Artificial intelligence (AI) worries many a worker as in many cases their work can be replaced with robots and algorithms. And despite the fact that the apocalyptic visions of overcoming the human labor did not happen, the dicrease of the demand for manual work of real-life employees is apparent in some secotrs. This applies partially to sales as well, as clients can often choose their option online, everything takes place electronically, and it seems that the salesperson is no longer needed. But there several crucial reasons why the human factor can never truly leave sales.
Creative and unique solutions
As Forbes states, artificial intelligence can inherently function as a provider of a proposal only if the request is not in any way atypical or specific. Of course, even AI can offer some level of personalization, but always within pre-defined limits, and robots are not equipped to come up with anything outside the box.
Interpersonal relationships
People who see the future of business only in automation forget that sales is not just about demands, offers and ideal solutions. There are long-term relationships that play a role in business, and the persona of the sales rep is crucial. That is the only way we can explain why there are people that go back to their favourite business representative even though there might be better offers somewhere else.
Providing information and consultation
Another thing that AI can never replace is the information and consultation function of the sales cycle. many people go to a salesperson not only for a solution, but also for advice. Ideally, the salesperson should serve as a consultant who always proposes the best solution, no matter if it is his/her or not. At the same time, the rep should be an expert in the given field, equipped with current information that enable the client to decide correctly. This all can never be replaced by software.
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