VoIP
Sales Assessment Results
36
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance on this test is underwhelming, with an average score of 3.6. You’ve got potential, but right now, you're leaving a lot on the table. Your responses lack depth and personalization, which are critical in sales. You often rely on surface-level statements instead of diving into the specifics of the prospect's needs and pain points. For example, instead of just stating that your service is customizable, you need to explore what customization means for them and why it matters.
Your tendency to provide vague reassurances without backing them up with evidence or engaging the prospect in a conversation is a consistent pattern that needs addressing. It’s not enough to say you have training available; you must explain what that training involves and how it’ll specifically benefit the prospect. This lack of detail is costing you credibility.
To elevate your selling game, put your focus on the Solution Selling technique. Dive deeper into your prospects' challenges and tailor your responses to fit their unique situations. Pair this with consultative skills; ask more questions that demonstrate genuine interest in their needs.
Remember this coaching moment: People buy from those who they feel understand them. Don’t just scratch the surface; dig deeper, engage, and demonstrate that you're not just selling a product, but offering a solution tailored to their specific context. Start practicing this mindset, and you’ll see a significant shift in your sales effectiveness.
Question Breakdown
1.
2
/ 10Question:
"We're already using another VoIP provider, what makes yours better?"
Answer:
Ours is fully customizable with cradle to grave analytics.
Feedback:
The response lacks depth in addressing the objection. Simply stating that your service is customizable and offers analytics does not differentiate it effectively from competitors. You should explore the prospect's specific needs and pain points related to their current provider before highlighting your unique value propositions. Additionally, consider incorporating a question to engage the prospect further and demonstrate curiosity about their current experience. This approach could enhance rapport and provide a clearer picture of how your solution aligns with their requirements.
2.
3
/ 10Question:
"How can you guarantee that your service won’t disrupt our current workflow?"
Answer:
Built in cellular back up delineated from your personal phone.
Feedback:
The response does not adequately address the prospect's concern about workflow disruption. Simply mentioning a built-in cellular backup does not directly reassure them that your service won't cause interruptions. Instead, you should provide a more comprehensive explanation about how your service integrates seamlessly into existing workflows, possibly including testimonials or case studies that illustrate a smooth transition for other clients. Additionally, consider asking questions to understand their current workflow and specific pain points better, which could help tailor your response and build trust.
3.
3
/ 10Question:
"We have a limited budget this quarter; can you work with us on pricing?"
Answer:
Absolutlely. We can do100% Operational expense.
Feedback:
The response attempts to acknowledge the budget concern but lacks clarity and detail. Simply stating '100% Operational expense' is vague and does not directly address the prospect's request for assistance with pricing. You should explicitly mention how you can adjust pricing or offer flexible payment options that align with their budget constraints. Additionally, ask questions to understand their budget limitations better and demonstrate a willingness to find a mutually beneficial solution. This approach will help build trust and rapport while showcasing your commitment to accommodating their needs.
4.
4
/ 10Question:
"I’m worried about the learning curve for our team; what training do you offer?"
Answer:
We offer onsite and additional remote training.
Feedback:
The response addresses the training concern but lacks detail and depth. Simply stating that you offer onsite and remote training does not provide reassurance about the effectiveness of that training or how it will alleviate the learning curve issue. You could enhance your response by elaborating on the training process, including specifics about the curriculum, duration, and support available post-training. Additionally, consider asking the prospect questions about their team's current skill level and specific training needs to demonstrate a collaborative approach and show that you are committed to ensuring a smooth transition for their team.
This would help address their concerns more thoroughly and build stronger rapport.
5.
2
/ 10Question:
"Can your VoIP solution really deliver the reliability we need for our critical operations?"
Answer:
Yes sir. Let me let you try it and see how you like it.
Feedback:
The response overly simplistic and lacks substance in addressing the prospect's reliability concerns. Simply offering a trial does not provide reassurance about the reliability of your VoIP solution or its ability to handle critical operations. You should elaborate on specific features, such as redundancy, uptime guarantees, or customer success stories, that demonstrate reliability. Additionally, asking the prospect about their current requirements or experiences with reliability issues would show engagement and a willingness to understand their needs better.
6.
4
/ 10Question:
"What happens if there are technical issues – how quickly can your support team respond?"
Answer:
We have a help desk 24/7. Also you can email in to support and it auto generates a ticket for the on call repre4sentative.
Feedback:
The response provides basic information about support availability but lacks depth and assurance. Simply stating that there is a 24/7 help desk and an email support system does not address the prospect's concern regarding response times or the effectiveness of the support team during technical issues. You should elaborate on specific response times, any SLAs (Service Level Agreements) in place, and how quickly issues are typically resolved based on past performance. Additionally, consider asking the prospect about their previous experiences with support to show empathy and to tailor your response to their concerns more effectively. This would enhance trust and demonstrate a customer-centric approach.
7.
5
/ 10Question:
"I need to get buy-in from my team before moving forward; what support can you provide for that?"
Answer:
Lets schedule another meeting and who will need to attend that meeting?
Feedback:
The response attempts to address the prospect's objection by suggesting a follow-up meeting, which is a positive step toward engaging the team. However, it lacks detail about the type of support you can provide to facilitate their buy-in. You could enhance your response by outlining specific resources, such as presentation materials, demo sessions, or case studies that you can share with their team. Additionally, asking more targeted questions about their team's concerns or what information they need for buy-in could demonstrate a more consultative approach. This would emphasize your willingness to collaborate and support their decision-making process effectively.
8.
4
/ 10Question:
"Are there any hidden costs associated with your service that we should be aware of?"
Answer:
Only taxes. If you add licenses it will be added to your next billing cycle.
Feedback:
The response attempts to address the concern about hidden costs, but it lacks detail and clarity. Simply stating 'Only taxes' does not thoroughly reassure the prospect that there are no other potential charges. You should elaborate on what the standard billing includes, any potential variable fees, and how often pricing might change based on usage or additional services. Additionally, inviting questions or offering a breakdown of costs could enhance transparency and build trust. Engaging the prospect by asking if they have specific concerns about costs would also demonstrate curiosity and a willingness to address their needs directly.
9.
4
/ 10Question:
"How do you ensure compliance with industry regulations in your VoIP solutions?"
Answer:
We are in many types of businesses, we have an entire team to ensure we stay in compliance. We will always make sure we check the necessary boxes.
Feedback:
The response provides a broad assurance about having a compliance team, but it lacks specific details that would instill confidence in the prospect. Simply stating that you have a team and that you check necessary boxes does not offer insights into the actual compliance processes or measures in place. It would be beneficial to mention specific regulations you adhere to, any certifications your team holds, or examples of how you ensure compliance in practice. Additionally, asking the prospect about their specific compliance concerns or requirements can demonstrate a more consultative approach and show that you understand the importance of regulatory compliance in their decision-making process. This would enhance your credibility and engagement with the prospect.
10.
5
/ 10Question:
"We're under pressure to choose quickly; can you provide evidence of ROI to make this decision easier?"
Answer:
I can save you money on a monthly basis and provide you with a hardware refresh to get this going.
Feedback:
The response attempts to address the urgency of the decision by mentioning monthly savings and a hardware refresh, which are positive elements. However, it lacks specific evidence of ROI that would directly support the prospect's need for quick decision-making. To strengthen this response, consider providing concrete examples or case studies that demonstrate past ROI for similar clients, including metrics like cost savings and efficiency improvements. Additionally, asking questions to uncover what specific ROI metrics the prospect is looking for could help tailor your response more effectively and show a commitment to understanding their needs. This would build trust and provide a more compelling case for your solution.