In IRZ Solutions we believe that the future of sales is likely to involve a combination of human and AI-generated salespeople rather than a complete replacement of one by the other. We are however confident that humans will always sell better to humans.
“Salespeople are the most vital people in any business” is a statement made by Brian Stacy in his bestselling book “The Psychology of Selling”. Although the way companies and people trade has changed tremendously over the centuries, there’s always been one thing that has always remained constant – there is always a salesperson involved in the process. This paradigm is being challenged by the wider adoption of technology across the globe – online calls and presentations have swapped in-person meetings and emails are more used than ever.
With the big hype that has emerged around Artificial Intelligence (AI), there are lots of rumors about humans being replaced by new AI-powered machines. However, we believe that people are still the center of the sales process, and we will dive deep into why there needs to be a collaboration between humans and technology to allow for larger sales pipelines, more sales, bigger deals, and growth.
The Role of AI in Enhancing Sales
The future of sales is likely to involve a combination of human and AI-generated salespeople, rather than a complete replacement of one by the other. Here are some key points to consider:
Chatbots and Virtual Sales Assistants: AI-driven chatbots and virtual sales assistants are becoming more sophisticated. They can manage routine customer inquiries, provide product information, and even assist with the initial stages of the sales process. This frees up human sales professionals to focus on more complex tasks and relationship-building.
Predictive Analytics: AI can analyze historical sales data to predict future trends and customer behavior. This can be invaluable for sales teams in terms of forecasting, pricing strategies, and inventory management Automation of Repetitive Tasks.
Automation and Efficiency: AI can automate routine sales tasks such as data entry, appointment scheduling, and follow-up emails. This allows salespeople to spend more time on high-value activities like building relationships and closing deals.
The irreplaceable role of humans in sales
While AI and automation can augment sales processes and improve efficiency, these human qualities and skills remain irreplaceable in sales.
Understanding, Empathy & Persuasion: Good sales representatives have the innate ability to understand and empathize with customers on a personal level. They can gauge the emotions, reactions, and subtle cues of customers, which often go unnoticed by machines. This understanding forms the basis of trust, a crucial element in the sales process, especially when it comes to larger deals. One of the key benefits of human interaction is to craft compelling narratives around products and services, connecting with customers on an emotional level. This connection makes the sales process more engaging and persuasive, encouraging customers to invest in the products or services offered.
Personal Connection and Relationship Building: Humans have an inherent knack for building relationships. Sales representatives can foster personal connections with customers by understanding their unique needs and preferences. These connections often translate into long-term relationships, which are the cornerstone of a successful business. The ability to adapt communication styles to suit different individuals is a distinct human trait that facilitates deeper connections.
The Value of Experience and Intuition: Experienced sales representatives often rely on their intuition, honed over years of interacting with different customers. This intuition allows them to make quick decisions, anticipate customer needs, and offer personalized solutions, highlighting the invaluable role of experience in the sales process.
Enhancing Human-to-Human Online Sales with DigiNovo: A Deep Dive
Our DigiNovo platform facilitates rich and engaging customer experiences by integrating real-time video, audio, and chat functionalities. This feature allows sales representatives to connect with customers on a personal level, while AI components analyze customer reactions and feedback to help adapt strategies dynamically.
DigiNovo’s solutions integrate seamlessly with existing CRM systems, offering a unified approach to customer management. The AI capabilities analyze customer data from various sources, aiding representatives in crafting more effective and personalized sales strategies.
With DigiNovo, customer data security is a priority. The platform ensures end-to-end encryption, fostering trust between customers and representatives and facilitating open and fruitful discussions.
DigiNovo seamlessly integrates with virtual assistants, allowing for smooth integration with existing solutions. Our team is also able to offer the creation of a custom smart assistant. Smart assistants are particularly useful for customer retention outside of business hours.
We are yet to see how AI will develop, as well as its actual implications on the sales process applications and customer experience. While at present the use of AI-powered virtual assistants is already noticeable, for the moment they represent conversational interfaces. However, we believe that the development of the virtual assistants into more intelligent ones has the potential to be of increasing support to sales teams.
In summary, the future of sales is likely to be a symbiotic relationship between humans and AI. AI will augment the capabilities of sales teams, making them more efficient and effective, but the human element of building relationships and understanding complex customer needs will remain crucial. Successful sales organizations will be those that can strike the right balance between the strengths of both humans and AI-generated sales tools. If you want to boost your sales with our video engagement solution, consider booking a demo here.