Joe Cardenas’ Post

I’m a strong believer in meeting the customer where they are—not where I think they should be. Every prospect comes to the table with a different background. Some have done extensive research on your product, while others are still exploring their options. Some know exactly what solution they need, while others are still trying to figure out the problem. No two prospects are the same, and assuming they are is where many sales conversations go wrong. Don't make the mistake of treating every customer like they fit neatly into a statistic or a general rule. Instead, take the time to truly listen. Adapt to what matters to them. Tailor your conversation to their unique place in the buying process. A one-size-fits-all approach may have worked in the past, but buyers deserve personalized interactions. Leverage automation and AI to streamline your process, but never forget that your real job is to make the customer’s life easier. Meet them where they are, not where you expect them to be. Be present. Listen carefully. Be relevant. Solve the actual problem they’re facing. Above all, be honest and transparent. That’s how you build trust, and ultimately, that’s how you sell.

Buyers can detect the hard sell from a mile away... Overbearing pushiness only ends up pushing customers to the competition... Today’s buyers are not only are turned off by the relentless sales talk, they’re also more informed than ever. They don’t have the time, patience or need for an information dump or a one-size-fits-all product pitch. In an age of chatbots and artificial intelligence, human engagement with customers is more important than ever. Success in sales ultimately comes down to the conversations salespeople have with customers.

Me: How do you "always make forward" in business? what is the one step you can always be taking? Probably Selling. Always Be Selling. ChatGPT: Yes, you're on point with "Always Be Selling." Consistent sales effort is key, but there's another layer that can help drive sustained forward motion: Always Be Creating Value. This means constantly asking yourself: How can I better solve my customers' pain points? How can I provide more value than my competitors? How can I improve my product/service to anticipate future needs? Selling works best when the product is genuinely improving or solving problems in meaningful ways. By consistently focusing on creating value and aligning that value with customer needs, you'll always have something to sell-and selling becomes

Educate your customer. Focus on customer centricity & CLV. Whoever wrote this never spent a day in Sales. Here's what a Sales Person faces in real life: Sales Team: The competition has quoted you counterfeit product. This will cause a fatality or it'll result in a handicap. Customer: they have items ex-stock & your prices are higher. Can you offer prices lower than them? Customer: we want it in production date Quarter 4, 2024. Sales: Sir Q4, 2024 hasn't started yet. Customer: we are giving you such a big business. you should be more cooperative. Communication in b2b sales has become an increasingly difficult subject. People prefer now to talk to AI, to social media but are increasingly becoming incapable to talk to each other. If you want to connect to the audience, the idea of perception building has now shifted to first your virtual image then decisions are formed based on pre-formed online / social media opinions. B2B communication is crossing into consumer sales territory.

💻 How to handle any Sales Objections using Chat GPT 🤖 As someone who has been involved in Sales for 18 years now, I understand the importance of effectively handling customer objections. Here are three prompts designed to help sales managers and representatives address objections efficiently: 🔍 Prompt 1: Analyze and Strategize Acting as a world-class sales manager, review the product and problem described in the email (or link). List the potential customer objections and address the following objections (insert any objections). For each objection, provide a detailed explanation and suggest effective strategies to address them. Ensure your analysis is thorough and actionable. 📜 Prompt 2: Script for Success  Create a detailed script that I can provide to my sales representatives to help them overcome customer objections in a sales call. The script should include a specific response to each objection, as well as guidance notes on tone and approach. Format the output in a table with columns for “Customer Objection,” “Response Script,” and “Guidance Notes.” 📄 Prompt 3: Comprehensive Sales Guide Take the sales script above and create a sales guide as a Word document, which I can share with the team. These prompts are designed to address customer objections, provide actionable strategies, and offer a comprehensive guide for your team. Save this prompt, give it a try and let me know your results 😎 #SalesStrategy #CustomerObjections #AIinSales #SalesTraining #BusinessDevelopment #SalesGuide

Human Sales: The Art of Selling with Empathy In a world driven by automation, AI, and endless sales tools, the secret to standing out isn’t more tech—it’s being more human. Human sales is about getting back to the basics of connection, trust, and understanding. It’s about selling with empathy and focusing on people, not just numbers. Here’s what sets human sales apart: Build Trust First: The days of aggressive pitches are over. People buy from those they trust. Be transparent, be authentic, and prioritize solving problems over making a sale. Listen More, Talk Less: Real conversations happen when you listen. Understand your prospect’s challenges, goals, and aspirations before offering a solution. Empathy is Your Superpower: When you truly understand your customer’s pain points, you can position yourself as a partner—not just a vendor. It’s not about closing; it’s about helping. Relationships Over Transactions: Sales isn’t just about the deal today; it’s about building relationships that last. A happy customer today is an advocate tomorrow. Tech as a Tool, Not the Focus: Leverage automation and AI to enhance your human touch, not replace it. Use tech to free up time so you can focus on what matters most: the human connection. The bottom line? Human sales is the future. While technology will continue to evolve, the need for trust, empathy, and genuine relationships will never go out of style. What does human sales mean to you? Let’s discuss in the comments! #HumanSales #SalesStrategy #EmpathyInSales #SalesLeadership #BuildingConnections #TrustInSales

