Sales Solutions
Sales has been revolutionized by technology and access to information. Buyers don’t use the same criteria to make their decision as they have in the past. Sales teams can’t stand on product selling alone. We can’t assume that the relationship will help us win the sale. Gone are the days that we can ask customers “where are your bottlenecks?” or “what keeps you up at night”. The value of a sales person still lies in the sales experience. We can help you transform your sales teams with an insight-based approach that inspires buyers with out of the box thinking and will differentiate you from the competition and ultimately win more deals.
We work with organizations across North America to design a customized course that coaches salespeople how to build stronger partnerships that lead to customer loyalty. Our approach outlines a simple, repeatable process that teaches sales people how to collaborate with customers beyond the sale to become a trusted advisor. There are some really good sales training organizations out there, with really good training programs. We’ve found that they lack the personal touch, the customization. We’ve found that’s an essential ingredient because not all sales organizations are the same. We can’t all operate on the same solutions.
COMMON ISSUE: LARGE STANDARDIZED SALES PROGRAM NOT MOVING THE NEEDLE?
Large standardized sales programs aren’t moving the needle. Organizations spend large sums of money attending and implementing the latest sales training trend only to find out down the road that most of these programs don’t move the needle as much as they had hoped. Leaders are then stuck at a table trying to figure out why. “We’ve done all the right things. We’ve invested in training but we aren’t seeing the improvement in the bottom line.”
HOW CAN YOU RYZE ABOVE?
Customized training. It’s our belief that one process, one methodology, one solution will never work for every company. If you want sales training to be effective in your organization we have to first identify where your gaps and weaknesses exist. Then we build training to help you fill those gaps and grow sales people personally and professionally within your unique sales environment.
After our training, your teams will have measurable, actionable accountability. In order to see results from training, teams have to be held accountable for taking the process and implementing it in their daily activities. Our team will help coaches and leaders develop a system of accountability that will also help measure results and ROI on a program.
COMMON ISSUE: INEFFECTIVE CUSTOMER INTERACTIONS THAT RESULT IN PRICE-BASED SELLING.
For many organizations and sales professionals making a sales call consists of an in person visit that typically looks like this: Sales person arrives to client with a box of doughnuts and some coffee. Sits down. Discusses sports. How’s the family? How are we doing for you? Are you having any issues? Walks out. Those meetings are not memorable, not helpful and no one has time for that anymore. You must find a way to differentiate yourself from EVERYONE and become valuable advisor.
HOW CAN YOU RYZE ABOVE?
If you aren’t adding value to your client, you shouldn’t be there. We teach sales people how to come to a meeting prepared. With the right questions. With the right solutions. We encourage Sales Meetings rather than Sales Calls. We encourage interaction and a two-sided conversation. Where there’s brainstorming and idea generation. Where execution and next steps are defined.
We also believe that preparation for a sales meeting is critical. We walk through different ways to help build credibility with customers and prepare your teams for better, more effective sales calls.
COMMON ISSUE: DIFFICULTY IDENTIFYING WHAT'S DRIVING DECISION MAKING?
Selling on price is often the “easy button” for sales people to close a deal. Discounts are given all the time for the sake of the sale. The problem with that is it erodes margin and sets an expectation moving forward. If you discount your services now, the client will always be pursuing a better price throughout the entire relationship.
HOW CAN YOU RYZE ABOVE?
Asking the right questions at the right time is critical. Sales people have to work to understand and listen to customer pain points. Price is always an important factor, we know that. What we don’t know is, what else is important to them. What’s driving their decisions? What are they motivated by? What goals are they trying to accomplish? We will work to teach your salespeople how to ask the right questions and hone their detection skills to identify signal flares that allow for negotiating on terms outside of price.
IDENTIFYING HOW TO DIFFERENTIATE YOURSELF IN THE MARKET?
Which company out there doesn’t have a competitor with similar products or services? It can be very difficult to differentiate yourself while maintaining margin especially if you’re selling a commodity.
HOW CAN YOU RYZE ABOVE?
In the course, your teams will have the opportunity to brainstorm your company’s “unique solution”. Your distinct solution is something that you believe your company does inherently different. Something that will set apart from everyone else. We will then take that unique solution and help your sales people use it to drive their entire conversation with the customer.