ChatGPT for Sales: 7 Ways You Can Harness the Power of AI to Unlock New Opportunities
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Welcome to my blog on ChatGPT for sales!
Did you know businesses embracing AI in their sales process experienced a 50% boost in leads and appointments and a 40-60% cost slash (McKinsey, 2020)?
With jaw-dropping numbers like these, who wouldn't want to explore the potential of ChatGPT for sales success?
Get ready to discover:
- How to get inside the minds of your customers with ChatGPT
- ChatGPT Strategies to create effective sales scripts
- How to integrate ChatGPT into your existing sales processes and CRM systems
- Overcoming objections and closing deals faster with AI-assisted communication
Read on!
Contents
Uncover Pain Points
Understanding your customer's pain points is like having the keys to the sales kingdom. Why?
Well, people don't just buy products haphazardly, my friend.
They buy to solve problems, to soothe their aching souls, and to make their lives a little bit easier (or a whole lot cooler).
In fact, a whopping 64% of customers say they've made a purchase to solve a problem, according to a survey by the Harvard Business Review.
So, if you want to be a sales Jedi, knowing what keeps your customers up at night is essential.
Embrace the Customer's Perspective
Imagine the ability to give your customers everything they want by understanding their needs and solving their problems. That's the power of the compassionate approach heralded by sales expert Zig Zigler.
Let's turn to ChatGPT to see if we can get inside our customers' heads.
Try giving this ChatGPT prompt a whirl:
“Pretend that you are a customer for [company URL] in [your industry/niche]. What specific challenges might you encounter that would motivate you to buy our solution? Go into as much detail as possible.”
Frame Pain Points Through Stories
Skilled sales representatives incorporate narratives into their pitches, employing anecdotes to emphasize key ideas.
Stories infuse a human element into the sales process, making it simpler to empathize with customer issues and present effective resolutions.
Request ChatGPT to narrate stories about customers who have confronted challenges in your niche, supplying context and motivation for pain points (and also be sure to check out our guide to ChatGPT for copywriting).
For instance, you could prompt ChatGPT:
“Tell a story about a specific customer of your company who encountered significant obstacles in your industry/niche, highlighting their specific pain points and painting a vivid picture of their struggles.”
Discover Pain Points in Rival Products
Scrutinizing competitors to reveal market gaps is a virtual goldmine.
ChatGPT can assist you in pinpointing areas where your rivals may be lacking, exposing potential customer pain points.
This knowledge can enable you to present your product or service as the superior option.
As a prompt, you could ask ChatGPT to crawl URLs that feature reviews of your competitor's products and identify their customers' most common complaints or frustrations.
This will reveal gaps in the competitor's offering that you can address as an opportunity for your product or service.
Give this prompt a shot:
“I want you to crawl these [URLs], which feature [company] product reviews. Please illuminate the biggest gaps in the competitor's offering, which will become our opportunity. For example, according to their reviews, what are the most common complaints or frustrations [competitor's] customers face?”
Create Cold Call Scripts With ChatGPT
Let's face it – cold calling can be intimidating, but it doesn't have to be! One of the many cool and creative uses of ChatGPT is incorporating AI power into your cold calling process.
By understanding a few fundamental principles and embracing the power of ChatGPT, you can create cold call scripts that feel like a natural, engaging conversation. Here's how to make it happen.
Cold Call Principles
Time is the most valuable commodity in the world. In fact, the first thing your prospects will say to you is, "I don't have time for this."
Picture having just 8 seconds to seize their interest because, surprisingly, that's the average attention span during a phone call (Microsoft Study). Make each word meaningful!
Now, let's touch upon personalization. Nobody wants to feel like they're merely a name on a list, right?
So, research your prospect and discover what sets them apart.
Sales expert Grant Cardone recommends these actions before the call:
- Understand problems your customer will pay to solve
- Seek out mutual connections
- Search for media coverage of the prospect
- Examine the prospect's website
- Search social media pages for inside information
This approach fosters trust and credibility from the beginning. Plus, you won't sound like every other "salesperson" that rings them up.
The best part is that you can seed all this information into ChatGPT to generate the right words and tone to connect with your audience.
Lastly, remember what your prospects think: "What's in it for me?" Nobody wants to hear you drone on about your product.
Instead, focus on them, their problems, and how you can make their lives easier.
Cold calling data from Sales Hacker reveals that 87% of potential customers feel that sales reps dive into their pitch without truly understanding their needs. That’s why 98% of these unsolicited calls end up rejected!
Cold Call Structure
How you structure your cold call is going to vary. For example, your company may have your own structure, or you may want to model an expert's!
