Harleys
Sales Assessment Results
35
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here. Your performance in this test leaves a lot to be desired. An average score of 3.5 isn’t just below the bar; it’s like tripping over it. The biggest issue is your failure to address the core concerns of your prospects. You danced around the questions without providing the specifics they desperately need, especially regarding ROI and operational efficiency. Your responses lacked clarity, structure, and actionable solutions. It’s clear you’re not engaging your prospects in a meaningful way.
Now, let’s talk about some potential paths forward. You should dive into Solution Selling and Objection Handling Techniques. These will help you identify pain points and provide clear, tailored solutions while also equipping you to tackle objections head-on—an area where you clearly struggled.
Remember, it’s not enough to just be present in a conversation; you have to actively listen and respond with value. Focus on enhancing your communication skills to make your responses clearer and more structured. This isn’t just about selling; it’s about building trust and demonstrating that you understand your customer's needs.
Your coaching moment? Every objection is an opportunity to demonstrate your expertise. When a prospect raises a concern, don’t shy away—lean in, address it, and show them how you can make their lives easier. Get to work; you’ve got a lot of catching up to do!
Question Breakdown
1.
0
/ 10Question:
"I'm concerned about the long-term ROI of investing in a Harley when we have limited options available in the market."
Answer:
Harley is an investment but so much more. The unique is it’s all about personalization. It’s what you want it. Expression is the hook and no two are alike
Feedback:
The response fails to directly address the customer's concern about long-term ROI. It focuses on personalization without providing specific information on how Harley motorcycles can yield a positive ROI or comparing their value against competitors. Additionally, the communication lacks clarity and structure, making it difficult for the prospect to grasp the key points. It's crucial to acknowledge the objection and provide a more detailed solution that includes potential benefits and relevant data to support the claim. Also, using questions or inviting further discussion could help engage the prospect better.
2.
5
/ 10Question:
"Given our current budget constraints, how do we justify the upfront cost of this purchase?"
Answer:
We offer a number of solutions that can accommodate a number of budgetary constraints. Let’s talk about your specific needs and the value solutions would provide.
Feedback:
The response touches on accommodating budgetary constraints, which is relevant to the objection raised. However, it lacks specificity regarding how Harley motorcycles can justify their upfront costs in relation to potential long-term benefits and ROI. It would be more effective to provide concrete examples or data that demonstrate value over time. Additionally, asking probing questions about the prospect's budget or specific needs could enhance engagement and show active listening. Overall, while it hints at a solution, it could benefit from further detail and clarity.
3.
3
/ 10Question:
"Can you explain how maintenance costs might impact our operational efficiency over time?"
Answer:
Premium brands are exemplary in the field as such maintenance is a small piece of a much larger value
Feedback:
The response does not directly address the prospect's question about how maintenance costs impact operational efficiency over time. While it mentions that premium brands have value, it lacks specific examples or data to illustrate how maintenance fits into the overall operational picture. A more effective response could highlight the reliability and lower overall maintenance frequency of Harley motorcycles, as well as any potential cost savings that enhance operational efficiency. Additionally, using questions to further explore the prospect's specific concerns about maintenance could foster better engagement and demonstrate active listening.
4.
4
/ 10Question:
"What guarantees can you provide regarding the support availability for our team post-purchase?"
Answer:
The network of dealers in the United States alone boasts an amazing footprint offering coverage and support in literally any logistic.
Feedback:
The response indicates a positive aspect of the dealer network, implying support availability, but it lacks specific guarantees or commitments regarding post-purchase support. To strengthen the answer, it would be beneficial to mention warranty details, customer service responsiveness, or training resources available for the team after the purchase. Additionally, further engaging the prospect by asking about their specific support needs could demonstrate active listening and collaboration, which are crucial in addressing concerns effectively.
5.
4
/ 10Question:
"With several stakeholders involved, how can we ensure alignment on the decision-making process?"
Answer:
We will help to determine the majority of concerns and balue among your decision makers to find the right solution befitting all involved.
