April 21, 2023

High-ticket sales in the age of AI! | The Impact Sales Podcast

High-ticket sales in the age of AI! | The Impact Sales Podcast

Worried about keeping up in the age of AI? This episode is for you! Listen in as Joe Beck, Founder of The Sales Activist, breaks down what you need to know about the impact of AI on high-ticket sales - and what you need to focus on! This episode is...

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Worried about keeping up in the age of AI? This episode is for you! Listen in as Joe Beck, Founder of The Sales Activist, breaks down what you need to know about the impact of AI on high-ticket sales - and what you need to focus on! This episode is full of actionable tips and tactics to help get your sales moving in a BIG way! Don't miss it!

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Welcome to the Impact Sales Podcast. I'm your host, Joe Beck.

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We have a great episode in store for you today.

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So for anybody who's wondering how are they going to

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continue to do business and operate selling high ticket products

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and services in the age of AI, this is the

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episode for you today. We're going to talk all about

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AI and how it relates to high tickets selling and

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more importantly, how you can navigate through it if you're

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not tech savvy, if you're not an AI person, if

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you're concerned about what AI may be doing to your

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sales effort or the competitive factors going on in the market,

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make sure that you stay tuned for this whole episode.

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We're going to talk a lot about AI. We're going

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to talk a lot about high ticket selling and how

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you leverage it using AI, but also the importance of

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staying on point with the things that we know work

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and not getting distracted by the technology, and even more importantly,

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not getting lost or set behind because of the technology.

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A lot of times something new hits the market and

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people kind of lose a step in their game, and

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we want to make sure that doesn't happen for anybody

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here that follows the Impact Sales Podcast, So stay tuned,

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we'll be right back. Hi. This is Joe Beck, founder

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of The Sales Activist. Are you a coach or an

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entrepreneur who's struggling to create significant sales momentum in your business?

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How would you like to triple your sales results? That's right,

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triple your sales results in six months or less, guaranteed,

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all without spending a single extra dollar on advertising. Well,

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if you would, I'd love to show you how. For

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well over thirty four years, and after ten of thousands

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of live sales interactions and hundreds of millions of dollars

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of closed sales transactions for companies that I've worked with,

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and four, I've developed a proprietary sales system, the ISM System,

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and this system can show you exactly how easy it

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is to generate consistent sales momentum in your business. If

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you'd like to learn more, just text the word sales

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to the number four oh nine five oh nine seven

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three five five. That's sales to four oh nine five

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oh nine seven three five five, and you can schedule

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a complimentary consultation. We'll talk with you all about what's

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going on with sales in your business and more importantly,

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how we can show you how to triple your sales

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results in six months or less. Guarantee. This is Joe

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Beck with the Sales Activist. You don't have to settle

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for average sales results. We'll talk to these there. Welcome

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back to the Impact Sales Podcast. This is your home

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Joe Beck, and today we have a really interesting episode.

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This is one that I've been thinking about doing for

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quite a while just considering everything going on in the marketplace,

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and it's all around the subject of AI and technology.

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And it doesn't matter whether you're talking about chat, GPT

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or any other AI technology that's out there. Today we're

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going to talk about AI, its impact on high ticket selling,

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how you can utilize AI. Now, this is not going

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to be a technical episode. This is going to be

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an episode theoretically on how you can work within it.

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And then more importantly, today we're really going to dig

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into how you can continue down the right path to

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be successful selling, particularly selling high ticket No matter what's

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going on with AI in the world, I know from

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what I hear from a lot of people, many people

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are concerned about the state of their particular industry or

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their particular role in selling, and particularly when they're selling

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high ticket because of the introduction of AI technology. Now

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there's all kinds of different forms of AI, and today

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we're really going to talk about the forms that really

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actively communicate with prospects or in some cases even clients electronically.

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So before we start digging into all of this, I

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think it's important that you take some time and kind

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of take a step back from everything that's going on

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in the world today and listen very closely to what

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I'm going to share today, because this particular episode will

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be valuable to you, not only in the case of AI,

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but also in the case of other things that may

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happen in your business. And I really think it's important

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that you reflect upon the message behind this episode. So

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take some time, grab a notepad, jot down some of

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the things we're going to share today. I promise you

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it's going to be valuable for you. And I'm willing

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to bet that there's going to be people that are

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listening to this episode. They're going to actually breathe a

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sigh of relief. They're going to feel, you know, some

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comfort after hearing this episode. Because I talk to a

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lot of people, I talk to people in all kinds

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of industries, selling all kinds of products and services, And

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there is some angst, some anxiety about AI, about technologies

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that are all of a sudden communicating with prospects and

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in some cases clients, and it has some people concerned

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and nervous. It has them concerned because there's this ongoing

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dialogue and conversation out there about whose role is going

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to be replaced by technology? Whose role is going to

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be replaced by AI or chat, GPT or whatever program

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or technology they're actually referring to. And there's a lot

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of people that carry around this anxiety. Will they be replaced?

