Construction
Sales Assessment Results
45
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance on this test has left a lot to be desired. Averaging a score of 4.5 means you're hovering in the realm of mediocrity, and that's not where champions reside. Your responses generally lack structure and a solution-focused mindset, which are critical in winning over prospects. You often acknowledge objections, but then what? You drift into vague reassurances instead of providing solid, actionable solutions. It's time to step up your game.
The strongest techniques you've demonstrated are empathy and acknowledgment of concerns, which is a decent starting point, but they must be backed up with concrete solutions. Unfortunately, this has been a consistent pattern of falling short on clarity, specificity, and confidence. You need to shift from merely identifying problems to actively exploring solutions and implications with your prospects.
To elevate your skills, focus on practicing the BANT framework to qualify leads more effectively and enhance your consultative selling techniques. These will help you dig deeper into the prospect's needs and address their concerns with more precision.
Here’s your coaching moment: remember, sales isn't just about talking; it's about listening and guiding. When you respond, think about how you can turn your acknowledgement of a concern into a collaborative discussion that showcases your expertise and understanding. Get curious about your prospects' challenges and provide them with tailored solutions that make you invaluable. You have the potential—now it's time to harness it.
Question Breakdown
1.
4
/ 10Question:
"I love what I'm seeing, but I'm worried about how this fits into my current monthly budget."
Answer:
I totally understand what you’re saying. And I’m can’t speak for you financially situation, what I can say is there you’re seeing something that you love and it makes sense to have it in your life I look at it as investing in yourself, and taking care of the family.
Feedback:
The response acknowledges the objection but lacks clarity and structure. It misses an effective solution-focused approach and does not address the budget concern directly. Instead of vague statements about investment, it could benefit from asking probing questions to explore the budget further, perhaps using a technique like BANT to qualify the lead based on budget. Additionally, the response could use a more confident and consultative tone, providing specific ways to accommodate the budget or suggesting financing options. Overall, it feels more like a vague reassurance than a solid response to an important concern.
2.
5
/ 10Question:
"I’m not sure if I can trust your company’s stability right now given the market conditions."
Answer:
I totally understand where you’re coming from the market is very unknown right now. But what I can tell you is your company has been around for five years and has a 5+ star rating with over 25 customer reviews my values for me and the company are to make give the best customer satisfaction experience possible in our industry.
Feedback:
The response begins with empathy, acknowledging the prospect's concerns about company stability in uncertain market conditions. However, it could improve in several areas. First, while mentioning the company's history and customer reviews is good for building credibility, it lacks specifics on how these factors relate to the current market challenges. There’s no exploration of the implications of market conditions on the prospect's business or how your company specifically addresses those challenges. Additionally, the response could benefit from a closing technique to guide the conversation toward next steps. While the tone is warm, it could be more confident and assertive in highlighting the company's strengths. Overall, the response is a decent start but needs more depth and a clearer focus on the prospect's needs and concerns.
3.
4
/ 10Question:
"We have so much going on with other projects; can we really afford to take this on right now?"
Answer:
Only you can speak to that. But it seems like this is something your family really needs to be done. it sounds like can you afford not to do this?
Feedback:
The response does acknowledge the prospect's concern about capacity, which is a good start. However, it could have been much more effective if it had employed a solution-focused approach by exploring the implications of delaying the project. Phrasing like 'it seems like this is something your family really needs' could come off as presumptive without further discovery questions. Instead, a more collaborative approach asking about their current projects and priorities would help build rapport and demonstrate active listening. Additionally, while the question posed at the end attempts to challenge their thinking, it lacks a clear connection to how your solution specifically addresses their needs amidst their busy schedule. Overall, the response feels somewhat dismissive and doesn't fully engage with the prospect's situation or explore the value of your offering in the context of their other projects.
4.
6
/ 10Question:
"The last time we upgraded, it didn’t go as smoothly as expected; how can I be sure this will be different?"
Answer:
With our company Point Zero Construction we’ve invested thousands of dollars in a program to help with communication and making sure our customers are receiving up-to-date information and status of the budget. The end of the day I don’t care about how much money we make I care about you being a satisfied customer
Feedback:
The response does a decent job of addressing the objection by emphasizing the investment made in communication and customer satisfaction. However, it lacks a structured approach to fully explore the prospect's concerns. It could benefit from asking follow-up questions to dig deeper into their past experiences and expectations, which would show active listening and curiosity. Additionally, using a closing technique to reinforce commitment to a smooth process could strengthen the response. Overall, while the intent is good, the execution could be more effective.
Score: 6
5.
4
/ 10Question:
"Can you guarantee that your solution will actually improve our current workflow?"
Answer:
I can give you a personal guarantee that we’re going to do everything possible to make sure your project is taken care of in a timely manner and within the budget that we set together.
