What is Guided Selling?

What is Guided Selling?

According to Gartner, 89% of businesses plan to compete on the basis of customer experience by 2016. If you find yourself in that 89%, what is your plan to improve your customer experience and use it as a differentiator? Guided selling can help.

So, what is guided selling? This post is an excerpt from our white paper, Deliver a Better Customer Experience with Guided Selling. Download the full white paper to learn more.

 

The Problem With Sales

It’s no secret, sales reps are missing the mark. Whether it’s a lack of training, poor engagement, or high turnover, they don’t always know how to deliver the best customer experience.

Sales reps are missing the mark and guided selling can help

In short, reps are failing to meet buyers’ needs. And without trust, sales don’t happen. People don’t buy from reps pushing product to meet a quota. People buy from trusted advisors who listen to their needs, educate them on their options, and help them make the best decision for them, not just your bottom line.

To earn trust and inspire confidence, your sales team needs to be able to deliver a high-quality customer experience and recommend needs-based solutions every time. Typical sales enablement tools like CRMs, content management systems, and marketing automation won’t close that gap for you. Those tools are primarily rep-focused, not customer-focused.

 

What Is Guided Selling?

So what is guided selling, and how can it help? Guided selling uses consistent, personalized needs-based assessments to right-fit your customers with the best product or service for them. It’s the art of asking smart questions and using customer responses to drive the best product or solution recommendation. Customer experience for the win!

With guided selling, reps can:

  • Deliver a high quality, personalized, consistent sales experience every time.
  • Guide customers to the best solution for their needs.
  • Generate the trust and confidence your customers need to make a purchase.

Guided selling builds trust by delivering an experience customers want.

Customers want consistency, knowledgeable sales reps, seamless, up-to-date information, personalization, control. Learn more about each of these in the full white paper.

 

Guided Selling Gets Results

The big question is, does guided selling get results? Both B2B and B2C enterprise sales teams using our guided selling tools have experienced results like these:

  • 14-60% improvement in YOY sales.
  • 40% increase in sales rep productivity.
  • 9% increase in return visits from customers.

In addition to great sales results, both your reps and your customers will enjoy these benefits:

  • Reps are more confident when engaging with customers.
  • Reps get up to speed faster and start selling sooner.
  • Customer satisfaction and engagement increase.
  • Customers make more confident purchase decisions.

Guided Selling Technology

Needs-based selling is not new, but the technology that simplifies it is. Our guided selling technology, Unboxed Advisor, pairs a smart recommendation engine with interactive education in a simple-to-use interface. Advisor’s powerful reporting engine captures everything from customer interactions and gives you access to data your CRM and other sales tools simply don’t have.
In the end, it’s all about helping your reps create a better customer experience.

“You’ve got to start with the customer experience and work backward toward the technology—not the other way around.” – Steve Jobs

 

Download the White Paper

Still looking for an answer to the question, “What is guided selling?” Download the full white paper, Deliver a Better Customer Experience with Guided Selling, and see how adding guided selling to your sales enablement toolkit can help your reps deliver an experience your customers want and your competition will try to mimic.

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Guided Selling White Paper

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The Periodic Table of Sales Training

The Periodic Table of Sales Training

According to the ATD, companies spend $20 billion annually on sales training but report a low return on their investment. That’s not acceptable. There is a way to build a wildly successful, sustainable sales training program. In the periodic table of sales training, we summarize the major factors that influence whether or not you’ll get the most out of your training investment.

We explore the following families of elements:

  • Strategy: Success starts with clearly defined goals and a plan of action to get there.
  • Topics: Reps and sales managers need to master certain skills and behaviors to succeed.
  • Modalities: A blended approach engages different learning styles and allows the organization to identify the best combination of formats for impact and scale.
  • Content: ATD shares 50% of sales teams don’t find their training engaging. Content must be to the point and relevant to team member’s daily work.
  • Learning Platform: Reps and managers are busy. They need a learning platform that makes it easy to access training content and resources.
  • Reinforcement: Use it or lose it. 87% of sales training is forgotten within 30 days. Ongoing practice and reinforcement is a must.
  • Measuring Results: What’s measured gets celebrated and improved.
  • Business Impact: Improvements in reps’ and managers’ performance correlates with improvements in sales activities, like close rates and average deal size.
  • Leadership: Involvement must go beyond approving the budget. Leaders need to champion the training.

Fill out the form to get a complete interactive PDF!

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Free Periodic Table of Sales Training

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