Technology is changing rapidly. In fact, we literally have robots that are being prepped for carrying necessities for a unit in the military. Netflix just announced they are planning to create one movie a week for 2021. Bitcoin is on the rise and even international banks are recognizing it as a viable currency. You would have to be glued to your computer 24/7 to realize the constant changes in technology. Yet, it is all relatively useless.

Maybe I should clarify. It isn’t that these technologies are useless in and of themselves. Rather, they will be useless to those that don’t understand the foundation for the use of technology: people. In fact, the most successful individuals understand people more than technology. Take Facebook for example. The wonder of Facebook isn’t the technology itself. After all, we have been able to share our ideas publicly for years. Rather, it is the understanding that human beings are addicted to social influence and instant gratification. How often do we refresh a page to see if we have gotten likes or comments? The psychology runs very close to that of a casino slot machine.

The topic of sales aligns perfectly with this discussion. Selling something isn’t about the technology, but about the person. Technology can enhance the selling process, but misunderstanding how humans think can put you in a quandary. Expecting the technology to be your savior will not get you anywhere. For instance, what should be the first thing you say to a new prospect? How do you handle objections? These are questions that technology cannot answer. You could look on Google, but the only reason the answer is on Google is because a person put it there.

If you want to really learn how to sell, talk to an old salesman who has been very successful. You might be surprised by what you hear. After having listened for a while, you will find how much intricate detail is put into a sale or meeting. There are little things that make a big difference, and it is all based on human psychology. The only benefit of technology is to aid the distribution of these truths. In fact, go ahead and ask those salespeople what technology they used to be so successful. They will either laugh or look at you like you have three eyes.

Here is my admonition to you: learn from the OG’s of sales. Listen and follow their advice. Only after you have a foundation of understanding human behavior can you start thinking of how to apply it to technology. This is the best advice I can give, and it's what has continued to lead to the success in our company and for our sales agents every day.