Campers
Sales Assessment Results
63
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's be real, your performance in this test shows you have a solid foundation, but there's a noticeable gap in engagement and consultative skills. Your strongest moments came through solution-focused approaches, particularly when addressing ROI and offering guarantees. However, you consistently miss opportunities to explore your prospects' deeper needs and values, which is crucial in building rapport and trust. You have a tendency to provide information without inviting further conversation, which can leave prospects feeling unheard.
You need to channel your energy into asking probing questions that not only uncover pain points but also encourage dialogue. Techniques like SPIN Selling and Consultative Selling could be game-changers for you. Focus on how to frame your questions to genuinely understand what your prospects are looking for.
Here's your coaching moment: remember that selling is as much about listening as it is about talking. The best salespeople are those who can turn a monologue into a dialogue. Next time, strive to invite your prospects into the conversation, allowing them to share their concerns. This approach not only builds trust but also makes your solutions more relevant and compelling.
Question Breakdown
1.
6
/ 10Question:
"I'm concerned about the overall quality of luxury campers in this price range. How can you assure me that this one is worth the investment?"
Answer:
With the manufacturing process being closely monitored by our quality control department here at Forest River we use the newest technology in order to guarantee your camper will never leak. Azdel walls are vacuumed bonded and we monitor the humidity in our facility for maximum bonding to ensure that your new camper is completely waterproof. Also you will find very close tolerances on the fit and finish. We use the highest quality and most sought after materials inside of the camper so that it doesn't feel like you are inside of a camper.
Feedback:
The response provides a good amount of detail about the manufacturing process and materials used, which addresses the prospect's concern about quality. However, it could have benefited from a more conversational tone and a clear closing technique to reinforce confidence and prompt further engagement. Asking the prospect about their specific concerns regarding quality or inviting them to visit the manufacturing facility for reassurance could have enhanced the collaborative approach. Overall, while the response is informative, it lacks engagement and a stronger focus on exploring the prospect's values and needs.
2.
5
/ 10Question:
"With the limited options available, how does this model compare to others I might be considering?"
Answer:
I can't answer that question because It doesn't compare. This Forest River far exceeds even our closest competitor in this segment. Let me explain how.
Feedback:
The response does a decent job of attempting to address the objection, but it lacks clarity and a more consultative approach. Instead of outright dismissing the comparison, the salesperson should have acknowledged the prospect's concern first, perhaps with a question to discover what specific features or models the prospect is considering. This would demonstrate active listening and curiosity. Furthermore, the phrase "doesn't compare" could be seen as dismissive; it's typically more effective to highlight specific advantages while respecting the competition. The follow-up about the Forest River model is a good start, but it needs a more structured comparison to be compelling. Overall, the response could benefit from a more engaging and collaborative tone, focusing on the prospect's needs.
Score: 5
3.
5
/ 10Question:
"I need to ensure that this purchase aligns with our company's long-term strategic direction. Can you provide insights on that?"
Answer:
Sure, from what you told me you need this camper to house employees when you are pouring concrete for extended periods. When we compare the cost of the camper to the cost of hotel rooms, you can pay off two campers for the same amount as you were spending on one hotel room.
Feedback:
Your response touches on a cost-saving angle, which is good, but it lacks a full alignment with the prospect's strategic direction. Instead of just focusing on the financial aspect, consider asking more probing questions to explore their long-term goals and how your campers can support those. This shows that you're actively listening and genuinely interested in their strategic needs. Additionally, a stronger closing technique could help reinforce the value of the camper in relation to their long-term strategy. Try to create a narrative that ties the camper's benefits directly to their strategic vision. Overall, it was a decent start, but there's room for more depth and engagement.
Score: 5
4.
7
/ 10Question:
"Given our current budget constraints, can you help justify how this camper provides value that offsets its cost?"
Answer:
Yes, we've already addressed the cost and how this is going to save you over what you've been paying for a hotel rooms. But we haven't discussed is what you are paying out in feeding your crew while they are on site. With this Forest River camper you're going to be able to purchase groceries versus going out to eat three times a day. That's going to have about a 40% savings for you. When we multiply those savings by the number of employees that you have on site, the savings are substantial. Don't you think you could use those savings and put that money to better use somewhere else in the company.
Feedback:
The response effectively addresses the objection by highlighting the cost savings associated with using the camper instead of hotel rooms and dining out, which is a good start. The salesperson uses a solution-focused approach by presenting a clear financial benefit that directly relates to the prospect's budget constraints. However, the response could be improved by incorporating a few more elements. It lacks a strong closing technique; instead of just asking if the prospect thinks they could use the savings elsewhere, it would be more effective to ask for their thoughts on moving forward with the camper based on these savings. Additionally, asking a few open-ended questions could deepen the discovery process and enhance engagement. Overall, the communication is clear and relevant, but it could benefit from a bit more collaborative dialogue and a stronger closing effort.
5.
8
/ 10Question:
"I’ve had issues with customer support in previous purchases. How do you ensure reliable service post-purchase?"
Answer:
That's a great question. Aside from making the transaction today before you leave here we're going to go ahead and get you set up with a service advisor. We have several service advisors on site and the reason for that is we only allow them to assist a certain number of clients. By doing this we can ensure that your needs are met and there is always someone here that knows your specific situation. They also take detailed notes so that if something happens and they don't happen to be here when you call or other service advisors can jump right in and pick up where they left off. We can handle anything from repairs to maintenance and even insurance claims.
Feedback:
The response effectively addresses the concern by proactively offering a solution with the service advisor setup, which aligns with a solution-focused approach. The salesperson communicates clearly and maintains a professional tone suitable for the camper industry. They acknowledge the prospect's experience by providing reassurance about personalized service and detailed note-taking, demonstrating active listening. However, the response could benefit from a more explicit closing technique to reinforce confidence in moving forward, such as inviting the prospect to ask further questions or confirming their comfort with the service process. Overall, it's a solid response but lacks a touch of curiosity to explore any specific past issues the prospect faced.
