Guided selling can:
- Lead to a 30% increase in deal size.
- Reduce training time for new reps by 40%.
- Result in 20% higher win rates.
These numbers signify a growing need for sophisticated, user-friendly tools that can guide MSP sales reps through the quoting process.
What is Guided Selling? 
Guided selling uses a combination of algorithms, artificial intelligence, and interactive tools to guide the selling process, making it more efficient and personalized.
These tools help sales teams recommend the best products or services to customers based on their specific needs. It's like having a digital sales assistant that simplifies the decision-making process for both the salesperson and the buyer.
Guided selling transforms the traditional sales pitch into a tailored, data-driven conversation that can enhance customer satisfaction and increase conversion rates.
By utilizing guided selling techniques, salespeople can:
- Understand customer needs more clearly
- Recommend the most suitable products or services
- Speed up the sales cycle
- Reduce the complexity of sales decisions
- Enhance customer experience and loyalty
- Standardize the quoting process
Guided Selling Process .svg)
Step 1: Discovery
- Using interactive forms, collect detailed information about the customer's specific requirements, budget and timeline.
Step 2: Build
- Utilize AI to construct a tailored solution based on the customer's needs.
- Leverage product recommendations and configuration options to create a comprehensive package.
- Build a solution that aligns with the customer's needs, budget and timeline.
Step 3: Review and Configuration
- Generate accurate pricing and cost estimates using guided selling software.
- Configure product options, pricing models, and support plans based on customer preferences.
- Create professional proposals that clearly outline the solution, pricing, and value proposition.
Step 4: Proposal
- Present the proposed solution to the customer.
- Provide interactive product demonstrations and explanations.
- Address customer questions and concerns promptly and effectively.
Step 5: Acceptance
- Guide the customer through the order process, ensuring all details are accurate.
- Utilize guided selling tools to streamline the contract and payment process.
- Secure the customer's commitment and finalize the sale.
Guided Selling Best Practices
Emphasize “Discovery”
While guided selling helps steer customers in the right direction, it shouldn't feel forced or restrictive. Offer a variety of options and ensure your process is transparent, allowing customers to explore alternatives that might better suit their needs. This fosters trust and increases the likelihood of a positive outcome.
Leverage Data Analytics
Leverage data analytics to gain insights into customer behavior and preferences. This allows you to tailor your recommendations more accurately.
Include Visuals
When possible, showcase product images highlighting key features. Consider incorporating clear progress icons throughout the process. These visual aids enrich the customer experience and provide a clear understanding of their progress.
Personalize the Journey
Streamline the customer journey by remembering details. Avoid repetitive data entry by storing and utilizing customer information throughout the process. Prioritize speed and ease of use. Ensure your guided selling tool is intuitive, delivers results quickly, and provides accurate recommendations based on customer input.
Continuously Optimize
Regularly review and analyze performance metrics to identify areas for improvement. Gather feedback from customers and sales reps to refine your guided selling strategy.
Benefits of Guided Selling
Guided selling helps both customers and sales reps by streamlining the buying journey and delivering personalized experiences. Here are some of the key benefits Service Providers can expect from implementing guided selling:
- Increased Conversions: By presenting customers with tailored product recommendations, guided selling can boost conversion rates by up to 30%.
- Enhanced Customer Satisfaction and Loyalty: Offering a personalized shopping experience ensures customers feel understood and valued. Loyal customers are worth up to 10 times as much as first-time customers.
- Ongoing Insights: Gain valuable data and insights into customer preferences, which can inform both sales and marketing strategies.
- Sales Rep Efficiency: Guided selling streamlines the sales process for reps, allowing them to prioritize high-value activities and close deals faster.
- Competitive Advantage: Utilize guided selling as a unique selling proposition to stand out in a crowded market.
- Enhanced Solution Offering: Provide customers with the most suitable products and services, improving their overall experience.
Guided Selling with TechGrid 
While the core principles of guided selling remain pretty consistent across industries, our platform offers a unique approach specifically tailored for MSPs.
Our guided selling process is designed to simplify the complex task of selling products, services, and solutions to your customers.
At the heart of the TechGrid platform is the Configure, Price, Quote (CPQ) process, seamlessly integrated into the guided selling process. This powerful combination leverages guided workflows, automation, and templates to streamline the quote creation process for both your team and your partners.
To ensure efficiency and accuracy, our platform employs automation and role-based access throughout the entire process.
MSPs will experience these benefits with our guided selling functionality:
- Speed to Quote: Accelerate your “quote-to-cash” process, ensuring quicker responses from the customer and expediting deal agreements.
- Standardized Solution Design: Standardize your solutions by providing predefined bundles organized by market segment and solution category in the catalog.
- Brand Consistency: Templates maintain brand uniformity — ensuring a cohesive image for your customers across all your interactions with them.
- Price Automation: Integrate volume-based discounts and standardized pricing logic across your company.
- Bill of Materials Automation: Streamline the creation of the initial bill of materials — saving significant time.
- Improved information management: Pull items from the our catalog which has both a PIM (Product Information Management) and a SIM (Services Information Management), so you can create and manage products, services, apps, and internet services.
- Embedded Financial Services: Our platform is fintech-enabled, meaning that it integrates financial services into the workflows, so you can convert one-time charges into recurring charges within a single workflow.
