Rehumanize your sales process through automation
How much time are your salespeople actually spending on selling? Sales is a remarkably complex human activity. As Daniel Pink points out in To Sell is Human, it’s also deeply connected to who we are as a species. The desire to persuade others to join us in a belief, a mission, or an experience forms part of our identity as social animals. By the same token, success in selling depends largely on our ability to connect with another person on a human-to-human level. As any seasoned sales rep knows, that means tuning into emotional signals and zeroing in on psychological needs. The best salespeople score high on qualities of emotional intelligence, such as the ability to empathize and to articulate feelings, through tone of voice, gestures, and facial expressions. And many of these highly skilled professionals are stuck behind computer screens for much of their time, prevented from doing what they do best—engaging in human interaction. Although it might sound paradoxical, automation can help improve your bottom line not by dehumanizing your sales process but by rehumanizing it. The ABCs of selling At the most basic level, any sales process consists of three general stages. First, you Attract potential customers, or leads. Then you Build your relationship with them. And finally, you Convert their interest into a…
