Electronics
Sales Assessment Results
64
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's get real here. Your average score of 6.4 shows that you're treading water, which isn’t the worst but definitely isn’t swimming ahead either. You’ve got some gems in your technique, particularly when you lean into solution-focused approaches and demonstrate active listening. Those moments where you provide reassurance and suggest pilots are key strengths. But here’s the kicker: you need to dig deeper into the financial implications and engage more fully with your prospects. There’s a clear pattern of solid intentions but a lack of follow-through on specifics.
To really elevate your game, study the SPIN Selling methodology and Objection Handling Techniques. These will sharpen your ability to uncover needs and navigate around objections like a pro. Your coaching moment? Remember that sales isn’t just about answering questions; it’s about guiding your prospects through their concerns with clarity and confidence. Don’t just tell them about the features—show them how those features translate into real-world benefits. Get ready to step up your game and turn those solid starts into winning closes!
Question Breakdown
1.
5
/ 10Question:
"I'm concerned about how this upgrade will affect my monthly budget; can you help me see the value?"
Answer:
Absolutely! The value is in the peace of mind with the upgrade. This upgrade will ensure that you're able to call 911 effectively when the time matters or reach out to your spouse when the time matters
Feedback:
Your response touches on the value of safety and communication, which is important in the electronics industry. However, it lacks depth in addressing the budget concern. While you did mention 'peace of mind,' the customer needs a clearer connection between the upgrade's cost and its long-term savings or benefits. Consider using a solution-focused approach by outlining specific financial benefits, like reduced maintenance costs or enhanced efficiency, to directly address their budget worries. Additionally, asking follow-up questions about their budget constraints could demonstrate curiosity and active listening. Overall, this response is a good start, but it needs more substance and clarity regarding financial implications.
Score: 5
2.
7
/ 10Question:
"I need more time to think it over; there are a lot of options available, and I want to make the right choice."
Answer:
Absolutely you can take all the time you need but can you share your concerns with me so I can help you make the right choice. I'm willing to take the time to go over all the options that you're concerned about.
Feedback:
This response effectively acknowledges the prospect's need for time while inviting them to share their specific concerns. This demonstrates active listening and a collaborative approach. However, to improve, you could employ a closing technique, like a summary close, to reinforce the value of your solution and create urgency. Additionally, asking probing questions could help uncover underlying objections and guide the discussion toward a resolution. Overall, solid but could be more engaging.
3.
7
/ 10Question:
"How does your product ensure support after purchase? I don’t want to be left hanging if something goes wrong."
Answer:
That's a great question. We offer a lifetime warranty and we are dedicated to our customers. So if there are ever any issues at all you can talk to a real person immediately and we will help you anyway possible. By the way, lifetime warranty means forever.
Feedback:
The salesperson effectively addressed the concern about post-purchase support by highlighting the lifetime warranty and the availability of personal assistance. However, the tone could have been more professional; the phrase "lifetime warranty means forever" comes off as slightly flippant instead of reassuring. To improve, the salesperson could ask a follow-up question to explore specific concerns the prospect may have about support, demonstrating active listening and curiosity. Additionally, they could enhance the value exploration by briefly mentioning examples of how support has positively impacted other customers. Overall, it was a solid response but could benefit from a more polished and engaging approach.
Score: 7
4.
6
/ 10Question:
"I need to check with my team first; they might have different opinions about this upgrade."
Answer:
That is great! Talk to your team and take the opportunity to let them know what great value we have and offer.0 If it helps, I would love to be a part of you talking to your team in case they have any questions. Are there any tools or advice that I can give you to take to your team right away
Feedback:
Your response shows a positive attitude and offers support, which is great! However, it misses a few key elements. While you encouraged the prospect to talk to their team, you could have explored the implications of their team's opinions on the decision-making process. This would show curiosity and discovery. Additionally, inviting yourself into their conversation might come off as pushy; instead, you could ask open-ended questions to understand their team's potential concerns better. Overall, the tone is good, but it lacks depth in addressing the objection directly and exploring value further.
Consider asking questions that guide the prospect to think about how your solution aligns with their team's goals or needs.
Score: 6/10.
5.
7
/ 10Question:
"What if this doesn't fit with our current projects? I don't want to disrupt anything we're currently working on."
Answer:
With our state-of-the-art technology and equipment, we can make this transition completely seamless. We have a dedicated team to ensure there is no disruption. What would be your concerns that it doesn't fit with your current projects? Let's go through those one by one so I can show you what we're capable of.
Feedback:
The salesperson's response effectively addresses the concern by providing reassurance about a seamless transition and the presence of a dedicated support team, which aligns with a solution-focused approach. However, the response could improve in a few areas: 1) **Curiosity and Discovery**: While the salesperson asks for concerns, they could use more probing questions to fully understand the prospect's situation and specific projects. 2) **Active Listening**: Acknowledging the prospect's fear of disruption more explicitly could help build rapport and show empathy. 3) **Closing Technique**: Incorporating a closing technique could also strengthen the response, perhaps suggesting a follow-up meeting to discuss the projects in detail. Overall, it's a solid response that could be enhanced by deeper engagement with the prospect's needs.
