Prospecting AI Agent (Part 4 of 10)

Part 1: 5th Level AI

Part 2: Coming of Agents

Part 3: AI Sales Agents

What do the experts know?

• When the phone first came out, I'm sure few thought it could replace a door-to-door salesperson. They were wrong!
• In 1943, the chairman of IBM, Thomas Watson stated, "I think there's a world market for maybe 5 computers." He was wrong!
• Today, I hear, "AI Agents will NEVER be able to cold call or follow up like a human." They too will, in short order, be proven wrong as well.

Over the last year, I've been sharing a video by AIR.ai, titled "AIR AI Contact Center Call" in which a conversational AI agent makes an outbound call and interacts in ‘real-time’ with a potential lead (or buyer) named James who had gone on the Tesla website and provided his contact information. The conversational AI bot Alexander then calls to persuade James that Tesla is a great choice for a new car.

Watch the video before proceeding.

Here is the call transcript:

James: Hello!        

Alexander [BOT]: Hey James!        

James: Yes, who is this?        

Alexander [BOT]: Hey James, it’s Alexander from Tesla Motors. How is your day going so far?        

James: It’s going pretty good my man how about yourself? You said you are from Tesla right? The car company?        

Alexander [BOT]: Yeah, that’s right, I am calling from Tesla Motors, the car company. Did you have any trouble or questions while customizing your car on our website?        

James: Uh, no we are just kinda shopping around and you know just taking a look.        

Alexander [BOT]: Gotcha that makes sense. Sometimes we’re just exploring our options before making a decision and I totally respect that. Can I ask you why you were looking into a Tesla in the first place?        

James: Yeah, I mean. I’ve had my car for way too long now and so I’ve kind of taken a look at options that I have. A lot of friends who just absolutely rave about Tesla and you know me myself I am actually a big fan of Elon, Elon Musk so I figured I might as well take a look and I kind of explore my options there and see what you guys had available.        

Alexander [BOT]: That’s a smart approach, James. It’s always good to explore your options and see what’s available. Out of curiosity what do you currently drive?        

James: Yeah, I drive a.. It’s an old Ford Fusion my man.        

Alexander [BOT]: Nice, a Ford Fusion. Why are you looking to switch things up and consider a Tesla?        

James: Yeah, I mean I had this car literally since I got my first job years back um and it was just time for a change, so it’s like you know, it’s not super reliable anymore and it’s time for an upgrade. I am moving into the city now and I just think it’s time you know I’ll get the new apartment, might as well get the new car at the same time, you know?        

Alexander [BOT]: I totally get that James, moving to a new apartment, it’s a great opportunity to make some fresh changes including getting a new car. Are you looking at purchasing any other cars at the moment or are your eyes just set on Tesla?        

James: Oh you know. I am still looking around but mainly Tesla, I have a lot of friends who you know obviously have them. And I am a little bit jealous. I have to say when I you know test drive and they are super fast, obviously, it looks really really amazing, so mainly looking at Teslas and just kind of trying to figure out which is the right one, you know before making a decision on which one to go with.        

Alexander [BOT]: Well, let’s change that as soon as possible then. It looks like you are in Omaha Nebraska is that right?        

James: Yeah, correct.        

Alexander [BOT]: Great, what if I do this for you. What if I schedule a time for you to come into a dealership near you to give a Tesla an official test spin and you can see if this is the car that makes sense for you? Is that something you would be down for?        

James: Absolutely that would be amazing.        

Alexander [BOT](#): Awesome, well. It looks like we have a 7:00 pm or 11:00 am available in Omaha time. Which time works best for you?        

James: Let’s do the 7 o’clock.        

Alexander [BOT]: Great, I’ll lock in that time for you. You are all set for a test drive at 7 PM. Anything else I can help you with James?        

James: Nope that’s it, I really appreciate you giving the call.        

Alexander [BOT]: Well it was my pleasure speaking with you James. I can’t wait for you to give a Tesla a spin. There is nothing like it in my opinion. If you have any more questions or need assistance in the future, feel free to reach out. Have a great rest of your day.        

James: You too, bye-bye, thanks so much.        

The conversational prowess of the bot may not be at a level where it could fool all humans, but it will be!

Prompt Engineer Deconstruction

Is this conversational AI Agent selling? I decided to test the idea after reading an article from Marina Ashurkina. Using 'prompt engineering' to deconstruct the conversation and Anthropic's LLM Claude, I decided to modify/enhance 3 of the prompts to discover if the 'machine' could deconstruct its own sales tactics. The results are as follows:

Prompt #1 : What sales tactics does Alexander use to persuade James to agree to a test drive? Provide the name of the tactic in one column and the corresponding phrase(s) as an example in column 2.

