Proactive selling: How to leverage informed solutions for higher sales and happier customers
This is the final installment in a four-part series covering how SIs can properly manage their field service teams – driving increased revenue, higher customer satisfaction, and streamlined operations. Read Part One, Part Two, and Part Three.
When production equipment fails, it’s a nightmare for manufacturers: Downtime halts output, significantly cutting into profit. And when your field service engineers arrive, they’re on the clock to get a correct diagnosis and a fix completed as quickly as possible.
But what if you knew the cause of the problem --- even before it happens?
Volt480 makes that possible. We take the data from all service calls on our platform, and analyze it to predict trends in plant issues and equipment failure. So before your field service engineers even get to your customer’s facility, they know: For this machine in this configuration at this age, the likely problems are X, Y, and Z.
These powerful insights not only help field service staff diagnose more quickly. They also empower your salespeople to get proactive, recommending services and products that reduce customers’ vulnerability – increasing your sales and lowering customers’ risk of catastrophic equipment failure down the line.
Informed insights drive predictive sales, allowing you to:
- Transform how you sell to customers. Traditional sales approaches are often reactive, based around “emergency” reconfigurations. Volt480 makes proactive sales possible: informed solutions based on real trends and hard data.
- Customize offerings based on your clients’ risks and vulnerabilities. By understanding repair and maintenance trends -- powered by all customers across the Volt480 platform – you can recommend solutions based on your client’s specific equipment, facility, and business needs.
- Develop a manageable pipeline of sales based on deep understanding. When customers are in the middle of a crisis, they’re typically panicked and focused on merely getting their facility back on line – reactive sales. But when you’re proactive you provide the ability to have an in-depth conversation about more solutions, without the stress of an emergency. You create the opportunity to show your client you really understand them, harnessing historical data to map out a plan for solutions that suit their needs in the future as their equipment ages.