Shoes
Sales Assessment Results by Desmond osarumwense
35
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase—you've got some serious work to do. An average score of 3.5 isn’t just a wake-up call; it’s a full-on alarm. You’ve shown a decent awareness of customer concerns, but your responses are lacking the depth and engagement that would make you a real contender. Your strongest technique seems to be a basic acknowledgment of objections, but that’s not enough to win the game. You need to dig deeper and really explore the pain points of your prospects. Right now, you’re skimming the surface instead of diving into the depths of their needs and emotions.
The patterns are clear. You consistently fall short in objection handling and fail to build a collaborative dialogue. This isn’t just about defending your price or product; it’s about understanding your prospect’s world and tailoring your approach. You must ask better questions and provide concrete examples that resonate with their specific concerns.
I suggest you focus on honing your skills in Consultative Selling and Objection Handling Techniques. These will help you engage prospects more effectively and transform your understanding of their needs into actionable solutions.
Remember, sales isn’t just about making a pitch; it’s about creating relationships and trust. Embrace the mindset that every objection is an opportunity to learn and connect. Take this as your coaching moment: "Your prospects want to feel heard and understood; give them that, and they’ll be more likely to listen to your solutions." Now get to work.
Question Breakdown
1.
2
/ 10Question:
"I'm currently satisfied with our existing shoe supplier; why should I consider switching?"
Answer:
A higher quality with a more affordable price and great durability.
Feedback:
The response fails to adequately address the customer's concern about satisfaction with their current supplier. Simply stating "higher quality, more affordable price, and great durability" lacks depth and does not engage with the prospect's perspective. You should have explored their current satisfaction further and asked questions to uncover any potential pain points or gaps in their current supplier’s offerings. Additionally, providing specific examples or value propositions related to the unique benefits of your shoes would strengthen your case. Overall, the response is too brief and does not demonstrate effective objection handling or value exploration.
2.
4
/ 10Question:
"The price on these shoes seems higher than what we typically pay; can you justify that cost?"
Answer:
I understand your views but our price is based on the quality of our products and the luxury it represents for our clients, we don't want you wearing shoes of low standards.
Feedback:
Your response acknowledges the customer's concern about price, which is a positive start. However, it lacks a deeper exploration of the prospect's specific needs and budget constraints. Instead of merely defending your pricing based on quality and luxury, it would be more effective to ask questions that uncover their perception of value or their experiences with their current suppliers. Additionally, providing tangible benefits or metrics that justify the higher cost—such as durability, reduced maintenance costs, or enhanced employee satisfaction—would strengthen your argument. Overall, aim for a more collaborative dialogue that invites the prospect to share their thoughts and concerns further.
3.
3
/ 10Question:
"Our budget for this fiscal year is tight, and I'm not sure we can allocate funds for new inventory right now."
Answer:
I understand you but I believe you can plan your finances and readjust your budget a little to suit the new inventory.
Feedback:
While you acknowledged the customer's concern about their tight budget, your response lacks empathy and fails to provide a collaborative solution. Simply suggesting they "readjust their budget" does not demonstrate an understanding of their financial constraints. Instead, you should have asked questions to explore their current budget situation further and identify areas where your product could potentially bring value or cost savings. Consider emphasizing the long-term benefits or ROI of investing in new inventory. Engaging in a dialogue about their priorities would help build rapport and trust.
4.
5
/ 10Question:
"We're concerned about the durability of these shoes; how can you assure us they will last?"
Answer:
Our shoes represent our brand, we will never sell anything of low quality, I give you my word as a guarantee that the shoes are durable and strong, we have had many great reviews from our previous clients.
Feedback:
Your response emphasizes the brand's commitment to quality and provides a personal guarantee, which is a good start. However, it lacks concrete evidence and examples that could further reassure the prospect about durability. Instead of relying solely on your word and customer reviews, consider providing specific data or metrics related to the shoes' lifespan, such as tests or warranties, that demonstrate their durability. Additionally, it would be beneficial to ask the prospect questions about their specific durability concerns or experiences with their current footwear to tailor your response more effectively. Overall, while you addressed the objection, the answer could be enhanced with more detailed supporting information and engagement with the customer's specific concerns.
5.
3
/ 10Question:
"Training the team to adapt to a new shoe line sounds time-consuming; how do you support this process?"
