Take the Guesswork out of Successful Selling

By Dani Sheehan. 

With most sales taking place offline, it can be difficult to find opportunities for improvement. Rilla’s AI analytics provide quantifiable results for continued success. 

The roofing industry still relies heavily on face-to-face conversations with customers to close jobs and market services. If sales start to dip, it can be challenging for business owners to find time for a ride-along or provide other support to their sales team. But with Rilla, you gain invaluable insights about conversations without having to hear them for yourself!  

Rilla is a speech analytics company that uses a mobile app to record outside sales and service conversations which can be automatically analyzed by artificial intelligence. See what your top performers are doing differently to land the sales and improve your customer service scores.  

During an interview at a roofing conference, CEO and Founder Sebastian Jimenez shares some of the successes their company has provided for improving sales. At one business, “The newer reps weren’t focusing on pain points in their pitch, they were trying to ask the customer about their last inspections, and if they wanted a free inspection... The analytics showed that if you focused on the pain points [instead], you were three to four times more likely to book that appointment from the door.”  

Another factor for sales reps to consider is their talk ratio. Thanks to insights from Rilla’s AI analytics, “We noticed that your talk ratio – how much you talk versus the customer – has a huge impact on your sales. If you’re doing door-to-door conversations, you want to keep your talk ratio around 75-85%. You don’t want to be talking all the time,” Sebastian shares. But since you’re pitching, you need to make the most of your time with the customer. On the other hand, if you’re there for an inspection, the talk ratio drops to around 50 or 60% so that you ensure you’re listening to your customer’s concerns. 

“It’s kind of like having a coach always on all the time,” Sebastian says. You can book a demo with their team to learn more about how their products work and see the magic of AI for yourself.