Concrete coating
Sales Assessment Results
56
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance is hanging around the average mark, and that's not where a sales champion should be. You've displayed some solid techniques, particularly in acknowledging concerns and opening up dialogue, but that's just the start. Your ability to build credibility through your experience is commendable, but there's a noticeable gap when it comes to diving deeper into the prospect's specific needs and providing solid evidence to back your claims.
The patterns I see are a mix of positive engagement and a lack of depth in addressing critical objections. You're good at opening discussions, but too often, you stop short of effectively illustrating the value of your solutions or addressing concerns with specific examples and data. It's like you're throwing a lifeline but not pulling the prospect in.
To elevate your game, focus on honing your skills in SPIN Selling and Value Selling. These techniques will help you ask more probing questions to uncover deeper needs and articulate the value of your solutions more effectively. You need to transform those surface-level conversations into substantial dialogues that lead to trust and commitment.
Here's your coaching moment: don’t just sell the product; sell the transformation it brings. Your prospects want to see the bigger picture and feel confident that you understand their world. Dive deeper into their pain points, show them the implications of not making a change, and support your claims with real-world examples. Get out there and make every conversation count!
Question Breakdown
1.
4
/ 10Question:
"I love the idea, but what if it doesn't hold up under heavy traffic?"
Answer:
Our polyurea coatings are designed for heavy traffic with no load limits and a lifetime guarantee.
Feedback:
The response provides reassurance by mentioning that the polyurea coatings are designed for heavy traffic and include a lifetime guarantee. However, it lacks depth in addressing the prospect's concern. You could enhance the response by asking follow-up questions to gauge the prospect's specific needs and experiences, and perhaps share testimonials or case studies to build credibility. Additionally, exploring the implications of not having a durable coating could highlight the value of your solution more effectively.
2.
5
/ 10Question:
"How can I be sure this coating will actually save me on maintenance costs in the long run?"
Answer:
That’s an excellent question. Maintenance costs must be something your dealing with a lot currently?
Feedback:
The response opens the door for further discussion by acknowledging the question and prompting the prospect to share more about their current maintenance cost concerns. However, it lacks a direct answer regarding how your coating specifically leads to savings. Integrating examples, such as data or testimonials showing cost reductions over time, would strengthen your response. Additionally, following up with probing questions can help uncover the prospect's specific issues and tailor your solution more effectively.
3.
5
/ 10Question:
"I’ve been burned before with coatings that promised easy application but were a nightmare. What makes yours different?"
Answer:
I understand, the difference is we are using proprietary Polyurea coating specifically designed for this environment. Tell me, what didn’t you like about the application of some of the others that you tried?
Feedback:
The response acknowledges the prospect's previous negative experience, which is a good start for active listening. However, it falls short in providing concrete details about what makes your product different from others. Expanding on the unique features and benefits of your proprietary Polyurea coating would address the prospect's concerns more effectively. Additionally, engaging the prospect with probing questions is excellent, but consider also offering assurance or examples of successful applications to further build credibility and trust. Overall, while the curiosity is present, the response lacks depth in exploring the value of your solution, which is crucial in this context.
4.
6
/ 10Question:
"What if my team finds it difficult to apply or maintain?"
Answer:
Great question, your team will not actually apply the coating at all. Our trained and qualified installers will take care of that. The coating requires no maintenance. How does that sound?
Feedback:
The response addresses the concern by clarifying that trained installers will apply the coating, which alleviates the prospect's worry about their team struggling with the application. However, it could benefit from conveying confidence in the installers' abilities and perhaps sharing any relevant qualifications or success stories. Additionally, stating that the coating requires no maintenance is a strong point and should be emphasized more clearly to explore the value further. While ending with a question is good for engagement, consider adding a follow-up query to better understand the prospect's specific needs or any previous experiences with maintenance, fostering deeper conversation.
5.
6
/ 10Question:
"I've got a tight budget right now; can you convince me this is worth the investment?"
Answer:
Totally understand. You mentioned earlier how slick this floor is. Your wife did the convincing for me when she slipped and bruised her tailbone. This coating is 3 grand and gives you all the slip resistance you need, compared to the doctor bills incurred without it it’s a no brainer. When should we get started?
