Salesforce CPQ Guided Selling: How to Boost Sales & Customer Satisfaction

Hey Guys, before we get into CPQ (Configure, Price, Quote) Guided Selling, you may wonder why this Guided Selling is needed for my business?

Yes, it is! Let us discuss in this blog post What? Why?  and how?

Guided Selling in Salesforce CPQ (Configure, Price, Quote) is a feature that helps sales reps quickly find the right products or services by asking a series of predefined questions. It streamlines the sales process by guiding your customers to the best options based on customers’ needs.

For example, when a customer wants to buy a laptop for his business. He may not be sure about RAM, HD Capacity, VGA Card, Number of Ports and Screen width etc.

In this place, if the sales rep asks a set of questions and narrows down the product selection and helps the customer to pick the right laptop for his business. If the sales rep didn’t explain the uses and gave suggestions maybe the customer would leave the shop without buying anything. That’s where the guided selling helps; Instead of just selling products generically, the sales rep guides and helps the customer to buy the right product.

Guided Selling is far more than just a tool for your sales within businesses. It holds a strategic position, functioning as a catalyst for driving sales growth, enhancing customer satisfaction, and streamlining sales processes. It offers a range of features, with guided selling being one of its key components, that enable businesses to achieve these objectives effectively.

Furthermore, Salesforce CPQ software empowers sales teams to optimize operations by providing real-time access to product options, pricing information, and configurations. This enables sales representatives to respond to customer inquiries promptly, provide accurate quotes, and customize solutions to specific requirements.

By leveraging CPQ software, businesses can streamline their sales processes, minimize errors, and improve efficiency.

For existing Salesforce users, CRM offers advanced features for navigating product catalogs and creating guided selling tools.

• Ensure all product information, including prices, discounts, and volume, is up to date to ensure the success of guided selling options.
• Create predefined questions for guided selling capabilities within Salesforce, linking them to corresponding products to display the right products during searches.
• Build an intuitive product catalog by incorporating images and detailed descriptions of each product to simplify navigation, especially during guided selling.
• Utilize personalized templates in Salesforce, enabling the creation of customized business documents, contracts, and quotes.

Guided Selling for Salesforce is a method companies use to make selling easier. It’s like having a helpful guide for the sales team and the customers. Instead of just selling products generically, guided selling helps sellers give personalized advice and suggestions to potential buyers.

Here’s how it works:

• Tailored Recommendations: Guided selling uses information and tools to give personalized advice to customers. It’s not a one-size-fits-all approach. Instead, it considers what each customer needs and likes.
• Understanding Customers: Guided selling is not just about selling things. It’s about listening to customers and understanding what they want and need. Then, it helps them find the best solutions.
• Building Trust: Guided selling builds trust by focusing on what customers really need. When customers trust the sales team, they’re more likely to be happy with their purchases and return for more.
• Making Sales Personal: Guided selling changes from buying and selling things into conversations. Sales reps become like trusted friends, helping customers make the right choices with care and knowledge.

In simple terms, Guided Selling for Salesforce helps companies sell better by listening to customers, giving personalized advice, and building trust. It’s like having a knowledgeable friend to help you make the right decisions when buying something.

• Understanding Customers: This means knowing what customers intend to buy. It involves using data, like sales records and customer surveys, to learn about their preferences and challenges. For example, if a company sells Laptops, they might discover that their customers often look for which brand with certain features or prices according to their business needs.
• Questioning Tools: These let customers actively participate in the buying process. For instance, if someone is shopping for a computer online, they might use a configurator tool to choose the specifications they want, like the amount of memory or the size of the screen. Interactive tools engage customers and help them make decisions.
• Personalized Recommendations: This is about giving customers suggestions that fit their needs. For example, if a clothing store knows a customer usually buys jeans, they might recommend new jeans that just came in stock. Personalized recommendations make customers feel understood and valued, which increases their satisfaction.
• Educate the customer: This provides information that helps customers better understand their options. For instance, if a company sells skincare products, they might offer guides on how different ingredients work or tutorials on how to use their products effectively. A few inputs can empower customers to make informed decisions and build trust in the brand.

Improved Sales: It means constantly improving the sales process. It involves analyzing data on what is working and what is not, listening to feedback from customers and sales teams, and making changes accordingly. For example, suppose a company notices that customers often struggle with a particular step in the buying process. In that case, they might redesign that part of their website to make it easier.

By focusing on these key components, businesses can create a guided selling approach that not only helps customers find the right products but also strengthens relationships and drives long-term success.

Elroi is one of the fastest-growing Salesforce, Marketing Automation, and Application development agencies. We help make your Salesforce CPQ even better and easier to integrate with other systems.

Our team monitors the CPQ market closely, looking for ways to improve our software. We listen to CPQ users’ feedback and update our system regularly to ensure optimal performance.

Our approach is all about simplicity. We help you build your guided selling experience once, and then you can use it everywhere. This means less work for you and smoother experience for your customers. Want to learn more about our Salesforce-related services? Let’s talk! Email us at kalis@elroi.io today or learn more about our services here.