Since the advent of technology like computers, the tech industry has promised it would make everyone’s lives easier by simplifying and streamlining tasks. While we might still be waiting on artificial intelligence to give us our perfect robot butlers to keep our homes clean and organized, AI has found a way to make selling products easier. This is where “enhanced guided selling” comes in.
Enhanced guided selling makes the salesperson’s job much easier by giving assistance in the sales process. What’s more, is that it can also automatically guide the customers themselves through the sales process to place their own orders. And what is truly great about this software is that by making the salesperson’s job easier, it also helps the company increase sales.
What is Guided Selling and How Does It Work?
Guided selling is an automated system that walks a customer or salesperson through the entire sales process to optimize it and ensures customers are matched with the ideal product based on their needs.
It works like this: customers are presented with a questionnaire to determine what the customer needs and what problems they are looking to solve. As the customer responds to the questions, the software provides them with suggested products or services. If the customer is talking directly to a live sales rep, they can ask these questions and input them in for the software to give the suggested products. These can be anything from personalization and customization options that the customer might not be familiar with to bundled packages with other similar products that complement what the customer is interested in.
Why Do You Need Guided Selling?
There are several reasons why your company should consider implementing a guided selling solution. First and foremost is that it will save your company time and money by streamlining the sales process. It standardizes the sales process, which ensures consistency across your sales teams and helps new salespeople get up and running quickly. Along with use in internal systems, it can also be made available on a company’s e-commerce website to help upsell or customize products.
Guided selling also ensures that your customers get products that they’ll be satisfied with. That’s because the guided selling solution uses data and customer input to determine which products to recommend. Many of these might be products or options your customer might otherwise not know about. Pairing the right product with the right customer is essential to ensuring customer satisfaction and guided selling helps with this.
Another benefit for your business is that the software can integrate with most, if not all, of your other software solutions, so it’s not just another platform your sales reps have to use. It is part of your CPQ system and connects to your CRM and ERP so you can keep track of your sales and inventory in real-time.
Where Does Guided Selling Fit In The Sales Process?
Guided selling starts prior to the product configuration process. When a customer starts the guided selling process, the interface directs them to the appropriate items or product, which they can then configure and add to a cart, quote, or order.
Depending on your company’s preferred selling strategy, guided selling can be accessible straight from the product selection page, your product catalog, or from the quotes and orders entry interface. You can also link customers directly to the guided selling interface from any page on your website.
How Can It Help Your Customers?
The way that guided selling helps your customers is by giving them information about products available they may not have known about. If your online catalog includes hundreds or thousands of products, guided selling ensures customers don’t get overwhelmed and finds the products that will best fit their needs.
With this functionality as part of your CPQ solution, it seamlessly transitions into the product customization process. Conducting the entire sales process through a single application unifies the buying experience for customers and makes sure nothing gets overlooked or lost.
Give Your Customers What They Want with the Help of Guided Selling
Guided selling is the next step in using artificial intelligence to help make our lives easier. By giving a salesperson or customer suggestions to guide the ordering process, you can ensure that your customers get the products they need, and you can be more competitive in your industry.