Are you ready for the massive changes coming with artificial intelligence in sales? Watch this short video to arm yourself with the top 4 ways to prepare for an AI-centric selling future.
We live in a time of truly unprecedented change, and the data shows that the rate of change is constantly increasing—up, up, and up.
But no technology is more daunting to the world of sales than artificial intelligence. Is it good for sales? Is it bad? What does it mean for you?
The answers to these questions are pretty complicated. But what I can say with total confidence is that while some people will benefit greatly from artificial intelligence in sales, others will definitely not.
The data suggests that artificial intelligence in sales will make a big impact on selling in just a few short years.
In fact, it’s already here starting to create change. Do you want to get on the winning side of artificial intelligence in sales?
Of course you do. That’s why I’ve spoken to some of the world’s leading experts on this topic, and I want to share how you can use artificial intelligence in sales to your advantage.
In this video, I’m going to show you how artificial intelligence is changing sales and selling right now. Check it out:
Artificial Intelligence in Sales Video Summary:
Artificial Intelligence in Sales Tip #1: We now know what really works in sales.
Quite a few companies are already utilizing artificial intelligence in sales to analyze sales data. This is a mind-blowing change to the industry.
One company that’s leading the charge is Gong.io. They’re using artificial intelligence to analyze millions of sales conversations by running them through artificial intelligence algorithms. Then, they pull out specific conclusions based on what’s actually working versus what isn’t.
What’s amazing is that this is literally the first time in history that we’re able to know what really does work in selling situations versus what doesn’t.
Up until now, sales has been much more anecdotal. But now, because we have the actual data from artificial intelligence in sales, we really know what works.
I’ll give you a couple of examples.
First, the data shows that top-performing salespeople ask nearly twice as many business-related questions as other salespeople. That means they’re asking about 10 business-related questions of their prospects every hour. In contract, average and underperforming salespeople ask their prospects 6 or fewer business-related questions every hour.
Because of this, we know that asking business-related questions has a big impact on our success as salespeople. This kind of question might be: “George, tell me, what are you really looking to accomplish this year from a high-level perspective? What are your top three objectives?”
The second example I’ll share with you is about salespeople’s talk-versus-listen ratio. Due to using artificial intelligence in sales, we now know that top salespeople do a lot more listening than the average and underperforming salesperson.
I’ve been telling people for years, “You need to be listening more!” But now is the first time that I actually have conclusive data to back that up. It’s really exciting. The more you listen to your prospects, the more likely you’ll be to close the sale.
Something else we didn’t know before is that top-performing salespeople have far more conversation switches in their talks with prospects than those average and underperforming salespeople.
This means that when they do talk, they’re not doing so for extended periods of time—instead, they’re engaging the prospect and the prospect is frequently talking, too.
So, be sure that you don’t just drone on and on and on in your selling situations. Instead, even when you’re presenting your solution, bring them back into the conversation throughout.
Ideas such as these are now completely backed by data as a result of having artificial intelligence in sales. It’s really cool stuff—and it’s going to change the way you sell.
Artificial Intelligence in Sales Tip #2: The bottom of the sales profession is dead.
This is true. And it’s unavoidable.
While it may be sad, there’s not really much we can do to help those who are at the bottom of the selling profession. (The only thing I would encourage them to do is to get out of that bottom tier of the profession and work their way up.)
People who are telemarketing or pitching dinky little offerings are going to be gone very soon—if they aren’t already. There was a time when someone could make a pretty solid living just being a telemarketer, but that time has passed.
Now, with the advent of artificial intelligence in sales, there’s already technology being built that’s going to completely replace all of that low-level telemarketing.
In fact, you probably get calls from machines all the time. This technology is going to improve dramatically over the next couple of years. Now, this isn’t to say that cold calling is entirely dead—because cold calling to high-level prospects is absolutely still something that works—but that low-level, consumer-facing telemarketing is a goner.
Very soon, very few people are going to be in sales earning $40,000 a year. You’re either going to be making hundreds of thousands of dollars—or you won’t be in sales at all. To some degree, it’s your choice which side of the spectrum you’ll be on.
Are you going to be the type of person that’s going to arm and prepare yourself for the changes that are coming?
Artificial Intelligence in Sales Tip #3: If you only communicate value, but don’t create it, then the machines are coming for you.
If all you do in sales is pitch how great your product is, then you’re going to be dead.
Why? Because a machine can do that better—and for far less money. Already, we see in selling today that marketing automation is taking a pretty big slice out of a part of selling that traditionally was done by people. We just no longer need a human being to do that stuff.
Artificial intelligence in sales is only going to increase this trend, and make that shift more dramatic than it already is.
It’s like my friend at Gong.io, Chris Orlob, recently told me: “Just communicating value is going to be the job of marketing and automation.” If all you’re doing is talking about how great your offering is, that’s not going to last.
Truly great salespeople are going to be those who create value in their conversations. They’re going to build real and meaningful relationships. Those people who go beyond just communicating value and actually create value are going to thrive.
This brings us to the next tip…
Artificial Intelligence in Sales Tip #4: Value-creators are going to be irreplaceable in this changing economy.
Creating value requires that you have a deep and meaningful conversation with a prospect. It requires that you use social intelligence and humanity to create a trusting bond that will prompt your prospects and clients to share what they actually care about.
People who have the ability to connect with others, and have meaningful business conversations, are going to thrive. No machine can replace that—at least not for a very, very long time. And hopefully none of us will be around when that becomes the case.
In order to thrive over the next 30 years, position yourself to be a value-creator, someone who has deep and powerful conversations with human beings. Use your humanity to help others understand their challenges, and to accomplish their most pressing goals.
If you can do that, then you are absolutely going to crush it. No machine is going to be able to replace you due to those powerful interactions that you’re having.
So, there you have it. That’s how artificial intelligence in sales is changing the world of selling right now. Which of these tips did you find the most useful? Be sure to share your thoughts in the comments below. I’ll do my best to respond to every single one.