How AI is Changing Personal Selling Now and Into the Future

Table of Contents

“I think what makes AI different from other technologies is that it’s going to bring humans and machines closer together. AI is sometimes incorrectly framed as machines replacing humans. It’s not about machines replacing humans, but machines augmenting humans. Humans and machines have different relative strengths and weaknesses, and it’s about the combination of these two that will allow human intents and business process to scale 10x, 100x, and beyond that in the coming years.” — Robin Bordoli

Before you get alarmed and panic thinking your job is at risk, wouldn’t it be a better approach to ask yourself how AI can help you be more efficient and effective in your job?

Are you willing and ready to let AI lead you the way to close more deals and grow your business?

So, what are the benefits of integrating AI into your sales strategy?

PRODUCTIVITY! AI allows salespeople to become excellent performers. It can drive significant improvements in sales efficiency and productivity. 

AI accelerates the process and helps sales agents focus on outcomes optimization.

Sales representatives spend the best part of their time on repetitive and time-consuming tasks, lead generation, profiling, and scoring. Time spent this way is wasted when they should be focusing on building genuine relationships and cutting deals.

An AI-powered platform can automate this monstrous process and optimize the sales pipeline to generate more leads and, in effect, bring in more revenue. AI aggregates data across organizations and industries to identify valuable insights.

AI is like an elixir for Sales. It provides a more brilliant, personalized, and more predictive customer experience. In such a setting, sales representatives can have real one-on-one interaction, and they can be confident because what they say and show is proven and tailored for their clients.

AI improves productivity and reduces work.

To unleash this panacea, salespeople should harness Big Data to gain incredible insights to help lessen churn, identify new prospects, and boost their bottom lines. 

Moreover, artificial intelligence will make salespeople more effective by automating often repeated and low-level tasks. It will allow them to create automatic alerts for when particular tasks are performed or thresholds are achieved.

Having this kind of information, salespeople can avoid any surprises. It allows them to understand why customers think the way they think and why they behave the way they behave.

They will also be in much stronger positions to renew customer contracts or cross-sell additional products. Sellers will learn what their customers would want based on historical context without and not assumptions. Consequently, artificial intelligence will make salespeople more intelligent, more efficient, and more profitable for their companies.

AI will play a game-changer role in the sales process, and that role will be as crucial after a sale as it is during or before a sale. A post-sale relationship is vital to building strong bonds with customers and ensuring repeat business, loyalty, and referrals.

Any sales agent worth his salt knows that an existing customer is exponentially more valuable than a new one. Providing considerable care of those customers post-sale is a fundamental key to business success, and believe it, AI is the best tool to help you cultivate and foster a healthy and beneficial after-sale relationship with customers.

How AI is Changing the Game

I believe AI is completely changing the rules of the game. From chatbots to clustering to selling specifically, AI can give an on-target analysis from psychological profile to a customer’s mood. Some people think AI will replace sales roles, but I rather believe it would enhance them. Here's how:

  1. Predictive Personalization is being touted as the next major wave of innovation. AI ushers in a future in which machines can learn from past interactions and data, allowing sellers to help consumers not only with what they say they want but to anticipate their future needs.

A more advanced and AI-driven selling is advantageous as AI can connect various disconnected interactions a consumer has with a brand. Consumers are identified at a more granular level making way for sellers to personalize their selling pitch.

  1. It could read micro-expressions and give the salesperson real-time feedback on the effectiveness of their sales pitch. The most advantageous salesperson is flagged and alerted to multiple tactics that would improve their odds of making a sale for that specific customer.

  1. AI will create and signal trigger words and design a custom selling speech focused on making a customer feel a certain way (anger, empathy, happiness, etc.) and be more willing to buy what you are selling. The AI could tip off the salesperson as to which items they'd be most likely to purchase.

  1. The computer may train salespeople on how to approach individual customers and give specific data about their lives and personas. It can already target focused ads depending on your profile. The true skill is delivering without sounding like it is learned. 

  1. Salespeople will have more accurate information available to have an advantage over competitors, and knowing more about their type of customers, in turn making it easier to sell to them.  

  1. AI makes people find value in things they are needing. What AI can trigger will be interesting for sure. I think it will be an effective technique to open opportunities, such as marketing funnels, but it not going to close a deal. That is effectively done in-person or at the least a ton of phone interaction. This is why I think salespeople should not be wary or be afraid of the use of AI in sales. Instead, salespeople should exploit its benefits.

Conventional wisdom argues that sales is an art measured by financial results at the end of the quarter or fiscal year. But, sales-oriented technologies have now made it possible to use science to increase sales performance. So why not make the most of AI and use it to your advantage?

We are living in the era of big data and machine learning. The application of AI in several and indeed most industries such as technology, banking, entertainment, and marketing has already been quite impactful and fruitful. AI is the future; in fact, it is already underway.

Do you believe AI can be of great help to ensure your company’s success?