Forget AI—This Human Skill Sealed a $200M Deal (And It’s More Powerful Than You Think!)
Will AI replace salespeople? Here's why it won't happen.
One of my greatest success stories as a top sales consultant was helping a client create a strategy and execute a plan to turn their biggest account - the largest user of their products worldwide - from a three-year bid on the lowest price to a 10-year negotiated deal worth over $200 million.?
The key that led to this transformation was not AI.
If AI had been available then, sure, it could have gathered all the research on their client, compiled the necessary tech specs, and analyzed testimonials. But what would AI not have been able to provide that helped close the deal? In one word: Relationships.
My clients—the VP and major account executive—had grown up with their customer’s decision-makers, starting their careers at the same time. They knew each other well and had developed an unshakable, deep trust. So when their clients asked tough, penetrating questions, they were able to read between the lines, allowing my client to ask powerful questions in return. Because of the strength of their relationships, their customer was willing to answer, knowing my client had their best interests at heart.
AI is only as good as the questions asked in the prompt. Most people don’t even ask the right questions. My client was able to read between the lines and saddle up with their customer in different settings, such as lunch, dinner, golf, etc. A different setting often lowers one’s resistance to new ideas, creating space to breathe and dream about the "what ifs." This is not about bribing people with meals; it’s about connection.
So, if you are wondering if sales execs should embrace AI? Heck yeah! Today, the effective use of AI will positively impact a sales executive’s success. For example, I used AI to gain some ideas for this week’s video blog.
What do you need help with to gain sales velocity??
If you are ready to transform transactional sales into long-term, high-value partnerships, let’s talk. Schedule a?free Velocity Mindset? call?and discover how to leverage the human edge to close game-changing deals in today's AI-driven world. Your next $200M opportunity starts here.?https://calendly.com/ronkarr/30min
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