For over 3 years now I’ve encouraged my readers to embrace social networking, blogging, content creation and a variety of tools that comprise the “Sales 2.0” tool set.

Quite frankly, I’m starting to worry!

I’m starting to worry because there are way too many people who allow their prospects and clients to live exclusively on their computer screen with little to no “live” interaction.

From a time management perspective, technology is a Godsend.

I would say the same is true from a personal branding perspective. Case in point . . . you’ve gotten to know me through technology!

I just wonder if our relationships would benefit from hearing each other’s voices or meeting face to face every now and again?

I also wonder if at times we’ve become lazy?

We assume that our client only wants to engage us via email so we don’t bother to take it live.

We get approached by a prospect via email and let it stay there instead of calling them or requesting a quick conversation.

How about this crazy pace everyone is running?

As a result . . .

We very rarely take the time to slow down to really know the other person or even validate the things that are important to them.

Time Out: There are actually some people running around saying that we shouldn’t be nice in sales. 9 out of 10 times that’s nothing more than justification that the person saying it is a dick and finds it easier to dissuade you than admit to their own chronic dickiness.

Our job isn’t to be everyone’s best friend but if you combine the ability to get results with a personality that is actually enjoyable . . .  you now have a winning combination.

My personal favorite . . .

The automated customer experience!

Somewhere along the line it became acceptable to automate the customer experience to the point of robot like interactions . . .

Via automated phone systems. You know “Press one if you like  automated voice bots and press two if you still like boy bands”

Through nonsensical contact us buttons on websites that go unattended.

Time Out: I contacted a major list company a few months ago and didn’t get a response for 2 weeks. The response I received didn’t include my name or any “how can I help you?” . . . It was some automated jibberish that some genius set to auto respond after two weeks. Brilliant!

There’s a positive side to all of this . . .

The sales organizations that dedicate themselves to getting back to good old fashioned human relations skills will take more market share.

Let’s be clear about a few things.

I haven’t had a change of heart when it comes to the use of technology in the sales arena.

I don’t think that its technology versus the human touch.

Can’t they coexist?

I just think its time to acknowledge that we’ve been dehumanizing too much and need to rehumanize the customer experience.

I think your clients will concur!

Homework: Reread How To Win Friends And Influence People and then acknowledge that the book is actually more relevant today than it was back in the late 1930’s when it was first published.

Please contact me directly if I can help you and/or your organization achieve higher levels of awesomeness! (631) 455-2455 or paul@yoursalesplaybook.com