Loud Conversations About Sales | Real Talk for Sales Professionals, Episode 8
Your Prospect Talked to AI Before They Talked to You—and That’s Changing Sales
At a conference yesterday, one thing became clear: prospects are talking to AI before they ever talk to sales. Tools like ChatGPT are now part of the buying process—whether we acknowledge it or not. ChatGPT isn’t closing deals, but it is shaping buyers’ decisions early.
AI isn’t replacing salespeople; it’s replacing guesswork—and quietly influencing how buyers make decisions long before sales ever enters the conversation. That shift matters. Buyers are coming in more informed, with opinions already forming and expectations already set. Generic pitches don’t land the same way anymore. Information alone isn’t enough.
The role of sales is evolving. The value now comes from clarity, insight, and perspective—helping buyers make sense of what they already think they know. The best conversations don’t start with explaining what you do; they start with guiding someone through why it matters, what to prioritize, and what outcomes are realistic.
AI handles speed and access to information. People still handle trust, nuance, and real-world experience.
The sales professionals who will win in this new environment aren’t the loudest or the pushiest—they’re the ones who show up prepared, informed, and ready to add value where technology can’t. The future of sales isn’t less human. It’s more intentional.
Buyers are using AI to:
- Research solutions
- Compare vendors
- Validate pricing and claims
- Decide who is even worth a conversation
By the time sales gets involved:
- Opinions are forming
- Expectations are higher
- Generic pitches fall flat
AI doesn’t replace sales—it replaces uncertainty. And that changes the role of the salesperson.
What this means for sales pros:
- Be clearer, not louder
- Add insight, not just information
- Focus on outcomes, not features
- Show up as a guide, not a gatekeeper
The best sales conversations today don’t start with explaining what you do—they start with helping buyers make sense of what they already think they know.
Curious how this is showing up in real buying conversations? The sales process is evolving, and those paying attention will lead it.
Until the next loud conversation. Let’s keep it real!
❤️ J
