The Power of Guided Selling

It’s difficult for salespeople to build and maintain the depth of product knowledge required to configure complex custom products accurately. And that doesn’t take into consideration the need to identify upsell opportunities, calculate pricing information and handle questions about the product, all whilst delivering exceptional customer experience. Guided selling empowers salespeople and customers to confidently configure complex products, even when they don’t have extensive product knowledge. It removes the need for salespeople to know every detail about a product and how it can be configured, so they can focus on sales and customer service.

What is Guided Selling?

Guided selling tools enable users to accurately configure custom products, and calculate pricing and discounts. Guided selling in DriveWorks CPQ uses intelligent rules-based technology to guide sales teams and customers to make valid configuration choices. Users are provided with information about compatibility issues, and receive prompts for suitable alternatives. Sales teams using guided selling tools can also identify and suggest valid upsell and cross-sell opportunities.

How Guided Selling Drives Sales

Ease of Selling

Guided selling boosts the performance of sales teams by making it easier for them to sell customized products. Product and pricing options are presented from a set of pre-determined rules so teams don’t need to memorize extensive product knowledge. The rules-based intelligence used in guided selling tools also makes it easier for sales teams to identify and offer cross-sell and up-sell opportunities to increase average sales values.

Ease of Buying

Guided selling tools enable B2B buyers to easily configure complex custom products online. An increasing number of B2B buyers want to purchase custom products online and guided selling facilitates this. Rules-based technology guides buyers through the process of configuring custom products, enabling them to select valid custom options and accurate pricing. When combined with a 3D product configurator, guided-selling enables customers to visualize their customized product options, making it easier to commit to purchase and improving the sales experience.

Streamlined Sales Cycle

Sales teams can lose their momentum and sense of urgency when custom products take too long to configure and quoting becomes complicated and slow. Sales opportunities can be lost if prospects receive quotes from your competitors ahead of a quote from your business. Guided selling technology streamlines the sales cycle, enabling quicker and more accurate custom product configuration and quoting.

Enabling Guided Selling With a 3D Sales Configurator

Connect sales and manufacturing using a sales configurator with guided selling features

Enable your customers to configure their product selection, get instant quotes, accurate delivery dates, and even place their orders with little or no input from sales.

• Guide your customers to the correct buying decision based on their needs and budget
• Identify upsell opportunities to promote higher value products and promote suitable aftermarket service packages and warranties
• Build closer relationships with your customers, develop brand loyalty and shorten the sales cycle

Enable sales teams, distributors, and customers to configure custom products on any device, anywhere. Connect sales and manufacturing to reduce costs, errors, and lead time.

• Create a responsive configurator, optimized for all browsers and devices
• Embed into your website to allow customers to configure and order products anytime
• Set up intelligent workflows and control users and security

Guided Selling with DriveWorks Technology

Implementing DriveWorks has enabled F.H.Brundle to simplify quoting, improve accuracy and deliver superior customer service.

Using DriveWorks technology, F.H. Brundle built Liveconfigurator™, an online 3D product configurator for their internal teams, distributors and customers. Customers can configure custom balustrades anytime, anywhere, and receive order-specific sales documents, parts lists, and technical drawings within minutes.

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