Recruiting Services
Sales Assessment Results
65
Developing Closer
10 questions
Maximum score: 100
Completed in
Let’s have a real talk about your performance. You’re hovering around average, scoring a 6.5, which means there’s some solid potential but also plenty of room for growth. Your strengths lie in demonstrating curiosity and active listening, especially when you acknowledge the prospect's concerns. When you’re on point, like in the responses scoring 8, you engage well and ask thoughtful questions that show you care about their situation. However, several responses reveal a pattern of lacking depth, especially in objection handling and solution exploration. You tend to acknowledge concerns but don’t always provide strong reassurances or tailored solutions that can elevate the conversation.
To really boost your game, dive into the Challenger Sale and Solution Selling techniques. These will help you not only challenge the customer’s thinking but also provide unique insights and tailored solutions that address their pain points directly.
Here’s your coaching moment: remember that every objection is an opportunity for deeper engagement. Instead of just acknowledging concerns, use them as a springboard to showcase the unique value you bring. If you can turn those moments into consultative conversations, you’ll not only build rapport but also drive the sale forward. Let’s raise that score next time!
Question Breakdown
1.
4
/ 10Question:
"I love your services, but I’m worried about how the monthly payments will fit into my tight budget right now."
Answer:
I Understand, a lot of my clients feel the same way, lets put your budget aside for a sec and tell me about how you think our service can help your business
Feedback:
The response acknowledges the prospect's concern about budget, which is important for active listening. However, it fails to directly address the objection or reassure the prospect about the affordability of the service. Instead of setting the budget aside, a better approach would be to explore potential flexible payment options or discuss the value and ROI of the service relative to their budget. The communication could be clearer and more empathetic towards the prospect's financial situation. Additionally, it would benefit from asking probing questions to further understand the prospect's needs and situation. Overall, while there's a good attempt to pivot the conversation, it lacks depth in addressing the objection effectively.
Score: 4/10
2.
5
/ 10Question:
"Honestly, it feels like a big change, and I’m not sure if my team will be on board with switching to a new recruiting service."
Answer:
Sounds like your current recruiting is working out well for your team, what do you like about your current recruiting service?
Feedback:
The response does a decent job of acknowledging the prospect's concern about change, which is a crucial aspect of objection handling. However, it misses the opportunity to empathize with the prospect's feelings of uncertainty. Asking what they like about their current recruiting service is a good step towards understanding their needs and exploring value, but it could have been enhanced by also asking about specific pain points with the current service, addressing the potential implications of not adapting to change, and emphasizing the unique benefits of your service. A more consultative approach could build stronger rapport and demonstrate curiosity about their situation. Overall, the communication is clear but lacks a stronger engagement and solution-focused approach.
Score: 5
3.
8
/ 10Question:
"How can I be sure that your candidates will actually fit into our company culture?"
Answer:
Culture is something we also look for when interviewing candidates for your company. Can you give me an idea of the type of personalty-cultural traits you and your team typically look for?
Feedback:
The response effectively addresses the concern by acknowledging the importance of culture in the recruitment process. It also opens up a dialogue by asking for specific traits, which demonstrates curiosity and a willingness to collaborate. However, the response could be strengthened by including a brief mention of any specific strategies or assessments used to evaluate cultural fit, thereby highlighting a solution-focused approach. Overall, the tone is appropriate and the communication is clear, making the prospect feel engaged.
Score: 8
4.
5
/ 10Question:
"I’ve had bad experiences with recruiting firms before; what makes your service different this time?"
Answer:
I understand, a lot of our clients feel the same way. What type of experiences have you had with other firms?
Feedback:
The response shows a good start by acknowledging the client's concerns, which is an important step in active listening. However, it lacks a solution-focused approach and does not differentiate the service effectively. While asking about their past experiences is a way to uncover more about their concerns, the salesperson should also provide specific examples of how their service addresses these issues. Additionally, it would be beneficial to incorporate a closing technique or value exploration to move the conversation forward. Overall, the response demonstrates curiosity but misses an opportunity to build rapport and provide reassurance.
5.
6
/ 10Question:
"I’m ready to upgrade, but I need to know how quickly we can actually start seeing results."
Answer:
Great, we can have 3-5 solid candidates over to you by next week. I'll send our fee agreement over and we'll get the hunt going.
Feedback:
The response does address the client's concern about seeing results quickly by providing a specific timeframe (3-5 candidates by next week). However, it lacks depth in exploring the implications of the client's needs and doesn't emphasize the value of the candidates or the recruitment process. Additionally, the communication could be more engaging and consultative; asking the client about their specific requirements or expectations for candidates would have demonstrated better active listening and curiosity. The closing technique is present but could be improved by summarizing the benefits before sending the fee agreement. Overall, the response needs more emphasis on building rapport and understanding the client's perspective.
6.
7
/ 10Question:
"I need to juggle this decision with my current vendor relationship; how can you make this transition easier?"
