Restaurant
Sales Assessment Results by Danny Galvez
48
Needs Improvement
10 questions
Maximum score: 100
Completed in
We need to have a real talk about your recent performance because, frankly, it was below par. Your average score of 4.8 indicates that you're stumbling in key areas. While you occasionally acknowledge the prospect's concerns nicely, you often drift into irrelevant territory, like asking about family instead of tackling their budget worries head-on. It's as if you're dancing around the issue instead of stepping up to the plate.
You did show some understanding of the importance of building rapport, but without a solid strategy to address their specific concerns, it's like trying to build a house on quicksand. The lack of depth in your responses, especially when handling objections, suggests you're not fully connecting with the prospect's fears. You need to stop playing it safe and start being more direct and clear about how your offerings align with their needs.
To turn this around, dive deep into Solution Selling and Objection Handling Techniques. You need to practice how to connect your solutions directly to the prospect's pain points and provide tangible evidence to back up your claims. It’s not just about what you say; it’s about how you say it, and right now, you’re missing the mark.
Let’s make this your turning point: remember that every interaction is a chance to build trust and show value. It's not just about addressing concerns; it's about transforming those concerns into confidence. Take this as your wake-up call and come back stronger.
Question Breakdown
1.
3
/ 10Question:
"I'm worried about how this fits into my monthly budget with all my other expenses."
Answer:
I completely understand your concern. How many people are in your family and how often would you say you go out to eat every month. One great thing about our restaurant is we feature a family style night where all family style dishes are only $10. Also, we have a great date night special with our $3 everything menu. What is your exact budget for eating out?
Feedback:
The response begins well by acknowledging the prospect's concern, which is important for effective communication. However, it quickly becomes overly focused on asking questions about the prospect's family and eating habits without sufficiently addressing the budget concern directly. Mentioning specific promotions is good, but it lacks clarity on how the restaurant can fit within their overall budget. To improve, directly relate those promotions to potential savings for the prospect, and provide a clearer connection to their budget worries. Lastly, asking for the exact budget could have been framed in a more inviting way to encourage open communication.
Overall, the response could better demonstrate understanding and connect the offerings to the prospect's financial concerns.
2.
5
/ 10Question:
"I love this option, but I'm not sure if my guests will enjoy it as much as I do."
Answer:
I completely understand your concern. What do you feel your guests would prefer in general? Our expansive menu offers a variety of cuisines from all around the globe. We have at least 54 different dishes that would suit every type of taste bud.
Feedback:
The response starts well by acknowledging the prospect's concern, which is crucial. However, it misses an opportunity to directly address the specific worry about guests' enjoyment. While asking about guest preferences is a good approach to gather information, it would be more effective to offer insights or examples about how other guests have responded positively to similar options. Mentioning the variety of cuisines is helpful, but it lacks a connection to the prospect's specific fears. To improve, consider highlighting customer reviews or testimonials that can assure the prospect of their guests' potential enjoyment.
Overall, the response could benefit from a more tailored approach that emphasizes guest satisfaction and directly reassures the prospect about their concerns.
3.
6
/ 10Question:
"What if my team finds this too complicated to implement in our busy kitchen?"
Answer:
That's a great question. Depending on how your team learns, there is a tailored program to help those who may have a neurodivergent condition. We offer training in text, video, and in-person. We also offer a wide variety of training programs to help walk your staff through each and every process. As you can see by our reviews of working with previous clients, they are very satisfied with the simplicity of our program.
Feedback:
The response begins positively by acknowledging the concern and indicating a tailored training program, which is a good start. However, it could be more effective by directly addressing the complexity concern with a clearer emphasis on how the training will specifically simplify the implementation process. While mentioning different training formats is beneficial, tying this information back to how it alleviates the busy kitchen’s complexity would strengthen the answer. Additionally, using specific testimonials or data points from past clients could enhance credibility and reassurance for the prospect. Overall, incorporating a more direct connection between the training offered and the prospect’s operational challenges would improve the response.
4.
7
/ 10Question:
"I'm concerned about the long-term commitment and whether it will really pay off for us."
Answer:
I completely understand your concern. This is a common concern for many businesses. Here's what I would like to propose. Since we are new in working together, what if I offered you a no-commitment guarantee for the first year. This will allow you to decide if you like working with us, see value in our service, and help free you from any budgetary concerns. As an added bonus, we will meet with you every single month to compare KPIs of what is being invested versus what is being produced.
Feedback:
The response begins well by acknowledging the prospect's concern, which is a good practice in sales. Offering a no-commitment guarantee is an excellent way to alleviate fears regarding long-term commitment, as it reduces the perceived risk for the prospect. However, while the guarantee is a strong point, it could be improved by explicitly detailing how your service can lead to a positive return on investment (ROI) or specific benefits they can expect. Additionally, explaining how you will measure success with KPIs and what those might entail could further reassure the prospect about the value of the commitment. Overall, the response is effective, but a clearer connection to tangible benefits would enhance the persuasiveness.
5.
6
/ 10Question:
"I need to know if this is going to disrupt our current operations, especially during peak hours."
