
Well, let me be more clear.
AI WILL replace mediocre and transactional sales people.
By that, I mean if you…
upchuck sales information at the start of every meeting,
ask your customers for information that is already on their website,
know nothing about, nor ask, WHY people might buy from you,
jump straight into technical specs because you want to be able to create an RFP so you feel busy and boost your ego…
you are replaceable.
What AI can’t do is give that human-to-human connection*. People don’t have emotional relationships with AI ChatBots**.
For example, self-checkout at the grocery store can be super-efficient.***
However, what if I come to the store regularly and KNOWINGLY spend more money on certain items because Alice at the cash register asks to see my grandchildrens’ photos?
What if I’ve researched the 3 best options for a new employee software as my boss directed me to do, but I'm delaying making a decision because I'm worried about how my job is affected by the various support levels offered?
AI can’t understand the story behind a purchase- the human complexities of ego, pride, and competing personal and business agendas mixed with corporate goals.
You have to be human to hear the tone of the words being said…and human to note the things not being said.
AI is not yet good at detecting innuendo in answers, so it doesn’t know the right questions to ask.
The great news is: if humans are paying attention, they can connect more deeply with another person because they can ‘hear and feel’ beyond the subject and words.
That means: if salespeople are paying attention and they ignite their natural curiosity, they will ask questions that uncover the underlying goals and challenges behind a purchase for the organization.
Great salespeople, who understand and ask about their customers’ stories will always have jobs, because AI can't replace the joy of human connection.
Cheers,
Jennifer
PS. *Yet- but also possibly never.
**Normal people.
***If you know where to scan the items, and you remembered your reusable bags, and you don’t have kids pulling on you, and you don’t have coupons or questions.
Comentarios