Test
Sales Assessment Results
61
Developing Closer
10 questions
Maximum score: 100
Completed in
You’ve got some solid moments in your responses, but there’s a clear theme of lacking depth and specificity that’s holding you back from really knocking it out of the park. You show promise in acknowledging concerns and attempting to engage prospects, especially with your active listening skills, but too often, you stop short of providing the concrete value and tailored solutions they need. This isn’t just about acknowledging the problem; it’s about presenting yourself as the ultimate solution. Your best technique is clearly consultative selling, but you need to elevate that by weaving in more value propositions and specific examples.
You consistently miss opportunities to build rapport by not validating concerns upfront or diving deeper into your prospects’ unique situations. When you do acknowledge their challenges, it’s great, but then you often don’t back it up with enough information or examples that showcase how you can specifically help them. You’re doing well in the realm of active listening and engagement, but your responses need to be more solution-focused and rich with detail to foster trust and collaboration.
To elevate your game, dive deeper into solution selling and value selling. Get comfortable with sharing success stories and illustrating how your offerings have made a difference for others in similar situations. This will not only build credibility but also create a powerful narrative around your solutions.
Here’s your coaching moment: remember that every conversation is an opportunity to not just sell, but to connect. Ask yourself how you can shift from simply addressing objections to crafting a narrative that highlights how your solution aligns with their needs. Don’t just be a vendor; be the partner they didn’t know they needed. Let’s make your next conversation a game-changer!
Question Breakdown
1.
2
/ 10Question:
"I'm really interested, but I need more time to discuss this with my partner before making a decision."
Answer:
Let's get them on the phone right now
Feedback:
The response is overly aggressive and lacks sensitivity to the prospect's need for time to discuss with their partner. A more effective approach would involve acknowledging their need for discussion, asking open-ended questions to understand their concerns, and perhaps offering to provide additional information or schedule a follow-up conversation. This would show active listening and respect for their decision-making process.
Additionally, building rapport is crucial at this stage; the response misses an opportunity to create a collaborative atmosphere. Overall, the answer does not effectively address the objection or demonstrate a solution-focused approach.
2.
5
/ 10Question:
"Can you help me understand how this will fit into my budget? I'm concerned about monthly payments."
Answer:
If you are open to sharing your budget with me, I'd love to find a way to make our service pay for itself.
Feedback:
The response to the objection attempts to engage the prospect by asking them to share their budget, which is a positive aspect as it opens the door for a dialogue. However, it lacks an initial acknowledgment of the prospect's concern about monthly payments, which is essential for active listening and building rapport. A more effective approach would involve first validating their concern and then exploring how your solution can fit within their budget constraints. Additionally, offering specific examples or options that demonstrate how the service can provide value and potentially save costs over time would enhance the solution-focused aspect. Overall, while there's a decent attempt to address the concern, the execution can be significantly improved to foster a deeper understanding and collaboration.
3.
7
/ 10Question:
"I love the features, but how do I know this will actually deliver the ROI I’m expecting?"
Answer:
I understand that ROI is very important to you, and it's important that our product deliver an ROI, otherwise it wouldn't make sense to purchase it. I'd love to sit down and look at your KPI's to better understand what kind of ROI you are looking for that would make our service profitable for you. I can highlight all the ways that our service is the right answer, and if it isn't, then determine it's not the right fit for you.
Feedback:
The response effectively acknowledges the prospect's concern about ROI, which is a positive aspect and demonstrates active listening. By expressing a willingness to review the prospect's KPIs, you show a collaborative approach and indicate that you are interested in their specific goals. However, the response could be enhanced by providing some initial examples or case studies that demonstrate how your solution has delivered ROI for other clients, which would help to build credibility and provide tangible evidence. Additionally, it would be beneficial to ask open-ended questions to further explore the prospect's expectations and clarify their needs. Overall, while the foundation of the response is solid, incorporating more value exploration and specific examples would strengthen it further.
4.
6
/ 10Question:
"I’m curious about how your company stands in the market. What’s your stability like right now?"
