacies of payment processing, security protocols, and compliance standards. They need to speak the language of interchange fees, PCI compliance, and ISV technology integrations with confidence and clarity.
3. The Art of Pattern Recognition:
Experienced chicken sexers develop an intuitive sense for identifying patterns and subtle variations that indicate a chick’s sex. In sales, particularly in merchant services, pattern recognition is equally crucial. By understanding different business types, their typical transaction patterns, and common pain points, a salesperson can quickly identify potential needs and tailor their approach effectively. They can anticipate challenges and proactively offer solutions.
4. The Value of Precision and Accuracy:
In the poultry industry, accuracy in sexing chicks directly impacts profitability. Similarly, in merchant services, providing accurate information and tailored solutions is paramount to building trust and long-term relationships with clients. Misrepresenting fees or offering unsuitable solutions can lead to dissatisfaction and churn. Precision and accuracy in understanding a client’s needs and presenting the right services are non-negotiable.
5. The Need for Continuous Learning and Adaptation:
The techniques for chicken sexing may evolve over time, and the poultry industry itself adapts to new demands. Likewise, the landscape of merchant services is constantly shifting. New payment methods emerge, security threats evolve, and customer expectations change. A successful salesperson must be a continuous learner, staying updated on the latest industry trends and adapting their strategies accordingly.
Applying the “Chicken Sexer Mindset” to Merchant Services Sales:
So, how can you channel your inner chicken sexer when selling merchant services?
- Become a Diligent Observer: Don’t just listen to what a business owner says; observe their operations, their current payment setup, and their customer interactions.
- Invest in Deep Knowledge: Go beyond the basic features of your offerings. Understand the nuances of different payment processors, the implications of various fee structures, and the latest security standards.
- Develop Your Pattern Recognition: Learn about different industries and their unique merchant service needs. Understand common challenges and tailor your solutions proactively.
- Prioritize Accuracy and Transparency: Always provide clear, accurate information about fees, contracts, and the benefits of your services. Build trust through honesty and transparency.
- Embrace Continuous Learning: Stay curious and keep up with the latest developments in the payment processing industry. Attend webinars, read industry publications, and seek out opportunities to expand your knowledge.
While the connection between chicken sexing and selling merchant services might seem quirky at first glance, it highlights the universal principles of keen observation, specialized knowledge, pattern recognition, precision, and continuous learning that are essential for success in any field that requires understanding and serving specific needs.
So, the next time you encounter a seemingly niche profession, remember that the underlying skills might hold valuable lessons for your own endeavors, even in the ever changing world of merchant services.
Happy Selling,
David
Payment Lynx Daily 