Score: 8
6.
7
/ 10Question:
"I’m apprehensive about committing to a luxury camper without a clear ROI. Can you elaborate on long-term benefits?"
Answer:
Absolutely, other than having the highest resale value in the industry. This camper also has the highest demand. Let me ask you this what are you going to do with the camper when it's not in use? The reason I ask is because my happiest clients actually maximize the use of the camper by renting it out. Similar to an Airbnb people are lining up to rent campers for the weekend and that would minimize your cost. Would that be something that you would like for me to help you set up before you leave with your new camper today?
Feedback:
The response effectively addresses the prospect's concern about ROI by highlighting the high resale value and demand for the camper. However, it could benefit from a more detailed exploration of the long-term benefits beyond resale, such as the enjoyment and experiences gained from camping, which could enhance the emotional appeal. The question about renting out the camper is a good way to engage the prospect and explore additional value, but it could be framed in a more curious and open-ended manner to encourage further discussion. Overall, the tone is appropriate for the industry, and the response demonstrates a solution-focused approach. The closing technique is somewhat present, but a stronger emphasis on building rapport and inviting the prospect to share their thoughts would enhance the collaborative aspect.
Score: 7
7.
7
/ 10Question:
"What guarantees do you offer in terms of reliability and performance, especially compared to competitors?"
Answer:
At Forest River we have a satisfaction guarantee. Aside from having the highest rating in the market for reliability. You will be warrantied against any defects in workmanship and material as well as warrantied on any of the campers systems A/C, furnace, plumbing and electrical. We also give you peace of mind as far as performance in the field. If you take your camper out and then realize that you need additional options to make it perfect for you and your family. We offer free installation on any upgrades that you would like to have added. Only one question left, how do you want to title your new camper?
Feedback:
The response effectively addresses the objection by providing concrete guarantees regarding reliability and performance. It communicates the company's satisfaction guarantee and warranty details clearly, which is essential for building trust in the camper industry. However, the closing technique could be improved; moving straight to asking how the prospect wants to title the camper may seem a bit rushed and may not give the prospect enough time to digest the information or ask further questions. Additionally, while the response does touch on the value of free installation for upgrades, it could benefit from a more explicit exploration of the prospect's specific needs and concerns, inviting them to share their thoughts. Overall, the communication is clear, but there's room for a more consultative approach to ensure the prospect feels fully engaged and understood.
Score: 7/10
8.
6
/ 10Question:
"I'm not sure how this camper integrates with my existing outdoor equipment. Can you explain how that works?"
Answer:
In referring to outdoor equipment, can you tell me more about what systems you have in place currently?
Feedback:
The response demonstrates curiosity and an interest in understanding the prospect's current situation, which is a good approach. However, it could benefit from a more direct address of the concern about integration. While asking for details about their existing systems is a step in the right direction, providing some initial information about how your camper typically integrates with common outdoor equipment would have been more effective. This would show that you not only want to understand their setup but also have knowledge about the integration process. Overall, it maintains a collaborative tone, but the value exploration could be stronger.
Score: 6
9.
8
/ 10Question:
"I have other ongoing projects that take precedence right now. What’s the urgency for deciding on this camper?"
Answer:
Quite frankly availability. I have this camper in stock today with all of the equipment that you are looking for. We are at the mercy of the factory when it comes to allocations and the factory decides what equipment to put on the unit based on historical sales data. In order for me to have another one at a later time would require placing an order and that can take several months to complete. Between inflation and model year increases it only makes good financial sense to move forward today. Can you see how buying today would benefit you versus paying a lot more later?
Feedback:
The response effectively addresses the urgency by highlighting the availability and the potential financial implications of waiting. It communicates clearly and maintains a professional tone suitable for the camper industry. The salesperson uses a value-focused approach by framing the decision in terms of financial benefits, which aligns with the customer's concern about ongoing projects. However, the response could have benefited from asking more exploratory questions to gauge the prospect's specific needs and priorities. Engaging the prospect further with questions would enhance the collaborative approach. Overall, this response is strong but could improve in curiosity and discovery.
10.
4
/ 10Question:
"Past experiences with similar purchases didn’t go well for me. How can I trust this will be different?"
Answer:
You didn't buy your last camper our company or myself in particular. I have seen from my years of working here that who you buy from matters. I don't intend to sound boastful, however I am the number one sales person here which means a few key benefits for you over buying from someone else. I will continue to stay in contact with you after the sale also I have to answer my phone in order to be successful so I am available when you need me. I sell a lot of campers and while that may seem like it doesn't benefit you it does, let me explain. By selling a larger volume of campers I have more influence with management when and if a problem arises and the dealership has to spend money to fix a problem. And lastly I have tenure here and I rely more on referral and repeat customers than new walk in customers. How I treat you as well as your satisfaction determines my paycheck. Can you see how buying from me would be beneficial to you during your ownership of the camper?
Feedback:
The response attempts to address the customer's objection by emphasizing the salesperson's experience and the benefits of purchasing from them. However, it lacks a direct empathy toward the customer's past negative experiences, which could help build rapport. It also comes off as slightly self-promotional rather than focusing on the customer's needs. A better approach would involve acknowledging the customer's feelings first, then explaining how this specific company's products and services can address their concerns. In addition, the closing question is somewhat leading and could be rephrased to invite more dialogue. Overall, it misses a collaborative, solution-focused approach and does not ask any follow-up questions to further understand the customer's perspective.
Score: 4 out of 10.