Car sales
Sales Assessment Results
63
Developing Closer
10 questions
Maximum score: 100
Completed in
Let’s get real here. Your average score of 6.3 isn’t cutting it. However, I see some bright spots you can build on. You've shown strong engagement when addressing objections, particularly in your responses about fuel efficiency and ROI. You’re able to acknowledge customer concerns, which is critical. But let’s not kid ourselves; you need to step up your game. The biggest issue is the lack of depth and structured clarity in your responses. You often miss the mark on providing specific details that would not only alleviate concerns but also build trust. This is where you lose potential sales; you can't just skim the surface and expect customers to dive in.
To elevate your skills, I recommend diving into Solution Selling. You need to sharpen your ability to identify pain points and articulate tailored solutions. Also, practicing Objection Handling Techniques could greatly enhance your ability to turn a 'no' into a 'yes' by addressing concerns more effectively and with more substance.
Remember, every objection is an opportunity in disguise. Don’t just acknowledge it; dissect it, understand it, and then offer a well-rounded solution. Make your customers feel heard and valued. Your coaching moment? Think of every interaction as a chance to deepen the conversation, not just to close the deal. Get curious, ask more questions, and drive those conversations toward meaningful solutions that resonate with your prospects. You’ve got this, but you need to take action and push yourself harder.
Question Breakdown
1.
4
/ 10Question:
"How can I be sure this vehicle meets our company's compliance standards and regulations?"
Answer:
That’s a great question, I completely understand how important it is to be sure this specific vehicle meets meets your company’s compliance standards and regulations. When you reached out to me regarding this vehicle we made sure to ask you questions to specifically pin point the right vehicle that you would need for your company and that is why you chose us to purchase a car from. This vehicle meets every signal compliance standard and regulation you need. Now will you be using the company financing or cash to pay for this vehicle?
Feedback:
The response starts well by acknowledging the objection, which is important for effective objection handling. However, it lacks specific details regarding how the vehicle meets compliance standards, which could enhance credibility and alleviate concerns. The transition to discussing payment options feels abrupt and may come off as dismissive instead of addressing the prospect's concern thoroughly. Asking questions about payment before fully addressing the compliance issue may lead the prospect to feel that their specific concerns aren't being prioritized. The salesperson should have provided clear information on compliance and perhaps asked follow-up questions to explore the prospect's specific compliance needs further. Overall, it shows some engagement but needs more depth and clarity.
Score: 4
2.
5
/ 10Question:
"I'm concerned about the training our team would need to effectively utilize this car's advanced features; can you provide more insight into that?"
Answer:
I understand Mr customer, it is important to make sure your team would be able to effectively utilize this vehicle or else it would be a waste of your time and a waste of my time and Mr customer that is the last thing I want to do! Follow me outside so I can properly demonstrate all aspects of the features and benefits that would be available to you and your team while operating this vehicle that way when you bring it to them you will be an expert on how to utilize this car. We also have a team of product specialist on staff ready to answer live chats and calls for any immediate attention that would be needed for you and your team.
Feedback:
The response acknowledges the customer's concern about training, which is a positive aspect of active listening. However, the phrasing could be more professional and less casual, particularly the phrase "a waste of your time and a waste of my time" which may come off as dismissive. Instead, focusing on the value of training and support would enhance the response. The offer to demonstrate the features is good, but it could include a question to gauge the customer's specific training needs or concerns further. Overall, the response lacks a structured closing technique and could better explore the value proposition of handling advanced features effectively.
To improve, the salesperson could employ a more solution-focused approach, clearly outlining how the training will be implemented and ensuring the customer feels supported throughout.
Score: 5
3.
6
/ 10Question:
"Given our tight budget this fiscal year, how can we justify this purchase against other pressing needs?"
Answer:
I completely understand your concern for your company budget restrictions, to me that tells me that your are an excellent representative for you company. Mr customer, the fact that you are giving me your attention on this vehicle tells me that needing a vehicle for your company is in fact a pressing need for your company or you would be focused on those other important needs at this present time. One major benefit to purchasing this vehicle now is that on top of providing the solution for your company travel, it also weighs over 6,000lbs which you can use as a company tax write off to minimize your tax exposure for this fiscal year which will in turn actually provide your less budget restrictions moving forward. How does that sound Mr customer?