Feedback:
The response attempts to address the concern by highlighting a collaborative approach, which is good. However, it lacks clarity and specificity in explaining how alignment will be fostered among multiple stakeholders. Providing a structured plan for discussions, outlining potential strategies for gathering input from all decision-makers, or offering to facilitate a meeting could greatly enhance the response. Additionally, using questions to probe further into the specific concerns of the stakeholders involved would demonstrate active listening and encourage engagement. Overall, the message needs to be clearer and more actionable to effectively address the prospect's concern about decision-making alignment.
6.
2
/ 10Question:
"I’m worried that integrating a new Harley might disrupt our daily operations which are already tightly scheduled."
Answer:
With every opportunity to increase efficiency one would not be to worried about the short integration process
Feedback:
The response fails to effectively address the prospect's concern about the potential disruption to daily operations during the integration of a new Harley. It lacks clarity and does not provide concrete examples or reassurance on how the integration can be managed smoothly. Instead, it would have been more impactful to acknowledge the concern and offer specific solutions, such as a phased integration plan or examples of successful past integrations. Additionally, asking questions to uncover more about the prospect's operations could demonstrate active listening and engagement.
Overall, the response needs to be more structured and solution-focused to alleviate the prospect's worries about operational disruption.
7.
6
/ 10Question:
"What if our staff doesn’t adapt quickly to riding a Harley? Is there training available to assist them?"
Answer:
Absolutely, dealer led riding courses nationally recognized with instructors who are not only trainer, but experienced
Feedback:
The response effectively addresses the prospect's concern by confirming the availability of dealer-led riding courses, which is a positive aspect. However, it lacks sufficient detail about the training process, such as the duration of the courses, what specific skills are taught, and how the training can be tailored to different skill levels. Including information about the credentials of the instructors and how the training has benefited other companies would strengthen the answer. Additionally, asking the prospect about their team's current experience level with motorcycles could enhance engagement and show active listening. Overall, while the response is affirmative, it could benefit from more specificity and a collaborative approach to fully reassure the prospect.
8.
3
/ 10Question:
"How does your product roadmap align with our future needs, especially if we decide to scale our operations?"
Answer:
A complete and diversified model lineup for a number of riding styles, incorporating the look and feel enticing a large majority of enthusiasts is one of the many advantages with a premium brand as Harley Davidson
Feedback:
The response provides a general statement about the diverse model lineup of Harley Davidson but does not address the prospect's specific concern regarding the alignment of the product roadmap with the prospect's future needs and scaling operations. A more effective answer would include details about how Harley plans to evolve its offerings, any upcoming models or innovations that cater to various operational requirements, and how these align with the prospect's growth strategies. Additionally, asking questions to better understand the prospect's scaling plans could foster engagement and demonstrate a more consultative approach. Overall, the response lacks a clear connection to the prospect's needs and opportunities for collaboration.
9.
5
/ 10Question:
"With the current economic climate, how can we be sure that now is the right time to make this investment?"
Answer:
HUGE money saving incentives is just one plus, long term low apr finance, zero money down and retail for your trade programs overcome one’s hurdles when looking to make an investment
Feedback:
The response highlights positive financial incentives, such as low APR financing and trade-in programs, which are relevant to the objection regarding the timing of the investment. However, it lacks specificity in addressing the broader economic concerns and how those incentives directly relate to the current climate. Including data or examples of how previous clients have successfully navigated similar situations could bolster the argument. Furthermore, the communication could benefit from clearer structure and more engagement with the prospect by asking about their specific financial considerations and concerns. Overall, while it touches on some beneficial aspects, it lacks depth and a consultative approach.
10.
3
/ 10Question:
"What alternative solutions should we consider if we can't secure buy-in from our internal champions?"
Answer:
We have a plethora of options available and we remain optimistic your internal champions will be drawn to our offerings
Feedback:
The response is vague and does not adequately address the prospect's concern about securing buy-in from internal champions. While it mentions optimism, it lacks specificity regarding the alternative solutions available if buy-in is not achieved. A more effective approach would include outlining potential strategies to engage those internal champions, such as providing tailored presentations or workshops that address their specific concerns. Additionally, asking questions to understand the objections or reservations of these stakeholders would show active listening and a collaborative approach. Overall, the answer needs to be more solution-focused and demonstrate a deeper understanding of the prospect's situation.