Unfortunately nothing is 100% guaranteed in life
Feedback:
The response acknowledges the objection but falls short in effectively addressing the concern about improving workflow. Instead of providing a guarantee or evidence of how the solution will enhance productivity, the salesperson focuses on timeliness and budget, which may not directly alleviate the prospect's concern. It lacks a solution-focused approach and does not explore the value of the proposed solution. Additionally, the tone could be more reassuring and confident rather than admitting uncertainty. To improve, consider providing specific examples or case studies demonstrating past successes in similar projects. Asking follow-up questions to understand their current workflow challenges could also enhance the engagement.
6.
5
/ 10Question:
"I need to get approval from my team, but they’re already busy with other priorities."
Answer:
Yeah that makes sense to me. Is there somebody I can talk to to help you get this approved? I believe in our services and I know it should be a huge priority once the right people what’s going on?
Feedback:
The response acknowledges the prospect's concern about needing team approval, which is a good start. However, it lacks a solution-focused approach and doesn't explore the implications of their current priorities on the decision-making process. Asking for someone to talk to is a step in the right direction, but it would be more effective to ask deeper questions to understand their team's priorities and how your service can align with those. Additionally, the tone could be slightly more professional, considering the construction industry, which often values clear and concise communication. Overall, while there is some effectiveness in addressing the concern, the response could be more strategic and engaging.
To improve, consider asking questions like, "What are your team's main priorities right now?" or "How can we help make this a priority for your team?" This shows curiosity and active listening, and it could lead to a more collaborative conversation.
Score: 5
7.
6
/ 10Question:
"What if we start this upgrade and then find out it doesn’t meet our needs?"
Answer:
if it doesn’t meet your needs, then we can have a discussion to assess the situation and see what we can do to satisfy your needs and give you an awesome product
Feedback:
Your response acknowledges the prospect's concern, which is a good start, but it lacks specificity and confidence. Instead of just stating that you'll discuss the situation, provide a clear framework for how you would address potential mismatches in needs. For example, you could mention a process for gathering feedback during the upgrade or offer a trial period to ensure satisfaction. This would demonstrate a stronger commitment to their needs and build more trust. Additionally, strengthening the tone to be more assertive could help convey that you have the expertise to guide them through this process effectively. Overall, while you showed willingness to collaborate, more detail and confidence would enhance your response.
8.
4
/ 10Question:
"I’m concerned about how long the implementation will take; we can’t afford delays."
Answer:
Understand what you’re coming from delays can be a real pain in the ass for us as well. As we are going through the process, it looks like a delay will come up in the future. We can sit down and have a discussion about the current situation and how we can resolve it together quickly without falling behind.
Feedback:
The response acknowledges the concern about delays, which is a good start. However, it lacks clarity and a structured solution. The phrase "a delay will come up in the future" is vague and could increase the prospect's anxiety rather than alleviate it. Instead, it would be more effective to provide a clear plan or timeline to demonstrate how implementation can be managed efficiently. Additionally, using a more professional tone would be appropriate in the construction industry. Asking specific questions about the prospect's timeline and priorities could enhance curiosity and discovery, helping to build rapport and trust. Overall, the response is somewhat collaborative but needs a stronger focus on solutions and a more confident tone regarding timelines.
9.
4
/ 10Question:
"I like the idea, but I’m not convinced it’s the most cost-effective option out there."
Answer:
my question to you first is are you worried about the cost the quality or the timeframe you have to pick only two of the three. It’s impossible to have a cheap awesome quality and be done quickly.
Feedback:
The response starts with a question that attempts to uncover the prospect's priorities, which is a good approach for sparking discussion. However, it lacks clarity and may come off as confrontational rather than collaborative. The statement that they can only choose two out of three (cost, quality, timeframe) might sound dismissive, rather than addressing their concern about cost-effectiveness directly. A more effective response would involve acknowledging their concern about cost, providing examples of how your solution offers value compared to cheaper options, or suggesting a tailored solution that aligns with their needs. Overall, this response could benefit from a more solution-focused and empathetic tone.
10.
3
/ 10Question:
"I’m a bit hesitant because I’ve heard mixed reviews about your product from others in the industry."
Answer:
Yeah our competition doesn’t like what we do sometimes but they’re also not us. They have their own struggles and things that I could talk about them as well, but I rather let my customer reviews in any referrals that you would like. Speak for themselves not gossip from other companies that are my competition
Feedback:
The response comes off as defensive and dismissive, which might alienate the prospect rather than build trust. Instead of addressing the concern directly, it shifts focus to competitors, which can seem unprofessional. To improve, consider acknowledging the prospect's hesitation by validating their concerns, then provide specific examples or data that support the product's reliability and positive feedback from satisfied customers. A more solution-focused and curious approach would enhance rapport and trust, possibly incorporating a closing technique like asking if they'd like to see specific reviews or testimonials. Overall, the response lacks clarity and does not effectively engage with the prospect's concerns.