6.
7
/ 10Question:
"Can you guarantee that your product will integrate seamlessly with our existing systems?"
Answer:
I'm willing to build a pilot system for us to test and dedicate my time and energy into that completely free. I would then sit down with you and show how it would integrate seamlessly with your existing system. If there are any concerns at that time we can work those out. We don't want to disrupt any integration process, so we'll want to ensure when it's time to integrate. It is completely seamless and worry free.
Feedback:
The response effectively addresses the prospect's concern about integration by proposing a pilot system, which demonstrates a solution-focused approach. Offering to dedicate time and energy for a free trial shows commitment and builds trust. However, while the tone is generally positive, it could benefit from a more structured communication style to enhance clarity. A closing technique could be incorporated to guide the prospect towards the next steps or a decision. Overall, the response demonstrates curiosity and an understanding of the prospect's needs, but it lacks a bit in terms of clear value exploration and active listening. A score of 7 reflects these strengths and areas for improvement.
7.
7
/ 10Question:
"I'm hesitant to make this investment without knowing the ROI; how can you justify that for me?"
Answer:
I know you're concerned about return on investment. Let me help with the hesitation Factor. Commitment is very difficult when something is unknown or you're unsure of it. Let me show you our pilot system that we're willing to build completely free for you. Again, this won't affect your business because it won't be a fully integrated yet. This is like test driving a vehicle before you buy it. Once you test our automation system, then you can see how hands off things will be which gives you more time to drive more revenue in your business. What investment is your main concern for ROI?
Feedback:
The response does a good job addressing the prospect's concern about ROI by offering a pilot system as a low-risk opportunity to evaluate the product. However, it could be more effective by explicitly linking the pilot's benefits to potential ROI outcomes and addressing the specific metrics that matter to the prospect. The metaphor about test driving a vehicle is effective, but it could be strengthened with concrete examples of past successes or metrics from existing customers. The closing question is a bit vague and could be more focused on specific metrics the prospect is concerned about, which would help in exploring the value further. Overall, the tone is friendly and supportive, but there’s room for improvement in specificity and clarity.
Score: 7
8.
6
/ 10Question:
"What if I choose this and find a better product next month? I'm worried about missing out on other options."
Answer:
I understand that there's always new products coming up in the industry. We are dedicated to the talk technology in the industry with both our staff and our abilities. I can customize your services so you don't feel locked in. But if you think you find something better out there, let's sit down together and compare apples to apples. Again, with our dedicated team, we're willing to take the time to help you make the best choice for your company.
Feedback:
Your response acknowledges the prospect's concern about missing out on better options, which is a good start. However, it could be more effective if you provided a stronger reassurance about the value of your current product and how it meets their needs. The mention of customizing services is a nice touch, but it feels vague; providing specific examples would enhance clarity. Additionally, suggesting a comparison is an excellent idea, but the invitation lacks urgency or a clear next step. Overall, while you demonstrate an understanding of the concern and a willingness to collaborate, clarity and specificity are key.
Score: 6
9.
6
/ 10Question:
"I'm not sure if my team will actually adopt this change; can you provide any insights on that?"
Answer:
As far as your team adopting the change, I know that can be concerning. With our development in our software being leading industry, it will come with training portals for your team to go through. That way your team knows the ins and outs of this service and again we have a dedicated team to provide any questions they may have outside of the training provided. Once they use our systems and see how automated things become. I have no doubt they will love it. Let's talk about giving them access to pilot software with our dedicated team to walk them through after the training so they can really dive in and see how simple this software really is.
Feedback:
The response does a fair job of addressing the concern about team adoption by emphasizing the training portals and support available. However, it could have benefited from a more structured approach, such as using the SPIN Selling methodology to dive deeper into the specific concerns of the team regarding change adoption. There is a lack of engagement in terms of asking insightful questions that could uncover specific hesitations or fears about the transition. While the mention of a pilot software program is a good closing technique, it would be stronger if it tied directly to the prospect's needs and encouraged further discussion about their specific concerns. Overall, the tone is positive and supportive, but the response could be more solution-focused and collaborative.
Score: 6
10.
6
/ 10Question:
"What kind of training would be involved? I’m looking for something that’s easy to implement without a steep learning curve."
Answer:
We can adjust the training sessions based on your employees. These will be available through any mobile device at any time. For instance, if you have a manager, they may need to access our training outside of the busy hours. We can definitely make that happen. Our training portals are cloud-based which means your team is not stuck to a computer at a training center somewhere. Time is money right?
Feedback:
The response addresses the concern about training by highlighting its flexibility and accessibility, which is a positive angle. However, it could benefit from more detail about the specific training methods and materials that will be used to ease the implementation process. It lacks a clear closing technique to encourage further engagement or commitment, and while it acknowledges the importance of accessibility, it doesn't delve deeply into the ease of the learning process. There should also be a more explicit invitation for the prospect to ask questions or share concerns. Overall, while the response shows some understanding of the prospect's needs, it falls short in clarity and depth, and it could be more solution-focused.
Score: 6