Apparound: clear and easy, for buyers and sellers
In any area, in any industry, the user experience is a prerequisite that can make or break a product: if we translate this into figures, we could quote a Google survey, according to which 79% of people who are not satisfied with what they find on a website will quickly leave it and will move on to a competitor. This applies to websites and software, to apps and even to physical devices: if the user experience is overcomplicated, if it involves a long learning curve and requires constant updates, then good riddance! Clear and easy: that’s the recipe for success.
This is generally true, of course, but this also applies to specific operations and products. If we think of the sales process, there is something in common between the selling process and the buyer: they both need something clear and easy. Sales managers are well aware that a smooth-flowing, easy and transparent process can affect the end result: if they show up with sheets, notes, contracts to fill in, catalogues and price lists, maybe even obsolete ones, not only will they be mistrusted, they will make their lives more difficult. They have to win over the customer with their professional attitude, but they have thousands of factors going against them: obsolete materials, broken information, having to stop the negotiation to confirm the mix or discount, contracts to be filled in by hand and filed (also by hand) in a CRM at the end of the day, when they are starting to feel a bit too tired. In other words, everything gets more difficult and this has an impact on performance.
On the buyer’s side, dealing with someone who stops the negotiation to call the company for enquiries, who writes information on the contract by hand and maybe even has to write it over and over again because he got it wrong, or must ask for permission to make a quote, and so on, will not create a peaceful atmosphere. Good faith is taken for granted, but what do you think the odds are that some mistakes are lurking among all the intricacies and then you will have to step in, change or adjust something?
The very fact you can manage an active sales process with a digital tool is a huge step. Then, if such tool has been entirely designed with transparency and ease of use in mind, the results cannot but be excellent.
Apparound has been designed to streamline the process and let agents focus on the negotiation and their relationship with the customer, without getting caught in a multitude of performance issues as a consequence of obsolete patterns and tools. Easy for the seller and transparent for the buyer, as we said, but this applies to the manager of the sales network as well: as Apparound is cloud based, any change made in the administration panel (easily accessible through a web browser) will instantly expand to the entire sales network. An update on the supporting materials, a new corporate profile, a new price list, a new corporate logo are instantly updated on all of the sales managers’ tablets, so nothing can go wrong (unless you want it to).
When he is with a customer, the seller must spend most of his time ‘winning him over’, taking that proactive approach that – well into 2019 – is definitely the most effective and profitable ever. By pulling down all the barriers to sales 1.0 in one go, Apparound is a huge help: the user experience is optimised by ease of use, which means giving a graphic rendering of the available options, consistently laying them out in the interface, and only letting in the right ones, to avoid mistakes.
The Intelligent Quoting tool he uses to deal with the customer is a case in point: in a graphically intuitive layout, we find the products that can be ordered, the amounts, prices, any option and a summary of the order, nothing complicated. For the seller, ease of management means being clear and transparent with the customer who, though unfamiliar with the tool, understands everything without any explanation. If he has problems choosing the right product or the right mix, then he can use the Solution Advisor, a module designed to find the right product – or the right mix of products – based on the customer’s requirements. The device will only ask a few questions, based on which it can give consistent and valuable advice.
The beauty of this process is that any operation is carried out in a perfectly transparent manner: you remove a product, change a price, grant a discount, create a special mix, etc. and all at a speed that would have been unimaginable for traditional tools, and under the wary eye of the customer who will immensely appreciate such cutting-edge tool and the fact it is so clear and easy to understand.
Then, the icing on the cake is that you touch the screen and Apparound creates the contract. Again, easy on one side, clear and transparent on the other: the time this saves to the sale manager is huge, and so is the customer’s peace of mind – aware that a computer cannot get the contract wrong. And there’s no danger that the wrong data may be entered in the CRM, because Apparound provides multiple integration options to automate the last process as well.
Finally, a few words about another one of Apparound’s user-friendly modules: the Sales Tracker. This has nothing to do with the buyer, it is the sales manager who wants to keep the operations, the most important accounts, the follow ups and – of course – his own sales performance under control: once again, this happens through an intuitive interface that draws attention to the important data but can also be used for different insights. All this, while in the company the sales managers can have an overview of the sales and can not only generate key statistics for future strategies, but they can also directly support the sellers who are working in the field. That’s a sure-fire formula for success.