What is guided selling?
Guided selling is a sales approach where software leads the customer or salesperson to the right product through a few targeted questions. Instead of searching a long catalogue, you answer "what for, how many, which requirements?" and the system suggests the fitting option(s). It reduces choice stress, shortens the sales conversation and lifts conversion - online and in store.
How does guided selling work?
Behind the scenes there are rules: each question narrows the range further, until only fitting products remain. The customer answers a few simple questions in their own language ("what will you use it for?", "how many?", "which requirements?") and needs to know nothing about article numbers or specifications. For configurable products, guided selling often flows straight into a product configurator: the questions set the basis, the configurator finishes it.
Guided selling, configurator and CPQ - the difference
They complement each other. Guided selling is the path to the right product: question-led choosing. A product configurator then assembles that product from rules. CPQ is the broader flow around it: configure plus price plus quote. In short: guided selling = finding the right choice, configurator = assembling it, CPQ = adding price and quote.
When does guided selling work?
Anywhere a broad or technical range causes choice stress: machines and parts, furniture and interior, building materials, packaging. Also in B2B webshops where buyers must quickly find the right item, and in store where a salesperson sets a new customer on track in two questions. The more options and the more technical the product, the bigger the gain.
Guided selling in Odoo
In Odoo we set up guided selling on the website and in the webshop with question flows that lead to the right product. Connected to the configurator (CPQ Builder), the outcome is not just a suggestion but a correctly assembled product with the right price and bill of materials - ready as an order or quote, Odoo-native.
Searching the catalogue yourself vs guided selling
What it changes for your customer:
| Searching the catalogue | Guided selling | |
|---|---|---|
| What the customer does | Filters and searches alone | Answers a few questions |
| Knowledge needed | Specs / article numbers | Own need in own words |
| Choice stress | High with many options | Low, step by step |
| Outcome | A search result | The fitting product (+ configuration) |
Frequently asked questions about guided selling
What is guided selling?
A sales approach where software leads the customer to the right product through targeted questions, instead of letting them search a whole catalogue themselves.
What is the difference with a product configurator?
Guided selling leads to the right product (question-led choosing); a configurator assembles that product from rules. Often one flows straight into the other.
Can you set up guided selling in Odoo?
Yes. We build question flows on the website and webshop, connected to the configurator, so the outcome is immediately a correct product with price and bill of materials - Odoo-native.
Does guided selling work B2B too?
Absolutely. Especially with broad, technical B2B ranges it helps buyers quickly find the right item, in the webshop or the customer portal.
Get customers to the right product faster?
In a short demo we show how guided selling and the configurator run together in your Odoo webshop - from question to correct order.