Guided Selling helps you to sell better faster. Because the farther your salespeople are (organisationally) from the plant, the less they tend to know about your products. This often also applies to length of service – The newer the employee, the less know-how they have about the portfolio and application possibilities.
An important criterion for successful sales is providing sound advice and responding to individual customer demands. No IT system can replace the valuable knowledge gained by an employee in twenty years in the industry. But a smart Guided Selling system can help employees select and configure the right product for the customer more quickly.
And your customers also usually know very little about your portfolio. So if they have to find their way through the “product jungle” on your website, they will need a guide to show them the way.
What is Guided Selling?
When you purchase a kitchen, it is probably unimportant how many watts the kitchen fan has. You expect the sales consultant to speak to you about what you want to do with the kitchen and then to recommend the best product. And this is precisely what can be achieved with the encoway CPQ product family. Using clever questioning, a good Guided Selling solution will determine your requirements: how many people live in their household? Do they cook daily? Do they invite friends over to cook?
Technical details and other parameters can be derived from these answers. This is carried out by software which then presents technically proven solutions which match the specified requirements.
The responses can be used to determine the technical characteristics and other parameters. This is done by the software, which also generates technically sound solutions that match the specified requirements.
How is Guided Selling implemented?
Companies normally present “knowledge” about their products on a technical level in ERP or Excel files. In addition to this “product view”, a “sales view” is also modelled. Companies thus develop a set of rules that reflect the sales process and then attach these to the current product model (if one exists).
Target group-specific advice
A number of sales models can be defined for one product. This is advisable when you want to address different user groups with differing levels of knowledge, or who are able to specify their requirements with varying levels of clarity at a particular stage of the sales process.