Understanding sales can seem complicated, but if we break it down, it's all about connecting with people and understanding their needs.

Imagine you're trying to make new friends at school. Would you hand out the same message to everyone, or would you try to get to know them first and find out what they like? The same idea applies to sales.

In this episode of "Podcast: How To Sell," Luigi Prestinenzi and David Fastuca dive into why relying on automation isn't always the best approach in sales.

Here’s a simple guide to understand it all and put these insights into action.

1. The Reality of Automation:

Automation in sales is like using a robot to do your homework. It might save you time, but it doesn’t always get the right answers.

Luigi shares his own experiences of how automation can go wrong, like sending messages to people who don’t need them or failing to personalize them.
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Key Insight:

Personal Touch Matters: People like feeling special and understood. Automated messages often lack that personal touch, making the recipient feel like just another number.
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2. The Need for Personalization:

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‍Think of it this way: if your friend is sad, would you tell them a joke or share a favorite toy to cheer them up? You’d choose based on what you know about them. In sales, knowing your customer helps tailor your message.
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Actionable Steps:

‍- Do Your Homework: Before reaching out to someone, learn about them. Visit their website or LinkedIn profile to understand their needs and interests.
- Segment Your List: Break down your list of contacts into smaller groups based on common traits like their industry or job role. This makes it easier to create messages that resonate with each group.
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3. The Art Over Automation:

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Luigi emphasizes that selling is both a science and an art.

While tools and data can help, the real magic happens when you genuinely care about the person you're reaching out to.
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Tips for Better Engagement:

- Write Thoughtful Messages: Take the time to craft emails or messages that feel personal and specific to the recipient.
- Engage Authentically: Show genuine interest in the person you're contacting. Ask meaningful questions and listen to their responses.

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4. Avoiding Spam Traps:

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Have you ever been annoyed by getting too many messages?

It’s the same with sales.

Luigi and David share stories of how too many automated messages can overwhelm recipients and even damage potential deals.
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- Don’t Flood Inboxes: Avoid sending too many messages in a short period. Space them out to give recipients time to respond.
- Do Offer Value: Ensure every message provides something valuable, whether it's information, insights, or solutions to a problem.
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5. Improving Prospecting Routine:

Just like practicing a sport improves your game, regularly engaging with potential customers increases your success. Luigi and David discuss the importance of consistency in prospecting.
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Simple Plan:

- Set a Schedule: Dedicate specific times each week to reach out to new prospects.
- Track Your Efforts: Keep a log of who you’ve contacted and when. This helps you follow up without being too pushy.
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6. Leveraging AI the Right Way:

AI tools can be incredibly powerful, but they need to be used thoughtfully. Luigi shares how integrating AI with a personal touch can enhance your sales process.
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Best Practices:

- Combine AI with Human Insight: Use AI to gather data and identify potential leads, but personalize your approach when reaching out.
- Monitor AI Interactions: Regularly review AI-generated messages to ensure they align with your brand’s voice and values.
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Let's Wrap It Up

Mastering sales isn't about cutting corners or relying solely on automation.

It's about connecting with people, understanding their needs, and offering genuine value. Here’s a quick recap of the key steps to take:

- Do Your Homework: Research your prospects to better understand their needs.
- Personalize Messages: Craft messages that feel personal and specific to each recipient.
- Engage Authentically: Show genuine interest and care in all interactions.
- Avoid Overloading: Don’t overwhelm potential customers with too many messages.
- Stay Consistent: Regularly dedicate time to reach out and engage with new prospects.
- Use AI Wisely: Leverage AI tools to gather insights but ensure a human touch in your approach.
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By following these simple steps, you'll create a sales strategy that prioritizes personal connections over automated processes, making the buying experience enjoyable and effective for your customers.

Just remember, how you sell is a big reason why people buy from you.

Keep it personal, and you'll win more often.

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