To improve sales performance in every opportunity, SmartSelling helps sellers
modify their behavior and activity to achieve better alignment with each buyer. SmartSelling is accessed through the web or via handheld devices. Sales
professionals answer multiple choice observational questions regarding the
individual prospect/buyer. SmartSelling compares the seller’s SmartProfile
results to the buyer’s calculated profile. Utilizing predictive technology,
SmartSelling generates a behavioral profile for each specific sales
opportunity. This profile predicts and highlights how a buyer is likely to act
in a given sales situation with a specific seller. These profiles are then
compared to our SmartSelling best practices database of situational behaviors
necessary for selling success through better seller/buyer alignment. Utilizing
regression analysis and mathematical formulations, SmartSelling systematically
and precisely analyzes the profiles and generates Guided Communications to help
sales professionals execute more effective selling best practices.
The Guided Communications
outline how the sales professional SHOULD act in this specific sales situation
to advance the sale forward. The
Guided Communications include suggestions on
how to interact and communicate with each buyer, what to stress and emphasize
based on the buyer’s profile, and insights into how this buyer processes
information and makes buying decisions. SmartSelling enables every sales
professional to think and act more often like proven top performers.
How SmartSelling Works:
- SmartSelling provides an on-line questionnaire to
profile each sales professional.
- The sales professional uses a different on-line
questionnaire to profile the prospect and the prospect’s
organization.
- SmartSelling creates a unique
Opportunity Profile
reflecting the behavioral tendencies of the prospect’s
organization.
- The SmartSelling
Knowledgebase computes
Guided
Communications based on predictive technology and behavior
profiles of the seller, the buyer and their respective
organizations compared to selling “best practices” for this
situation. Scientifically generated, the
Guided
Communications messages provide confirmation, coaching and
anticipatory strategies to help the sales professional
adjust behavior for optimal seller/buyer alignment and
communications.
- After each meeting and interaction, the sales
professional will have the opportunity to refresh
SmartSelling with new data and insights. The process
is then repeated to yield more tailored
Guided
Communications based on each update
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