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Since the advent of computers, technology has continued to evolve to make everyone’s lives easier by simplifying and streamlining tasks. While we might still be waiting on artificial intelligence (AI) to give us robot butlers that can keep our homes clean and organized, AI has already begun making the selling of products easier. This is where enhanced guided selling comes in.
Enhanced guided selling helps companies increase sales by making the process much easier, giving sales teams assistance and automatically guiding customers so they can place orders on their own.
Guided selling optimizes the entire sales process and ensures customers are matched with the ideal product based on their needs.
Customers are presented with a questionnaire to determine what they need 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 with sales, then the sales team member can ask these questions and input them using the software.
Questions cover personalization and customization options that the customer might not be familiar with, or they could include bundled packages with other similar products that complement what the customer is interested in.
Another benefit for your business is that the software can integrate with most, if not all, of your other software solutions. It’s not just another platform sales has to use — it’s 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.
Guided selling starts before the product configuration process. When a customer starts the guided selling process, the interface directs them to the appropriate items or products, 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.
If your online catalog includes hundreds or thousands of products, enhanced guided selling ensures customers don’t get overwhelmed and find the products that will best fit their needs.
Enhanced guided selling is the next step in using AI to help make sales easier. By giving sales teams or customers the suggestions that guide the ordering process, you can ensure customers are getting the products they need, and you can be more competitive in your industry.
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.
