Tag Archive | Personalized Products
Focus On Products/Solutions That Match Customer Needs
Providing marketing and sales teams with transparency into product/service actualities is critical to improving win ratios. It is equally important for these sales to have the ability to fill-in with special offers when certain deliverables are not feasible for any reason, or when alternative solutions may be more cost effective.
How to Improve Your Clients’/Customers’ Experience
Most of sales reps usually dread the negotiation stage, and they consequently make several mistakes since any small change is stressful. Worse, some of them will barter their discomfort against discounts that are not needed nor solicited. In order to avoid this situation, wouldn’t it be better if your sales reps can face last minute requests from customers wishing to edit a quote?
Offering the Right Product to the Right Customer
The new reality for most companies today is that power has switched from the seller to the buyer, and the buyer expectations have increased exponentially. This new market reality dictates that vendors have the ability to quickly and accurately assess and understand customer requirements in order for sales executives to offer the product or solution that best matches customer budgets and timing.
One approach to this shift – guided selling – has moved to the forefront as it allows sales to access centrally maintained information repositories containing actual inventories and solution combinations, then build solutions and generate proposals with a question and answer exchange.
Why Configuration is Essential for the Future of the Insurance Industry
Insurance is one of those products that is customized by definition. There is no ‘one size fits all’ approach to buying and selling insurance coverage, whether for health, life, auto or home. Every person, car and house is different, and combined with desired coverage levels, pricing can vary widely. Insurers use a variety of tools and practices to determine what the appropriate cost is for a particular level and type of coverage based on different constraints. However, many insurance salespeople today are still not utilizing a tool that can make an immediate, direct and measurable difference to their bottom line – a configure, price, quote (CPQ) solution.
Getting the Most out of Multichannel Selling
Multichannel selling holds the key to unlocking a long list of business benefits, but it is not without its challenges. For businesses to leverage multichannel selling successfully, they need to offer products and services through a wide variety of channels, such as field sales, brick-and mortar locations, by telephone and internet. Receiving increased sales revenue, reduced sales-association costs, and increased customer retention and loyalty are just a few of the benefits business can expect to see.
A Swifter Sales Process
Comparing large enterprise corporations, which have complex product lines and service offerings, to smaller more agile companies is like comparing a large professional football player to a young gymnast. Though the football player may be seen as stronger, the agile gymnast can jump through hoops much more quickly. Before now, consumers found comfort in doing business with large and reputable companies, but in today’s world, if you’re too big to jump through hoops, don’t expect your audience to stand around watching you try.