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Will they not be competitive because they're not using AI?

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Will AI somehow trip them up or upset their business model,

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their business flow, the acquisition of new clients. So today

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we want to unpack a lot of that, and we

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want to spend some time making sure that people understand

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really at its core what's most important. Now, let's first

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start with talking about what AI really is and what

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it does. And no matter what your degree of technical understanding,

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I promise you I have like a third grade level

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understanding of tech. So we're going to keep this very

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very simple, but as it relates to technology, and it

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relates to AI, particularly in this situation. Remember what it is.

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Remember that it's just a tool. Okay, it's not something

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that will technically replace somebody who is selling high ticket

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or providing a higher level service that requires a lot

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of personal touch or personal connection. Now, it could replace

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some of the interim steps, it could replace some of

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the prospect contact, some of the prospect nurturing. But let's

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call it what it really is. It's a tool. Now,

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this tool, as powerful as it is, is no different

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than any other tool. It can provide tremendous value, save

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you time, save you energy, save you frustration. And that is,

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of course, if you utilize it correctly. But like any

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other tool, if you don't utilize it correctly, which a

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lot of people are out there doing right now. Okay,

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it's happening. You're starting to see little cracks in what

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people are doing. Not that a lot of it's not good,

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but sometimes when things don't work correctly, it can have

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the exact opposite effect of what you're trying to get. Meaning,

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maybe you're trying to save time, maybe you're trying to

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be more efficient in what you do. Maybe you're trying

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to focus on other areas of your business and you

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have AI or some technology operating, some automation that's operating

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to support your business. Now, this is not anti technology

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in any way, but there is a point, especially when

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you're talking about high ticket products and services, there's this

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crossover point where no technology will effectively ever be able

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to compete with human interaction and true live understanding of

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what the prospect or client is trying to accomplish. And

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just like any other tool, it may save you time

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up front, it may allow you to be more efficient.

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It could create confusion challenges if you're not utilizing it correctly.

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It could actually create the opposite of what you're trying

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to accomplish. It could create a disconnect between you and

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your prospects because maybe it just is not coming off

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the right way. Maybe it's not speaking in your voice. Now,

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I know AI is amazing and it can start to

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speak like you. It can start to do things that

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you probably would do or say. But the fact is,

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what will the cost be for it to figure that out?

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How long will it take? So I want you to

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just keep in mind the core element of what you

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need to be successful in selling high ticket is much

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much more than just the prospecting method that you utilize

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to nurture prospects. So AI could be a piece of it,

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It could be one tool in your arsenal, but the

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rubber hits the road. Your success really takes off when

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you truly engage with people. So I want you to

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understand the difference here, especially when you are selling a

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high ticket product or service or offering. If you're selling

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something that's tens of thousands of dollars or thousands of dollars,

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the odds are very high that it is not something

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that is going to be sold via text or via

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electronic communication. Even the most robust landing page still probably

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will not get people willing to spend significant amounts of

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money until they interact with somebody. Now, I know some

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people will, some people will will PLoP that credit card

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down and they'll they'll get anything off of the right

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landing page. But I'm talking on average the majority of situations,

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especially if you're a coach, an entrepreneur, a consultant, whatever

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it is that you do, if you're selling that high

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ticket product or service, you're probably going to need to

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engage with people. Now, AI and technology can do a

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lot towards nurturing that and speaking to more people faster,

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engaging more people, which is great, But at some point

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there's this convergent point, this line that that tool has

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to stop and it has to hand that prospect over

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to you or somebody on your team or somebody that's

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working for you. And it's at that exact moment that

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technology is not quite where it needs to be yet,

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meaning there is that human factor. There continues to be

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that human factor, the responsiveness to what people are literally

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sharing with you, if you're face to face, it's judging,

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engaging their reaction, it's understanding the meaning the power behind

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what they're saying. In the sales Activists foundational program Impact

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Sales Mastery, we talk about utilizing impact driven questions, things

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that really make the prospect think, things that make the

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prospect share with you what's most important to them. And

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these are not the types of things that are easily

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done using an AI. They are things that are done

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face to face or even on the phone, where they

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know that that human is having an interaction with them.

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There's true, true engagement. So for everybody who's worried and

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I'm talking to the ten people that reached out to me.

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This week, I'm talking to the dozens, if not hundreds

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of people that I've heard for over the last six months.

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You know, AI is a great tool. Will it replace

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you as a high ticket salesperson? Probably not? Probably not. Now,

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I will tell you that elite sales professionals, elite entrepreneurs,

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people that are experts in their field, are figuring out

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how to use AI to complement what they do, to

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ramp things up at a faster pace, to reach out

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to more people, to handle some of the the initial interactions,

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to collect data, to to share relevant basic information with people.

