This week I spoke to a group in Cleveland.

The topic?

Trust, asking questions, and how the skills of genuine connection can translate into more sales. 

As a new sales author, "..with 15+ years of distinguished corporate training and sales experience.."

…. I was ready to go freakin’ deep! 

Lunch was provided. 

The energy was good.

There was just one small catch:

None of these guys were in sales.

You can't spend thirty minutes on social media without someone telling you, "AI's going to take your job."

Jobs are gonna be gone. 

It’s all over.

You’re s*** out of luck.

My counter: Jevons Paradox.

When something gets cheaper and easier to access, demand doesn't flatten; it actually explodes. 

The famous example is the ATM.

The ATM was supposed to eliminate the need for bank tellers. 

Instead, when branch operating costs fell, banks opened more branches, and teller employment held steady. 

"But AI is different…it's not replacing tasks, it's replacing my thinking, Mike!"

Ok.

But here's what most people miss: that's not all of what companies are paying for.

Business runs on relationships, trust, and service. 

Always has. 

And with the bet that as AI drives down the cost of business, companies can suddenly serve more customers.

Which means they need more people who know how to connect. 

“AI will start handling the efficiency; humans will do more and more of the connection.”

When the overall cost goes down.

Demand for certain skills increases.

That's Jevons.

AI will absolutely disrupt. 

No doubt.

But "will my job will disappear!?” 

In some way, yes.

But my personal bet is that AI is going to increase demand for the things it genuinely cannot do: 

Taste.

Connection.

Trust.

The texture of a real conversation. 

The ability to ask a genuine question and listen.

The feeling of releasing oxytocin because of your empathy.

To sell is human.

The more synthetic AI gets, the more valuable direct connection becomes.

Which why I walked into a room of 25 non-salespeople to talk about the best job there is:

Earning trust, asking questions, and helping solve problems.

There’s always a high demand for high integrity.

Having an absolute blast speaking on sales performance—all from my latest book, The Sales Ascent. My new speaking website is here!