Answer:
I completely understand not wanting disruptions during peak hours. Whle this is a concern for many, our service will allow you to implement the trainings and equipment during non-peak hours. As part of our commitment in working with you, we provide a 24-hour help desk to assist you. Making these simple changes will elevate the customer traffic into your restaurant by 50%.
Feedback:
The response starts well by acknowledging the prospect's concern about disruptions during peak hours, which is essential for rapport-building. However, there are several areas for improvement. The response mentions implementing training and equipment during non-peak hours, which is a good strategy, but it lacks detail on how this process will be managed and what specific steps will be taken to minimize any disruptions. Additionally, while the offer of a 24-hour help desk is valuable, it would be more persuasive if it included examples of how this support has helped other clients in similar situations. Furthermore, the claim that these changes will elevate customer traffic by 50% needs to be substantiated with evidence or case studies to enhance credibility. Overall, the response could benefit from a more detailed explanation of the implementation plan and evidence of past success.
6.
4
/ 10Question:
"What if there are hidden costs that come up later that I didn't budget for?"
Answer:
we completely understand. The agreed upon contract price covers everything you will need today and into the next year. There are no hidden costs or fees.
Feedback:
The response begins with an acknowledgment of the concern, which is a good starting point. However, it lacks depth and clarity. Simply stating that there are no hidden costs or fees does not provide enough reassurance to the prospect. To strengthen the response, consider explaining what the contract covers in detail, including any specific services, products, or support included in the price. Additionally, it would be beneficial to offer a commitment to transparency, perhaps by providing a breakdown of costs or inviting further questions. This added detail can help build trust and alleviate the prospect's anxiety about unforeseen expenses. Overall, the response needs more thoroughness to effectively address the concern.
7.
6
/ 10Question:
"My partner has reservations about making changes; how can I reassure them?"
Answer:
Change can be challenging. I completely understand that and there are many disruptions or loss of revenue that can occur. However, I would like to share the story of Bob and Sue Castor. The own a restaurant and after implementing the training and equipment recommended, they saw a steadier flow of traffic. Their costs per meal went down because they were able to buy wholesale and in bulk. Their staff were happier and more productive because their jobs were easier and they made more money. There are many examples of people like Bob and Sue who have seen great success in working with us. If you prefer, I will be more than happy to address any concerns your partner or you have. in person.
Feedback:
The response starts well by acknowledging the challenge of change, which is key to building rapport. However, it could be more effective by specifically addressing the partner's reservations and providing tailored reassurance. Sharing a success story is a strong tactic, but without directly connecting it to the partner's concerns, the impact may be diluted. It would enhance the response to include aspects of how the changes can mitigate disruptions or loss of revenue, and perhaps offer a risk management plan. Additionally, inviting further discussion with the partner is a positive move, yet it would be beneficial to ask if there are specific concerns they have, to facilitate a more collaborative approach. Overall, this response could benefit from a more focused strategy on the partner's specific reservations and how to address them directly.
8.
0
/ 10Question:
"Is there a guarantee that this will actually improve our customer experience?"
Answer:
X
Feedback:
The response is completely unresponsive and fails to address the prospect's question regarding a guarantee for improved customer experience. It lacks any acknowledgment, insights, or suggestions that would typically be expected in a sales conversation. To improve, the salesperson should provide specific guarantees, evidence of past successes, or metrics that demonstrate how the service has positively impacted customer experiences for other clients.
Overall, this response does not engage with the prospect at all and requires significant improvement.
9.
4
/ 10Question:
"I have heard mixed reviews about this product; how do I know it will work for us?"
Answer:
We have over 1000 happy customers.
Feedback:
While you provide a strong point about having over 1,000 happy customers, the response lacks depth and fails to address the specific concern about mixed reviews. It would be more effective to acknowledge the prospect's concern about the mixed reviews directly, then explain how your customer base indicates overall satisfaction. Including specific examples, testimonials, or case studies from satisfied customers could enhance credibility and alleviate fears. Additionally, offering to discuss any negative feedback and how your company has addressed it would demonstrate transparency and a commitment to customer satisfaction.
Overall, this response needs to engage more with the prospect's feelings regarding the mixed reviews to build confidence in your product.
10.
7
/ 10Question:
"I'm not sure how my staff will adapt to this; can you help with training?"
Answer:
I completely understand. Getting staff onboard with new processes can be a challenge, however we offer full support by providing in-person training workshops every single month. Your staff will have access to our extensive video library that shows them how to operate the equipment and leverage it to maximum capacity. Your staff also has access to our 24-hour help desk.
Feedback:
The response starts with a good acknowledgment of the prospect's concern, which helps establish rapport. However, to enhance the effectiveness of the message, it would be beneficial to provide specific examples of how past training has successfully helped other clients' staff adapt to similar changes. While mentioning in-person workshops, a video library, and a 24-hour help desk is excellent, adding statistics or testimonials that demonstrate the success of these training methods could further alleviate the prospect’s worries. Additionally, addressing any potential transition challenges head-on by outlining a plan or strategy for easing the staff into the new processes could make the response more compelling.
Overall, the response demonstrates a solid foundation of support but could be strengthened with evidence of past success and a more detailed adaptability plan.