In custom sales, creating an accurate quote that aligns with your customer's vision is critical. But for sales reps and manufacturers, this is often easier said than done.
Custom orders involve unique specifications, complex configurations, and numerous variables - any one of which, if misquoted, can lead to costly mistakes.
Visual CPQ (Configure, Price, Quote) technology changes the game by streamlining the quoting process and bringing clarity to complex customizations.
With a visual CPQ tool, teams can quickly and accurately configure products while reducing the risks that often come along with customization.
Let's dive into how visual CPQ can significantly improve your quoting accuracy and mitigate risk in the sales process.
What Is Visual CPQ, and How Does It Work?
Traditional CPQ software allows sales teams to configure, price, and quote products within a digital environment.
Visual CPQ takes this a step further by incorporating visual, interactive elements. Think of it as a tool that lets you see the product as you configure it, with all customizations visualized in real-time.
This visual approach not only makes the quoting process more intuitive but also helps ensure that what's being quoted aligns precisely with what the customer expects.
In other words, visual CPQ takes the guessing game out of custom sales. From dimensions to color options, customers can see exactly what they're getting, which boosts confidence on both sides of the transaction.
Reducing Quoting Errors With Real-Time Visualization
Imagine you're selling a modular storage with hundreds of possible material options and configurations.
Without a visual CPQ and product configuration tool, you might rely on spreadsheets, static catalogs, and verbal descriptions - an easy setup for errors.
But with visual CPQ, as each component is selected, the configuration is visually updated in real-time.
This helps sales reps avoid potential issues, like selecting components that aren't compatible, and lets customers verify their choices on the spot.
When sales teams and customers can actually see what they're building together, it minimizes the risk of misinterpretation or miscommunication.
No more relying on vague descriptions or rough sketches; visual CPQ ensures everyone is on the same page, reducing errors that lead to costly re-quotes or, worse, returns.
Building Customer Confidence and Trust
In the world of custom sales, customer trust is priceless.
Visual CPQ empowers customers to make informed decisions because they can visualize exactly what they're ordering, from materials to dimensions and even how the final product will look in their space with Augmented reality.
This transparency reduces customer anxiety and helps them feel more in control of their purchase.
By allowing customers to see a realistic representation of their custom order, visual CPQ helps manage expectations, making them less likely to change their minds later on.
This level of transparency builds trust and ultimately results in stronger customer relationships, which is essential for repeat business and referrals.
Streamlining the Sales Process to Close Deals Faster
Visual CPQ can also speed up the entire sales process by removing the back-and-forth usually involved in quoting custom products.
With a visual CPQ tool, your sales reps don't need to go back to engineering or production for clarification on each customization.
They can configure products in real-time with the customer, adjust options on the spot, and generate accurate quotes immediately.
This faster turnaround not only makes the customer happy but also frees up your team to handle more orders.
And by creating a smoother, quicker process, you're less likely to lose customers who may otherwise abandon complex sales due to frustration or delay.
Reducing Financial Risk with Accurate Quotes
One of the biggest risks in custom sales is inaccurate quoting, which can lead to losses if the cost of production exceeds the quote given to the customer.
By ensuring that quotes are accurate from the start, visual CPQ minimizes the chances of these losses.
When your team uses a visual CPQ, the pricing component is calculated automatically as configurations are made. This means there's no guesswork, no outdated pricing, and no risk of under-quoting or over-quoting.
For businesses with thin margins, this level of accuracy is a game-changer that directly impacts profitability.
Automating and Integrating for Seamless Workflows
Visual CPQ tools can often integrate with your tech stack and software like ERP and CRM systems, creating a seamless workflow from configuration to quote to order fulfillment.
This integration means that each order, once approved by the customer, flows smoothly into the production line without manual re-entry. Automated workflows not only save time but also reduce human error.
The result? An efficient, consistent process that reduces operational risk keeps costs in check and allows your team to focus on innovation rather than administration.
Why Visual CPQ is a Smart Investment
In custom sales, accuracy and speed are critical. With visual CPQ, your sales reps can create accurate, customer-aligned quotes faster and with less risk.
Real-time visualization, automated pricing, and integrated workflows empower your team to handle complex orders confidently and efficiently, enhancing both the customer experience and your bottom line.
If you're looking to grow your custom sales while minimizing the risks and headaches, book a call with us today to see how visual CPQ can make a real difference.
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