Sales is both an art and a science. Salespeople need to have excellent communication and people skills. At the same time, they need to be able to understand their prospects' challenges, issues, and concerns and tailor their solutions accordingly. This is where generative AI (ChatGPT, as an example) can come in handy. We have heard so much recently about generative AI; let's explore using it as a real sales tool.
Generative AI is a type of artificial intelligence that can generate new data and insights based on the patterns it identifies in existing data. It can help salespeople better understand their prospect's situation and market context and synthesize and simplify the challenges they face that YOUR solutions can help solve.
By identifying the key challenges and issues their prospects may face and analyzing data from various sources, including social media, news articles, and online forums, generative AI can identify the common themes and issues that people in a particular industry or market are talking about.
For example, a salesperson selling new marketing automation software to small and medium-sized businesses could use generative AI to analyze social media conversations and forums related to marketing automation. The AI could identify the common challenges and issues businesses face when implementing marketing automation, such as lack of expertise, budget constraints, and difficulty measuring ROI.
Armed with this information, the salesperson could tailor their messaging and approach to address these specific challenges and issues. They could provide case studies, testimonials, and third-party stories from businesses that have successfully implemented the software despite similar challenges and provide guidance on overcoming these obstacles.
Another way generative AI can help salespeople is by identifying the specific pain points of individual prospects. By analyzing data from the prospect's website, social media profiles, and other online activities, generative AI can identify the prospect's specific challenges and issues and provide insights on how the salesperson's solution can help. These insights can be a great way to hyper-personalize your prospecting activities.
For example, a salesperson selling a new CRM system to a prospect could use generative AI to analyze the prospect's website and social media profiles to identify their key pain points. The AI could identify that the prospect is struggling with managing their sales pipeline and that they have a high churn rate among their customers.
With this information, the salesperson could tailor their messaging and approach to address these specific pain points. They could provide case studies and testimonials from businesses that have successfully used the CRM system to manage their sales pipeline, reduce churn, and provide guidance on how the prospect can achieve similar results.
In both scenarios, generative AI can help salespeople better understand their prospects, create highly targeted 30-second commercials, and tailor their solutions accordingly to not only get the opportunity to schedule a discovery call but assist in closing the deal as well.
Will technology replace salespeople? No. But salespeople who use technology effectively – as their copilot, not as a replacement—will replace salespeople who do not leverage technology effectively.
(This blog post was 90% written by ChatGPT in 90 seconds).
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John Rosso
CEO and Best Selling Author of "Prospect The Sandler Way"
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