Note: This article was not written by AI.
According to Everett Rogers’ Technology Adoption Lifecycle, I’ve always fallen into the “early adopter” category. The innovators pick up a new technology first; I come in after they’ve ironed out the kinks. It was true for the introduction to the Internet, for the purchase of my first iPhone, for the use of Zoom – always the same.
That pattern holds true for AI and, specifically, ChatGPT. I wasn’t the first to use it, but I certainly became a very heavy user ahead of the curve. On my computer or on my cell phone, at home or at work, ChatGPT is always on.
In fact, I just took a look at the conversations I’ve had with ChatGPT over the past several days:
- Spotting employee disengagement
- Flight options to New York City
- Find [name of former co-worker]
- Fantasy football strategy
- Where to stream The Resident
- Bike parking in Old Town Auburn
- Sales rally ideas
Oh, my. Goal diffusion much?
I was somewhat skeptical early on, but only until the realization hit me that AI is practical, creative, and surprisingly human…provided I use it correctly. When I learned how to prompt, everything changed. I think of AI as a really smart assistant. But like any good assistant, their success is largely dependent upon the instructions given.
But here is something I simply do not understand. Why are salespeople not using this incredibly valuable and free resource? That needs to change. So let me offer five ways to maximize this powerful tool.
Lead Qualification at Scale
Here’s the problem: sales teams are drowning in unfiltered leads. But CRM-integrated tools can sort leads by actual buying behavior – return visits to the website, click trails, time spent on different web pages, key words in online communication. All of these can be urgency indicators.
Let AI assess key buyer behavior and watch it cull through your lead base to show you the very best prospects. But don’t stop there. Once AI identifies your best leads, it can generate customized outreach strategies—when to contact, what to say, and how to follow up—so salespeople never fly blindly.
Objection Handling
Today’s buyers come through the door with a host of concerns and doubts. Market fears, timing of the move, rate anxieties – you know the drill. Drop the concern into ChatGPT and let it do its magical thing.
For example, I prompted ChatGPT with this comment: “Many of today’s homebuyers are worried about buying at the top of the market. They are concerned that the prices might go down and they don’t want to make a mistake.” Before you see the response, please note that I already have a host of responses and talking points to this particular objection, but let’s see what AI gives me.
I got seven different talking points to address this issue (try it yourself!). Here is just one of those responses:
Flip the Script: “What’s the cost of waiting? Let’s say prices did dip a little. But interest rates went up. Or the home you love is gone. Or rents keep rising. That ‘wait and see’ strategy can get expensive.”
Hyper-Personalized Follow-Up
In my book Follow-Up and Close the Sale I point out two “sales superpowers” when it comes to follow-up. They are speed and personalization. AI can help dramatically with both.
Generative AI tools (like ChatGPT) can help you customize both the timing and the specific content for each individual buyer. Simply prompt AI with something like this: “I am working with a family of four. They are moving because… Their current home is… They like my Anderson plan because it offers… They are concerned about price, saying that… They need to talk to their parents about… Here is the link to the plan they are interested in. Please create a custom follow-up plan specifically for this buyer and this floor plan.”
I’m going to play a “trust me” card on this one. Try it! Take any buyer you are working with and fill in the blanks. Buyers are allergic to canned emails. They can smell a template from a mile away.
Sales Coaching
Top performers in any industry surround themselves with great coaches. But what do you do if you can’t have a sales coach standing in your office all the time? Well, now you can.
The solution: Rilla. Rilla uses voice AI to transcribe and analyze live, in-person conversations with actual prospects. The program measures talk time, key phrases, and even emotional cues, giving the salesperson real-time feedback on the performance.
I’ve seen first-hand how powerful this can be, and it impressed me enough to enter into a partnership with Rilla that incorporates my home sales strategy The 4:2 Formula® into Rilla’s AI sales coaching software, helping to improve its new home sales training capabilities. The demonstration of this enhanced technology made me want to be back in a sales office just to take advantage of its benefits. It’s a coach that you literally carry in your pocket. Welcome to the future!
AI as a Brainstorming Partner
This is frankly how I utilize AI more than anything else. ChatGPT is an incredible idea generator, so whenever I’m stuck, whenever I face a new problem, when I’m dealing with writer’s block or otherwise grappling with a difficult issue, AI comes through.
Challenge it. Ask it anything. “How do I better serve my buyers who have pets?” “This prospect’s kids are into soccer; what can I do to make their lives easier?” “I’m in kind of a funk and I need some inspiration. Do your thing.” “My sales manager’s birthday is next week and I’m looking for ideas for a present that my teammates and I can go in on. Something that doesn’t involve golf balls or whiskey.” There is never a need to be stuck again. The answer is a few keystrokes away.
The World’s Smartest Assistant
I opened by labeling AI an incredibly smart assistant. Treat it as such. Ask it anything. If you don’t like the answer, let it know. Challenge it. Hone your prompting skills. If you’re still not sure where to start, try this prompt: “I’m new to ChatGPT. How do I get started?”
AI is here and it is here to stay. You can try to ignore it, but that won’t make it go away. Is there still work to be done? Yes. Should it be regulated? Absolutely. Is it awesome? Without any doubt.
