Teaching machines to communicate value in sales


Sales is often perceived as a sleazy and untrustworthy profession, but it doesn’t have to be that way. By teaching machines to communicate better than humans, we can create valuable conversations that are based on evidence and data.

Typical sales situations are trust-destroying. Sneaky salespeople cold calling senior citizens by night to sell worthless goods, or door-to-door sellers being intrusive and inappropriate. The ugly side of sales has created prejudice, which prevents legitimate people from talking to strangers. Because of this, we instantly assume that we are being persuaded, tricked, or robbed, whether it is about time or our money. In sales situations, our first instinct often tells us to leave the situation, and we scan our thoughts for reasons to say no.

How do we fight these assumptions?

Prior to working in sales myself, I believed the above. Most of my experiences with salespeople had been unpleasant and annoying. In addition to being randomly picked from a list of calls, they also were certain I needed their product.

At Zefram, I teach machines to communicate better than human beings. Through this experience, I’ve learned the fundamentals of how valuable conversations are created. 

In order to introduce novel products or services, conversations are imperative. In doing so, we must also realize that not all sales opportunities are equal. The world is full of opportunities, and by identifying the ones with the greatest potential for us to succeed, we won’t be left feeling guilty about wasting someone’s time.

Identifying high-potential opportunities is often a great move. 

How do I talk to the right people at the right time?

Companies (and individuals) have needs that require fulfilment, and those needs are constantly changing. A business needs employees, insurance, electricity, a premise to operate in, and so on. However, even the best of prospects aren’t good prospects at any given time. With the help of technological tools which utilize comprehensive real-time data, we can identify the most probable time for these needs to arise.

Knowing your customer is good for starting conversations. 

How do I talk with evidence?

Your counterpart in negotiations will always appreciate that you’ve done your homework. So back your claims with fact-based evidence, and present these with images, live demos, or performance metrics. Visuals have a greater recall rate, and when your solution is real, there are endless possibilities in data to justify your arguments.

While these points may seem obvious to some, to a computer nothing is self-evident. Each thought, idea, and opinion must be based on verifiable data to enable machines to replicate them. Subsequently, machines can perform these processes more accurately and more precisely than humans can – and repeat these actions infinitely.