Claude's Response:

Prompt #2: Build a detailed customer profile (geographic, demographics, psychographic) for James as a potential buyer.

Claude's Response:

Based on the conversation, here's a detailed customer profile for James as a potential Tesla buyer:

Geographic:

? Location: Omaha, Nebraska

? Moving to: The city (likely referring to a more urban area of Omaha)

? Current residence: Likely suburban or less urban area (inferring from the move)

Demographics:

? Gender: Male

? Age: Likely late 20s to mid 30s (based on job history and car ownership)

? Employment: Employed, possibly in a professional role (able to consider a luxury car purchase)

? Income: Middle to upper-middle class (considering a Tesla)

? Life stage: Transitioning (moving to a new apartment, considering a significant car upgrade)

Psychographic:

? Values:

- Quality and reliability in products

- Technological advancement

- Status and image (interested in a prestigious car brand)

- Environmental consciousness (considering an electric vehicle)

? Interests:

- Technology (fan of Elon Musk, interested in Tesla)

- Automotive industry (exploring car options)

- Career advancement (moving to the city, upgrading lifestyle)

? Lifestyle:

- Upwardly mobile (moving to the city, considering a luxury car)

- Social (mentions friends who own Teslas)

- Open to new experiences (willing to test drive and consider a new type of car)

? Attitudes:

- Brand-conscious (specifically interested in Tesla)

- Influenced by peer recommendations (friends rave about Tesla)

- Values personal growth and advancement (upgrading living situation and vehicle)

? Behavior:

- Researcher (has been exploring options before making a decision)

- Cautious buyer (taking time to make a decision, wants to test drive)

- Aspiring to luxury (moving from a Ford Fusion to considering a Tesla)

? Pain points:

- Current car is old and unreliable

- Desires a change that aligns with his new life stage

- Possibly experiencing some peer pressure or desire to fit in with Tesla-owning friends

? Decision-making factors:

- Performance (mentions Teslas being "super fast")

- Aesthetics (notes that Teslas look "really amazing")

- Brand reputation and personal admiration for the company's founder

- Peer influence and social proof from friends

This profile paints a picture of James as a young professional in a transitional phase of life, aspiring to upgrade his lifestyle and align himself with a prestigious, technologically advanced brand that his social circle admires. He's cautious but open to making a significant purchase if it aligns with his values and desires.

And my last prompt...

Prompt #3: What closing techniques should the salesperson use during the test drive and what features should be highlighted for a higher close rate? List the closing techniques in column one and the supporting feature(s) in column two.

Claude's Response:

| Closing Technique | Supporting Feature(s)

| Assumptive Close | "So, which color interior would you prefer in your Tesla?"

| Feature-Benefit Close | Autopilot: "This feature not only makes your commute easier but also significantly improves safety." |

| Urgency Close | Limited-time promotions: "This current pricing is only available until the end of the month."

| Visualization Close | Customization options: "Imagine pulling up to your new city apartment in this sleek Model 3." |

| Contrast Close | Comparison to Ford Fusion: "Notice how responsive the acceleration is compared to your current car?" |

| Social Proof Close | User testimonials: "Your friends aren't the only ones raving about Tesla - let me show you some owner reviews." |

| Trial Close | During test drive: "How do you feel this would fit into your daily routine?" |

| Summary Close | Recap key benefits: "So we've seen the performance, the tech features, and the safety ratings. How does this align with what you're looking for?" |

| Puppy Dog Close | ? Extended test drive: "Why don't you take it home for the weekend and see how it fits your lifestyle?" |

| Alternative Choice Close | Model options: "Based on what you've experienced, do you see yourself in the Model 3 or the Model Y?" |

To support these closing techniques, the salesperson should highlight the following features during the test drive:

• Performance (acceleration, handling)
• Advanced technology (touchscreen interface, over-the-air updates)
• Autopilot and safety features
• Electric powertrain benefits (low maintenance, cost savings on fuel)
• Spaciousness and comfort compared to James' current car
• Charging infrastructure and range
• Customization options (colors, interior finishes)
• Brand prestige and innovation
• Environmental benefits
• Total cost of ownership advantages

By combining these closing techniques with highlighted features that address James' specific needs and desires, the salesperson can increase the likelihood of a successful close. (Source: Anthropic's Claude)

I don't know about you, but these results are incredible! We are at the beginning of the 'transformer' revolution. And, over the next 6 months, we will see a quantum leap in their ability to have deeper and richer conversations as 'context windows' continue their expansion.

Next: Implement an AI Agent (Part 5)

Victor Antonio | Author | Speaker

'Sales Ex Machina: How AI is Changing the World of Selling' (2018) Download a Free Copy

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