While on the topic of the meeting this past weekend, one that I missed, ( I was presenting in
the next room ) was shared with me by Claudia St John of Affinity HR Group ( great company for your
HR Resources if you are not familiar www.afinityhrgroup.com )
A gentleman in the next presentation room was speaking on the obsolescence of the Face to Face
sales call…as technology had “replaced it”….. Email, Phone, Text, Social Media, Direct Mail,
etc etc etc…. He is very fortunate that ole Euby was not sitting in that one…while I would have
been respectful and professional, he would have received solid challenges from me at every
oportunity…after all …I am the sales manager that states…”Go out and sell something today”
after every sales meeting.
My response to the group over our proprietary listserve is show below….I hope you enjoy reading
it as much as I enjoyed writing it……
First and foremost…the “world’s top researcher in the mathematics of selling” ( didn’t know we
even had one of those ) has indeed stated the obvious….sales processes and techniques have
changed and continue to change as technology rapidly improves ( or at least quickens ) communications.
However, the statement that selling “face to face is almost obsolete” is a little bit off the reasonable
scale in my world….not only is it not OBSOLETE …it is more valuable than EVER. Again, he is right
mathematically I assume… as we do have to “touch” the clients and prospects more times than in
the past, and in more ways. Sure…companies are hiring more “inside” sellers…for phone, email,
web, e-commerce and all of the “techie” sells processes that most of us have added to our arsenal,
but to discount the “face to face sell to the point of obscurity” is a bit over the top! Possibly
the Title was simply intended to get our attention. It worked with me only due to the source ( in
this case Claudia’s professional clout….if she felt it was worth forwarding…I felt it would be worth
reading ) as without her credibility that title would have sent me to the next page quickly.
Selling face to face is the ultimate weapon….RELATIONSHIPS are not really RELATIONSHIPS without
some personal interaction….just ask that “footballer” from N.D…… that are simply
digital acquaintances…. Give me the face to face sellers every time.
My hypostasis’ is if the “mathematician sales expert” documents the CLOSING RATIO’s of
sales between the “tech” and the “touch”…the TOUCH wins by a large margin.
I plan to forward this to my best competitors right away….hopefully they are “trend followers”
and pull back from the streets….. I will be more than happy to send the troops in behind them!
Have a great weekend…
As you can see….I strongly disagree….but look forward to meeting him some day and
having a great discussion.
Till next time…. Have a wonderful weekend! Euby