World-renown sales expert Grant Cardone has a specific structure for cold calls, which consists of the following steps:
- Greeting + Make a Big Claim
- Qualify
- Identify decision-makers
- Close for appointment (and lock the close)
Use ChatGPT to Tie it All Together
Now let's see how ChatGPT can make these principles a reality:
Regarding the cold call introduction, Cardone emphasizes the importance of making a strong first impression and a big claim!
Dale Carnegie stated that we must be interested in our prospects, and that's true. However, Cardone takes it further and states you must be interesting to get somebody's attention.
According to his script, he recommends:
“This is Joe from Grant Cardone's office (leverage authority social proof). Mr. Cardone asked me to call and give your company a tool he created that has increased sales at companies like yours by as much as 40%.”
Next, we can take his example script (or another expert's) and seed that into ChatGPT.
ChatGPT can generate an engaging introduction and big claim tailored to your industry or niche.
After seeding in Cardone's introduction, prompt ChatGPT with something like, "Using Cardone's introduction with an example, write a cold call opening that captures the customer's attention with a big claim. The claim should speak to how [URL for product/service] can help [buyer persona] in the [niche] market."
The answers are not perfect and may require some modification.
Keep in mind, there will always be a human element of sales - ChatGPT, like any AI script writer, is just a tool to get your ideas flowing. It's up to you to refine and perform the script!
Next up is qualification. Cardone suggests asking probing questions to uncover their pain points and determine their fit.
For example: "To be sure I'm not wasting your time and can actually help you, tell me, how many salespeople do you have?"
Here's another one: "What are your two biggest recurring problems you've experienced with salespeople?"
ChatGPT has got your back here, too. It can provide you with a list of relevant questions by simply asking it:
“Generate a list of probing questions to uncover a prospect's pain points in the [your industry/niche] based on [insert expert's cold call script structure].”
Get them talking - don't forget to identify the decision-maker, then close!
Cardone suggests: "Other than yourself, who else would be involved in order to understand how you might use this?"
Of course, throughout this call, you'll have to tackle objections. ChatGPT is here to help, too. You should be very familiar with the most common objections you face.
Ask it to:
“Write objection-overcoming responses to these questions: in [your industry/niche] based on Grant Cardone's cold call structure.”
Here are a few of the responses that ChatGPT generated for me:
You can find his entire cold-calling script (along with objections you should anticipate) here.
Now it's up to you and ChatGPT to flesh it out for your niche!
Reframing Objections
Picture yourself in the thick of a sales call, feeling the energy and excitement of presenting your product to a potential client.
Suddenly, they throw an objection your way, casting doubt on your pitch. How do you keep the conversation back on track while keeping the mood upbeat?
The secret lies in the art of reframing.
With reframing, you can turn objections into opportunities, showing your client that you're not just here to sell but to genuinely understand and address their needs.
For instance, imagine you're a sales rep for an innovative project management software called "ProjectMaster." The decision-maker of a growing company, currently using a well-established competitor's software, raises an objection about the time and resources required for training.
A powerful reframe could highlight how ProjectMaster helps teams accomplish more in less time, with user-friendly design and top-notch training and support to ensure a smooth transition.
So why not tap into the creative prowess of ChatGPT to give you a leg up in crafting those conversation-shifting reframes for your niche?
This way, you'll have an arsenal of fresh, persuasive arguments.
Creating Reframes with ChatGPT
Here's a strategy to implement this is:
- Compile a list of your most frequent objections.
- Bring each objection to ChatGPT and request several reframes or counter-arguments.
- Review the generated responses, pick the most compelling ones, and customize them to fit your brand's voice and the context of your sales conversations.
- Practice delivering these reframes in mock sales calls or role-play scenarios.
Armed with these AI-assisted reframes, you'll be better prepared to tackle objections head-on and turn them into opportunities to showcase your product's value.
Just remember, as the sales rep in the trenches, you're the one who can best connect with prospects and bring those personalized reframes to life.
It's still up to you to add the human element and deliver these reframes with genuine empathy and conviction.
Role-playing
Let's get into sales role-playing – the secret sauce for beefing up your sales team's skills (and make sure to check out our list of sales team name ideas)! Think of it as the ultimate training ground for real-life selling, where your sales reps morph into salesperson and prospect (and also check out the best sales prospecting tools).
Now, why is sales role-playing so essential?
Let me break it down:
- Familiarity breeds success: Role-playing exposes reps to different scenarios. That way, selling becomes second nature when they're in the real world.
