Service
Sales Assessment Results
50
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s get real. Your average score of 5 tells a story of potential that’s not quite being realized. You have some solid instincts, especially when it comes to acknowledging concerns and attempting to listen actively, but you’re missing the mark on digging deeper and crafting compelling solutions. Your strongest techniques show a glimmer of understanding in active listening and solution-focused selling, but that’s just scratching the surface.
The patterns are clear: you consistently acknowledge objections, which is good, but then you falter in providing the depth and clarity needed to truly address those objections. Your follow-up questions often lack specificity and can feel vague, leaving prospects wondering why they should trust your solution. You also tend to miss opportunities to close effectively, which is a crucial part of the sales process.
To elevate your game, I suggest diving into the Challenger Sale and Solution Selling techniques. Both of these approaches will help you not only to challenge your prospects’ thinking but also to hone in on their specific pain points and tailor your value proposition accordingly.
Here’s your coaching moment: remember, every objection is a gateway to understanding. Instead of skimming the surface, dive deep. Ask thoughtful, open-ended questions that invite your prospects to share their specific concerns. Your goal is to turn those objections into collaborative discussions, demonstrating empathy while confidently guiding them toward solutions. You’ve got this; now make it count!
Question Breakdown
1.
4
/ 10Question:
"I'm not sure this service fits within my budget right now, can you show me how the costs will break down?"
Answer:
Let me show you what we can provide you and save you in the big picture
Feedback:
The response lacks specificity and clarity in addressing the prospect's budget concern. While the intention to illustrate savings is good, it doesn't directly address the request for a breakdown of costs. A more effective approach would involve acknowledging the objection, asking thoughtful questions to understand their budget constraints better, and providing a clear and detailed breakdown of how your service fits into their budget. Additionally, incorporating a closing technique could help steer the conversation toward a resolution. Overall, the response could benefit from a solution-focused approach and active listening.
Score: 4
2.
6
/ 10Question:
"Honestly, I need more time to think this over; I'm just not sure if it's right for my team."
Answer:
I understand your time concerns, let’s sit down with your team and demonstrate how we can benefit them
Feedback:
The response shows a good attempt to address the objection by suggesting a collaborative approach with the team. However, it lacks a deeper exploration of the prospect's concerns and doesn't ask any follow-up questions to uncover specific hesitations. It would be beneficial to acknowledge their need for time while also providing value during that time, perhaps by offering additional information or resources. Overall, the communication is clear and the tone is appropriate, but the response could be more solution-focused and engaging to build rapport.
Consider asking questions like: "What specific concerns do you have about how this will fit with your team?" This way, you can tailor the discussion more effectively.
3.
4
/ 10Question:
"I’m worried about how this might impact my current vendor relationships; would we be leaving them behind?"
Answer:
I understand the concern with your current vendor are they providing you the solutions we can provide? Sometimes we have to move on with a supplier that can supply with a better service that meets your requirements
Feedback:
The response acknowledges the prospect's concern but lacks depth and specificity. Instead of directly addressing how your service can complement or enhance their existing vendor relationships, it jumps to a suggestion of moving on. This could come off as dismissive and might make the prospect defensive about their current vendors. A more effective approach would involve asking questions to understand their current relationships better, exploring what they value in those partnerships, and clearly demonstrating how your service can add value without jeopardizing those relationships. Additionally, you could include a reassurance of partnership and collaboration. Overall, the communication is somewhat clear but could benefit from a more empathetic and solution-focused tone.
Score: 4
4.
7
/ 10Question:
"This seems like a big change for us; I'm concerned about how my team will adapt to it."
Answer:
I certainly understand your concern with your team being uncomfortable with your team moving forward. What issues do you see as a concern? I can assure you we will be with you every step of the way during the transition
Feedback:
The response acknowledges the prospect's concern about change, which is a good start in terms of active listening. However, the phrasing is a bit repetitive with 'your team' mentioned twice, which could have been more concise. The follow-up question about what issues they foresee is effective in fostering curiosity and discovery. It opens the door for a more in-depth conversation about specific concerns, demonstrating a solution-focused approach. Still, the response could benefit from a stronger emphasis on the value and benefits of the change, perhaps by sharing how other teams have successfully adapted. Additionally, a more confident closing statement could reinforce their commitment to support during the transition. Overall, the tone is appropriate for the service industry, but there's room for improvement in clarity and impact.
5.
3
/ 10Question:
"Given our planned projects, I can't see how I can prioritize this service at the moment."
