Close more deals by giving faster and more accurate answers than the competition
Customers expect your sales representatives to give instant and 100% accurate answers. As many sales reps depend on product knowledge from others, they are often pushed into situations where they must choose between giving on-the-spot answers and giving correct answers. ProSales is an easy-to-use sales tool that reps can use to provide answers that are both instant and accurate, without relying on others.
Increase profitability by visualizing and controlling the margin in the negotiation process
Negotiating power comes from being well informed. A skilled sales representative will know all about the benefits his product offers the specific customer, what the competition is up to, and consequently where the price needs to be in order to close the deal. Having the time to calculate exactly what the cost and margin will be is a rare luxury when a serious chance to close a deal arises. Consequently, sales reps are often forced to make guesstimates. Sales reps can use ProSales to put together an offer and automatically get the list price for the specific configuration. During negotiation they can adjust the asking price of any or all of the components in a specific proposal, with instant feedback on how this affects the margin of the deal. By better knowing the room to manoeuvre, the sales rep knows when to be aggressive and when to back off.
To further protect the margin, management can set minimum values which cannot be undercut, or which can generate a warning.
Boost cross-selling and add-on sales by increasing your sales representative’s comfort zone
A significant barrier to successful cross-selling is the sales representative’s comfort zone. Nobody likes to risk losing face in front of a customer. As a consequence, the solution that a sales rep pulls out of his hat to solve a customer’s problem is very likely to be something he is familiar with. If there are more suitable products available within the company, but outside his comfort zone, he will often be reluctant to promote them on his own. The same applies to customer opportunities that fall outside his comfort zone. Lucrative add-on sales opportunities such as insurance are often overlooked by sales reps who have their comfort zone within a particular range of products. ProSales significantly lowers the threshold to selling a new product, by helping the sales rep find the suitable product and configure it to the customer’s needs. ProSales can also be configured to prompt typical add-on sales opportunities such as insurance.
Improve overall company performance by integrating the sales process
Many companies still have great difficulty integrating processes between different parts of the company. In our opinion, sales processes are often the least integrated, with the most ad-hoc approach to routines. The key to successfully integrating the sales force is to truly focus on and support their key purpose – closing deals. We believe that a company’s sales force will always be reluctant to implement processes and tools that do not directly target closing more deals and making more money. Because ProSales is focussed on supporting the individual sales reps’ day-to-day work, the rest of the company has a greater chance to enjoy the side effects of an integrated sales force – the right products sold, at the right price and with the orders correctly entered.