Feedback:
The response acknowledges the customer's budget concern, which is good for active listening. However, it could be more effective by directly addressing the implications of not purchasing the vehicle versus the benefits. The justification about the tax write-off is a valuable point, but it could be framed better to highlight how it aligns with the customer's budget concerns. Asking more questions to explore the customer's specific pressing needs would demonstrate curiosity and a solution-focused approach. The closing question at the end is a good touch, but it could be stronger by asking for their thoughts on the benefits discussed rather than just how it sounds. Overall, while there are some positives, the response could be clearer and more compelling.
4.
7
/ 10Question:
"What makes your vehicles stand out in terms of fuel efficiency compared to our current vendor's offerings?"
Answer:
Great question Mr customer. Fuel efficient is one of the top concerns for all of our clients purchasing a vehicle here at abc motors which is why our company has spent billions of dollars in research to engineer a top of the line quality electric and hybrid engine. Tell me Mr customer, what benefit do you believe your current vendor has that we don’t?
Feedback:
The response addresses the customer's concern about fuel efficiency by highlighting the company's investment in electric and hybrid technology, which is a strong point. However, it could be improved by providing specific data or examples to differentiate the vehicles more clearly. The question posed at the end invites the customer to share their perspective, which demonstrates curiosity and active listening. However, it may come off as slightly confrontational rather than collaborative. A more engaging closing technique could be used to guide the conversation toward a solution. Overall, while the response is effective in acknowledging the objection, it lacks some clarity and depth in value exploration.
Score: 7
5.
4
/ 10Question:
"I need to coordinate with my team, but there are differing opinions on whether we even need a new vehicle right now; how can you help align us?"
Answer:
I understand the need to coordinate with your team to make sure everyone is on the same page. Mr customer invisibly your are the decision maker for the company when it comes to major purchases which is why you are trusted to make this decision. I also would venture to say that you and your company’s time is important to you. Buying a vehicle can be a time consuming process however here at abc motors we are excellent at vehicle purchase efficient and timing. Why don’t we go ahead and lock this in now so you and your team can collaborate on other pressing matters and let me solve this problem for you now.
Feedback:
The response attempts to address the customer's need for team coordination, but it lacks clarity and professionalism in tone. It tries to position the customer as the key decision-maker but does so in a somewhat presumptive way. The suggestion to ‘lock this in now’ comes off as overly aggressive, especially given the customer's hesitation. There's a missed opportunity to ask more open-ended questions to explore the team's differing opinions and to demonstrate a stronger collaborative approach. Furthermore, the sentence structure is awkward and contains grammatical errors, which detracts from the overall effectiveness. A more solution-focused approach would involve providing value or insights that could help the team align on the vehicle's necessity. Overall, this response could be significantly improved in clarity, engagement, and value exploration.
6.
6
/ 10Question:
"We've had past implementations that didn't meet expectations; what assurances can you give that this won't be another disappointment?"
Answer:
Mr customer I’m sorry to hear you have had port experiences in the past with other vendors. I am confident that in our 80 years of doing business our product rarely if ever has fallen short. Can you share with me exactly how those other implementations have fallen short so that we can make sure we exceed expectations in service for you.
Feedback:
The salesperson begins by acknowledging the customer's past experiences, which is a good start for building rapport and demonstrating empathy. However, the response could benefit from a more structured approach to address the objection effectively. The mention of '80 years of doing business' is a strong point but lacks specifics about how this experience directly relates to the customer's concerns. Instead of just asking for details about the past failures, it would be better to reassure the customer with examples of successful implementations that align with their needs. Utilizing a solution-focused approach and perhaps a value proposition would strengthen the response. Overall, the tone is appropriate, but there is room for improvement in clarity and exploration of value.
7.
7
/ 10Question:
"With the current economic climate, how can we be certain this investment will still yield a solid ROI down the line?"
