Digital marketing
Sales Assessment Results
46
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real, your performance left a lot to be desired, with an average score of 4.6. This isn't just a bump in the road; it's a wake-up call. While you have shown some awareness of customer concerns and demonstrated a fair understanding of the sales process, your responses often lack depth and a true connection with the prospect. You tend to lean on self-promotion instead of uncovering the real pain points that your potential clients have. Remember, sales is about understanding and solving problems, not just selling your own greatness.
One of your strongest points is the acknowledgment of customer concerns, especially around trust and overwhelm, but you stop short of providing meaningful solutions or engaging in deeper dialogue. Instead of just recognizing their issues, you need to dig deeper and ask open-ended questions that uncover their specific needs. This is where techniques like Solution Selling and Consultative Selling can really elevate your game.
You seriously need to practice your objection-handling skills. Your responses often miss the mark by not addressing the core of the prospect's concerns or by failing to provide a clear path forward. Dive into Objection Handling Techniques and the AIDA Model to create more compelling conversations.
Here's your coaching moment: Think of each interaction as a partnership. If you want them to trust you, you have to show that you get them and can offer real value. Start crafting responses that aren't just answers but are invitations to a deeper conversation. It's time to step it up and make the sale about them, not just about you.
Question Breakdown
1.
0
/ 10Question:
"I'm worried about how this will fit into my monthly budget; can you help me understand the payment structure?"
Answer:
No, buy this shit now
Feedback:
Wow, that response is like trying to sell ice to an Eskimo with no pants on! Instead of addressing the customer's concern about their budget and payment structure, it comes off as aggressive and dismissive. A better approach would have been to clarify the pricing options, perhaps offering a tiered structure or flexible payment plans that align with their budget. Remember, effective communication is key in sales, especially in digital marketing where trust and understanding are crucial. Let's aim for a more solution-focused and collaborative approach next time!
2.
1
/ 10Question:
"I've tried digital marketing before, and it didn't work out for me; what makes your approach different?"
Answer:
I’m the best, no one else knows it like me
Feedback:
The response lacks substance and fails to address the prospect's concerns. Simply stating "I’m the best" is not effective in overcoming objections; it comes off as self-promotional without providing any value or differentiation. A more effective approach would involve asking questions to uncover specific pain points from their previous experiences and then explaining how your unique methods can address those issues. This response also lacks clarity and does not engage the prospect in a meaningful way, which is crucial in digital marketing. Overall, it misses opportunities for curiosity, discovery, and collaborative engagement.
3.
6
/ 10Question:
"I really need to prioritize my current project, can we revisit this later?"
Answer:
Sure, but are you wanting results later as well? Because if we start now, you’re one step closer to reaching your goals
Feedback:
The response acknowledges the prospect's current priority while using a subtle challenge to their thinking about timing. However, it could be improved by showing empathy for their current project and asking more open-ended questions to discover their specific goals and timeline. This would enhance the collaborative approach and demonstrate active listening. Additionally, incorporating a clear value proposition or benefit of starting now could strengthen the pitch. Overall, it's a decent attempt but could use more depth in engagement and curiosity.
4.
6
/ 10Question:
"How customizable are your services? I want to make sure they align with my specific needs."
Answer:
Although our packages have a defined set of deliverables, we tailor each one to your business to enhance your brand voice
Feedback:
The response does a decent job of addressing the concern by highlighting that services are tailored to the client's business needs. However, it could improve by providing specific examples of customization options available or how past clients have benefited from these tailored services. Additionally, it lacks a closing technique to engage the prospect further, such as asking them what specific customizations they are interested in. Overall, it shows some understanding of the client's needs, but there's room for more depth and engagement.
5.
6
/ 10Question:
"With so many options out there, how do I know I can trust your company?"
