Empower Buyers Through Self‐Service

Summary

This chapter presents the future of sales. It is all about giving a sense of control to the buyer. A recent study should make any company pause when considering its sales process. Self‐service enables buyers to independently navigate key aspects of the purchasing process—from information gathering to making decisions—without being forced to speak to a human. Embracing a more seller‐free approach with self‐service tools brings some undeniable benefits. The chapter presents five types of self‐service tools: self‐assessment, self‐selection, self‐configurator, self‐scheduling, and self‐pricing. Each of these tools represents a shift in how buyers want to interact with businesses today—on their terms, with clarity and control. The chapter provides a few standout examples that truly bring self‐service tools to life.