22 Oct 2026
Your Prospect Asked AI About You. Here's How to Win the Sales Call
Your prospect spent three minutes asking AI about your business, and now they're showing up to your sales call thinking they know your services, your pricing, and what you should be offering them. There's just one problem. Some of that information might be wrong.
So what do you do when your prospect trusts AI more than what you're telling them? And how do you lead the conversation without getting defensive or losing the sale?
Episode Summary
AI is changing how B2B buyers research service providers before scheduling a sales call. But having more information doesn't mean your prospects are ready to make a buying decision.
In this episode of Make More Sales with Brooke Greening, Brooke and Scott discuss how AI is influencing sales conversations and why skilled sales professionals are more valuable than ever.
Drawing on her experience from more than 90,000 sales conversations, Brooke shares a practical approach to handling prospects who arrive with incorrect information or unrealistic expectations. She explains why acknowledging their research, asking permission, and getting curious are far more effective than trying to prove them wrong.
You'll also discover four things a skilled salesperson can bring to a conversation that AI can't replace: understanding the customer's unique circumstances, reading what's happening during the conversation, helping identify the right next steps, and building the confidence to make a buying decision.
Because when you're selling high-value B2B services, your prospect doesn't just need more information. They need someone who can understand their situation and help them make a decision they feel good about.
What You'll Learn
How AI is changing B2B sales conversations: Why your prospects may have already formed opinions about your services, pricing, and value before talking with you.
Why an AI-informed prospect is an opportunity: What their research tells you about their interest and why you shouldn't assume they're ready to buy.
How to handle incorrect information without getting defensive: Brooke's practical approach to acknowledging research, asking permission, and clarifying assumptions.
Why context matters more than information: How asking better questions helps uncover what AI-generated answers may have missed.
How to recognize the conversation happening in your prospect's head: Why hesitations, pauses, and subtle cues can reveal more than the words they're saying.
Four advantages human sales professionals have over AI: How context, conversational awareness, discernment, and confidence help customers make buying decisions.
How to lead sales calls that result in more sales: Why helping customers understand their problems and identify their next steps is more valuable than simply presenting information.
Resources Mentioned
Google Gemini: gemini.google.com (https://gemini.google.com/)
An example of how prospects use AI to research businesses and prepare for buying decisions.
Zillow: zillow.com (https://www.zillow.com/)
Referenced as an illustration of how online estimates can miss important context that a knowledgeable professional provides.
Amazon: amazon.com (https://www.amazon.com/)
Mentioned in Brooke and Scott's opening conversation about AI-generated product images.
The SERVICE Sales Framework: Building Momentum Resources (https://buildingmomentum.info/sales-coaching/)
Learn more about Brooke's approach to leading sales conversations that help customers make confident decisions.
Gartner AI B2B Survey: B2B Buyers Turn to Sales Reps
(https://www.gartner.com/en/newsroom/press-releases/2026-05-20-gartner-survey-finds-sixty-nine-percent-of-b-two-b-buyers-turn-to-sales-reps-to-validate-ai-generated-insights)
A 2026 Gartner survey found that 69% of B2B buyers prefer to validate AI-generated information with sales reps, highlighting the growing importance of salespeople as trusted advisors who help buyers make confident purchasing decisions.
Want to get better at reading and leading your sales conversations?
If your prospects are coming to sales calls armed with information but leaving without making decisions, it may be time to rethink how you're leading those conversations.
Brooke helps B2B service business owners learn how to uncover what's driving their prospects, communicate their value, and confidently lead sales conversations without being pushy.
Schedule a Call with Brooke → https://buildingmomentum.info/meet (https://buildingmomentum.info/meet)
Join the Conversation & Subscribe
AI may be changing how people buy, but great sales conversations still matter.
What are you noticing about prospects who research your business before scheduling a call? Are they showing up better informed, or are you spending more time addressing assumptions?
We'd love to hear your experience!
Subscribe to Make More Sales with Brooke Greening for practical sales advice that helps you lead better conversations, make more sales, and have a greater impact.
Listen, subscribe, and explore past episodes: buildingmomentum.info/podcast (https://buildingmomentum.info/podcast)
Connect with Brooke on LinkedIn
Want more practical advice on B2B sales conversations, handling objections, and helping customers make confident buying decisions?
Connect with Brooke Greening on LinkedIn → (https://linkedin.com/in/brooke-greening)
Here's to valuing your customers and making more sales!
Your Prospect Asked AI About You. Here's How to Win the Sales Call | Chapters
00:00 What Happens When Prospects Research You With AI?
01:13 Introduction: Make More Sales With Brooke Greening
02:56 How AI Is Changing B2B Sales Conversations
03:45 What AI-Informed Buyers Know Before Your Sales Call
04:40 The Sales Mistake That Could Cost You Clients
05:38 Why a Researched Prospect Is a Buying Opportunity
06:49 How to Handle Prospects With Incorrect AI Information
07:53 The First Step: Ask Permission Before Correcting Buyers
09:59 How to Respond to AI-Driven Pricing Objections
10:39 Why Getting Defensive Can Kill a Deal
12:22 What Human Sales Professionals Can Do That AI Can't
13:21 Advantage #1: Understand the Buyer's Context
15:30 Advantage #2: Read Buying Signals and Hidden Objections
18:22 Advantage #3: Guide Buyers Toward Clear Next Steps
20:11 Advantage #4: Build Confidence in High-Value Decisions
21:00 How to Improve Your Sales Conversations With Brooke
21:55 Final Advice: Lead Better Sales Calls to Grow Revenue
22:41 Next Episode: Build Buyer Confidence Without Being Pushy