Answer:
Understood, it can be hard to separate from a firm that you have worked with, can you tell me more about the other vendor, how long have you been using them, have they sourced many people that your company has hired? If you're open to it I can offer some suggestions. Also, we can work on a contingency basis so there is no fee unless you hire someone that we refer.
Feedback:
The response effectively acknowledges the prospect's concern about their current vendor relationship, which is essential for active listening. By asking questions about the other vendor's performance and tenure, you're demonstrating curiosity and a desire to understand their situation better. This aligns well with a consultative selling approach, as it shows you're interested in their specific needs. However, while you mention working on a contingency basis, the response could be strengthened by clearly outlining how you would facilitate the transition and make it smoother for them. This would enhance the solution-focused aspect of your response. Overall, it could also benefit from a more collaborative tone to reassure the prospect that you’re there to support them through the process.
Score: 7
7.
7
/ 10Question:
"With limited options out there, how can I trust that your service won’t just end up being another disappointment?"
Answer:
I can empathize with your concern. My team and I have been in the tech.headhunting business for over 20 years. We offer a guarantee period and payment terms which can both be flexible (depending on what you are comfortable with). We work with a sense of urgency, with the idea of not wasting your time, we can present 3-5 qualified candidates (with a write up and resume) within a weeks' time. We can also work on a contingency basis. Does this sound like something you would be interested in?
Feedback:
The response effectively addresses the objection by acknowledging the prospect's concerns about trust and disappointment, which is a good start in terms of active listening and empathy. However, it could be improved by incorporating more elements of value exploration by clearly outlining the unique benefits of your service compared to competitors. The mention of experience is good, but some specific success stories or metrics could enhance credibility. The offer of flexible payment terms and guarantees is a solid approach, but it could be framed better to emphasize how these elements specifically mitigate the risk of disappointment. The closing question "Does this sound like something you would be interested in?" is somewhat abrupt and could be more engaging by asking if they have any specific requirements or concerns that you'd like to address further. Overall, the response is clear but lacks some depth in exploring the value and establishing stronger trust.
Score: 7
8.
7
/ 10Question:
"I’m feeling overwhelmed with other ongoing projects; what happens if I can’t commit the time needed to implement this?"
Answer:
Yes, hiring for a newly created role can be overwhelming, and we're here to partner and communicate with you throughout the hiring process. Our timeline can be flexible depending upon your needs. What is your current timeline for hiring?
Feedback:
The response acknowledges the prospect's concern about feeling overwhelmed, which shows active listening and empathy. By offering flexibility in the timeline, it demonstrates a solution-focused approach, suggesting that the salesperson is willing to adapt to the prospect's needs. However, while asking about the current hiring timeline is a good move to understand the prospect's situation better, it could benefit from further exploration of the potential impacts of not dedicating time to the hiring process, which would align better with the SPIN Selling approach. Additionally, a closing technique could be incorporated to encourage further engagement. Overall, the response is clear and appropriately toned for the recruiting services industry but could enhance its effectiveness with more probing questions and a stronger call to action.
9.
8
/ 10Question:
"What happens if your service doesn’t deliver the ROI you promised? I can’t afford another letdown."
Answer:
Understood, a lot of out customers feel the same way. Are their certain KPI's or other metrics or factors that you look for to determine a positive ROI? Can you tell me about those. We can come up with a payment plan and guarantee period that will directly address this. Our goal and mission is to present candidates that hiring managers will want to interview. We can also flex on the job requirements based on your feedback from the first few candidates or interviews. Does this sound like it might address your concern?
Feedback:
The response effectively acknowledges the prospect's concern about ROI, demonstrating active listening and empathy. By asking about specific KPIs and metrics, the salesperson employs a consultative approach, encouraging discovery and showing genuine interest in the prospect's needs. The mention of a payment plan and guarantee period adds a solution-focused element that could help alleviate the prospect's worries. However, the closing question, while engaging, could be more assertive to encourage a commitment or next step. Overall, the tone is appropriate for the recruiting industry, showing professionalism and understanding.
10.
8
/ 10Question:
"I want to make a decision quickly, but I need to consult my team first—how do you handle situations like this?"
Answer:
Understood, and a lot of companies feel the same way. Who else is involved in making the decision? We can meet with the rest of the team or select team members that are more directly involved in the interviewing and hiring process to find out the key things they are looking for in this hire. My schedule is flexible, would any or all of these folks be available for a phone call or video meeting with me over the next few days?
Feedback:
The response effectively acknowledges the prospect's need to consult their team, which shows active listening. By asking who else is involved in the decision-making process, the salesperson demonstrates curiosity and a desire to understand the prospect's situation better. Offering to meet with the team members is a collaborative approach that can help build rapport. However, the response could benefit from a stronger emphasis on the value of the service being offered to entice the prospect further. Additionally, a sense of urgency could be introduced to encourage a quicker decision while being mindful of the consultative nature of the environment. Overall, this response is clear and maintains a helpful tone suitable for recruiting services.
Score: 8