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And that's the ideal place for that. It actually is.

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That is a tool that's really made for that particular activity.

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But what it's not doing yet is replacing the actual

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belly to belly sales interaction in most cases, and it

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probably won't. Now. I know the technology will advance, and

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I know that it will probably be able to say

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everything that you're able to say. But let's take a

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step back, and this is where I want you to

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recognize that AI and technology you know, can be a

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metaphor for any other thing as it relates to things

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that impact your business. And I want you to really

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listen to this loud and clear, because I care about

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your success. I want you to make the most out

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of every opportunity that you have. It really boils down

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to you and your prospect. You and your prospect, how

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you communicated with them, nurture them, how you got to

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that point where it's you too with them, talking with them,

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interacting with them, sitting with them, meeting with them on zoom,

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whatever it is that you're doing. All those things you

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know are a factor, but it really takes place. You know,

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the gold is in that direct interaction, that face to

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face or you know, person to person interaction that is

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very personal. Now I share that because whether it's AI

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or whether it's any other thing that may make you

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worry about your business, your ability to close high ticket,

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your ability to compete in your marketplace. AI is one

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tool and one factor. You could erase the word AI

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and plug in many other things, but the answer is

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still the same. Whatever those things are, everything that you

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need to master, everything that you need to really be

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good at, needs to happen between you and your prospect.

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Now you can replace one tool with the next, figure

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out a new prospecting method, a new advertising methodology. You know, whatever,

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a new technology that does this does that. Just think

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about where we were twenty five years ago, long before

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social media and things like that. Right, think that where

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we were it was direct communication, print communication. It was

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nowhere near as personable. But guess what technology changes. Social

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media comes out. You now all of a sudden have

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this new tool. And ultimately it's how you use those

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tools that make the difference. But when it comes to

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you interacting with your prospect that's going to be where

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your opportunities for success are going to be made or broken.

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It's going to come down to that. So as it

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relates to AI, that the age of AI and everything

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that it's doing, absolutely embrace AI. Get it to work

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for you, included as a tool in your arsenal. Allow

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it to do things that will save you time and

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energy and money, and things that will potentially expedite your progress,

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things that make things happen faster. But most important, only

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leverage it as a tool in a way that frees

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you up to spend more time with your prospects, spend

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more time interacting with people. I'll tell you why a

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lot of people are afraid of AI. They're afraid of

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change naturally. They're afraid of how it may change what

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they're doing. They're afraid of not being able to keep up. Now,

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in a world where you're competing with somebody who is

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very much like you and maybe has the same skills

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that you do, and can offer the same product or

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service and result for your prospects that you do, if

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you're not utilizing AI and they are utilizing AI, you

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will be at a disadvantage. Now, that does not mean

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that you'll be out of business. It just means that

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they're utilizing better tools, more efficient tools, and they're getting

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things done faster. It's probably freeing them up to spend

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more time with their prospects. So for everybody who's worried

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about AI and the impact that it may have on

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their particular sales effort, keep these things in mind. Whether

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it's AI or any other tool, it's one tool in

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your arsenal. It's not the only tool, but your most

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valuable weapons, the most valuable things that you have to

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offer people are the things that happen directly between your

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prospect and you. See, one of the things that's really

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really important to understand is the psychology behind higher ticket selling.

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When you're selling a higher ticket product or service or offering. Ultimately,

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you need to solve bigger problems. You need to have

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a bigger impact, and for you, the way that sale

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is really made is when you explore and uncover that impact.

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We talk a lot about that with the sales activists.

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How do you uncover impact? What is impact? What does

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that look like? Well, saving somebody money dollars and cents,

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for example, is valuable to them. What they do with

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the money is impact. What they may do with the

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money you save them, what other things it does for them,

283
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their life, their family, their children, their employees, that's impact. Now,

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what elite sales professionals know, and this is whether it's

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originally landed by AI or whether they found that person,

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they met them one on one, It doesn't really make

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a difference. What elite sales pros know is that the

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better they are at questioning that, better they are at

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uncovering impact and getting their prospects to talk about these

290
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things what really means most to them all those things,

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00:18:45.799 --> 00:18:50.519
the more likely that their sale will happen. It had

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nothing to do with AI. Now, could AI at some

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point potentially replace somebody all the way through the sales process. Yeah,

294
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of course, especially in your smaller sales transactions. It's happening now.

295
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I mean, there are people who have entirely AI driven

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sales efforts. It's automations AIS. Everything is electronic. Nobody is

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speaking live with another person. It's a smaller transaction, so

298
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it's something they're able to kind of move through it electronically.

299
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But when you talk about higher ticket sales, and you

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talk about bigger decisions with bigger impact, impacting a larger

301
00:19:31.000 --> 00:19:34.000
amount of people's lives or in a bigger way, the

302
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human factor will always play a role, and the people

303
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that are better at human interaction will always stand out.

