Guided selling

Sales can be seen as a way for customers to buy. In other words, sales are not about to offer products, but to assess the needs of potential buyers, the implementation of these requirements in an appropriate solution and then with this solution. Uncertainties are inhibiting factors in the purchasing process. They arise, not when it is obvious that the buyer, if offered a product, in fact, their needs are met if the advertised price, in fact, the total price and if he can actually ship what is the promised specifications. If you are able to eliminate uncertainty better or faster than their competitors, they largely enhance your competitiveness. Although the price of it is to offer you more than competing suppliers, it is very likely that your offer will be selected when the potential buyer the confidence of Parliament.

Sofon Guided Selling is a difference between the functionality and technology of the product range. Unlike traditional software configuration makes Sofon it is possible to think out of the buyer. The issues for the preparation of the bid, for example, based on the buyer's demand (the desired functionality) rather than the sales staff) (technology. We call it "thinking from the outside in" Only when it is clear what the buyer wants, it is then converted into the right product and the right product specifications.

In Sofon, this information is included in the product models. Separating the functionality and technology, construction of these models is greatly simplified. Questionnaire to the buyer is prepared independently of the device structures. Since the relationship between functionality and technology can be integrated much more flexible, the traditional tension between trade and technology are significantly reduced. Sales team has its customer questionnaire, while the technology team in the art.

With this approach provides Sofon Guided Selling supports the needs assessment from the customer's product configuration or computation.