Man vs. Machine

ComputersHere’s why computers will never replace salespeople.

According to a recent study published by Oxford, nearly half of all jobs are at risk of being automated in the next 20 years!
 
But I’ll tell you one job that won’t vanish: Salesperson. That’s because, at the end of the day, people buy from people, not from machines.

We all know the drill. As salespeople, we’re supposed to connect with our customers on a regular basis. But top salespeople don’t just “check in” with their clients. They develop strong relationships with customers during the sales process. They know what’s going on with their clients—both personally and professionally. They provide insights and guidance, making themselves valuable, trusted business resources.

Salespeople vs. Computers: Why You Win

When you have relationships like this with your clients, they’ll always take your calls. And they’ll refer you to other great clients.

This is where in-person connections really trump technology. Computers can’t take your client to dinner, recount personal experiences, laugh at each other’s jokes, or coo over pictures of each other’s children or grandchildren. Computers can’t shake your client’s hand or have a conversation about what’s going on in the marketplace. But you can. And your customers will love you for it.

There’s Nothing Like the Real Thing

Shep Hyken addresses this in his article, “Do What a Computer Can’t.” He writes:

Online companies are able to track a customer’s information through prior purchases, buying patterns and product or service inquiries. In this way, the digital experience is starting to mirror the in-person experience.

But the in-person experience offers more opportunities to connect and deliver amazing, personalized customer service. Thank-you notes, phone calls and conversations about interests other than business are still exclusive to the in-person customer service experience … So when you serve your customers, make it a point to offer them what digital world can’t: the human touch.

Read the rest of this article. And for more on how relationships drive sales, get your copy of my new book, Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal—now available on Amazon and at Barnes & Noble. Or get the digital version for your Kindle or Nook.

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