Dawn of AI Marketing 🦾 #38 - Sales Simulation

OpenAI recently released an advanced voice mode, so what is different?

• natural flow of conversation, with breaks, slowing down and speeding up as if you are talking to a real person.
• There is no offline time on the voice mode servers, contrasting to when the released GPT40 was coinflip, which would or wouldn't work.
• ChatGPT premium users can use about one hour of advanced voice mode before it switches back to normal voice mode.
• More Sophisticated and warm UI.

Source: Beebom: ChatGPT Advanced Voice Mode Rolling Out with New UI, More Voices

My AI Discovery Call Prep

1. Download someone's Linkedin PDF.

2. Webscrape someone's website; this only works if it is the founder or if they have a personal website.

3. Use PDF and Screenshot to find DISC and MBTI

Use the PDF file and Screenshot of the website to find someone's MBTI and DISC profile.

When you show your reasoning, you need to quote the direct text of the PDF.

When you analyze the website, show your findings to the user so he can read it.

Describe why the color, text, and images fit this MBTI or DISC profile.


        

4. Use the Desktop or Mobile app and click on the voice icon to start with the setup of the simulation:

Sales Role Play

ChatGPT plays the lead role, changing the voice to male or female in settings to better suit the lead persona.

A) Describe the lead's personality, business, and aim.        

B) Set the scenario as easy, usual, or stern. I usually start with complicated, so I train to answer complex questions and anticipate what objections they will raise.        

3. After the simulation, ask to do it again in a different mode or focus on a different element; most people need to work on one of the five stages of the challenger sales model (which is most effective in B2B/ SaaS in 2024).

Source: Slidecast: What is Challenger Sales Choreography

• Find out which areas, beliefs, and assumptions you can challenge the leader to enrich their worldview with your knowledge and experience. (Nowadays, everyone expects to learn something new in a sales meeting besides hearing about solutions)
• Ask ChatGPT which of the most common objections your leads will likely raise, in which order, and what you could say to reframe them. (Pro tip: You can ask ChatGPT to also come up with jokes to defuse tension if they fit your personality.)

1. I don't see the value

2. I can't prioritize this now

3. I can't afford  you

4. I don't trust you

5. I don't believe I can use the solution like you.

6. I need to ask for permission from my co-founder        

Total Simulation

Where ChatGPT plays the role of yourself and the lead.

1. You want to see what kind of openers, jokes, or question response handling is better.
2. You have a lazy/sick day and want to save your voice.
3. See how the dynamic of your personality and the other one plays out.

Afterward, you can review the transcript and ask the chat history to give you sandwich-style constructive feedback.

Then, to get the best out of every meeting, I use Fireflies.ai so that I can track stats like:

• Speaking time ( When the other person speaks more, they feel they are in control and being listened to if you repeat their words.)
• Words Per Minute (Some people need to speed up, and some need to slow down. )
• Tone of Conversation

You can also listen to your conversations at an accelerated speed to review the information twice.

When I re-listened to my conversations, I forgot to ask, 'Is this urgent?' despite always being in my preparation notes.

So, I built a tracker, which is part of the Fireflies suite, to identify that part of the conversation earlier and see if I am starting to mention it more often after becoming aware of it.

Recommended Content

Maja Voje wrote an excellent newsletter article on Do You Have an Acquisition Problem or a Sales Problem?

-> My insight was that I need to follow up on leads who do inbound outreach ASAP instead of prioritizing them less since they are already interested.

It's the best sales video I have watched in the last four years.

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