How to Get More Customers in the NEW Era of AI

Key Concepts

• AI-powered Sales System: Leveraging artificial intelligence to automate and enhance various stages of the sales process.
• Five Phases of Sales: A structured approach to sales encompassing Prospecting, Qualifying, Presenting, Objection Handling, and Closing & Delivery.
• ICP (Ideal Customer Profile): A detailed description of the type of company or customer that would benefit most from a product or service.
• Manis.AI: An AI-powered CRM tool mentioned for automated lead generation based on ICP.
• 10/80/10 Rule: A framework for task allocation: 10% Ideation (human), 80% Execution (AI), 10% Integration/Refinement (human).
• your.com: An AI-powered platform for pre-qualifying leads and scheduling meetings.
• VSSL (Video Sales Letter): A video format used to present an offer, often designed to agitate pain points and clearly articulate value.
• ChatGPT for Sales: Utilizing large language models like ChatGPT for tasks such as generating personalized proposals, creating objection handling scripts, and role-playing.
• Objection Handling: The process of addressing and resolving a potential customer's doubts or concerns during the sales process.
• Buyer's Remorse: The sense of regret or anxiety a customer might feel after making a purchase.
• Humanity as a Competitive Advantage: The core argument that while AI automates tasks, human empathy, taste, vision, and care remain crucial differentiators in sales.
• Man with Machine: The philosophy that the most effective future involves humans collaborating with AI, rather than AI replacing humans entirely.

Comprehensive Summary of AI in Sales

The speaker, an entrepreneur with a portfolio generating $100 million in revenue, emphasizes that leveraging AI is crucial for acquiring new customers, as most businesses are not integrating it correctly into their sales systems. He outlines five key phases in sales and demonstrates how AI can be applied to each, whether for a full sales team or a solo entrepreneur. The overarching principle is that AI handles the mechanical, repetitive "doing," freeing humans to focus on "directing" with taste, vision, and care, which constitutes the true competitive advantage.

1. Prospecting: Automating Lead Generation

Prospecting, defined as identifying potential buyers with a specific problem that a service can solve, can be 100% automated using AI.

• Tool & Process: AI-powered CRM tools like Manis.AI are used for ICP (Ideal Customer Profile)-based lead lists. Users provide examples from their current customer database, and the AI researches globally or locally to find similar individuals. It can identify specific roles within companies and pull comprehensive contact details, including social profiles (Instagram, LinkedIn, and even family situations).
• Benefit: This automation allows sales professionals to focus on higher-value tasks such as recruiting, training, and conducting sales calls, rather than the mechanical work of lead identification and qualification.
• The 10/80/10 Rule: This framework guides AI integration:
  • 10% Ideation: Humans (team/friends) define the perfect customer.
  • 80% Execution: AI (e.g., Manis.AI) performs the heavy lifting of research, finding, and testing.
  • 10% Integration: Humans conduct a "sniff test" to qualify the AI's findings, and feedback loops continuously improve the AI's accuracy. The speaker highlights that human involvement in this loop is the competitive advantage, allowing directors to apply their "taste, vision, and care" while AI automates repetitive tasks.

2. Qualifying: Filtering for High-Intent Leads

Qualifying involves "double-clicking" on prospects to confirm they genuinely have the pain your service addresses. The biggest mistake in sales is assuming everyone is a potential customer, leading to vanity metrics like high call volumes with unqualified leads.

• AI as a Spam Filter: AI acts as a "spam filter" for calendars, blocking unqualified leads and ensuring only high-intent prospects book meetings.
• Case Study: Revio: The CEO of Revio, a CRM for sell-by-chat using AI, was spending 50 hours a week on sales calls, with only 5 being with qualified buyers. By implementing your.com, an AI pre-qualification tool, visitors were first called to qualify them before being allowed to book into his calendar. This saved him 95% of his week, enabling him to focus on product and growth.
• Demo (your.com): The demo illustrates how your.com's AI interacts with a new lead, asking qualifying questions (e.g., "How much does it cost?"), explaining that pricing is discussed with the founder, and then scheduling a meeting. The AI can ask deeper qualifying questions (e.g., marketing spend, team size). All interactions are recorded, transcribed, and added to the CRM, eliminating manual note-taking and facilitating customer profile review.

3. Presenting Your Offer: Tailored Proposals

Presenting the offer involves explaining how your service solves a potential buyer's problems. The speaker stresses that buyers purchase solutions and benefits, not just features, and personalization is key.