Answer:
I understand these concerns. What do you see as issues
Feedback:
The response lacks depth and does not effectively address the objection. While it acknowledges the prospect's concerns, it fails to explore their situation or ask probing questions that could uncover specific pain points or needs. The phrase 'What do you see as issues' is vague and does not invite a constructive dialogue. A more effective approach would involve asking targeted questions related to their projects and how your service could align with their priorities. Overall, the response could benefit from a clearer focus on the value proposition and implications of not addressing their needs.
6.
5
/ 10Question:
"What happens if we try this out and it doesn't deliver the promised results?"
Answer:
I understand the concern with it not working out for you. What issues do you see as not helping you with your desired results. But I think if we work together we can provide you not only your needs but improve upon your company bottom line!
Feedback:
The response acknowledges the prospect's concern about potential failure, which is a good start. However, it lacks a clear solution-focused approach and does not directly address the objection. Asking what specific issues the prospect foresees is a positive step in exploring their concerns, but the response could benefit from more clarity and confidence in the proposed value. A stronger closing technique could also reinforce the commitment to delivering results. Overall, while there is some engagement, the response feels a bit vague and lacks sufficient reassurance.
Suggestions for improvement:
1. Address the objection more directly with examples or guarantees.
2. Clearly articulate how you plan to mitigate risks and ensure success.
3. Use a more confident tone to instill trust in the solution you provide.
7.
6
/ 10Question:
"I hear you, but my boss is focused more on immediate needs rather than this long-term solution."
Answer:
I understand your concerns with your boss. What do you feel his intermediate needs are? Can we set up a time to sit down with him and not only explain to him we have a long term solution but also how you can benefit in your intermediate and even short needs.
Feedback:
The response addresses the objection by acknowledging the prospect's concern and attempting to shift the focus to the boss's immediate needs. However, it lacks clarity and could benefit from a more structured approach. Asking about the boss's intermediate needs is a good move, but the response could be more solution-focused by explicitly stating how your offering can address those immediate needs. The suggestion to set up a meeting is appropriate, but it should be framed as a collaborative opportunity rather than a request. Overall, while there are positive elements, the communication could be clearer, and the closing technique could be stronger to encourage a commitment to the meeting.
8.
5
/ 10Question:
"I’ve heard mixed reviews about your service; can you address these credibility concerns?"
Answer:
Certainly I understand your concerns with our creditability but I can assure you those are false. I can set you up with some references from customers that are extremely satisfied with our services and can explain what we have done for them.
Feedback:
The response acknowledges the concern about credibility, which is a good start. However, simply stating that the reviews are 'false' comes off as dismissive and lacks detailed exploration of the objections. It would be more effective to ask follow-up questions to understand which reviews the prospect is referring to, showing curiosity and active listening. Additionally, providing specific examples or stories of satisfied customers would enhance value exploration. The tone is professional but could be warmer to build rapport. Overall, the closing technique is missing; inviting the prospect to a conversation about their needs could strengthen the approach.
9.
4
/ 10Question:
"Our department is already stretched thin; can you guarantee that the implementation won't disrupt our workflow?"
Answer:
I understand these concerns with your staff being stretched thin. I assure you we will save you time in the long run and allow your staff plenty of time for other duties once we get implemented.
Feedback:
The response addresses the concern about disruption but lacks depth and specificity. It does not provide clear evidence or examples of how the implementation will save time or minimize disruption. The tone is reassuring but could benefit from a more collaborative approach by asking questions to further understand their specific workflow challenges. There’s no closing technique utilized to guide the conversation toward a solution. Overall, it shows some understanding but misses an opportunity to explore value and build rapport effectively.
10.
6
/ 10Question:
"With the current economic climate, we really need to be cautious about new expenses."
Answer:
I understand these concerns and I agree our current economic climate provides many challenges and obstacles. What areas do you feel could cause issues for your budget? I feel with us working with you, we can not only show you financial savings but provide you with a much superior product!
Feedback:
The response effectively acknowledges the prospect's concern about expenses, demonstrating active listening and empathy. However, it could be improved by providing a more specific solution or value proposition related to their budgetary concerns, rather than simply stating potential savings and product superiority. Asking more probing questions about their specific budgetary constraints would enhance curiosity and discovery. The closing technique could also be stronger by summarizing the benefits of working together before asking for their thoughts on moving forward. Overall, this response shows a good understanding of the situation but lacks a clear, compelling solution and a stronger collaborative approach.