Answer:
Mr customer I’m glad you asked. Yielding a solid ROI down the line has been a top priority for our company to provide our client for the past 80 years during multiple different economies. In the past we have structured deals in such a way that not only do we provide a solution for our customers transportation needs, we also make sure it is the correct vehicle for the tax advantages as well as the daily utilization's benefits. That is why for 80 years we have had 75% repeat and referral business from clients just like yourself. Mr customer what roi would you expect to see down the line with us?
Feedback:
The response does a decent job of addressing the customer's concern about ROI in the current economic climate, acknowledging the importance of this issue. The mention of the company's 80-year history and high repeat/referral rate provides credibility and demonstrates a strong track record, which is essential in building trust in car sales. However, the communication could be clearer and more concise; the response feels a bit lengthy and could lose the customer's attention. The closing question is a good touch as it shows curiosity and encourages dialogue, but it could be more directly tied to the specific benefits the customer would expect from investing in a vehicle. Overall, while the approach shows some effective elements, there’s room for improvement in clarity and focus on the customer's specific needs.
Score: 7
8.
8
/ 10Question:
"I've heard mixed reviews about your brand's reliability; how do you address concerns about long-term performance?"
Answer:
Reliability is always a major factor in the decision to move forward on a vehicle. Fact of the matter Mr customer is that if we weren’t a reliable brand we wouldn’t be in business for 80+ years and we wouldn’t have 75% repeat and referral business. Not only are we a reliable brand but we also know things happen which is why our vehicle come equipped with a 5yr/60k mile warranty for any hiccups that may happen in the future and offer extended coverage options at a discounted rate as well. What part of the vehicles reliability is your biggest concern?
Feedback:
The response effectively addresses the customer's concern about reliability by emphasizing the brand's long-standing presence in the industry and the high rate of repeat customers, which serves as social proof. The salesperson also highlights the warranty, providing reassurance about long-term performance. However, the tone could be slightly more personable and less defensive to build a stronger connection. The follow-up question about the customer's specific concerns is a good way to invite discussion and demonstrate curiosity, but it could have been framed to sound more collaborative. Overall, a solid response, but there's room for improvement in tone and engagement.
9.
8
/ 10Question:
"There are other urgent priorities on our agenda; why should we make an immediate decision on purchasing this car?"
Answer:
I understand why you have other legend matters to attend to. You told me your company is in need of a vehicle and the vehicle you need is the exact model we have today. Not only are you getting a holiday special that will save the company a reasonable amount of money but you will also benefit from the tax advantages of write offs before the new fiscal year. Tell me Mr customer would you rather get a great deal now and save time, or would you rather spend more valuable time searching for a car and missing out on the financial benefits of purchasing today?
Feedback:
The response effectively addresses the concern by acknowledging the customer's priorities while emphasizing the urgency of the purchase. It highlights the holiday special and tax advantages, which are relevant financial incentives. The tone is appropriate for the car sales industry, aiming to create a sense of urgency and value. However, the closing question could be slightly refined to clarify the urgency without making it feel too pushy. Overall, the response shows an understanding of the prospect's needs and offers a solution-focused approach, but could benefit from more curiosity and discovery about their other priorities.
Score: 8/10
10.
8
/ 10Question:
"What guarantees do you offer for post-purchase support, especially if we encounter issues during the transition?"
Answer:
Post purchase support is a major component to our 80+ years of satisfactory service for our clients. The key ways we provide top of the line support to our clients is number one we make sure before you leave you understand how to utilize every benefit and feature this vehicle offers. On top of that we also provide a 6 day a week support from our staff on sit with live chat agents who can text and call to solve and problems or obstacles that may arise. I myself me customer am also always available for any assistance you or your team may need which is why you will have my personal cellphone number before the end of the purchase today. Mr customer what post purchase support matters most to you?
Feedback:
The response effectively addresses the objection by emphasizing the company's long history of customer satisfaction and detailing specific support mechanisms like training on vehicle features and availability of support staff. The personal touch of offering your cellphone number adds credibility and builds rapport. However, the response could benefit from a clearer closing technique to reinforce the commitment to support. Additionally, while the question at the end shows curiosity, it could be more open-ended to encourage a deeper exploration of the customer's specific concerns. Overall, it's a solid response but could use a bit more refinement in engagement and closing.
Score: 8