Done For You Marketing
Sales Assessment Results by Cory Shanes
18
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance on this test is alarmingly low, and it's clear there are some critical gaps in your sales communication skills. You consistently missed the mark in acknowledging and addressing the prospect's specific concerns, which is fundamental in any sales interaction. Responses came across as dismissive, overly simplistic, and at times, unprofessional. You need to focus on building rapport and trust by engaging deeply with your prospects' needs and providing tailored solutions. It's time to step up your game. I recommend honing your skills in Solution Selling and Consultative Selling. These techniques will help you learn to identify pain points and collaborate effectively with prospects. Remember, sales isn't just about pushing a product; it's about understanding and solving problems. So, here's your coaching moment: the next time you respond to a prospect, think of it as a conversation rather than a transaction. Ask questions, listen actively, and provide thoughtful, detailed responses that address their unique situations. You've got a long way to go, but with the right mindset and focus, you can turn this around.
Question Breakdown
1.
2
/ 10Question:
"How will this solution integrate with our existing systems given our tight compliance requirements?"
Answer:
We intergrated into your current systems to add Ai into the steps to remove friction with the customer.
Feedback:
The response lacks clarity and does not address the specific concern regarding compliance requirements. It fails to explain how the integration process will work while ensuring compliance, which is critical in this industry. Additionally, the mention of AI feels vague and does not directly connect to the buyer's needs. More detail on the integration process and how it aligns with compliance measures would strengthen the response significantly. Consider asking follow-up questions to better understand the prospect's specific compliance needs.
2.
0
/ 10Question:
"I need to ensure that this purchase aligns with our current budget cycle; can you provide any flexibility in payment terms?"
Answer:
no
Feedback:
The response is overly simplistic and dismissive, failing to engage with the prospect's concern regarding budget alignment. It does not explore any options for flexibility or alternative solutions, which is critical in a sales conversation. A more effective approach would involve acknowledging the importance of the budget cycle, offering potential payment options, and inviting further discussion to understand the prospect's constraints. This response does not demonstrate a solution-focused or collaborative approach, which is essential in building rapport and trust in sales.
3.
0
/ 10Question:
"Our stakeholders are currently focused on other priorities; how can you guarantee buy-in for this initiative?"
Answer:
Dam that sounds complicated i'm just looking to work with some small businesses yo.
Feedback:
The response is dismissive and unprofessional, showing a lack of understanding of the prospect's concerns about stakeholder priorities. Instead of addressing how to ensure buy-in, the salesperson simplifies the situation without offering any insights or solutions. Effective sales communication requires a focus on the prospect's needs and a willingness to engage in a meaningful conversation about overcoming objections. This response fails to demonstrate any curiosity or attempt to build rapport.
4.
3
/ 10Question:
"What evidence do you have of ROI for similar companies in our industry, especially under these seasonal market conditions?"
Answer:
we just worked with one company and doubled their roas.
Feedback:
The response is vague and lacks sufficient detail to effectively address the prospect's request for evidence of ROI. Simply stating that you "doubled their ROAS" does not provide a comprehensive picture or relevant context, such as the specific company involved, the strategies used, or how those results relate to the prospect's unique circumstances and seasonal market conditions. A more effective approach would include specific metrics, perhaps a case study, and an exploration of how those results could translate to the prospect's situation. Additionally, inviting further questions or discussion could create a more collaborative atmosphere.
5.
5
/ 10Question:
"The team is already stretched thin; how will you support us during implementation without disrupting current projects?"
Answer:
we're adding in more marketing to your company to help take the stress off of your team and to prevent you from being stretched thin.
Feedback:
The response attempts to address the concern by mentioning that additional marketing support will alleviate stress on the team, which is a positive approach. However, it lacks specificity regarding how this support will be implemented without disrupting existing projects. Providing concrete steps or examples of how your service will integrate seamlessly with current operations would strengthen the response. Additionally, acknowledging the prospect's situation and asking follow-up questions to explore their needs further could enhance the collaborative nature of the conversation.
6.
0
/ 10Question:
"With our existing vendor relationship, how can you demonstrate that your service will provide greater long-term value?"
Answer:
oh they're a cheap knock off of us... they suck we fired their owner like 9 months ago for not delivering. fuck them.
Feedback:
The response is unprofessional and dismissive, failing to address the prospect's valid concern about the existing vendor relationship. Instead of providing a compelling case for your service's long-term value, the focus is on disparaging the competitor, which does not build trust or credibility. Effective sales communication should emphasize your unique value proposition and how it aligns with the prospect's needs, rather than resorting to negative comments. This approach lacks respect for the prospect's perspective and does not foster a collaborative discussion.
7.
5
/ 10Question:
"Can you clarify your service level agreements—what type of support can we expect if we encounter issues?"
Answer:
we have 24/7 365 customer support reps working for us. they're the best we win awards for how good they are.
Feedback:
The response provides a positive assertion about the availability of 24/7 customer support, which is a good starting point. However, it lacks specific details about the service level agreements (SLAs) that would clarify what the prospect can expect in terms of response times, issue resolution procedures, and escalation processes. To strengthen the response, it would be beneficial to elaborate on how the support operates, including examples of how issues are handled and potentially invite further questions to ensure the prospect feels heard and understood. Additionally, a more professional tone would enhance credibility.
8.
2
/ 10Question:
"Given the emergency nature of this purchase, how quickly can we expect onboarding without compromising quality?"
Answer:
tomorrow for 2 hours.
Feedback:
The response is overly simplistic and lacks the necessary detail to effectively address the prospect's concern about the urgency of onboarding. Simply stating 'tomorrow for 2 hours' does not clarify what the onboarding process entails, how it will be executed without compromising quality, or how it aligns with the prospect's needs. An effective response should provide a more comprehensive timeline, assurance of quality, and potential follow-up steps. Additionally, demonstrating an understanding of the urgency and asking questions to ensure all concerns are addressed would improve engagement and build trust.
9.
1
/ 10Question:
"What are the long-term implications for team morale if we switch to your service, especially considering potential workflow disruptions?"
Answer:
people love us.
Feedback:
The response is vague and does not directly address the prospect's concern about team morale and potential workflow disruptions. Simply stating 'people love us' lacks evidence or context to support the claim and does not provide any insight into how the transition will be managed to maintain or improve morale. A more effective response would include specific examples or testimonials from other clients that highlight positive outcomes related to team morale during similar transitions. Additionally, offering to discuss strategies for minimizing workflow disruptions would show a more solution-oriented approach and foster a collaborative dialogue.
10.
0
/ 10Question:
"Could you elaborate on how your solution aligns with our company vision and growth strategy amid changing market trends?"
Answer:
yes. it does.
Feedback:
The response is overly simplistic and does not provide any substantive information about how the solution aligns with the prospect's company vision and growth strategy. Simply stating 'yes. it does.' fails to engage with the prospect's concerns or demonstrate an understanding of their needs. A more effective approach would involve providing specific details about the alignment, exploring how your solution can help them navigate changing market trends, and asking questions to further understand their vision. This response lacks depth and does not foster a meaningful dialogue, which is crucial in building rapport and trust.