Car sales
Sales Assessment Results by Eric Scott
47
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance on this test is falling short, with an average score of 4.7. While you show some awareness of customer concerns, your responses lack depth and fail to create meaningful dialogue. You tend to offer generic information rather than tailored insights, which could leave prospects feeling unheard and unvalued.
Your strongest demonstrated techniques revolve around acknowledging customer concerns, but you often stop there instead of diving deeper. Consistency is key, and right now, you’re consistently underwhelming. You need to focus on providing specific examples and engaging more actively with prospects' needs. That means asking better, more probing questions and offering personalized solutions that highlight the true value of what you’re selling.
To make real progress, I suggest you study Value Selling and the AIDA Model. Learning how to articulate value beyond just features and guiding customers through their decision-making process will be game-changers for you.
Here’s your coaching moment: remember that sales is about building relationships, not just pushing a product. If you want to succeed, you must engage in a two-way conversation that not only addresses concerns but also showcases empathy and understanding. Turn those responses into opportunities for collaboration and connection. Get to work!
Question Breakdown
1.
3
/ 10Question:
"I love the car, but how am I supposed to fit the monthly payments into my budget?"
Answer:
What is your monthly budget for a payment?
Feedback:
The response does initiate a conversation by asking about the prospect's budget, which is a step in the right direction. However, it lacks depth in addressing the prospect's concern about affordability. A more effective approach would also include exploring financing options, breaking down the total cost of ownership, and highlighting any potential savings or incentives that could fit within their budget. This would showcase understanding and empathy, leading to a more collaborative dialogue.
Overall, the response is too simplistic and does not explore the value of the car in relation to the budget.
2.
4
/ 10Question:
"I'm really looking to buy, but I heard that models like this might not hold their value well in the next few years."
Answer:
If you maintain your vehicle well and keep it in good condition, it will hold its value
Feedback:
While the response does address the concern about value retention to some extent, it lacks depth and does not fully engage with the prospect's worry. A more effective response would include data or statistics about resale values specific to the model in question, as well as a discussion about factors that influence depreciation. Additionally, addressing the prospect's concerns with empathy and offering insights into the car's features that contribute to long-term value would foster a more collaborative dialogue. Overall, the response feels a bit dismissive and doesn’t sufficiently explore value beyond just maintenance.
3.
4
/ 10Question:
"That sounds great, but I need a vehicle that can keep up with my lifestyle; can you assure me this one will?"
Answer:
Yes, this checks all the boxes for you based off what we discussed previously about your needs
Feedback:
The response does acknowledge the prospect's needs but lacks specific details on how the vehicle meets those needs. A more effective reply would include examples of features or capabilities of the car that align with the prospect's lifestyle. This could involve discussing the car's performance, safety features, or adaptability for various activities. Additionally, it would be beneficial to ask follow-up questions to further understand the prospect's lifestyle requirements and demonstrate a genuine interest in ensuring the car is a perfect fit. Overall, the response feels somewhat generic and could benefit from a more personalized approach with specific value propositions.
4.
5
/ 10Question:
"I just don't know if this model is worth the money compared to the others I've seen."
Answer:
I am priced well versus other similar models in a 100 mile radius and I’m priced below book
Feedback:
The response does provide some pricing context by stating that the vehicle is priced competitively within a 100-mile radius and below book value. However, it lacks depth in addressing the prospect's concern about whether the specific model is worth the investment compared to other options. A more effective approach would involve discussing the unique features and benefits of this model that justify its price, such as safety ratings, fuel efficiency, warranty coverage, or customer satisfaction ratings. Engaging the prospect with questions about their specific needs and how this model meets those needs would also create a more collaborative dialogue. Overall, the response is somewhat informative but does not fully explore the model's value proposition.
5.
5
/ 10Question:
"I know you say this is a good deal, but honestly, I've had bad experiences with car salespeople before; why should I trust you?"
Answer:
I treat customers like I would want a salesperson to treat my mother. Also, I am highly rated in customer reviews
Feedback:
The response attempts to build trust by appealing to empathy and personal values, which is a good start. However, it lacks specific evidence or examples to reinforce credibility. To be more effective, the salesperson could share specific positive customer experiences or testimonials that showcase their reliability and professional integrity. Additionally, asking the prospect about their previous experiences to further understand their concerns would demonstrate active listening and help to address their specific fears. Overall, while the intention behind the response is commendable, it requires more depth and engagement to effectively build trust.
