AI is changing the game of sales rapidly.

I know there was a big hype about ChatGPT 12-18 months ago.

Notice how everyone loved it, then quickly dismissed it?

You know who this guy is?

His name is Paul Krugman. He was a Nobel Prize-winning economist.

He is famously known for saying the impact of the internet will be “No Greater Than the Fax Machine's”

How well did that comment age?

Imagine that, receiving the highest prize possible, and then years later some bald-headed Australian is taking the mickey out of you in his newsletter.

My point here, don’t be this guy.

Don’t deny it because you don’t understand it.

Make a conscious effort to learn.

It is advancing at such a rapid rate, those that adopt it now will be in the slipstream of propulsion.

Those that don’t will be the same as people still using a Nokia 3310.

Can you exist in society?

Of course.

Will you be able to operate at peak?

No chance.

So, James, how do I use AI in sales?

Let’s start with the basics.

This is just to get you thinking on the right path.

Imagine you asked someone to review a sales call, a friend.

Would you just say to them ‘review call’?

No, you’d tell them what you want to review for.

You’d say it's a sales call for ABC company where you’re selling XYZ product.

You’d say you missed this sale, and you’re not quite sure why.

You’d ask them to review how deep you peeled back the layers into the prospects’ emotions.

About how you thought you might have missed certain objections, or not handled them properly.

You’d ask them to provide feedback, headings, and related bullet points on what you did well, but also focus heavily on what you could have done better.

You’d also ask them to elaborate on any feedback they give.

And suggest some ways you could have handled it better, or pre-handled it to avoid it altogether.

Then hit enter, and see the magic start to happen.

What this will produce is something good, but not great.

Just like if it were a human, tell it what it did well and should keep, but map out the areas you think it could have done better.

Then tell it to redo it.

The big benefit of this?

You can then have a conversation with the AI on specific parts of the call, what you said, what you could have said, then even copy in some sales training you’ve done, and ask based on that training how you should have handled it.

And want to know the ultimate cheat code to using AI?

Dictation.

Just enable dictation on your Mac, start speaking to it.

Remember, we’re speaking to a friend. We’re articulating exactly what we want.

You can’t be too thorough.

I have a specific microphone on my desk that’s just for dictation - I used it so much.

Don’t overthink starting your AI journey, just do.

The topic I covered here is so basic in terms of what you can do with AI, but it’s the best place to start.

I use it for everything.

I can do what would normally take me a week in the space of 5 minutes now.

And I plan on sharing all of this in due course.

Action Steps

Set up an account with Claude and ChatGPT (I prefer Claude)

Pay for premium with one of them, it’s worth every cent

Copy in the transcriptions of your calls

Tell the AI you just did that, and then articulate what you want it to pull from those transcriptions