304
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And I want to I want to give you just

305
00:19:49.519 --> 00:19:52.559
an example of something I don't and for everybody listening,

306
00:19:52.559 --> 00:19:54.799
I don't know your ages, right, So I'm just gonna

307
00:19:54.799 --> 00:19:59.799
I'm gonna make a blanket disclaimer. Years ago, before electronic

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ca communication, people had a much more in many ways,

309
00:20:05.640 --> 00:20:10.640
a much more comprehensive and thorough way of communicating. Right.

310
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People would write a letter, they didn't shorten things in letters,

311
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they didn't have slang, they didn't have emojis and and

312
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you know, acronyms and things like that. It was long form,

313
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more detailed, more comprehensive, and all of a sudden, electronic

314
00:20:27.759 --> 00:20:32.000
communication comes in and people are communicating differently. They're they're

315
00:20:32.319 --> 00:20:36.920
sending emojis, and they're they're texting acronyms, and all of

316
00:20:36.920 --> 00:20:42.000
a sudden, the communication level, or more more correctly, the

317
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communication skill level has changed. People have forgotten how to communicate.

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And it's funny if you go and you hang around

319
00:20:53.759 --> 00:20:57.839
somebody who's much younger, who's really grown up in more

320
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of the current electronic age, with greater technologies and social

321
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media and texting and SMS communication of all types, you know,

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00:21:06.519 --> 00:21:10.680
you'd be amazed how often their communication levels aren't as

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developed as somebody who grew up before those things. Because

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the fact is, you know, if you have a skill

325
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and you're good at it, and you hone it and

326
00:21:21.559 --> 00:21:24.680
you perfect it over years in time, you typically stick

327
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with it. Now, you may change it a little bit,

328
00:21:26.720 --> 00:21:28.920
but you probably stick with it. If you grew up

329
00:21:28.960 --> 00:21:32.119
in an age where that skill wasn't prioritized, and you

330
00:21:32.240 --> 00:21:35.880
use technology to do a lot of the work, what

331
00:21:35.960 --> 00:21:38.839
do you think happens with that skill? Is that skill

332
00:21:39.319 --> 00:21:43.839
developed or sharpened? No, that skill is probably flat or

333
00:21:43.920 --> 00:21:48.319
unfulfilled or dull, mainly because lack of use. Well, AI,

334
00:21:49.519 --> 00:21:53.839
as amazing as it is, has the potential to one

335
00:21:53.920 --> 00:22:00.519
day degrade people's sales skills. And I say that as

336
00:22:00.599 --> 00:22:03.480
a sales professional, as a sales coach, as somebody who's

337
00:22:04.279 --> 00:22:07.160
generated a lot of sales results in my life, I

338
00:22:07.240 --> 00:22:11.440
know that tools like that sometimes can take people's skills away.

339
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Not that people are all of a sudden not capable

340
00:22:15.000 --> 00:22:18.559
of selling, but because people tend to rely on technology,

341
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they rely on things. Now, I will tell you, yes,

342
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I'm a guy of a certain age. I've been around

343
00:22:25.559 --> 00:22:28.960
a long time, you know, in sales, and many people

344
00:22:29.039 --> 00:22:31.200
may call me old school, but I like to think

345
00:22:31.240 --> 00:22:35.000
I keep one foot in those old skill ways and

346
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one foot in the modern age with what's going on

347
00:22:37.640 --> 00:22:40.559
around me, and I stay up on all those things.

348
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What I've recognized in people utilizing AI, and it's just

349
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a natural human element, a human trait. When you think

350
00:22:50.799 --> 00:22:54.599
you have something that's happening without your attention, where do

351
00:22:54.680 --> 00:23:00.200
you think your attention goes somewhere else, It gets hold

352
00:23:00.279 --> 00:23:04.839
to the side, it gets distracted, pulled into another area

353
00:23:04.880 --> 00:23:08.440
of focus. AI will be another one of those things.

354
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So I predict that AI will harm some people, not

355
00:23:13.480 --> 00:23:18.000
because they're intending it to harm them, but because they're

356
00:23:18.000 --> 00:23:21.359
going to rely on it too much. They're going to

357
00:23:21.440 --> 00:23:24.519
rely on it too much. Some of these people may

358
00:23:24.599 --> 00:23:29.200
forget how to nurture, may forget how to build rapport,

359
00:23:29.599 --> 00:23:34.759
may forget how to properly prepare and position somebody for

360
00:23:35.119 --> 00:23:39.799
an appointment, a proposal, whatever it is. Why because AI

361
00:23:39.920 --> 00:23:43.160
may be doing a lot of that work. So my

362
00:23:43.279 --> 00:23:48.000
message for everybody listening today, and this is really really important.