6.
6
/ 10Question:
"I'm not sure this car is a fit for my family; can you convince me it's the right choice for our needs?"
Answer:
Yes, it has enough seats, rear dvd for the kids, and power everything for convenience. It has great safety ratings, gets really good gas mileage, maintenance costs are low, and it keeps a good resale value.
Feedback:
The response effectively addresses the family fit concern by highlighting key features such as seating capacity, entertainment options, and safety ratings, which are crucial for family-oriented buyers. However, it could be improved by engaging the prospect further with questions about their specific family needs, such as travel habits or activities, to create a more personalized approach. Additionally, incorporating a narrative or example of how the car has benefitted other families could enhance the emotional connection. Overall, while the response provides valuable information, it could benefit from a more interactive and tailored dialogue with the prospect.
7.
5
/ 10Question:
"It sounds good, but I'm worried about the hidden costs that come with owning a car like this."
Answer:
That can apply to any vehicle. What “hidden costs” are you concerned about? I would be happy to answer any concerns you might have, with research to back up my answers.
Feedback:
The response appropriately seeks to clarify the prospect's specific concerns regarding hidden costs, which demonstrates active listening. However, it lacks a proactive approach in addressing potential hidden costs that are common in car ownership, such as maintenance, insurance, and fuel expenses. A more effective reply would involve providing examples of typical hidden costs and how they can be managed or mitigated. Additionally, offering transparency about the car's warranty and service options could build trust and alleviate concerns. Overall, while the inquiry into specific worries is a positive aspect, the response could be more informative and reassuring.
8.
4
/ 10Question:
"I heard this car has great features, but do they really make a difference in my day-to-day life?"
Answer:
They make things easier for you and you never know what features you will end up liking.
Feedback:
The response attempts to address the prospect's question about the relevance of the car's features, but it falls short in providing specific examples of how those features can enhance daily life. A more effective approach would be to highlight specific features that align with common daily activities, such as safety technology, fuel efficiency, or convenience features like smart connectivity. Additionally, asking the prospect about their daily routines and needs could help tailor the conversation and demonstrate a more personalized understanding of how the car can genuinely benefit them. Overall, the response lacks depth and misses an opportunity for a more engaging and informative dialogue.
9.
5
/ 10Question:
"I'm ready to buy, but what if I find a better deal somewhere else after I make the purchase?"
Answer:
I can price match any competitor before the sale. After the sale, numerous factors come into play. The market values could drop. Xyz Motors may have a better deal due to financial troubles, aged inventory, or similar issue. The economy could take a turn for the worse.
Feedback:
The response attempts to address the prospect's concern about potential regret after the purchase by offering a price matching policy, which is a good start. However, the way the response is framed can come off as somewhat defensive. It would be more effective to emphasize the value of the current offer by highlighting unique benefits and features of the vehicle that justify the price. Additionally, providing reassurance about the purchase decision by discussing customer satisfaction, warranty options, or return policies could alleviate fears of buyer's remorse. Asking the prospect about their priorities in a deal could also demonstrate active listening and a personalized approach. Overall, while the response holds some merit, it could benefit from a more positive and solution-oriented framing.
10.
6
/ 10Question:
"This car looks amazing, but what kind of support can I expect if I run into issues after buying it?"
Answer:
You are more than welcome to take it to a mechanic for a pre purchase Inspection to ease your worries. With that being said, unforeseen issues do happen with cars so we could offer a warranty for you. If you have an issue right away, call me and I will handle the situation promptly and the right way to keep you satisfied.
Feedback:
The response addresses the prospect's concern about post-purchase support by offering a pre-purchase inspection, which is a good way to alleviate some apprehension. However, it could be enhanced by providing more details about the warranty options available, such as coverage specifics and the claims process. Additionally, emphasizing the commitment to customer service and providing examples of how issues have been resolved in the past could build more confidence. While the offer to manage any issues shows a willingness to help, it should also reassure the prospect of ongoing support beyond the initial sale. Overall, a more comprehensive approach that anticipates the customer's needs would strengthen the response.