- Deal with pressure: Role-playing teaches your team to stay cool.
- Empathy: Role-playing helps your reps step into their customers' shoes, fostering stronger connections.
- Conflict resolution: Role-playing sharpens your team's ability to navigate tricky situations and turn them into victories.
- Learning efficiency: Role-playing accelerates the learning curve.
Now, let's talk about how to get ChatGPT to play the part of your customer. Start by creating a detailed customer persona – think about their job, company, pain points, and any possible objections they might have. You should already know these like the back of your hand!
This helps set the scene, giving you a better understanding of who you're "talking" to. Then, once you've built a persona, plug that into ChatGPT. Again, this helps the AI understand its role and respond as a real customer.
Prompt:
“I'm working for [company URL] – and HR software, and I want to role-play a sales call with a potential customer. The buyer persona is an HR manager at a mid-sized company struggling with employee onboarding and payroll. Ultimately the negative results are X, Y, and Z. They have expressed concerns about the cost of implementing new software. Help me initiate a conversation with them to address their needs and concerns.”
When you're ready to role-play, give ChatGPT a brief rundown of the persona and the goal of your call. Then, just dive into the conversation!
Here's the kicker: You can also practice handling objections with ChatGPT. As your virtual customer, it might throw some curveballs your way, but this is your chance to practice reframing and resolving those concerns. And when you do that, you're turning potential deal-breakers into opportunities for a successful sale.
Prompt:
“As a sales rep for HR software, I'm speaking with an HR manager concerned about the cost of implementing new software. I want you to show me resistance. Then, as the sales rep, I will then address these objections and reframe them into opportunities for a successful sale. Let's emulate this in a back-and-forth conversation like a real selling scenario.”
Embed ChatGPT into Your CRM - EinsteinGPT
Einstein GPT is a new AI tool (currently in beta) that melds public data with your CRM's private data to give your sales team an unparalleled edge.
Here’s what Mark Benioff has to say about it:
Also, the SVP of AI and Machine Learning at Salesforce, Jayesh Govindarajan, shared fascinating insights into how this AI marvel elevates customer experience and personalization.
Blend Public and Private Data
Merging the vast pool of public internet data with exclusive information tucked away in your CRM is like having an ace in your pocket that makes every customer feel uniquely valued.
Picture this: You have a son who's an avid Avengers fan, and he orders a rare first-edition Thor comic. However, the merchant faces hiccups and can't send it out on schedule. Instead of resorting to a bland, run-of-the-mill apology email, EinsteinGPT saves the day.
The result? A message crafted in the Asgardian tongue, as if the mighty Thor himself put pen to paper! Talk about turning a potential letdown into a memorable experience.
It's this kind of personalized touch that can set brands apart.
Extract Coaching Moments
Have you ever noticed how a deal can fall off the rails at any moment? You scheduled a product tour, and your prospect was a no-show. You email them, follow up with a call, and….crickets.
We've all been in that position, scratching our heads over what went astray.
What if you had a way to uncover those hard-to-spot moments when a deal veers off course?
With Einstein GPT, you're no longer left in the dark. This "AI eye in the sky" sales enablement tool can rewind, delve into your sales interactions, and identify the pivotal points where things went awry.
But it gets even more exciting. EinsteinGPT will compare your interactions with data from deals that successfully moved forward. This comparison sheds light on the winning formula for sales success, helping you refine your tactics to close more deals.
ChatGPT for Slack
ChatGPT for Slack is an advanced AI-powered app to boost productivity and streamline company communication.
Currently, the app is in development, but you can join the waitlist here:
This cutting-edge tool integrates OpenAI's sophisticated language models into Slack's conversational interface, providing users with invaluable features that facilitate more effective collaboration.
First, you know those long Slack convos you can't keep up with? ChatGPT can make the endless flow of messages less cumbersome. It whips up conversation summaries, so you can quickly understand what's happening.
After all, Slack should make our lives easier and not be another overwhelming technology to "manage" throughout our day-to-day.
And if that's not enough, how about some AI-powered writing help? Crafting the perfect message, status update, or meeting notes has never been easier.
Final Thoughts - ChatGPT For Sales
In conclusion, my dear sales aficionados, the world of sales is rapidly evolving, and if we don't embrace the generative AI technologies like ChatGPT, we're simply going to be left in the dust. But let's not just jump on the bandwagon for the sake of it; let's do it with strategy and purpose.
Remember, AI is merely a tool – a powerful one, but a tool nonetheless. It's crucial to find the perfect balance between AI assistance and good ol' human touch. That's the sweet spot where sales magic happens.
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