BRX Pro Tip: Sales Technology vs Human Nature
Stone Payton: And we’re back with Business RadioX Pro Tips. Lee Kantor, Stone Payton here with you. Lee, let’s visit or revisit for a moment, sales technology versus human nature.
Lee Kantor: Yeah, I don’t know if this is because I’m old, but it’s just that there’s so much automation nowadays, and when there’s this much technology available, it’s so easy to just stop seeing your prospect as a human. And then they’re just kind of a sales opportunity or a number, a dollar amount, and then you feel comfortable just burying them in a pile of automated messages.
Lee Kantor: So when you lean too hard on automation without any type of human touch, you’re risking alienating the very people you’re trying to communicate with and connect with. So how can you balance tech with humanity, and especially at a time when people are craving human-to-human connection more than ever?
Lee Kantor: So you want to use automation for certain tasks, timely reminders, tracking data. But you want to set your human touchpoint strategically. You want to use the tech to prep, then lean on your own emotional intelligence to engage. You want to stay alert for signs your prospect wants a real conversation, and be ready to switch gears into a real human-to-human conversation.
Lee Kantor: A quick, genuine response can turn a cold lead into a warm relationship if you do this right. So how can you do this? One of the key things to adding humanity into your process is to create moments of surprise and delight. These moments humanize you, they humanize your brand, and they can rebuild trust if something’s gone wrong faster than any type of automated blast can.
Lee Kantor: So sales success isn’t about replacing humans with automation. When you strike a balance between technology and humanity, your prospects are going to feel valued, they’re going to feel heard, and they’re going to be ready to say yes.
