Dance Shoes
Sales Assessment Results
32
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real: your performance is struggling, and it's time to step it up. Your average score of 3.2 is far from impressive, and while you showed some potential in a few responses, the overwhelming trend is a lack of empathy and engagement. You acknowledge customer concerns, but you often fall short in demonstrating understanding and providing tailored solutions. This is particularly evident in your responses regarding objections—too many come off as simplistic or dismissive, which is a surefire way to lose prospects in the dance shoes industry, where emotional connections matter.
You did well in a couple of instances by asking open-ended questions, showing you can engage in dialogue when you want to. But the consistency isn’t there. You need to focus on building rapport and exploring the value of your products more effectively. The emotional aspect of selling is crucial, especially when customers are investing in something as personal as dance shoes.
To improve, I suggest you dive into the concepts of Consultative Selling and Value Proposition Selling. These techniques will help you better understand your customers' feelings and needs while effectively communicating the benefits of your products. You need to practice turning each objection into a conversation that highlights the value and quality of what you're selling.
Here’s your coaching moment: every prospect is not just a number but a person with a passion. When you approach sales with genuine curiosity and empathy, you won’t just sell a product; you’ll build lasting relationships. Remember, it’s not just about making a sale; it’s about making a connection. Get in the game, and let's see you rise to the occasion.
Question Breakdown
1.
5
/ 10Question:
"These shoes look great, but I have a tight budget this month. Can you help me find something affordable?"
Answer:
I understand. What is your budget, and what are you exactly after? We can help you find something affordable, but let's first discuss your goals and intentions. After all, you are after a solution, not a savings, right?
Feedback:
The response demonstrates some effectiveness in addressing the concern by acknowledging the budget issue and asking follow-up questions. However, it lacks a more empathetic tone that would resonate well in the dance shoes industry, which often involves emotional connections to the product. The phrase 'you are after a solution, not a savings, right?' could come off as dismissive rather than collaborative. It would be beneficial to explore specific affordable options or alternatives while maintaining a friendly and supportive approach. Overall, the response could improve in active listening and exploring value by emphasizing the benefits of the products that fit within the budget.
A more effective response might directly offer options within the stated budget and reassure the prospect that quality can still be met at a lower price point.
Score: 5
2.
8
/ 10Question:
"I love the design, but I'm not sure how these will fit my current dance routine. Can we talk about that?"
Answer:
Of course. Let's talk about it. Tell me more about your current dance routine! I want to understand your needs before I make any offers.
Feedback:
The salesperson effectively acknowledged the objection and demonstrated a willingness to engage in a conversation about the prospect's needs. They opened the door for dialogue by asking an open-ended question, which is a good strategy for understanding the customer's situation better. However, the response could be improved by initially validating the customer's concern about fit before diving into questions about their routine. This would show empathy and recognition of the prospect's feelings. Overall, the approach is collaborative and solution-focused, but it lacks some initial reassurance.
To enhance the response, the salesperson could have included a brief statement about how many customers have found that the shoes adapt well to various routines, or share a relevant success story. This would provide more immediate value and build confidence in the product as well.
Overall, this response earns a solid score for engaging the prospect and inviting more information, but it could use a touch more empathy and value demonstration.
3.
4
/ 10Question:
"I’m worried about the long-term durability of these shoes—what if they don’t hold up under regular use?"
Answer:
You are absolutely correct. They won't hold up. This is a dancing tool, not a fireplace mantle statue. Tools get worn out, so I want to make sure you understand what you are getting. The general life of these shoes is about 4-5 months, so it would be wise to split it into it's use duration. These are about $250, so let's say they serve you fro 5 months. Are you willing to invest $50 into your career for 5 months in a row? Many other people do. In any case, if they fail before then, I am available to discuss and come up with alternatives to make sure you are satisfied and remain a fan.
Feedback:
The response starts by acknowledging the prospect's concern about durability, which is a good practice in objection handling. However, it quickly pivots to a rather negative affirmation that the shoes won't hold up, which could alienate the customer. Instead of framing the shoes as a temporary tool, a stronger approach would have been to highlight the quality and craftsmanship that goes into the product, possibly using customer testimonials or evidence of durability. The pricing breakdown is a good touch, but it could have been presented more positively by emphasizing the investment in their dancing career rather than focusing on the shoes' lifespan. While the offer to discuss alternatives is commendable, the overall tone lacks enthusiasm and could benefit from a more solution-focused, optimistic approach. This response shows a lack of curiosity and exploration of the customer's needs and preferences. Overall, the communication could have been clearer and more engaging.
4.
