“Being a salesman before the internet was honestly what sales was about. You did not get into THAT game, if you were not ready to talk shop, get in the mix, and get the deal done. ”

The Death of Sales?

When I think of life insurance, I get the image of some slick looking salesman, knocking on doors, during the heyday of the mid 20th century. A time my father speaks of in ravenous fits, usually with some Sinatra on in the background, and a drink neat in his hand. 

   The art of the sale is truly a vis a vis thing. I think. Now my background is not in sales at all. Prior to getting licensed, I was in leadership and development for a decade, and then found my way into the bodywork career field as a massage therapist. Both were priceless and tbh if I could go back I would. 

   I am just vested in this industry now and I think that my trajectory is going to be a modern day salesman. Back to the point- there is an art of salesmanship that cannot be replaced and that's connection. Being a salesman before the internet was honestly what sales was about. You did not get into THAT game, if you were not ready to talk shop, get in the mix, and get the deal done. 

   What sales is today still encapsulates that same attitude, but it has morphed. With the advent of the internet, think of sales now having an enzyme and catalyst attached to it. The ability to expand reach, do business in virtual platforms, and remotely, is truly a testament to our technological evolution. 

   Yet, are we going to lose something in the interim. Insurance still has much of that same bravado coursing through the veins of that old school slick backed suit. Yet, what the salesman gains in reach, clients, and streamlining of message, he loses in connectivity. 

   It's ironic that they call it connecting to the internet but in reality we lose real connection with our neighbors to get it, entering a virtual habitat to do so. Which is so beautiful to witness that there is a clear divide between reality and virtual reality. Somehow we intrinsically know the difference of real and fake connections, through all means imo, which means there is a clear universal law at work here. Of which, we straddle the line almost everyday.

   Blurring the lines though to what end? Will we say no to AI integration at some point? Is there a fail safe in place if we don't, and continue to comply. Sales is caught in the middle of that shif in tide; the place between door to door salesmen and the agent on the zoom call. 

   Not that either are the end all, or that a hybrid of both is not a bad thing. The question remains though, how do salesmen in this new age keep connection alive all the while the internet is trying to virtualize that very human, albeit real, experience. 

   It seems redundant really. For why go into a virtual state to connect when the option to meet vis a vis is present. And if that option is not present, perhaps ask if extending your reach is worth it? For the only way the option would not be available is if the marketing was wider than one's travel limits, to achieve more (of something). Again, even toggling how far you are willing to advertise should be a question we as salesman should be asking ourselves.

   Is it necessary to do business with someone in Malaysia or say, India, UK? Can they find an agent there? Broader, but still in sales: can they find what we are selling here, there? I come from a background of environmental ethics and one of my favorite subjects was that of Sustainability. Same thing for sales. But in this case the renewable resource we are trying to save and otherwise conserve the use of is, connection.

   So again, if the essence of being a salesman is connection, how far should our reach be in order to maintain homeostasis of the sale. Because that's what this is about. If we lose that connection somehow, we lose the sale. And for a time being people may want to be virtual, but man is it cool to sign contracts in person. Man is it cool to shake the hand of that elderly couple you just met on zoom last week. 

   In all, I think a hybrid model is ok, for now. There are obviously chances for misuse, but as long as the salesman does not spread himself to thin, he will have a chance at maintaining his place within society.  As the intermediary to a great many service and good that a great many company offer. Long live the sales process.