Trust is the Best Defense Against the Robo-Salespeople

Trust is the Best Defense Against the Robo-Salespeople

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♪ [music] ♪ Will robots replace salespeople? No. At least not for a very long time. This is a question I get a lot and it
stems from a very real concern. Because in many industries, we are
seeing jobs get replaced by technology, by robots, by algorithms, and
we will see certain tasks in the sales role, we’ll see that they
get replaced by technology. Computers are very good at anything
that’s routine, anything that’s rote, anything that just happens the
same way over and over again. And anything that can be described in
that way will be replaced by technology. But humans are very good at things
that computers are not good at. They’re good at uncertainty,
they’re good at nuance, they’re good at variability,
they’re good at being flexible. And what we’re going to see is that the
human need in the sales role is really going to circle around those different
areas. It’s not going to be about just
calling a bunch of phone numbers or sending out a bunch of mass emails,
because yeah, technology is actually better at that, but it will be
about connecting with people, about building that relationship,
and again, helping understand the real nuances that are happening within that
interaction and helping people move forward in the sales engagement. When you really boil down the sales
interaction, the sales engagement, what it’s really all about is trust
because trust is what allows the exchange to happen. In the end, if you’re a sales
professional, you’re asking somebody to part with their money, with their time,
with their attention for something that you’re going to give them in the
future. Even if it’s just five minutes
in the future, but it’s still in the future. That trust is so important
especially in a day and age where trust is really…it’s under attack, you know. People don’t trust organizations
or institutions. We are in a time
of great flux. So what do people really
kind of hunker down with in these times of upheaval? They really look to
connect with other people and build that trust. So when you look at who is
going to be successful in the sales role moving forward, it’s going to be the
person who can build that trust. So, one, it’s important be a trustworthy
person, but also it’s important to be able to develop the communication skills that
helps somebody feel that trust from you. Because if you don’t have that, you
can’t have a sales engagement, and there is no way that you can influence
somebody. But if you spend the time and
energy building that foundation, you can go anywhere.

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