Answer:
I know that I always value when a company has a solid foundation and future. I can understand why this is a concern and might be important to you. Is there anything about how our company stands in the market that is most important to you? I'd love to showcase past clients and our depth of history in our market if that would be helpful to you.
Feedback:
The response starts off positively by acknowledging the prospect's concern about the company's stability, which demonstrates active listening. However, it could benefit from providing some concrete information or examples regarding the company's history and stability, rather than just asking a follow-up question. Offering specific metrics, such as growth rates, client retention rates, or notable partnerships, would enhance credibility and assure the prospect of the company's reliability. Additionally, while the inquiry into what aspects are most important to the prospect is good for discovery, it should be more balanced with a proactive presentation of the company's strengths. Overall, the foundation is there, but the response lacks depth in showcasing the value and stability of the company effectively.
5.
7
/ 10Question:
"We have some other projects in the pipeline; how urgent is it for us to make a decision on this?"
Answer:
I understand that having projects in the pipeline can impact your decision on moving forward with us. It might be helpful if we have a discussion about some of the projects you have going on, to see if our service might be a great fit to start on immediately, or if it makes sense to delay onboarding. We want to be as helpful and creative as possible in terms of onboarding, so that we can start as quickly as possible and in a way that makes sense for your organization. I'm confident we can find an onboarding path that makes sense and addresses your needs.
Feedback:
The response appropriately acknowledges the prospect's concern regarding other projects in the pipeline, demonstrating active listening. By suggesting a discussion about their ongoing projects, you open the door for collaboration and understanding, which is a positive approach. However, the response could be enhanced by addressing the urgency of the decision more directly. You might consider providing insights into the benefits of acting sooner rather than later, or how your solution can complement their current projects. Also, including a question that encourages them to share more about their timelines or project priorities would foster deeper engagement. Overall, while the response is on the right track, it could benefit from a clearer emphasis on urgency and value demonstration.
6.
6
/ 10Question:
"I’ve had a bad experience with similar products before. What makes your solution different?"
Answer:
I understand that having a bad experience with similar products can make it harder to make a decision now. Our goal is to deeply understand the situation you are in, so that we know that our service is the right fit for you and can deliver tremendous value. Our goal is to make it that the question you have isn't whether our service will leave you with a bad experience, rather it's how much better your life will be at the end of this journey. It would be most helpful if you can share some of your bad experiences with me so that I can explain exactly how our service might be the right fit.
Feedback:
This response begins positively by acknowledging the prospect's previous negative experience, which demonstrates good active listening. The emphasis on understanding the prospect's situation indicates a consultative approach. However, the response could be more effective by including specific differentiators or features of your solution that address past issues the prospect faced. Providing examples or testimonials from satisfied customers who had similar concerns could offer reassurance and build trust. Additionally, while asking the prospect to share their bad experiences is a valuable step for discovery, it would be beneficial to follow up with how your solution directly addresses those issues. Overall, the response has a solid foundation but lacks specific value exploration that could help alleviate the prospect's concerns.
7.
7
/ 10Question:
"I'm not sure about the training required for this. How complicated will the onboarding process be?"
Answer:
I know that training is a very important issue for all of our clients. Have you had any experience with training on similar products in the past, and what worked for you and what didn't? I would love to show you exactly what our process looks like, and help alleviate any concerns you might have about both how complicated it is and what the process itself looks like. We've had many clients use our training process effectively, and I'd be happy to provide you with resources and testimonials from clients that were concerned about the exact same thing.
Feedback:
The response begins well by acknowledging the importance of training, which demonstrates active listening. Asking about the prospect's previous experiences with training on similar products is a strong approach for discovery, as it invites the prospect to share their concerns and expectations. However, the answer could be improved by providing a clearer overview of your specific training and onboarding process upfront, outlining steps and timelines to give the prospect a sense of what to expect. Additionally, while offering resources and testimonials is a good strategy, mentioning a few success stories or specific outcomes from past clients right away could enhance credibility and reassure the prospect. Overall, this response effectively opens a dialogue but would benefit from more proactive information sharing and specific value demonstration.
