“Guided Selling” refers to software-supported sales assistance systems that automate and optimize the sales process through structured, interactive consultation. The aim is to support potential customers – in both B2B and B2C contexts – in selecting complex products or services, by identifying their needs and recommending suitable solutions. This is achieved through rule-based decision logic, configuration tools, recommendations, and dialog systems to reduce purchase errors, increase customer satisfaction, and improve conversion rates.
Needs Analysis: Interactive questionnaires or decision trees to systematically identify customer requirements and preferences.
Product Configuration: Support in selecting and combining product features, variants, or modules (e.g., CPQ – Configure, Price, Quote functionality).
Recommendation Systems: AI-based or rule-based suggestions for suitable products or solutions based on user profiles or selection criteria.
Sales Argumentation: Display of benefits, product advantages, comparison data, or testimonials to support the purchase decision.
Visualization Tools: Dynamic displays, 3D views, or simulations to help customers better visualize the configured product.
Integrations with CRM and E-Commerce Systems: Seamless transfer of customer data, offers, or orders.
Rule-Based Decision Logic: Steering product selection and recommendations through predefined rules and dependencies.
Lead Qualification: Automatic assessment of prospects based on their input to evaluate sales potential.
A mechanical engineering company offers its customers an online configurator to create tailored solutions for their production needs.
An IT service provider uses a guided selling tool during consultations to analyze customer needs and recommend appropriate software solutions.
A cloud services provider integrates guided selling into its online shop to lead customers to the optimal hosting solution through targeted questions.
A sales team uses a CRM module with guided selling components that suggest sales arguments and product combinations based on the situation.
A security technology provider uses an interactive advisor path on its website for needs analysis and product recommendations.