363
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Utilize AI as the tool, but remember who operates the tool,

364
00:23:55.000 --> 00:23:59.559
and don't take anything away from that person. Meaning, you

365
00:23:59.599 --> 00:24:01.880
are in charge of your own destiny. You are in

366
00:24:01.960 --> 00:24:05.079
charge of your own results, no matter what tool you use,

367
00:24:05.200 --> 00:24:08.279
no matter who you speak to, you ultimately are the

368
00:24:08.279 --> 00:24:11.680
one in charge of your results. And if you allow

369
00:24:12.119 --> 00:24:16.480
AI or anything else to impede your success because you

370
00:24:16.559 --> 00:24:19.160
rely on it more than what you should, or maybe

371
00:24:19.200 --> 00:24:22.920
you short change parts of the process because you're now

372
00:24:23.000 --> 00:24:25.720
using this AI technology in it and you think that

373
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it can replace or eliminate certain steps of the process.

374
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That's one that really gets me going. I had somebody

375
00:24:32.359 --> 00:24:34.519
talk to me earlier this week and they said, well,

376
00:24:34.799 --> 00:24:37.640
I don't need to do that anymore. My AI does

377
00:24:37.720 --> 00:24:41.279
this in this and they were wondering why their close

378
00:24:41.440 --> 00:24:46.799
rate had dropped. And you know, it's a prime example.

379
00:24:46.839 --> 00:24:51.000
It's an event driven company. This company drives people two

380
00:24:51.079 --> 00:24:54.400
events where they propose and show people their products and

381
00:24:54.440 --> 00:24:58.680
their services. And what they had done previously is each

382
00:24:58.799 --> 00:25:01.160
person that was a tending one of their events would

383
00:25:01.160 --> 00:25:04.799
speak to one of their team members before the event. Well,

384
00:25:04.839 --> 00:25:07.000
they decided that they're going to have AI just send

385
00:25:07.039 --> 00:25:10.279
messages and prepare people and it was all driven by

386
00:25:10.319 --> 00:25:13.799
AI and there was no personal interaction. And what they

387
00:25:13.799 --> 00:25:18.119
were surprised by was there was this detachment of people.

388
00:25:18.160 --> 00:25:20.519
And this is a company that sells high ticket by

389
00:25:20.559 --> 00:25:23.920
the way, this company sells five figure packages and beyond

390
00:25:23.960 --> 00:25:26.519
the fact, they even have a six figure package for

391
00:25:26.599 --> 00:25:31.319
their prospects. And they weren't talking to people before they

392
00:25:31.359 --> 00:25:35.920
came to these events. And as a result, they noticed

393
00:25:35.960 --> 00:25:41.839
that their attendee interaction was less. Why people hadn't even

394
00:25:41.839 --> 00:25:44.200
spoken to a human being up until that point of

395
00:25:44.240 --> 00:25:47.559
being in that room. They noticed that when they did

396
00:25:48.000 --> 00:25:51.599
schedule follow up meetings with people about these products or services.

397
00:25:52.039 --> 00:25:55.960
Number One, they scheduled fewer meetings. Why they were relying

398
00:25:56.000 --> 00:25:58.960
on the AI to nurture all the way up until

399
00:25:58.960 --> 00:26:03.319
the point there was no relif relationship built. It wasn't personal,

400
00:26:03.440 --> 00:26:08.319
it wasn't one person and a prospect talking. And the

401
00:26:08.359 --> 00:26:09.880
big one, and this is the one I want you

402
00:26:09.920 --> 00:26:12.920
to underline, because this could be AI, it could be

403
00:26:13.039 --> 00:26:16.200
any other thing that you do to change your process.

404
00:26:16.599 --> 00:26:19.759
The big one was they didn't close as much. They

405
00:26:19.839 --> 00:26:25.240
closed twenty five percent less business with the AI technology

406
00:26:25.319 --> 00:26:28.279
doing all the intro, the preparation, all that other stuff.

407
00:26:28.759 --> 00:26:31.240
The funny thing was, and when we had this conversation,

408
00:26:32.559 --> 00:26:34.799
I said to them, you know, for next week's run,

409
00:26:34.920 --> 00:26:39.440
let's change this. For next week's run, turn the AI off,

410
00:26:39.480 --> 00:26:42.000
go back to the old system. Let's see what it does.

