A lot of sellers I’ve talked to lately are really concerned about AI. They’re concerned that chat bots and other automated programs are going to replace them ... that there won't be any room left for their selling skills in the workforce.
Well, I think that's a long way into the future. But I also think, based on buyer research, that any seller who wants job protection can differentiate themselves by doing a few simple things.
Selling Skills That Aren't 'Copy and Paste'
These simple things will make you indispensable to your buyers and, therefore, indispensable to your company. What are these things? They all start with choosing behaviors that buyers prefer, the behaviors that buyers respond to favorably.
We know precisely what those behaviors are! Buyers told us in the research project that we conducted that they want sellers to step away from old-school, stereotypical selling behaviors. They want you, instead, to begin behaving in ways that we would more typically associate with leaders.
Your Behavior Matters!
When you behave in these ways, you will become indispensable to your buyers.
Buyers will choose you as the preferred seller. They'll buy from you instead of buying from your competitors. In fact, they’ll remain loyal to you and see you as a partner to their business ... a part of their business that they simply cannot live without.
This makes you not only job-protected from technology, but also secure in your job. This includes being able to build yourself up to quota and being able to build your territory to the place where you're able to work smarter and not harder.
These behaviors of leaders are all revealed in our new book. We’ll be talking about them in this blog each week, talking about the behaviors that make you more effective as a seller and make buyers choose you as the one person they really want to do business with.
How to Become Irreplaceable
To learn more about the preferences of buyers and how you can become indispensable to them, be sure to get a copy of Stop Selling & Start Leading. You can find it on Amazon, Barnes & Noble, or Books-A-Million, or you can visit our website.
