By Francisco Tavares
Because there is no technology that can replace a confident handshake.
In the digital age, where technology permeates all spheres of our lives, it is interesting to observe how the importance of close relationship in business, especially in the financial and technological sectors, this remains unwavering. I have verified this as a trainer. In the most recent projects with clients of Excel training, Even those with a strong technological focus are there to train purely behavioral aspects.
In fact, during the pandemic, we were all pushed into the digital world, expecting transactions and business relationships to become increasingly impersonal and automated. However, and this is my view and only my own perspective, even as we become accustomed to more and more digital tools and platforms, The need for human contact and personal relationships has not diminished., Yes, it has become more evident.
Artificial intelligence (AI), on the one hand, has brought with it the ability to automate complex processes and accelerate efficiency in a wide variety of industries. However, I view technology, especially AI, not as a substitute for the human touch but rather... enhancer of this close relationship, This allows the salesperson to invest more time in building and strengthening that relationship. The truth is, nowadays, a salesperson has a myriad of tasks, in addition to communicating with the client.
A recent Gartner study of 501 B2B sales representatives indicates that only 25% strongly agree that they can complete all assigned tasks while also meeting the company's high-quality standards. Technology simply helps the Sales department to accomplish all these tasks.. In fact, what an exceptional commercial must have is the ability to infer unexpressed beliefs, feelings, and intentions in order to predict and influence customer behavior.
A recent article in the Harvard Business Review used the metaphor that Customers are like an iceberg. The visible tip is what they reveal aloud. The untapped potential lies beneath, accessible only to the salesperson's skill in discovering and building that relationship of trust.
The ability of a sales representative to adapt to the increasingly complex and diverse needs of clients makes all the difference. This was true before, but today this ability, which can and should be trained, is even more relevant. More than ever, we realize that... Human relationships are essential for business..
The distance forced by the pandemic made us realize the value of a handshake, ...from a caring look and a sincere conversation. I consider myself highly digital as a buyer, but I am convinced that in this new world, Proximity is not just an advantage; it will be the essence of commercial success..