411
00:26:42.920 --> 00:26:46.799
Like for like now, I haven't heard all the numbers,

412
00:26:46.839 --> 00:26:51.960
but like for like, they've already increased their attendance significantly

413
00:26:52.000 --> 00:26:55.759
over the previous week. They've already gotten feedback from people

414
00:26:55.960 --> 00:27:00.519
about scheduling appointments. Now I don't know exact exactly what

415
00:27:00.599 --> 00:27:03.039
their closing rate will be, but I'll tell you right now,

416
00:27:03.240 --> 00:27:07.160
they already have more people scheduled for meetings than they

417
00:27:07.200 --> 00:27:10.759
did in the previous week. So when you look at that,

418
00:27:11.240 --> 00:27:15.319
you realize that that technology, while it was efficient and

419
00:27:15.359 --> 00:27:21.960
it saved their team time and energy, the interaction wasn't

420
00:27:21.960 --> 00:27:25.319
there and it is taking them longer to build that

421
00:27:25.400 --> 00:27:28.359
rapport because up until that point, nobody had spoken to

422
00:27:28.400 --> 00:27:32.480
those people at that previous event. So my message is simple,

423
00:27:33.519 --> 00:27:36.519
for everybody here that's selling high ticket, there is no

424
00:27:36.640 --> 00:27:39.799
substitute for you getting to know your prospect, interacting with

425
00:27:39.880 --> 00:27:45.400
your prospect, exploring impact, and most importantly, figuring out exactly

426
00:27:45.839 --> 00:27:49.839
what it can do to change their life. If you

427
00:27:49.880 --> 00:27:52.119
figure out things that are impactful for them and you

428
00:27:52.359 --> 00:27:55.039
explore what those things are, you know, what would you

429
00:27:55.039 --> 00:27:56.880
do with the money, How would that impact your life?

430
00:27:56.880 --> 00:27:58.640
What would your family life look like? How would your

431
00:27:58.680 --> 00:28:02.680
employees benefit like? When you start really exploring that person

432
00:28:02.759 --> 00:28:07.519
to person, not technology to person, person to person. When

433
00:28:07.559 --> 00:28:10.599
you start interacting that way with people, there's a number

434
00:28:10.599 --> 00:28:12.720
of things that are going on a couple of dynamics.

435
00:28:12.759 --> 00:28:16.680
The first, when you start interacting that way and you

436
00:28:16.799 --> 00:28:21.319
start asking questions that other people aren't asking, maybe they're

437
00:28:21.400 --> 00:28:24.240
using an AI or maybe they're using some other process

438
00:28:24.319 --> 00:28:28.359
or technology. When you start asking those questions that are

439
00:28:28.400 --> 00:28:32.440
deeply rooted in how things impact people. You're creating a

440
00:28:32.480 --> 00:28:36.480
lot of emotion, You're creating a lot of feelings, things

441
00:28:36.519 --> 00:28:39.519
that are meaningful to that person. You're exploring those feelings

442
00:28:39.599 --> 00:28:42.640
with that person. You're talking about them with them. Now,

443
00:28:43.839 --> 00:28:46.240
I know some people get a little nervous about that,

444
00:28:46.359 --> 00:28:48.319
like they don't want to engage people that way. But

445
00:28:48.400 --> 00:28:50.839
you're going to find that the elite sales professionals that

446
00:28:50.880 --> 00:28:52.960
are out there, doesn't matter what they sell, they know

447
00:28:53.559 --> 00:28:56.000
they've got to do that. They've got to explore emotion,

448
00:28:56.160 --> 00:29:00.319
what it means, how it impacts somebody. But when somebody

449
00:29:00.400 --> 00:29:05.319
does that, something very important is happening. And I talk

450
00:29:05.400 --> 00:29:07.680
about this a lot, and I know I've shared this

451
00:29:07.880 --> 00:29:11.759
on the Impact Sales podcast many times. When you're asking

452
00:29:11.799 --> 00:29:15.559
people those questions, you are earning the right to be

453
00:29:15.680 --> 00:29:20.200
their trusted advisor. Why you're asking them things nobody else asked.

454
00:29:20.720 --> 00:29:23.319
You're digging into what means the most to them. Nobody

455
00:29:23.319 --> 00:29:26.079
else would do it that way. You're finding out what's

456
00:29:26.160 --> 00:29:30.319
most important to them. They're sharing with you priorities, things

457
00:29:30.319 --> 00:29:33.559
that mean the most. It's not just what they say,

458
00:29:33.640 --> 00:29:38.079
it's the emotion behind what they say that makes the difference.

459
00:29:38.440 --> 00:29:41.680
You are absorbing all of that and as a result,

460
00:29:42.160 --> 00:29:45.759
they know how much you care. And when that is

461
00:29:45.839 --> 00:29:50.400
part of your sales interaction and you're caring deeply, sincerely

462
00:29:50.960 --> 00:29:54.119
about the well being of your prospects and clients, making

463
00:29:54.200 --> 00:29:57.759
it all about them, you are that much further ahead

464
00:29:58.720 --> 00:30:03.559
towards successfully your objective of working with them. They value you.