Answer:
I understand trust is hard to come by in this industry, and ultimately you will need to see results in order to trust me. Here’s a few testimonials from recent clients
Feedback:
The response effectively acknowledges the prospect's concern about trust, which is crucial in digital marketing. However, it could have been strengthened by asking a follow-up question to explore the specific factors that influence trust for the prospect. Additionally, while providing testimonials is a good practice, it would have been more impactful to frame them within a context, such as results achieved or challenges overcome. This would demonstrate a solution-focused approach and engage the prospect more collaboratively. Overall, the response is clear and relevant but lacks depth in exploring the prospect's specific needs and concerns.
A score of 6 reflects a solid foundation but highlights the need for deeper engagement and value exploration.
6.
4
/ 10Question:
"I need to get this approved quickly, but I have to convince my team; what key points should I focus on?"
Answer:
It would be best to have your team hop on a call with me directly so I can properly convey the value of my service
Feedback:
Your response misses the mark by not directly addressing the prospect's need to convince their team. Instead of suggesting a call, you should provide key points or value propositions that the prospect can present to their team. This approach would show that you understand their situation and can support them in overcoming the objection. Consider offering tailored insights or a quick summary of benefits that they can share. By not doing so, you missed an opportunity to assist and engage, which could have built rapport and made your offer more appealing.
Score: 4
7.
5
/ 10Question:
"I'm concerned about how easily I can integrate your solutions with my existing tools; can you clarify that?"
Answer:
Sure, we have customize our automations to work within your company’s existing tooling. That’s part of the reason we charge setup fee, to make sure everything is working properly from the start
Feedback:
While the response acknowledges the concern about integration, it misses an opportunity to demonstrate the value of the setup fee. Instead of simply stating that it ensures everything works properly, the salesperson could elaborate on how the integration process has helped other clients streamline their operations and improve efficiency. Additionally, a question about the specific tools the prospect is using would show curiosity and active listening. The tone is neutral but could be more engaging to build rapport. Overall, the response addresses the concern but lacks a solution-focused approach and fails to explore the prospect’s specific needs further.
8.
4
/ 10Question:
"I’ve seen competitors offering similar services at a lower price; how do you justify your costs?"
Answer:
Our pricing is based on the results we are able to deliver our client. Although there may be cheaper competitors, let me ask you a question, when has going cheap ever worked out for you?
Feedback:
The response attempts to address the objection by highlighting the value of results over price, which is a good approach in digital marketing. However, it lacks a more empathetic tone and could come off as confrontational with the question posed. Instead, it would be more effective to acknowledge the client's concern about price, explain the unique value your services provide, and perhaps offer evidence of past results or testimonials. The closing technique is absent; a more collaborative approach could enhance rapport and lead to a more productive conversation. Overall, while the intent is there, the execution could be greatly improved.
9.
7
/ 10Question:
"There’s a lot on my plate right now, I might need more time to think this over; how can we keep the conversation going?"
Answer:
Totally understand that, but before we get off the call, is there anything specific you need clarity on that would prevent us from pulling the trigger right now?
Feedback:
The response effectively acknowledges the prospect's concern about being overwhelmed, demonstrating active listening and empathy. However, it could benefit from a more solution-focused approach by suggesting a follow-up strategy or a way to provide continued value while the prospect considers their options. For example, offering to send additional resources or scheduling a follow-up call can keep the conversation going. Overall, the response is clear, but it lacks a collaborative approach to help the prospect feel supported during their decision-making process.
Score: 7
10.
7
/ 10Question:
"How do you handle support after the purchase? I want to ensure I'm not left on my own."
Answer:
Of course, we never want our clients to feel buyers remorse. As a part of our process, we have onboarding calls to go over the entire program, what you need to do to be successful and ways you can reach out should you have any questions along the way
Feedback:
Your response effectively addresses the concern about support after purchase by mentioning onboarding calls and ongoing communication, which is great! However, you could enhance it by elaborating on specific support channels available, such as dedicated account managers or 24/7 support options. This would further reassure the prospect. Overall, the tone was friendly and reassuring but could use a bit more detail to fully convey the value of your support system.
Consider adding a closing technique, such as asking if they have any specific concerns about support or if they want to discuss what that support might look like for their specific needs. This would show curiosity and a collaborative approach.
Score: 7