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Ask your customers what they can actually answer

Do you remember when a TV was just a TV? Something you turned on and watched whatever was on? I guess you have not missed out on how TV’s have gone from something your grandmother
could use to a complicated gadget you need your neighbors kid to help you out with!

Your average Smart TV nowadays has a great amount of settings, connects to the internet, uses apps and if you read the manual thoroughly you would probably find out how it can microwave your
popcorns in time for your movie night! In addition to all your new TV can do, it also needs to comply with your sound system, your iPad, and that next gadget you will be purchasing next year
that you do not even know you need yet.

What signifies a great sales rep?

Buying a complicated product like a modern TV demands a great sales rep to help you out in the store. You should not only get the TV you want today but the one you will be grateful you
purchased tomorrow. Imagine, for example, if the last TV you bought would not have had HDMI.

In order to know what kind of TV you need the sales rep needs to gather information about your needs, your current home entertainment setup as well as what you may need tomorrow.

Imagine these two sales reps and their sets of questions:

Sally

  • What kind of shows and movies do you watch on your TV today?
  • Do you enjoy the act of setting up your home entertainment system?
  • What do you watch on your smart phone?
  • Do your kids play a lot of video games on your TV?
  • Do you need to have full integration between your gadgets in your home?

Tom

  • Do you need xVid.34?
  • Is your home entertainment system NICAM-compatible?
  • Do you need support for Netflix?
  • Do you want a 42” TV?

If you would talk to Tom in the store I would imagine you could get frustrated and perhaps feel a bit stupid for not knowing what xVid.34 or NICAM is. You may know you want Netflix but may miss out on the possibility to comply with that new cool, next generation streaming service when it comes next month. Tom needs this information because he bases his questions on the product in the first place and tries to fit these product attributes to you.

Sally, on the other hand, is smarter. She bases her questions on your needs (current and future) and will deduct the clues given from your answers down to the technical specifications you will
actually need.

For example, if you watch a lot of YouTube-clips on your iPhone and don’t like to play around with settings of your gadgets she knows to offer you the simple TV with the super easy streaming
between iPhone and TV. She knows that you may be needing an AppleTV-module and that your TV should definitely be xVid.34-compatible since you, most likely, will connect the next generation
X-Box your kids will crave when it arrives.

Basically, she makes a selection based on your needs and offer it to you. If you are interested in knowing why you should choose xVid.34 compatibility she will explain it to you. If you still do not want that feature, she will tell you what you will miss out on.

”Sallify” your sales system

Now, is this your experience when you purchase items online? Or, more important, is this the experience your customers get when they look into purchasing your product online or through your
sales tool? Do you have a Sally-system or a Tom-system?

A Configure Price Quote solution is a sales configurator that can help you ask the questions that your customers can actually answer and translate that into a product configuration that you can produce. Using smart configuration you can build the knowledge into your system and make the purchasing process easier for your customers.

In other words, a Configure Price Quote solution is the Sally in the world of configurators.

Are you interested in how you can ”Sallify” your sales tool today? Contact us now!

See guided selling in action

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