8.
7
/ 10Question:
"I appreciate the offer, but I’m currently in a contract with another vendor. What should I do?"
Answer:
I appreciate you letting me know that you are currently in contact with another vendor. I know that vendor and know exactly how they do a good job, and where they fall short. I would like to take this last opportunity to show you how our service might be the better choice. Would you be open to sharing with me what it is about this specific vendor that you feel offers the better solution for you? I want to make sure you have all the information you need to make the best decision. If their product seems like the better fit at the end of our conversation, I'd encourage you to stick with them.
Feedback:
This response demonstrates a good balance of acknowledgment and curiosity regarding the prospect's current situation. By recognizing the existing contract with another vendor and expressing knowledge about their strengths and weaknesses, you establish credibility and rapport. However, the approach could be enhanced by providing specific examples of how your solution addresses common shortcomings of competitors. Additionally, it would be beneficial to emphasize the unique value proposition of your service early in the conversation to pique the prospect's interest. Overall, the tone is collaborative, and the invitation to share insights about the current vendor fosters an open dialogue, which is commendable.
9.
7
/ 10Question:
"I'm worried that my team might struggle to adopt this new solution. How do you handle employee resistance?"
Answer:
Employee resistance is something that all of our clients have had concerns about before hiring us. We've developed a robust system to help employees not just adopt our system, but love using it. What kind of services have you used in the past that you've had trouble with adoption and employee resistance? I'd love to know exactly what roadblocks you've run into, so I can highlight and address the concerns you might have, and help you make a decision on whether our service is the right fit for you. I'd also love for you to reach our to our implementation team, so you can have all of your detailed questions answered if that would be helpful.
Feedback:
The response effectively acknowledges the prospect's concern about employee resistance, which shows good active listening. By stating that other clients have had similar concerns, you create a sense of relatability. However, while you mention a robust system for adoption, you could enhance the response by providing specific examples or success stories that demonstrate how other clients successfully navigated similar challenges. Asking about their past experiences with adoption is a great discovery technique, but consider also outlining your support process or training strategies upfront to reassure them about the transition. The mention of the implementation team is beneficial, but you could strengthen the offer by inviting them to a direct conversation or providing contact details for immediate support. Overall, this response establishes a collaborative tone, but it could benefit from more proactive information sharing and concrete examples of success.
10.
7
/ 10Question:
"With the current economic climate, I'm hesitant to invest in something optional right now. Can you ease my concerns?"
Answer:
I understand that the current economic climate is a concern, I've heard that across industry. The best way I can help is to understand your concerns in better detail. I'd love to hear specifically what it is that is a dealbreaker for you, or what might lead to feel like you made the wrong decision in investing in our service. Additionally, I'd love to know what would make you feel like it was 100% the right decision to invest in our service. We don't want anyone to hire us that we can't deliver exceptional ROI and value to, so the more detail you can give me about what your needs and expectations are, the better I can show and highlight examples on how our product might be the right fit. I can then also get you in contact with current and previous clients for testimonials, or members of our team that might be able to answer very specific questions about our service that would help you make a decision.
Feedback:
The response effectively acknowledges the prospect's concerns about the current economic climate, demonstrating active listening and empathy. By expressing a desire to understand the specific dealbreakers and expectations of the prospect, you open the door for meaningful dialogue and show a consultative approach. This is a positive move toward building rapport.
However, while you ask for more details, it could be improved by offering some initial insights or reassurances about how your service can provide value, even in uncertain times. For instance, you could mention how other clients have benefited during challenging economic conditions or provide examples of cost savings and efficiency gains that demonstrate your service's ROI. Additionally, more explicitly addressing the optional nature of the investment and providing a rationale for why it could be essential despite economic uncertainties would strengthen the response. Overall, the response fosters a collaborative tone but could benefit from a more solution-focused emphasis and value demonstration.