Harness the Power of Guided Selling
Nowadays, sales departments face many challenges. They need to build trust, online and offline. Sales agents should tailor sales pitches in an uncertain world. They have to generate leads and find prospects.
This is where guided selling comes in. Guided selling is an AI-supported process that helps consumers meet their needs by guiding them along the purchase journey. It’s a way of using existing consumer data to understand their desires, and then steer them toward the right products and services.
Let’s unpack this in a little more detail.
What is Guided Selling?
Consumers have more choices than ever before. For example, online retail stores mean they can order whatever they want with just a few clicks. The flip side of this is the staggering range of options. Consumers need to spend more time understanding what is available and what is best for their needs. This can create confusion and hesitation.
The role of guided selling is to provide a shortcut for this journey. It uses machine learning and AI to cut through the clutter and make the sales process faster. Guided selling takes engagement to the next level by providing recommendations that are a perfect fit for consumers.
By crunching data and coming up with an analysis, a guided selling tool provides sales reps with up-to-date information on what products will suit each consumer. This enables them to close deals efficiently.
Guided selling can also work in an entirely automated manner. This is seen in e-tailing when products are categorized and recommended based on the consumer’s online behavior.
In this way, guided selling becomes an invaluable process that helps to seal the deal. It is a form of dynamic engagement that uses consumer preferences to build long-term loyalty.
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How Does Guided Selling Work?
Every company is different in its products and policies. A guided selling solution will have to be tailored to specific needs. In general, these are how guided selling helps you to achieve targets.
Data gathering
The more relevant data provided to the AI algorithm, the better the guided selling process. All consumer information should be gathered, including details of past purchases, conversations with sales staff, items stored in online shopping carts, emails, demographics, and so on.
Data analysis
The next step is an analysis of the data. This will show the health of the sales system and the current possibilities. The analysis also provides fresh insights into the road ahead.
Automation
To ensure that suggestions are acted on and save time, an automation system needs to be set up. The consumer could have periodic online suggestions, tips, emails, and notifications. For the sales staff, an automated ecosystem will ensure that processes are being followed and opportunities are seized.
Central dashboard
As we have pointed out, all relevant data must be gathered across activities. A central dashboard unifies such data and provides a look at the current state of things. It’s a base from which deals can be checked, behavior examined, and information acted upon.
The Benefits of Guided Selling
AI-guided selling has the power to turbocharge sales efforts. This applies across B2C, B2B, online and offline. Here are the main advantages for companies.
Creates Consumer Satisfaction
Based on past consumer behavior, guided selling asks consumers the right questions, showcases relevant features, and suggests the right products and services. This process adds value to the company’s sales efforts.
Boosts Conversion Rates
As salespeople know, higher conversion rates mean more revenue without wasted efforts. Guided selling can achieve this by recommending the right products at the right time.
Reduces Returns
Often, consumers return goods because of incomplete information and the post-purchase realization that the product is not for them. With accurate guided selling, consumers are recommended and sold only those products that actually fit their needs.
Real-time Insights
A central dashboard alerts sales staff of the current situation and the predicted changes. Based on this, action can quickly be taken to take advantage of opportunities and prevent future slip-ups.
Upselling Opportunities
When consumers make purchases on the basis of a guided selling process, the algorithm uses this data to understand their present and future expectations. Such insights can then be used to upsell products and services for which the consumer will be ready.
eCommerce Boost
In eCommerce, guided selling can be an invaluable way to boost purchase decisions. On the seller’s site, guided selling recommendations can reduce navigation complexity. Tailored recommendations can also be offered when the consumer is using an app. What’s more, levels of personalization can be heightened.
Some Guided Selling Examples
Now, let’s look at how some companies have specifically used guided selling solutions to achieve results.
Maybelline
Maybelline Foundation Finder is an example of how guided selling used machine learning chatbots to add value and remove barriers to purchase. An online tool asked questions about consumer preferences and provided matching models. Based on this information, the right shade was offered online. By capturing this consumer data, more nudges and suggestions were also made for future recommendations.
Ikea
Ikea simplified the discovery process by creating an Ikea Comfort Guide on its website. Questions were asked about the use of the mattress, the size of bed preferred, the number of people, and so on. Sleeping positions and ideal temperatures were also factored in. Based on the answers, a range of beds, frames, and mattresses was suggested. These could be bought online or in the store.
Lufthansa
Lufthansa’s WorldShop Luggage Advisor is an innovative example of how the airline added value to the consumer’s journeys. A series of automated questions are asked online, ranging from the type of baggage preferred to the color and the use. The online advisor then suggests the right sort of luggage from various brands. Consumer data can also be used for recommendations for flights.
Great Guided Selling Tools
Different types of guided selling software and process are available to help companies with various needs. Here are some of the most useful.
Salesforce
Salesforce provides a CPQ solution that accurately and reliably generates quotes for consumer orders. This tool allows company salespeople to exercise greater control over the sales process. Advanced versions also support billings and collection.
JustCall
JustCall offers a comprehensive outbound phone system for sales. Companies can create smarter workflows using automation and train sales reps in real-time with a comprehensive call analytics dashboard. The automation does away with low-value, time-consuming tasks such as manual dialing or sending separate voicemails. Processes are streamlined with auto and predictive diallers, pre-recorded voicemails, and more.
DealHub
DealHub’s revenue amplification platform creates a connected revenue workflow for organizations. Teams and processes can be unified to execute deals more quicker. A predictable pipeline can be generated. B2B buyer communications are centralized by connecting every stage of the sales lifecycle.
RevenueGrid
RevenueGrid gives companies efficient ways to capture data across teams and tools. Actionable sales pipeline intelligence lets you check what’s happening in real time. Reps are guided through the sales process with automated nudges and playbooks.
Guided Selling in A Nutshell
- Guided selling is a way of capturing consumer data and using this to simplify and add value to the selling process.
- It is an AI-supported technique that helps consumers meet their needs and salespeople meet their goals. Consumers are steered towards the right products by understanding their needs.
- Guided selling is beneficial for online commerce. Products are categorized and recommended based on the consumer’s online behavior. Tips and suggestions are made to guide the sale.
- Data gathering, data analysis, and automation are critical components of a guided selling solution. A central dashboard also unifies data and processes to provide real-time information.
- Many companies have used online guided selling techniques to understand what their consumers need and then provide information to help them decide.
- The main advantages of guided selling are that it creates customer satisfaction, boosts loyalty, reduces returns, increases purchases, and gives the sales force ready insights to act upon.
- Several guided selling software packages are available that help companies generate quotes, create automated outbound call systems, capture data, connect workflows, and a great deal more.