Feedback:
The response effectively acknowledges the budget concern and attempts to create urgency by referencing a specific incident that emphasizes the dangers of a slick floor. However, it could improve by presenting a more structured argument that outlines the long-term value of the coating versus the upfront cost. While the comparison to potential doctor bills is a strong point, it should also include how the coating could lead to overall savings on maintenance and liability costs over time. Additionally, the closing question is somewhat abrupt; instead, consider reinforcing the value proposition and inviting further discussion about the prospect's budget constraints before pushing for a commitment.
6.
6
/ 10Question:
"Is this product really compliant with local regulations? I don't want to end up with fines later."
Answer:
It absolutely is, here is all the verbiage for compliance. Have you had issues with regulations before?
Feedback:
The response confirms compliance with local regulations, which directly addresses the prospect's concern. However, it lacks depth and could benefit from elaborating on specific compliance standards or certifications relevant to the product. Providing documentation or testimonials that reinforce the product's reliability in meeting regulations would also strengthen the credibility of the response. The follow-up question is a good way to engage the prospect further, but it could be enhanced by also asking how important compliance is in their decision-making process. This would demonstrate curiosity and a deeper understanding of their needs.
Overall, while the initial reassurance is positive, expanding on compliance details and incorporating more probing questions would improve the approach.
7.
7
/ 10Question:
"I'm worried about how this will impact my daily operations during application. How long will it really take?"
Answer:
It will take about 8-10 hours to complete. Then 12 hours later you can walk on it, 24 hours place lighter stuff, 48 hours it will be full cure. How does that sound?
Feedback:
The response effectively addresses the prospect's concern about the time required for application by providing a clear timeline for the process. However, it could improve by acknowledging the potential impact on daily operations more personally, perhaps by asking about the prospect's specific needs or scheduling requirements. Additionally, discussing any strategies to minimize disruption during the application (like scheduling the work during off-hours) could enhance the response. The closing question is good for engagement, but consider rephrasing it to invite further discussion about the prospect's schedule and any concerns they may have regarding operational impact.
8.
5
/ 10Question:
"Can I get a better deal if I buy in bulk? I need to save wherever I can."
Answer:
The more you do the more you save. What other areas might you consider adding?
Feedback:
The response acknowledges the prospect's interest in saving money when purchasing in bulk but lacks clarity and specificity in addressing the objection. It would be more effective to provide details about bulk pricing options, or discounts available, and how these savings can be realized. While the question about additional areas to consider is a good attempt to explore further needs, it could be enhanced by reiterating the potential savings clearly and inviting the prospect to discuss their budget constraints or specific areas they have in mind for bulk purchases. Incorporating a more direct acknowledgment of the prospect's need for savings would also strengthen the response.
9.
5
/ 10Question:
"What support do you offer if something goes wrong after installation?"
Answer:
That’s a great question. Very similar to how when you originally called us someone at the office answered right? Yeah so if you call we will get our production manager out within 4-5 days to assess. You will also have access to our service email which you could send pictures of any areas of concern and allow us to get someone out there to fix within 4-5 days
Feedback:
The response begins positively by acknowledging the prospect's question, which shows active listening. However, it lacks clarity and could be better structured to directly address the concern about post-installation support. Instead of focusing on the process of communication, emphasize the support guarantees, any warranties available, and the experience of the production manager in handling issues. Providing reassurance about the speed and reliability of the response can further instill confidence. Additionally, a follow-up question could help gauge the prospect's specific concerns about potential issues, enhancing the collaborative approach. Overall, while the response indicates a system is in place, it could be more effective in conveying commitment to customer care and support.
10.
7
/ 10Question:
"I've heard mixed reviews about your company; how do I know this is a safe bet?"
Answer:
We have 20+ years experience, I personally have over 3000 floors under my belt. We use an exceptional product with top notch in-house installers. We offer you the industry leading lifetime guarantee to back that up.
Feedback:
The response effectively establishes credibility by highlighting the salesperson's extensive experience and the company's long history in the industry. Mentioning the number of floors completed and the exceptional quality of the product and installers reinforces trust. However, it could be enhanced by addressing the mixed reviews directly, perhaps by acknowledging them and providing context or examples of how the company has improved based on customer feedback. Including testimonials or case studies from satisfied customers could further reassure the prospect. Overall, while the response is solid in terms of credibility, it lacks a direct engagement with the prospect's concerns about those mixed reviews.