Sales Automation Doesn’t Close Deals

People buy from people they know, like and trust.

In business to business sales, time and money are among the important things to the business owner. In order to effectively showcase your product or service, you not only need to create an interest, but more importantly a level of trust that can only be achieved through time, communication and rapport. If a salesperson is able to create a level of trust with the business owner or decision maker, they are very likely to be able to present the product or service they’re trying to sell, but also close the deal.

Businesses are unique, sales automation isn’t.

Not every person and business you pitch your product/service to is going to be the same. While sales automation may be able to save time and money upfront, it is not going to be effective with every person or business that is being targeted. Just because business A is using the product in one way, does not mean business B is going to be exactly the same. The best salespeople understand that it is more important to listen to their clients and fully understand what it is they are either struggling with or looking for specifically. By speaking with their client personally and asking the correct questions, the salesperson can fully understand what the client’s need is and how their product or service can meet that specific need. Sales automation completely skips this step, and therefore cannot be trusted to be an effective closing tool.

B2B sales will always require strong relationships and human interaction.

The best salespeople understand that jumping into the “sale” right away is unlikely to close the deal. It takes time, patience and relationship building in order for the prospect to not only like, but trust the salesperson. Once trust has been established, the client is more likely to hear what it is the salesperson has to say, and ultimately make the decision to move forward with that product or service.

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James Harper

James Harper

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Entrepreneurship and sales saved my life!~ I believe in good people, community and providing value. Following me for actionable business advice and execution.