• AI for Custom Proposals: AI uses accumulated data (Manis.AI research, your.com transcripts, other online data) to generate highly tailored proposals.
• Process (ChatGPT):
  • Create a new project in ChatGPT called "Sales Offer."
  • Upload your current offer template, product/service overview, and all available information on the potential buyer.
  • Use a system prompt: "Combine the prospect CRM info, the transcripts and every other note that I have and use the template offer and output a personalized proposal addressing the pain points and priorities they express."
  • Pro-tip: The prompt can specify formats, such as a VSSL (Video Sales Letter), to "agitate the pain" effectively.
• Case Study: HelloFrank: The speaker's colleague, Simon, used these exact prompts for his AI financial services software, HelloFrank. He presented an offer in 7 minutes that generated over $100,000 in sales because it clearly agitated the pain, offered a strong value proposition, and was easy to understand.
• Benefit: AI not only generates the offer but also provides the language and script for the sales call, helping connect buyers to their pain and excite them about the solution.
• Pro Tip (Human Touch): Never send a proposal via email alone. Always schedule a follow-up call to review the proposal. This human-to-human interaction allows for addressing concerns, overcoming objections, and securing commitment, which is difficult to achieve through email.

4. Objection Handling: Practice and Feedback

Objection handling is crucial, as "the sale doesn't even start until somebody brings up an objection." Sales is about empowering someone to take a desired leap, not convincing them. AI's role here is to provide practice and feedback.

• Case Study: Jake: A top salesperson, Jake, struggled with objections for a new product. The speaker advised him to use ChatGPT: "Here are the objections I'm getting. This is the offer. Can you give me questions to help the person see why the product or the service is valuable to them?" ChatGPT provided five objections, five questions, and talk tracks, which Jake found highly valuable and requested more.
• AI Process for Improvement:
  • 1. Transcribe Calls: Ensure all sales calls or chats are transcribed and stored (e.g., Google Doc).
  • 2. Analyze with ChatGPT: Upload at least five transcripts to ChatGPT and ask for insights that might have been missed.
  • 3. Future Improvement: Ask ChatGPT how to improve based on these insights, leveraging its vast knowledge of sales best practices.
  • 4. Contextualize AI: Ask ChatGPT to act as a "world-class salesperson specializing in your industry" (e.g., a coach, a plastic surgeon, an HVAC technician) for highly specific and relevant feedback.
  • 5. Roleplay: Use ChatGPT for role-playing scenarios, acting as the buyer while the salesperson practices objection handling. Request a score or grade at the end.
• Benefit: AI democratizes sales skills, providing accessible training and support, allowing even those who perceive themselves as "not good at sales" to become proficient by following AI-generated processes and talk tracks.

5. Closing & Delivery: Building Long-Term Partnerships

The speaker prefers the term "enrollment" over "closing," viewing it as inviting clients to "join your team" or "become a partner" to foster long-term relationships. Delivery focuses on rapid customer onboarding post-payment.

• Human Element: Celebrating Wins: The speaker integrates a clause in agreements requiring clients to share their wins. This is not for marketing but to hold clients accountable and build momentum. He then asks permission to share these stories.
• AI for Busy Work: AI handles the mechanical aspects of delivery, such as onboarding, account creation, and even monitoring for client wins.
• Benefit: This automation allows the human salesperson to focus on celebrating with clients and nurturing relationships.
• Post-Close Actions:
  • 1. Combat Buyer's Remorse: Immediately after a purchase, ask "How do you feel?" to acknowledge and celebrate their decision, reinforcing that it was the right choice.
  • 2. Deliver a Quick Win: Provide resources (e.g., YouTube videos, internal documents, a "16-day cleanse") that help the new customer achieve initial success rapidly, building momentum.
• Core Message: Design the sales process so that human involvement is focused on celebration and relationship-building, not backend administrative tasks.

Conclusion: The Indispensable Human Element

While AI can significantly enhance sales efficiency, the speaker firmly states that AI will never replace humanity. AI analyzes existing human creations but struggles with true novelty, "taste" (discerning quality), and "vision" (imagining a non-existent future).

• AI's Role: AI handles 90% of the "doing," allowing humans to be in the "driver's seat" as directors, engaging in meaningful conversations.
• Key Argument: "Buyers don't want to buy from a bot. They want to buy from people." The future is "man with machine," not man or machine. Your humanity—showing up and being yourself—is the ultimate differentiator in a sales landscape increasingly automated by AI. Use AI for all the mechanical tasks to amplify your human touch.