465
00:30:03.559 --> 00:30:05.960
You're a trusted advisor. Now, whether they do or don't

466
00:30:05.960 --> 00:30:07.960
ever work with you, I'm going to tell you that's

467
00:30:08.000 --> 00:30:11.319
a win. That is a win because one day they

468
00:30:11.319 --> 00:30:13.359
will work with you, or one day they'll refer business

469
00:30:13.400 --> 00:30:16.880
to you. But you're not only doing that, which is

470
00:30:16.920 --> 00:30:21.160
a lot different than an AI driven process. You're creating

471
00:30:21.319 --> 00:30:27.119
something that allows you a connection that you can't get

472
00:30:27.119 --> 00:30:31.559
from technology. A person to person interaction, a person to

473
00:30:31.599 --> 00:30:37.039
person engagement. A connection being made can make all the

474
00:30:37.079 --> 00:30:39.400
difference in the world. It can help you win business,

475
00:30:39.440 --> 00:30:42.519
it can help you get referral business, it can help

476
00:30:42.559 --> 00:30:46.680
you avoid losing business because of that connection, and it

477
00:30:46.720 --> 00:30:50.000
can even get you back in the door if and

478
00:30:50.160 --> 00:30:54.799
or when you ever lose that business. And it's these

479
00:30:54.960 --> 00:30:58.880
things that technology and AI and all these things can

480
00:30:58.960 --> 00:31:02.279
never replace. Now, I am not in any way saying

481
00:31:02.319 --> 00:31:06.319
that you should not look to include AI in your business,

482
00:31:06.640 --> 00:31:10.279
I'm telling you you probably should, but keep in mind

483
00:31:10.440 --> 00:31:13.480
where it should be in your business and where it

484
00:31:13.599 --> 00:31:20.240
has no place, where it doesn't belong, where the negatives

485
00:31:20.559 --> 00:31:25.440
far outweigh the positives, And that area of your business,

486
00:31:25.839 --> 00:31:30.039
ladies and gentlemen, is where you directly interact on a

487
00:31:30.079 --> 00:31:35.079
personal level with your prospects. If you're selling high ticket

488
00:31:35.160 --> 00:31:38.920
and you're not doing that, you have a hard road

489
00:31:38.920 --> 00:31:42.480
ahead of you, no doubt about it. But if you are,

490
00:31:42.839 --> 00:31:46.880
if you're selling high ticket and you're developing those relationships

491
00:31:46.920 --> 00:31:50.200
and dealing person to person on an emotional level with people,

492
00:31:51.319 --> 00:31:54.720
you are well on your way to success. AI or

493
00:31:54.759 --> 00:31:58.880
any other tool is just that a tool. Utilize it

494
00:31:59.000 --> 00:32:01.480
when it's appropriate, Utilize it where it can help you

495
00:32:01.759 --> 00:32:05.119
save you time, save you energy, save you money, and

496
00:32:05.200 --> 00:32:09.119
most importantly, utilize it where you can readjust your schedule

497
00:32:09.200 --> 00:32:13.240
and give you more time to directly interact with people

498
00:32:13.480 --> 00:32:17.400
on a personal level. So I know this is a

499
00:32:17.400 --> 00:32:19.839
lot of stuff. You went through it pretty quick. Okay,

500
00:32:20.240 --> 00:32:22.359
this is actually the real Joe Beck, not the AI

501
00:32:22.480 --> 00:32:24.480
Joe Beck, So we went through it pretty quick, though,

502
00:32:24.480 --> 00:32:27.599
I'm going to tell you, don't get worked up and

503
00:32:28.039 --> 00:32:31.640
concerned about AI. It's not going to replace you, especially

504
00:32:31.640 --> 00:32:34.720
if you're selling high ticket. But be conscious of the

505
00:32:34.759 --> 00:32:37.000
fact that other people are utilizing it, and you should

506
00:32:37.039 --> 00:32:40.359
as well. To do some of the repetitive things, the

507
00:32:40.400 --> 00:32:43.799
early things, some of the initial nurturing, data gathering, sharing

508
00:32:43.839 --> 00:32:47.000
of information. But when it comes to the actual interaction,

509
00:32:47.319 --> 00:32:50.160
when you're belly to belly with a prospect, it's you

510
00:32:50.680 --> 00:32:54.880
and them, the real you and the real them. That's

511
00:32:54.920 --> 00:32:58.279
how you make success happen. That's how you close high ticket.

512
00:32:58.559 --> 00:33:00.880
It doesn't matter what your business is, it doesn't matter

513
00:33:00.920 --> 00:33:03.240
what your product or service is. If that's the way

514
00:33:03.279 --> 00:33:05.759
you're going to operate, you're going to always be successful.

515
00:33:06.720 --> 00:33:11.039
Now keep all this in mind as it relates to

516
00:33:11.079 --> 00:33:15.039
AI or any other thing that may impede your success.

517
00:33:15.880 --> 00:33:18.400
The next great thing, the next great technology, the next

518
00:33:18.440 --> 00:33:22.279
great social media platform, whatever it is, you can replace AI.

