Humanizing Selling in an AI World

A practical guide to using emotional intelligence, not AI, as the human differentiator that wins deals.In Humanizing Selling in an AI World, New York Times bestselling sales author Linda Richardson delivers a practical guide to thriving as artificial intelligence rewrites the rules of selling. Drawing on rigorous research and a deep understanding of the strategic and emotional sides of selling, she introduces Silent Voice, the self-talk that shapes real-time communication decisions, and a framework for balancing the two core competencies that distinguish outstanding sales performers: empathy and assertiveness. The book centers on how empathy enables salespeople to understand the human concerns beneath a customer's business needs, building on and enhancing the consultative selling approach Richardson pioneered and that transformed the sales training industry. It then applies this thinking to a new sales model showing why it isn't AI alone or human alone, but the intersection of the two, that wins.The concepts in the book are designed to build on and enhance customer need based selling models. Readers will also find:·       Before-and-after examples that demonstrate the power of emotional intelligence in building trust and closing deals·       Practical applications that connect empathy and assertiveness to real-world sales decisions·       A framework for strengthening emotional intelligence so it coequals and surpasses artificial intelligence·       A candid look at what's lost when selling stays customer-centered instead of human-centered·       Guidance on using judgment and humanity to form meaningful relationships and influence purchase decisionsWritten for sales leaders and salespeople navigating an AI-driven turning point in sales history, Humanizing Selling in an AI World offers a clear map for bringing the empathy and humanity that AI can't replicate into every deal.