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Caveat: Don't Let Sales Tools Replace the Human Element

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Caveat: Don't Let Sales Tools Replace the Human Element
January 16, 2015

  By Michelle Amodio, TMCnet Contributor

CRM tools. Lead generation software. Predictive dialing. Social media. These are all fantastic tools when it comes to garnering some serious sales, but despite all of the amazing tech gadgets to help people do their jobs, nothing will ever replace the human element. The very nature of selling requires person-to-person contact, so it’s a good rule to not let tools take over the process. Balance is key.

Business2Community notes that using analytics and predictive intelligence no doubt are excellent to have in your arsenal of sales weapons, but if sales professionals are not aligned with predictive tools, then sales aren’t going to go very far.

We have all heard the clichés that people buy from people, but it really is true. When trying to sell any kind of product or service, the customer is being into you as a trustworthy, knowledgeable individual that can help satisfy their problem as much as they are buying into the product. The human element focuses on building trust and a rapport with the customer to help facilitate the sale. By building a relationship with each and every customer you encounter, you can greatly enhance your level of success.

Another byproduct of introducing the human element is it increases the level of repeat business and referrals you can acquire. Customers are more likely to refer you to family and friends if they trust your product or service – the classic win, win situation.

Tech tools have their place; there’s always predictive dialing for lead generation and management. Predictive dialers can allow administrators to create or modify lead lists and generate numbers with a template. With this information, administrators can generate random numbers several different ways.

Lead generation is a win-win for both the buyer and seller, and no matter how leads are acquired and managed, it’s important to not forget the element of interaction.

It's time for sales departments to recapture the human element. Your success depends on your ability to build meaningful relationships with human customers; after all, they're the ones who will be supporting your business.


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