5 REASONS WHY SALES JOBS WON'T BE REPLACED BY AI | METASTARTUP #28

oh yeah what's up guys welcome back to another episode man startup where I teach you how to run a business from scratch now I know I haven't been putting on content for the last few weeks and that's because I've been busy both personally as well as a professional but I thought we'd go now where I can't put up a lot of content so I'm going to be putting out a lot of content in quick succession in this video I'm going to be talking about how I think most sales rules are immune from the upcoming AI revolution so nobody alive in predict what happens after five years but for the next five years in my opinion I think mostly is rules whether survive martial intelligence now enough that there's a lot to be learned from this video consider the fact that more and more going to be organizations or b2b sales organizations are using mass marketing whether that your Facebook or LinkedIn or wherever and I feel like talent that's actually reaching out the prospects and having a conversation is being underutilized considering how it's so effective now one of the main reasons where I don't think he has many plays core sales jobs is because humans have the ability to show empathy and clear

empathy in their potential prospects now what that means is that what you said is not as important as how yourself now remember that especially with sales the art of conversation is actually an experience that the prospect goes through now if you don't believe me almost five or six years ago the number of marketing automation software of there was maybe 150 today that number is above 7,000 how these nobodies differentiate it's not the technology because it's so easy for you as a company to replicate your competitors feature or benefit right what's important is how reaching these potential customers and how you could work so I do not believe that AI has the ability to replicate the empathy that humans have at least in the next five or six years is just very hard to replicate now the next reason why I don't think humans are going to be replaced in sales roles is because AI doesn't have the ability to ask open-ended questions and

integrate the answers of those questions in its sales story now remember whenever you sell something you're telling a story you're talking about a problem that the customer has how our solution on how your product can benefit that problem and where the customer will be after using that solution now you have to remember that as sales then one thing most of what questions you can ask a customer is what's your plan for the next year right where do you see yourself as an organization in the next year of five years from now right whereas the answers from those questions right so say prospect answers that question use sales and it takes some of those answers or parts of those answers and integrate them into that story you built for yourself right so stories are no longer one-way right as a sales rep you know just telling a story in the customers listening so the art of listening to a customer after asking him over an open-ended question by taking parts of that customer prospects answer and then making inferences from them and then making parts those influences and putting them into your story to give you an example it's almost impossible for an AI to ask a customer an open-ended question like what's your vision strategy for the next year right and then take the answer of that take parts the answer make inferences from that answer and then integrated that story of him I think as a solution we saw that one of those problems that you had in your mission statement right and it's not just direct inferences it's also indirect inference so you can see oh you want to be the leading marketing automation software in the world okay that also means that we have you know it's our software so that's where we come in right so you know for an a I like to ask an open-ended question and the inferences from those questions or but the answers from those questions is almost impossible again it's not impossible forever it's only possible at least for the next four or five years the next biggest part is the human being has is the ability for you to be on webcam now

I understand that E is vertical point way we do deep quakes really well you can actually have three beats with authentic expressions on screen then that look like they're actual humans but are just they are generated I still don't believe the ability to authentically replicate the human being on that cam is available yet so I am talking about as a human one of the advantages you have is your ability to sit on webcam with a client or switch on a webcam and show the planet that a you've got credibility and week to show really human flaws right one of the most important parts of what makes us human is the ability to make mistakes now or get me wrong you can still program mistakes into artificial intelligence it's just very hard and hasn't been done yet so one of the reasons at Avalon we tried it around webcam and that's the second best way to sell compared to actually being face to face is because when you're faced with somebody it's much harder to say no as a prospect all right so the credibility comes from obviously you know many years that have long spin around and you know we just build good software and we do our job well but it's more important for you show that trust so as I said there's 7,000 different marketing automation tools on the planet but as a sales rep for one of them it's very easy for you to build trust when you're face to face with the client and that's what a web cam comes in you have gone to that yet now the next thing you know that in today's day and document 2019 it's not just one but a group of people who make a buying decision so if there's

company out there like say if you were selling me to be software to add on it's not just one person who makes the decision it's a buying committee or a group of people the map and the day maybe it is a bank a meeting of two or three people maybe they see you're the decision belong to the VP of whatever department you're trying to sell but today a lot more people are important maybe the CTO most important maybe the VP of Marketing is involved now as you would be telling a story you need to integrate all these people in the story because the marketing guy only cares about how your software affects his department right so you need different stories to different people and to do that to make these integrative stories need to ask them questions as to what drives performance in their department in 2019 the average buying committee is 7. 8 people right so any software they sell anywhere across the world the average is that it's seven to eight people to actually make a decision on whether they want to buy the software or not which at minimum means seven to eight different stories that you have to tell you seven to eight different people right which is hard for you to do considering air will probably not know anything about any of these people unless it's fed that data which in this case you'd rather just have which will be doing it now the last main reason in my perspective is the ability for humans to understand something called follow-up sensitivity now what

you can see and what they actually mean are two different things now that also holds good for potential prospects so a prospect Mike and you hey is just check back with me in December I'm not interested right now Andy I might actually think that the prospect wants you to follow up in December so the air would mark that as an interestedly whereas the most seasoned sales profession know that somebody or a prospect that's just diverting the conversation to six or ten months in the future doesn't actually want to buy an ad or they just make sure you don't you following up with them again and again so they just like yeah contact me later she's a good way to get rid of a sales rep in the short term now yeah doesn't understand that the air would actually take everything that the prospect said very literally now this is very evident some think of the translation problem or the AI translation problem some people call this a Chinese translator problem so assume you're a robot you're a translation robot maybe Google Translate that's translating between an American president and a Chinese president right so you'd actually be sitting in between the American presence tells you something and obviously you're your translator so you'd be able to perfectly to us like that statement from English into Chinese but the real question is do you actually understand that statement are you able to make inferences from that statement and the answer is probably not right obviously the AI can simulate the fact that it's actually making inferences and most people would argue that it doesn't really matter whether it understands it or not the ability to really understand the statement to understand sarcasm all that is not available in the act to actually put out humor in good it's just if we're not dead as a civilization as technology which is not there yet that's the important piece of this entire conversation so in my opinion at least for the next five or six years I think sales rep jobs are not going anywhere even though there's Google duplex around the corner even though Google duplex can simulate things like arms and parts it just doesn't feel very authentic so they will people have those flaws the ability to truly understand what you're saying or you know cook up different stories depending on who you're talking to that is something that's special to you as a human be so as you see more and more companies coming out with these masks last email campaigns or these masks last advertising abilities it is important for you to be able to have these one-on-one conversations it is important for you to tell the stories where parts of the stories are replaced depending on who your document and that I think is the biggest way you can differentiate between yourself and a robot that is coming for your job all right guys that's it for me for this episode make sure you follow me on instagram subscribe to me and you do and hit that bad idea because i'm gonna be putting on a lot of you content very quickly one of the interesting pieces of content that what are we putting out is five things that i learned from the human brain having worked with your economics and just generally brains for the last four or five years so don't miss out by