519
00:33:22.440 --> 00:33:25.640
Erase it, put that new thing in that little blank

520
00:33:25.680 --> 00:33:29.359
in that sentence, and the answer will still be the same.

521
00:33:29.480 --> 00:33:34.200
It doesn't replace you. Personally interacting with your prospects, getting

522
00:33:34.200 --> 00:33:38.200
to know them, building a relationship, creating emotion, finding out

523
00:33:38.240 --> 00:33:41.559
what means most of them, and then helping them achieve it.

524
00:33:42.519 --> 00:33:45.880
That's what earns you the trusted advisor status that you

525
00:33:45.960 --> 00:33:49.319
desperately need. That's what earns you the new business their respect.

526
00:33:49.960 --> 00:33:52.839
That's what helps you be successful. It's not the technology,

527
00:33:52.880 --> 00:33:56.039
it's not the tool, it's not whatever you place in

528
00:33:56.119 --> 00:33:59.680
that line in the sentence. It's that particular piece of

529
00:33:59.680 --> 00:34:02.279
this sale process. So for everybody who's worried about it,

530
00:34:03.480 --> 00:34:05.839
take a deep breath, get a little sire relief in

531
00:34:05.920 --> 00:34:08.559
knowing that AI is not going to replace you. What

532
00:34:08.719 --> 00:34:12.679
may happen is somebody who's better at using AI than

533
00:34:12.719 --> 00:34:16.360
you are, who is really good at doing the things

534
00:34:16.400 --> 00:34:19.480
that I just describe person to person. They may be

535
00:34:19.719 --> 00:34:22.000
a little bit more efficient than you, and that can

536
00:34:22.039 --> 00:34:25.280
create a challenge. But I will tell you firsthand, if

537
00:34:25.280 --> 00:34:28.679
you're using AI and you're focusing on the person to

538
00:34:28.719 --> 00:34:31.280
person things that you need to be doing in your business,

539
00:34:32.039 --> 00:34:35.079
you're going to be wildly successful. Well, I appreciate you

540
00:34:35.119 --> 00:34:38.039
sticking with me for this whole episode. I encourage you

541
00:34:38.119 --> 00:34:40.760
go back listen to it again. I promise you there's

542
00:34:40.760 --> 00:34:42.480
little things that I covered that you really want to

543
00:34:42.519 --> 00:34:46.159
make sure you have absorbed. AI is no different than

544
00:34:46.159 --> 00:34:48.760
anything else. Use it as a tool get the value

545
00:34:48.760 --> 00:34:52.039
that you need, but don't lose sight of what's most important.

546
00:34:52.519 --> 00:34:54.800
This is Joe Beck with The Sales Activist. We like

547
00:34:54.840 --> 00:34:58.119
to wrap up every episode with a simple line, sell

548
00:34:58.159 --> 00:35:04.360
better and impact the world. We'll talk to you soon. Hi,

549
00:35:04.519 --> 00:35:07.719
this is Joe Beck, founder of This Sales Activist. Are

550
00:35:07.800 --> 00:35:11.920
you a entrepreneur or coach who's struggling to create dynamic

551
00:35:12.000 --> 00:35:15.480
sales success in your business? Does your sales pipeline look

552
00:35:15.519 --> 00:35:18.679
like got Barren Wasteland? Well, how would you like to

553
00:35:18.840 --> 00:35:22.840
triple your sales results? That's right, triple your sales results

554
00:35:23.239 --> 00:35:27.280
in six months or less, guaranteed, all without spending a

555
00:35:27.320 --> 00:35:31.159
single extra dollar on advertising. Well, if you'd like to,

556
00:35:31.760 --> 00:35:34.199
I'd like to help. Well, over thirty four years and

557
00:35:34.239 --> 00:35:37.480
after tens of thousands of live sales interactions and helping

558
00:35:37.599 --> 00:35:42.800
thousands of coaches and entrepreneurs, I've developed a proprietary sales system,

559
00:35:42.880 --> 00:35:45.840
the ISM Sales System, and this system can show you

560
00:35:45.880 --> 00:35:48.360
how you can triple your sales results in six months

561
00:35:48.400 --> 00:35:52.480
or less, guaranteed, all without spending a single extra dollar.

562
00:35:53.400 --> 00:35:56.159
For more details, just text the word sales to the

563
00:35:56.239 --> 00:36:00.360
number four oh nine five O nine seven three three

564
00:36:00.440 --> 00:36:03.239
five five. That's sales to four oh nine five O

565
00:36:03.400 --> 00:36:06.119
nine seven three five five. And you can schedule a

566
00:36:06.199 --> 00:36:09.559
complimentary consultation to talk about sales in your business. This

567
00:36:09.719 --> 00:36:12.239
is Joe Beck with the Sales Activist. You don't have

568
00:36:12.320 --> 00:36:15.159
to settle for average sales results. We'll talk to you

569
00:36:15.320 --> 00:36:15.480
Sam