AI and Profit Selling
The power of AI quantification
One of the most important messages of my book is that in theB2B world, you sell profit, rather than products. People don’t purchase products, services, or solutions to satisfy utility. They do it so that their business makes more profit. There has to be a link to increased revenues or decreased costs.
Sellers secure business when they can demonstrate how the products or solutions they offer directly contribute to the company's profitability.
I had a nice section of my book explaining how to do it, but most of the time, the section on profit implications of a sales presentation has two problems: it’s either qualitative, descriptive without numbers, or it’s quantitative, with actual estimates, but the estimates are unreliable.
Where I see the most potential for AI is in assisting you in developing strong and reliable estimates of the impact your product or solution can have on a specific buyer company. If you can develop a solid model with strong estimates, beautiful charts, clear assumptions, and reliable analyses, clients will be amazed. This is where AI can help you.
The sections of the sales presentation discussing the profit implications of your product are one area where AI has the most promise.
Now, we all know the limit. AI hallucinates. You must always verify the sources used by AI to generate estimates. You always have to report your sources at the end of the sales presentation to make buyers perceive that you are solid. AI helps but does not replace when it comes to making analyses.
Yet, the computational power of AI brings massive advantages when it comes to profit implications discussed in your sales presentation.
