Ict
Sales Assessment Results by Ezekiel Ali-Nok
26
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance was lacking, averaging a dismal 2.6. It’s clear you struggled to engage with prospects effectively, often overlooking their specific concerns and failing to provide tailored solutions. Your responses came off as vague and unhelpful, which is the opposite of what we aim for in sales. The strongest technique you demonstrated was a basic acknowledgment of concerns, but you fell short in building the dialogue needed to explore those issues further.
A consistent pattern in your responses is the failure to ask questions that could clarify the prospect's needs and build rapport. Instead of fostering a collaborative atmosphere, you often shifted focus or provided generic answers. This is a clear area for improvement. To elevate your game, dive deeper into Solution Selling and Consultative Selling. These techniques will help you understand pain points better and engage prospects more effectively.
Remember, it’s not just about selling a product; it’s about building relationships and trust. Here’s your coaching moment: think of each interaction as a conversation, not a pitch. Ask questions, listen actively, and respond with insights that demonstrate your understanding of their challenges. Turn that dialogue into a partnership, and watch your sales transform. You have the potential; now it’s time to harness it.
Question Breakdown
1.
0
/ 10Question:
"I'm not sure if this upgrade will really improve my ROI given our current budget constraints."
Answer:
Don't do the upgrade
Feedback:
The response is unhelpful and dismissive, failing to address the prospect's concerns about ROI and budget constraints. A more effective approach would involve asking questions to further understand their current situation, explaining how the upgrade could deliver value, and potentially offering case studies or examples of ROI improvements from similar clients. It's crucial to engage in a constructive dialogue rather than urging them against the upgrade outright.
2.
4
/ 10Question:
"Can you explain how this new system will integrate with our existing platforms without disrupting operations?"
Answer:
This system will integrate with your existing system without removing the existing one and operations will be working well with no interruptions
Feedback:
The response lacks depth and detail, failing to provide a comprehensive explanation of the integration process. A more effective approach would involve outlining specific integration steps, addressing potential challenges, and highlighting how the new system complements existing platforms. Additionally, it would be beneficial to ask follow-up questions to gauge the prospect's specific concerns about their current systems and how they envision the integration process. This collaborative dialogue would help build trust and demonstrate a thorough understanding of their needs.
3.
3
/ 10Question:
"I’m worried about the change management process; our team is already stretched thin and I can’t afford downtime."
Answer:
The management system is designed to be light weight so tht it can reduce stress and work efficiently
Feedback:
The response is vague and does not adequately address the prospect's specific concerns about change management and potential downtime. It fails to demonstrate an understanding of the challenges the team is facing and lacks any reassurance or detailed plan on how to manage the transition smoothly. A more effective approach would involve discussing strategies for facilitating change, offering training or support during the transition, and perhaps sharing success stories from other organizations that faced similar challenges. This would help build confidence in the proposed solution and show that you are attentive to their situation.
4.
2
/ 10Question:
"What happens if this solution doesn't meet our specific needs a few months down the line?"
Answer:
It means that there should be a new approach to seeking a solution that works
Feedback:
The response is vague and does not directly address the prospect's concern about the potential inadequacy of the solution over time. It lacks clarity and fails to offer reassurance or insights into how the solution can adapt or be tailored to evolving needs. A more effective response would involve discussing flexibility, ongoing support, or customization options available for the solution. Additionally, asking questions to understand their specific needs better could help reinforce a collaborative approach and build trust.
5.
3
/ 10Question:
"Is there a risk that this product will become obsolete quickly in this fast-evolving tech landscape?"
Answer:
There is a risk because most tech companies upgrade the use of artificial intelligence to keep up with evolving times in the tech landscape
Feedback:
The response correctly acknowledges the risk of obsolescence but fails to provide reassurance or a solution to alleviate the prospect's concern. It would be more effective to discuss the company's commitment to continuous updates, the adaptability of the product, and any plans for future enhancements. Additionally, addressing how the product integrates with emerging technologies or trends could help demonstrate long-term value. Engaging with questions about the prospect's specific tech environment could further enhance understanding and rapport.
6.
4
/ 10Question:
"I need assurance that this investment is truly worth it. What other companies have seen measurable success?"
Answer:
In the tech space the assurance of success in investment is high because companies are heavily investing in artificial intelligence, companies like Google and chatgpt
Feedback:
The response acknowledges that there is a high assurance of success in the tech space but lacks specificity and concrete examples that would directly address the prospect's request for assurance. Simply mentioning companies like Google and ChatGPT does not provide measurable success stories or relevant case studies that could bolster confidence in the investment. A more effective approach would involve detailed examples of how similar companies achieved success with the investment, including metrics or outcomes that demonstrate the value. Engaging with the prospect by asking about their specific goals and metrics for success could also enhance the dialogue and build trust.
7.
1
/ 10Question:
"The monthly payments seem higher than what I'm comfortable with. Can you walk me through the long-term value?"
Answer:
Ok I can work on an A.I solution that will automatically resolve the payment process
Feedback:
The response fails to directly address the prospect's concern about the high monthly payments and lacks a clear explanation of the long-term value of the investment. It abruptly shifts focus to developing an AI solution rather than discussing how current pricing aligns with potential benefits. A more effective approach would include outlining the cost savings, return on investment, or efficiencies gained over time that justify the payments. Engaging the prospect with questions about their budget concerns or financial goals could create a more collaborative environment and enhance understanding of their specific needs.
8.
3
/ 10Question:
"I have concerns about how my team will adapt to this new system; what kind of support do you offer during onboarding?"
Answer:
The support I will offer is creating a software that will assist in the on boarding of the teams ,software like the Customer Relations Management
Feedback:
The response lacks clarity and does not effectively address the prospect's concerns about team adaptation during onboarding. Simply stating that you will create software does not provide reassurance or detail on the support process. A more effective response would include specific onboarding strategies, training sessions, resources available for the team, and how you plan to assist them throughout the transition. Engaging with the prospect by asking about their current training processes or any specific concerns they have would demonstrate active listening and a collaborative approach.
9.
3
/ 10Question:
"With the market being so uncertain, how can we be sure this is the right time to make this investment?"
Answer:
The solution is to do an online market survey in which the right time for investment will be made known
Feedback:
The response lacks depth and fails to directly address the prospect's concerns about market uncertainty. Simply suggesting an online market survey does not provide immediate reassurance or insights into why this investment might still be valuable now. A more effective approach would involve discussing market trends, how competitors are responding, and presenting data or case studies that demonstrate the benefits of acting now rather than waiting. Engaging the prospect in a conversation about their specific concerns and goals could also enhance the dialogue and show a more consultative approach.
10.
3
/ 10Question:
"I'm unsure if I can convince my upper management to switch from our current vendor, especially given existing relationships."
Answer:
You can convince the upper management to switch to a new vendor if you can prove that the current vendor is not performing as expected
Feedback:
The response is overly simplistic and lacks depth in addressing the prospect's concerns about convincing upper management to switch vendors. It fails to demonstrate an understanding of the complexities involved in such a decision, particularly the importance of existing relationships. A more effective approach would involve discussing strategies for presenting compelling evidence of the current vendor's shortcomings, as well as highlighting the benefits and value of making a switch. Additionally, asking questions to understand which aspects of the current vendor's performance are most concerning to the prospect could help you guide them through this decision-making process more collaboratively.