2
/ 10Question:
"I need to upgrade my shoes, but I’ve heard mixed reviews about your brand. How can I trust that these will meet my needs?"
Answer:
The only way to find out is to try.
Feedback:
The response lacks depth and does not effectively address the customer's concern. Simply suggesting that they try the product does not provide reassurance or build trust, especially when the customer has expressed doubt based on mixed reviews. A more effective approach would involve acknowledging the customer's concerns, perhaps sharing specific positive testimonials or features of the shoes that align with the customer's needs. Additionally, engaging the customer with questions about their specific needs and preferences would help in building rapport and demonstrating a solution-focused approach. Overall, the response is too simplistic and does not explore the value of the product or the brand's reputation adequately.
5.
2
/ 10Question:
"These shoes are priced higher than what I usually spend. Is there a way to justify that cost?"
Answer:
Yes. These are handmade in a far away country.
Feedback:
The response fails to effectively address the objection regarding the price of the shoes. While mentioning that they are handmade is a start, it lacks depth in justifying the higher cost. There is no exploration of the value, benefits, or quality that may justify the price point. Additionally, the tone is quite terse and does not communicate an understanding of the prospective buyer's concerns. A more effective response would have included details about the craftsmanship, durability, and performance benefits of the shoes, as well as an invitation to discuss any specific needs or preferences. Overall, the response does not demonstrate curiosity, discovery, or a collaborative approach.
6.
2
/ 10Question:
"I'm really pressed for time right now; can these shoes be delivered quickly?"
Answer:
No. 2 months is the lead time.
Feedback:
Your response to the objection is quite direct, but it lacks engagement and an understanding of the prospect's urgency. You missed an opportunity to empathize with their situation and explore potential solutions, such as expedited shipping options or alternative products that are available sooner. A more effective approach could involve acknowledging their time constraints and offering to assist in finding a solution that works for them. Overall, this response doesn't demonstrate curiosity or collaboration, which are crucial in sales.
Score: 2 for the lack of engagement and solution exploration.
7.
0
/ 10Question:
"I have a couple of other projects I’m juggling, and I’m not sure if I can commit to purchasing right now. What’s the benefit for me?"
Answer:
If you don't want it, don't buy it, brother.
Feedback:
The response fails to address the prospect's concern about commitment and does not offer any value or benefits related to the dance shoes. It comes off as dismissive rather than engaging, which may alienate the prospect. A more effective approach would involve acknowledging their situation, asking questions to understand their needs better, and clearly articulating the benefits of the product in relation to their projects. Overall, this response lacks empathy and a solution-focused mindset.
8.
5
/ 10Question:
"Last time I bought shoes from a new brand, they didn’t fit right. How can I be sure these will work for me?"
Answer:
We have a simple return and exchange policy in case something isn't working. Send it back for an exchange or a full refund, without any questions.
Feedback:
While the response addresses the objection by mentioning the return and exchange policy, it lacks depth in understanding the prospect's specific concerns about fit. It would have been more effective to ask clarifying questions about their previous experience or to offer guidance on how to choose the right size based on their past purchases. This would demonstrate active listening and a solution-focused approach. Additionally, building rapport by empathizing with their past experience could enhance the tone. Overall, the response is clear but could benefit from more engagement and exploration of value.
Score: 5/10
9.
2
/ 10Question:
"I love the style, but are they comfortable enough for long rehearsals?"
Answer:
Yes.
Feedback:
The response is overly simplistic and fails to address the prospect's concern comprehensively. While it confirms that the shoes are comfortable, it doesn't provide any supporting information or details that could reassure the customer. To improve, you could share specifics about the shoe's cushioning, materials, or any testimonials from dancers who have used them for long rehearsals. Additionally, asking follow-up questions about their specific needs or previous experiences could foster a more engaging conversation and show that you're listening.
10.
2
/ 10Question:
"With so many options out there, what makes your shoes stand out from the competition?"
Answer:
Get them, and you will know.
Feedback:
The response lacks effectiveness as it doesn't directly address the customer's concern or highlight the unique value of your shoes. Instead of encouraging a deeper conversation, it comes off as dismissive and uninformative. Effective objection handling should involve explaining how your shoes stand out, perhaps by mentioning quality, design, or comfort. This approach does not foster curiosity or build rapport with the customer, and it misses an opportunity to explore value. Overall, it feels like a lost chance to engage meaningfully with the prospect.
Next time, consider providing specific differentiators and inviting the customer to ask more questions.
Instead of 'Get them, and you will know,' try something like, 'Our shoes are designed with professional dancers in mind, offering unique support and style that sets them apart. Can I share more about our features?'.