About this episode
You’ve probably heard it a hundred times lately—AI is coming for your job. Every week, there’s a new headline about another role being automated, another company replacing people with bots, another “AI agent” that can do the work of ten humans in half the time. And if you spend too much time reading those headlines, it’s easy to start wondering, What happens to me? What happens to salespeople like us in a world where machines can do almost everything we used to do? AI is Here to Stay You can't escape the truth. AI is going to change everything and impact almost every part of our lives. The train has left the station, and it will not be turning back. AI is going to displace a lot of people and jobs, but it’s not going to replace everyone. Because no matter how smart machines get, they can’t feel or connect the way you and I can. Sales is, and always will be, the ultimate human profession. It’s the one job built entirely on human emotion, human judgment, and human connection. What You Can Do That AI Can't Just think about it: AI can write words. But it can’t create belief. It can predict who might buy. But it can’t build trust. It can score a lead. But it can’t lead a human being through uncertainty, fear and doubt while giving them confidence to make the right decision in complex situations. That’s what you do. That’s what we do. That’s what salespeople have always done—long before there was technology, long before there was AI, and long before algorithms tried to simulate emotion. In sales, it’s not about the product. It’s about the person. People buy you. What you sell might get you to the door, but it is how you sell that determines whether they let you in. Every sale is a transfer of emotion from one human being to another. It’s the transfer of belief and confidence and trust. When a customer says “Yes,” they’re not just saying yes to a proposal or a price. They’re saying 'Yes' to you. No matter how powerful technology becomes, that moment—that human moment—will never be replaced by a line of code. As modern sellers, what we need to understand is that AI isn’t the end of selling. It’s just the next leap forward in our incredibly resilient profession. Keeping it Real AI will replace some salespeople, so we need to keep it real. There are reps who are lazy, transactional, and just go through the motions and never bother to think, adapt, or grow. Those reps will get left behind. So AI will not make sales professionals less valuable, but it will absolutely make the gap between poor and exceptional salespeople wider and more pronounced. But the top performers—the ones who combine human empathy with AI-powered insight—will be unstoppable. Because when you merge the intelligence of machines with the intuition of a human being, it becomes a force multiplier. How to Become Irreplaceable with AI Right this moment, top sales professionals and high-earners are elevating their performance with AI tools that do the grunt work. It’ll build your lists, do your research, automate your follow-ups, and write every sort of draft. It will give you more time for human-to-human connections: to listen, discover, develop creative solutions, persuade, and see the emotional context behind the data. The question isn’t whether AI will replace you. The question is whether you’ll use AI to become irreplaceable. It's simple. AI can give you the right words to say. But only you can make someone feel something when you say it. AI can pull the data, do the research, and build your presentation. Only you can look someone in the eye and say “Trust me. We can solve this together.” and close the sale. Your Emotional Intelligence Seals the Deal That’s The AI Edge. It’s not about the tools. It’s about using the tools to amplify your humanity. In the age of AI, your #1 competitive advantage is emotional intelligence. It’s your ability to understand how people feel, adapt to their emotions, and guide them through uncertainty toward a decision. Think about the last time you made a big decision. It could’ve been buying a car, changing jobs, or moving to a new city. You didn’t make that decision because of pure logic. You made it because someone—maybe a friend, maybe a spouse, maybe a salesperson—made you feel confident. They helped you believe it was the right move. That’s exactly what elite salespeople do every single day. They help other humans feel confident. And confidence can’t be coded. As AI floods the marketplace with automation and shallow, synthetic communication, real human connection becomes even more valuable. Buyers are exhausted from automated everything and are craving authenticity they can feel. You Must Develop Your Humanity So, what does this mean in practical terms? It means you need to double down right now on the one thing AI can’t replicate: your humanity. Develop your listening skills. Grow your emotional intelligence. Learn how to become a more convincing communicator. Build your skills for influencing buying decisions. Learn how to connect and build relationships with people. Because in our brave new world, soft-skills are the new hard skills. The future belongs to the sales pros who merge emotional intelligence with artificial intelligence. Leverage AI—Or Lose to It Look, AI isn't going away. You can choose to fear it, or you can choose to leverage it. You can choose to complain about it, or you can choose to get curious and learn. You can choose to stand still or evolve. Powerful AI still needs a human guide. A sales rep who understands how to lead a conversation, build trust, read a face, and feel what another person feels. That’s the magic of sales. That’s what makes our profession the ultimate human career choice. If you don’t have my new book The LinkedIn Edge: New Sales Strategies for Unleashing the Power of LinkedIn + AI to Cold Call Less and Sell More, go get this book now at Amazon, Barnes and Noble, and where ever books are sold. And remember, at the end of the day, when you're tired, worn-out, and all you want to do is quit, always stop and make one more call.