Answer:
First by reducing the number of people on the team, education is quicker in smaller units and implementing practical training programs for the team.
Feedback:
Your response addresses the concern about training by suggesting a reduction in team size for quicker education, which may not resonate positively with the prospect. This approach could raise more concerns about staffing and morale rather than alleviating the objection. Instead, you should focus on how you can support the training process without reducing team size, such as offering comprehensive training resources, ongoing support, or tailored programs that fit into their existing schedules. Engaging the prospect by asking about their current training processes and how you can assist would create a more collaborative dialogue. Overall, your answer lacks a supportive tone and fails to provide a solution-focused approach that builds confidence in your training process.
6.
2
/ 10Question:
"With market uncertainties looming, is now really the right time to invest in new footwear?"
Answer:
Yes it is definitely the right time.
Feedback:
Your response is overly simplistic and does not effectively address the prospect's legitimate concern about market uncertainties. Simply stating that it is the "definitely the right time" fails to engage with the prospect's reasoning or explore their specific fears and hesitations. A more effective approach would involve asking questions to understand their perspective on market uncertainties and then providing insights or data that illustrate why investing now could be beneficial, such as potential cost savings, competitive advantages, or the long-term value of high-quality footwear. Additionally, you could incorporate a sense of urgency or present a compelling reason why acting now is advantageous despite the uncertainties, thus creating a more collaborative and solution-focused discussion.
7.
3
/ 10Question:
"What if these shoes don't meet our specific quality standards? We can't afford to compromise on that."
Answer:
I know for a fact that these shoes will meet all your special quality standards.
Feedback:
Your response lacks detail and supporting evidence, which is crucial when addressing concerns about quality standards. Simply stating that you know for a fact that the shoes will meet their standards does not provide the prospect with the reassurance they need. You should have offered specific examples of quality assurance processes, such as testing, certifications, or warranties that your shoes go through to meet those standards. Additionally, asking the prospect about their specific quality criteria and past experiences could help build rapport and trust. Engaging in a dialogue about their concerns would demonstrate a more collaborative approach to addressing their objection.
8.
5
/ 10Question:
"I need to get buy-in from my team before making a decision; how do you recommend I present this to them?"
Answer:
Physical presentations are always best, you have to show them the beauty, Elegance and quality of our Products.
Feedback:
Your response suggests a physical presentation as a means to gain buy-in, which is a good starting point. However, it lacks depth and does not address how the prospect can effectively communicate the value of your shoes to their team. Consider discussing the key selling points that the prospect should emphasize during the presentation, such as cost savings, quality, or employee satisfaction. Additionally, it would be beneficial to ask questions about their team's specific concerns or criteria for approval, enabling you to tailor your suggestions accordingly. Overall, aim for a more collaborative approach that empowers the prospect to confidently present the information to their team.
9.
5
/ 10Question:
"We're facing heavy competition right now, and I'm worried about how new shoes will impact our bottom line."
Answer:
There will always be competition that is why we have to run a market research and survey to know the needs and demands of our target audiences and move in the direction that satisfies their demands.
Feedback:
Your response acknowledges the presence of competition, which is a positive aspect. However, it lacks a direct engagement with the prospect's concern about how new shoes will specifically impact their bottom line. Instead of focusing primarily on market research and consumer needs, you should have explored how your shoes can help them stand out against competitors, perhaps by offering unique features, better quality, or cost savings. It would also be beneficial to ask follow-up questions to understand their specific fears regarding competition and profitability, helping to create a more collaborative and solution-oriented discussion. Overall, your response could be enhanced by addressing the immediate concern of the prospect more directly and providing a clearer value proposition.
10.
3
/ 10Question:
"I have concerns about the long-term maintenance costs associated with these shoes; what can you tell me about that?"
Answer:
Our footwear is easy and less costly to maintain.
Feedback:
Your response is very brief and lacks the depth necessary to effectively address the prospect's concerns about long-term maintenance costs. While stating that your footwear is 'easy and less costly to maintain' is a positive point, you should provide more specific details or examples that illustrate how your shoes can save on maintenance costs over time. Consider addressing factors such as durability, materials used, or any warranties that may reduce long-term expenses. Additionally, asking the prospect about their current maintenance challenges or experiences could help tailor your response and foster a collaborative dialogue. Overall, the answer needs more elaboration and engagement with the customer's concerns.