It is amazing how the truth can be hidden by the newest bit of technology. Don't fall for the okey doke! People still buy from people they know like and trust. The buyer relies on a person to connect the benefits of the product, solution or service to their particular circumstance. AI can provide the broad stroke responses, but it will also provide the exact same responses for your competitor's solution. If it is giving the same answers, it is reducing your value to that of a commodity.
Don't get me wrong, I LOVE technology. I use automations where and whenever I can. But I refuse to relinquish my critical thinking, my voice, my perspective to Cyberdyne Industries (if you know you know).
As sales professionals we must always recognize that we are not "selling products", we provide our prospective customers with the information they need to make informed buying decisions. Now if we do our job well, they will choose us more often than not. But if we do not they will not choose us at all. If we abdicate our responsibility -- let the AI do it -- we fail our customer and our profession.
Now Willy Loman was a tad delusional so AI could well have replaced him. His own son called him average. But we are not him. We are interested in sharpening the saw and getting 1% better everyday. So let's start with owning our personal value proposition.
What is it that you personally provide your customers: are you the consultant, the friend, the innovator, the best in the business, the founder, the subject matter expert, or the serial student? You bring something to the table somewhere on the spectrum of these personas (or you may well do something else -- and that is okay too). The most important thing for you to do is identify what you do and lean into that. The more you develop that muscle the more you can authentically connect with your prospects and customers. That authenticity will buy you trust. Being consistent, will buy you loyalty. That loyalty will prevent Skynet from eliminating you.
Be a human, and help someone everyday. If it makes sense...it'll make you money.
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