16d • General discussion
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Just what is the salesperson's job in the age of the Internet and AI? At one point, we were the sole source of product/service information (features, pricing, performance specs), but that has changed. Often we find ourselves at the very end of the buying process, when, after using the Internet and AI tools, the prospect has already developed their short list. And often, the prospect knows as much about our offering (sometimes more!) than we do.
HPS seems to define the salesperson's role as finding people who want what you sell and have the resources (money, time) to buy (caveat: I've never taken the course--but have the read the book a couple of times). My experience has been that if you find a prospect that meets these criteria, they've already whittled their lists of solutions and vendors down to a handful. Adding another vendor to the list just complicates the process--not to mention that they've probably been to your website AI'd you, and have checked out reviews, and that's why you're not on their short list in the first place.
This might make an interesting topic for one of the Friday meet-ups. BTW, Paul's experience buying a new vehicle is a case in point: He did his own discovery, needs analysis, and "demo" before reaching out to a salesperson. Did I get that right, Paul?
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Conventional sales techniques create resistance among prospects, creating distrust and unnecessary objections. There's another way.
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