This episode of the Live Better Seller Better Podcast features Derek Anniston, Director of Operations at American Equipment Financial Services. Tech empowerment allows both sales teams and buyers a better experience.

In Derek's case, serving people who want an emotional human connection should have an equal experience as those who simply want a quick transaction. For sales reps, Derek shares how they involve their teams' strengths with the new tech that they adopt to leverage their wisdom and also get buy-in.  

HIGHLIGHTS

• Tech empowerment uses technology as an information intermediary
• Map out different buyer journeys with and without tech
• AI does the work that humans do inconsistently
• Live better, sell better by making a challenging to-do list

QUOTES

Derek: "In some ways, if your technology just lets them move as far as they want down the road, get as much information as they need about the transaction, about next steps, and to pursue those next steps at their own pace, it's better than something that's sort of forced and jarring."

Derek: "We've built ways that allow people to avoid or sidestep technology if they'd like to, but then I think we've had to swing really hard the other way too. If you're going to do that, then you need to have a journey that doesn't involve talking to a person."

Derek: "Human friction cuts both ways. So people can be over-excitable. People can be pessimistic. There's an emotional element to dealing with a human being. And so, anything that requires an interaction where an emotional element is going to be part of the decision-making is not something that humans can consistently do well."

You can find out more about Derek in the links below:

• LinkedIn: https://www.linkedin.com/in/derek-anniston-9a140835/
• Website: https://slsfinancial.com/