October 18, 2024 | Read online
I’ve spent my career learning and transferring what I know to anyone who was interested.
A few years ago, when ChatGPT hit the market I immediately knew I was in trouble with what I do - teaching.
The main challenge with teaching a group of people is that everyone learns differently. There are many different studies that talk about the different learning styles like VAK (Visual, Auditory, Kinesthetic). But you don’t need to read a study to understand the concept. All you have to do is think about yourself and how you like to learn.
Do you like reading or listening to podcasts? Did you fall asleep or have a hard time paying attention in class when you were in college, like me? (not just because you were hungover… like me).
As a trainer, I do my best to try and connect with as many people in my sessions as I can but inevitably, I know I’m not connecting with at least a group of them for whatever reason because I don’t know and can’t adjust to their learning style. AI does and can.
And what ChatGPT released made me even more nervous for myself and for the future of learning institutions, specifically college.
Let’s dive in.
SALES TACTICS: My Discovery Process
SALES TOOLS/RESOURCES: Study Mode
SALESFROMTHESTREETS: Authenticity and Trust
SALES TACTICS:
My Discovery Process
I was doing a training this week on Discovery skills which is the module I use AI the most in. I always start with the “why” behind what we’re trying to accomplish to explain the reasoning and the process before I introduce any AI tools, since I want to make sure there’s a foundational understanding of what we’re going to use the AI for.
As I walked the team through how I prep for meetings and showed them how I was using my Custom Meeting Prep GPT to prepare for a meeting, it was evident that I was training them more on how to use AI the right way than on the content.
Here’s what I walked them through and how you can do the same thing with whatever AI platform you’re using.
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Start with the name of the company and person you’re meeting with.
- Make sure you have customized your AI bot so it knows who you are, what you sell and the different services you provide. I have a standard prompt that I input into any new GPT to let it know who I am.
- Ask it to help you learn about the industry trends that are impacting the company and how your solutions might align
- Ask about the company next: what they do, how they make money, their ICP, their main priorities/challenges, main competitors, etc
- Ask about the persona you’re meeting with: KPIs, how they align with the company's goals, “what keeps them up at night.”
- Upload the Linkedin profile of the person you’re meeting with and ask about their background, any social posts, their personality and communication style.
- After learning all that ask it to help you develop 3 hypotheses about what their challenges are and how you might be able to help them
- Then ask it to come up with a list of “impact” questions to ask the client to uncover the impact of the problems based on your hypothesis
And here’s the kicker that got everyone to stop in their tracks when I was training them - after I showed them how easy that all was, I turned on my mic and asked my AI to act as that person from that company and run a role play of the meeting with me.
It blew their mind and hopefully opened them up to the true possibilities of what this tech can do for them.
By the way, if you want to learn the details of this approach and get an actual baseline of your discovery skills you’re going to want to join me the first week in November for a free bootcamp I’m running with Luster on this topic. I promise it will help you level up your discovery skills immediately and we’ll be able to prove it to you.
SALES TOOLS/RESOURCES:
Study Mode
Remember how I said that I saw an update from ChatGPT that made me nervous about my future as a teacher and the future of college?
Have you heard about Study Mode? Holy shit….
You can now go into ChatGPT and say: “Teach me [topic] using Study Mode.” and it will walk you through how to learn about that topic step by step in whatever format/style you want.
Check this out and try it out for yourself
With this, I honestly don’t know how traditional learning institutions are going to compete with this moving forward.
There are schools that are integrating AI into the learning and leveraging the teachers to engage and help kids on the EQ factors that AI has a hard time with and they are seeing some incredible results.
That, to me, is the key - a blended learning experience which is why I know I’m not completely irrelevant.
SALES FROM THE STREETS:
Authenticity and Trust
I got a very interesting meeting scheduled on my calendar this week out of nowhere from one of the leading companies in the AI learning space that made me feel really good about staying relevant.
They asked me if I’d be interested in working with them because they’re noticing that their AI learning bots don’t resonate with learners as much as they’d like, specifically sales reps.
The reps don’t connect with the AI bot and don’t trust the content and where it’s coming from.
I’ve gone down this path before with a few other AI companies and every time I tell them they can have my content but if the relationship ends, they can’t use my brand or my image.
I personally think that IP is a joke at this point. None of it is protectable. But your brand is.
I’ve worked my ass off for over 30 years to build my brand based on authenticity and integrity and that is something AI is never going to be able to replace or replicate.
This is why I teach reps how to build their personal brands in my training programs but more importantly, encourage everyone to build their brand in an authentic way.
Authenticity is the ultimate super power. It’s why I never worry about trolls or anyone who tries to call my integrity into question.
Trust is everything and in a world that continues to evolve with AI, making it harder and harder to know what’s real, I believe humans will place a premium on it.
Thanks for trusting me and continuing to engage with my content. I will do my best to never break that trust with you.
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