How Guided Selling works for Healthcare Industry?

Guided Selling in Salesforce CPQ (Configure, Price, Quote) is a feature that streamlines the sales process by providing a user-friendly interface where sales reps can quickly and efficiently find the products and services that best meet their customers' needs. It simplifies decision-making by guiding users through a series of questions that narrow down the options to the most appropriate offerings. Here's an overview of both basic and advanced examples of how Guided Selling can be implemented:

Basic Example: Selling Wheelchairs

Consider a company that sells various types of wheelchairs, where the selection process involves considering factors such as patient mobility level, environment usage, and specific health needs. Here’s how Guided Selling can facilitate this process:

• Product Fields: Wheelchair types (e.g., manual, electric), terrain suitability (e.g., indoor, outdoor, hybrid), and weight capacity.
• Guided Selling Prompt: The prompt could ask the sales rep about the patient's primary usage (indoor or outdoor), mobility level, and weight capacity requirements.
• Process Input Conditions: Conditional logic could be used to ensure that only wheelchairs that meet the patient's specific mobility needs and environment usage are recommended, thus preventing unsuitable suggestions.
• Outcome: This approach helps the sales rep quickly narrow down the best wheelchair options, ensuring a perfect match for the patient’s lifestyle and physical condition, enhancing customer satisfaction and trust.

Advanced Example: Selling Diagnostic Imaging Equipment

For a company selling advanced diagnostic imaging equipment such as MRI machines, CT scanners, and ultrasound machines, where decisions depend heavily on hospital requirements, doctor's preferences, and budget considerations, Guided Selling becomes crucial. Here’s an advanced setup:

• Product Fields: Equipment type (MRI, CT, Ultrasound), feature set (standard, advanced imaging capabilities), and compatibility (e.g., pediatric, adult).
• Multiple Prompts: Start with a prompt asking about the type of diagnostic imaging needed based on the medical conditions most frequently treated.
• Conditional Prompts: Based on the initial response, follow up with questions about the preferred feature set and any specific doctor’s preferences (e.g., high-resolution images, dynamic contrast features).
• Process Input Conditions: Implement conditional logic to filter out options that do not meet the hospital’s infrastructure capabilities or budget constraints.
• Dynamic Filtering: Continuously refine the list of suitable diagnostic machines as the rep inputs more detailed usage requirements and budget limits.
• Outcome: This process ensures that the sales rep can provide a tailored proposal that aligns closely with the hospital’s operational needs and budget, making the purchasing decision smoother and faster.

These examples illustrate how Guided Selling in Salesforce CPQ can be adapted for the healthcare industry, ranging from straightforward product selections to complex, multi-variable decision-making processes. This tool is invaluable in environments where precision and compliance with specific medical and patient needs are critical.

For more help opt for Salesforce CPQ Consulting.