Why Robots and Systems Can’t Replace Human Connection

Human Connection Is Irreplaceable Dress appropriately for the situation and audience— it's the little things that close the sale. Do research on who you're trying to sell to and a personalized follow-up email after a demo or meeting that adds value to the conversation. Video messages following a meeting are a unique way to stay in front of your prospect and show them you truly care about helping them solve their business challenges. Use handwritten notes to show appreciation and make your communication more human. Taking the time to write a note to your prospect demonstrates your commitment to professionalism and helps built trust. Taking a personalized and phone first sales approach still matters, especially in a world taken over by AI. Leverage checklists to remember and systematize important tasks. Even surgeons and pilots use checklists to make sure that details don't fall through the cracks. Sales is a contact sport. Leaders should train, drill, and reinforce the basics and fundamentals with their sales team every single day. On this episode of the Sales Gravy podcast, Jeb Blount and Will Yarbrough, VP of Sales at Fleetio, discuss what it means to be a human seller in the age of robots. Jeb and Will dive into the importance of having organic conversations versus over-engineering the sales process. In this conversation, you'll learn the value of a good first impression, how to maintain engagement with a prospect following a demo, and why being coachable is a strength in sales. Selling In A Tough Industry Takes Grit— And Emotional Intelligence Industry experience— especially when selling to blue-collar workers out in the field who are more accustomed to turning wrenches than punching buttons on an app — can be a strength or a weakness for new sales professionals. Most sales organizations seek individuals who are good communicators, curious, and confident, but also have enough industry knowledge to be credible. And while industry knowledge is important is sales, the ability to deal with people is crucial. People with industry experience tend to want everything to be perfect before they can close a deal. As a result, they may take longer to ramp up in a sales organization than those without as much experience, but they can still be taught the right questions to ask. New sales professionals who don't have much industry experience will be successful if they know how to ask the right questions, find opportunities for ROI, and learn how to close deals in the process. Taking a more human approach to selling means that experience pales in comparison to the importance of heart and mindset. The Sales Process Is Overcomplicated Too many sales organizations are guilty of over-engineering the selling process. The most important thing to remember is that you're a human being having a conversation with another human being. Here are a few ways to simplify the sales process (that don't require the help of a robot). Professionalism Builds Trust Buying is an emotional and deeply human experience. In order to close sales and maintain positive customer relationships, you need to keep in mind that prospects buy the person before they buy the product. The little things matter. It's not about the outcome, but the steps that you take to get to that outcome. So if you choose not to wear a collared shirt on virtual calls, you put on a hat, decide not to shave, or don't take care in making sure your video presence and audio quality are top-notch, you are taking a series of small risks. And those risks can greatly impact the velocity of the sale, getting the sale, or the trust that you build with your prospect. Present yourself in a professional manner, including your appearance, lighting, audio, and video quality. These details may seem small, but they can have a big impact on the trust and velocity of the sale. Remember, the little things matter. The Humble Checklist Pilots and brain surgeons implement a checklist for every task they must perform. They aren't stupid; they have a lot to remember and many high-stakes elements that can slip through the cracks. Utilizing a checklist throughout the sales process can make it easier to remember and execute on important tasks, something that busy sales professionals often struggle to do. When you refer to a checklist every time you engage with a prospect, you're more likely to remember and complete each necessary task to help you advance the sale. Personalization Over Systems One of the most effortless and foolproof ways to make a lasting impression with your prospect and create competitive differentiation is by sending a handwritten note or a personal video message thanking your prospect for their time after your meeting. It's a small, but essential gesture that makes a difference. The best part is, you don't need a system to write a note. Simply make it a habit to write and send a note right after conversations with your prospects. It's a simple way to show gratitude that they will noti