Combining education with detailed product and service information (in a self-diagnosis environment) allows prospective customers to “leap forward” in the sales process. They can better educate themselves as to the opportunity and understand how it applied to them more specifically – without the burden / perceived risk of engaging humans that might “hard sell” them.

Prospects that utilise Guided Selling tools are almost always better educated, informed and pre-sold. They understand the problem your products/services solve and how it applies directly to their situation. Typically, they’re ready-to-proceed and simply want to confirm budget expectations are aligned.

By integrating learnings from your Guided Selling tool/s into your sales proposals you can even further increase sales conversion rates in the subsequent stages of your sales process – demonstrating understanding, empathy and more personalised and relevant recommendations.