People often ask if AI can replace the human element in sales, and my answer is no. 👎🏼 I've seen firsthand how the personal touch can significantly impact sales outcomes. Bottom line, we’re wired for human connection - it’s who we are, and in business it’s crucial for increasing sales and customer loyalty. If you think that sounds like a lot of BS - you’re right! 😉 Here’s the Brain Science (BS) behind it… 🧠Known as the "bonding hormone," oxytocin is released during positive social interactions, promoting trust and connection. 🧠When customers have a positive experience, dopamine is released, reinforcing the behavior and encouraging repeat interactions. 🧠Human interactions help simplify complex information, reducing cognitive load and making it easier for customers to make decisions. By prioritizing human connection, businesses see: 🚀Higher Conversion Rates 🚀Increased Customer Retention 🚀Valuable Referrals 🚀Enhanced Brand Reputation In my experience working with clients, those who prioritize human connection consistently outperform those who rely heavily on automation. Does AI have a place in all of this? Of course - it would be silly to ignore the potential efficiencies it can provide. It’s really about creating a seamless blend where technology supports and enhances the personal touch without overshadowing it. 🌤️ Are you ready to leverage the power of human connection in your sales strategy? Book a call with me and let’s get you started today!

This might disrupt sales/support calls forever. I was wow-ed and a little concerned at the same time. There’s a new AI voice call agent in town. It’s called Bland. This new tech is a game changer with many applications: - Talks in any language or voice - Designed for any use case - Handles millions of calls simultaneously. 24/7. - Sounds exactly like a real human As exciting as this technology is, there are always pros and cons to its use. I have a personal gripe with unsolicited phone calls. Receiving 10s of calls each day from unknown numbers. This was pre Do-Not-Call regulations in the region. If this goes mainstream, I can only imagine it would get worse. ❌Companies will unleash millions of cold calling agents on the public. You’d never know the difference between a human or AI caller. Not exactly a great experience. ✅Yet at the same time, this be used for delighting customers. Taking out the pain of seeking digital support, with an agent that will always be there for you and happy to hear about your issues. The voice delay between responses is still a little obvious, but once that’s solved, it’s no different from speaking to a real life agent. The ‘human touch’ could become a commodity one day. Try the demo yourself at bland(.)ai. What do you think?

I asked ChatGPT what is sales. 🗣️The answer given: Sales refer to the activities involved in selling goods or services to customers. It encompasses the process of finding potential buyers, understanding their needs, presenting a product or service as a solution to those needs, negotiating terms, and closing the deal. 💭I then thought about the 🔑KEY component in this definition, and it was....UNDERSTANDING THEIR NEEDS. Not understanding the needs of ourselves, but understanding THEIR needs. Sales in my personal opinion has gotten so far away from being human centric and curious and has rather become this far removed, surface & emotionless process. What I have come to find out in my own experience is that, when you build yourself up enough and heal your internal wounds, you can show up in your customer facing role much more genuinely & authentically, because that is how you show up in your own personal life (I know sounds cliché or irrelevant, but in my personal experience there is a night & day difference). Here's what I have noticed when you tie self-love to showing up as a seller: -You can recognize when you are not actively listening to someone, because you are aware and conscious of yourself and can notice if you are listening to respond or listening to reply...you audit yourself constantly in conversations with others to see if you have given space for them to feel seen and heard. -You can feel more comfortable and less tense when having conversations with your customers, because you can be vulnerable and not afraid to just be real with them (I have found the most trust built this way because the "corporate talk" is extremely surface level) we are just people at the end of the day trying to live life and find ways to show up in the everyday and that includes when we are at work. - You create space for your customers to feel comfortable to be themselves because you, yourself, are showing up and being authentically you. They can feel that and so can you, trust is built, and you gain real connection with that person. I made a promise to myself after returning from my leave of absence that if I am going to show up every day and spend 90,000 hours of my life having to allocate the ONE life to I get to go towards work, that I was going to be intentional about the way I showed up. I will build REAL connections with those around me (internally@work & externally w/customers). I will show up and be me every day, whether those around me can receive me or not, I owe it to myself to be me no matter what others think. I will give myself the space to give myself the things I need to continue to show up every day, even when that makes me feel uncomfortable. Staying courageous all day and every day is the mindset for my internal happiness✌🏾

Emotional intelligence (EQ) isn’t just a buzzword. Is the key to modernizing your sales process. Here's why: → Builds stronger customer relationships → Personalizes experiences → Addresses hidden needs and concerns Customers crave personalized experiences and salespeople who truly get them. This deeper understanding leads to stronger connections and better outcomes https://eqselling.com/