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TECHNOLOGY


How Personality AI Is Changing Sales GREG SKLOOT


For those following the traditional style of cold- calling and emailing prospects, the sheer volume of messages these prospects receive every day can make it hard to stand out. With the rise in AI and automation in sales, the logistics involved in outreach have become easier, but the ability to actually connect with people has become harder. Putting in hours of work – just to be rejected or ignored countless times – can feel overwhelming and disheartening.


But what if you could improve your success rate?


Just as some AI tools are increas- ing the efficiency of the sales pro- cess, personality AI is making it easier to communicate with pros-


16 | APRIL 2020 SELLING POWER © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


pects in a more personalized way that gives them the information they need in a way they want to hear it – making time spent on cold calling and emailing much more effective and worthwhile.


WHAT IS PERSONALITY AI? Personality AI uses machine learning and artificial intelligence to predict anyone’s personality – using their online footprint. This means it’s now possible to understand the natural preferences and communication styles of strangers. Rather than flying blind in a cold call, meeting, or email, person- ality AI can act like a virtual coach that helps you each step of the way. Knowing someone’s preferred communication style lets you commu- nicate with them in the way they want – increasing email open, read, and response rates as well as cold call suc- cess rates. That’s a complete game- changer for reaching each prospect and customer.


SENDING PERSONALIZED EMAILS We all know how it feels to have an inbox full of clutter and seemingly spammy messages. It’s easy to delete


TIPPAPATT / SHUTTERSTOCK.COM


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