Glossary A–ZLetter P
Product advisor (guided selling)
A product advisor is a digital application that guides customers to suitable products by asking a few questions about their needs, much like a sales conversation.
The approach is known as guided selling.
In a shop, the product advisor runs on a touchscreen or terminal, often next to the shelf. Questions about intended use, budget or skin type narrow the choice step by step until only a few matches remain. Some solutions also highlight the matching products on the shelf, for example with light or on electronic shelf labels. The approach is also common online and on smartphones via a QR code.
A product advisor is only as good as its rules and data. Operators should phrase the questions from the customer's point of view rather than in technical jargon, and keep the number of steps low. The recommendations must match the branch's actual range and stock. Anyone weighting recommendations by margin rather than need risks customers' trust; advertising must be recognisable as such.
See also
Articles on this term
RetailAdvice at the shelf
A few questions, then only the matches stay lit on the shelf