Snack food
Sales Assessment Results by Sarah Butcher
37
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s get real here: your performance on the test was lackluster, landing you an average score of 3.7. You’ve got potential, but it’s buried under a heap of missed opportunities to engage with prospects meaningfully. Your strongest technique seems to be touching on relevant points, like cost savings and healthy ingredients, but you’re not backing them up with the depth and detail needed to truly resonate with your audience. You need to step up your game and focus on building a narrative that connects your product's value to the specific needs of your prospects.
A consistent pattern I noticed is a tendency to simplify responses without diving into the specifics that matter to your prospects. You’re glossing over critical details that could make or break a deal. Instead of just stating facts, try to paint a picture that demonstrates how your product solves their problems.
You should really dive into SPIN Selling and Solution Selling. These techniques will help you ask the right questions to uncover real pain points and articulate the value your product brings to the table. Mastering these will elevate your sales conversations from surface-level to meaningful.
Here's your coaching moment: remember that every prospect is looking for solutions that cater to their unique challenges. Instead of just talking at them about your product, engage them in a dialogue. Ask questions that lead them to reveal their needs, and then tailor your responses to address those directly. Collaboration starts with curiosity, so make that your mantra moving forward. Get out there and turn those missed opportunities into connections!
Question Breakdown
1.
0
/ 10Question:
"Our current vendor has provided us with competitive pricing for bulk orders; how can you justify your higher costs?"
Answer:
I provide food that is the highest quality and made locally. How can you afford to spend money on junk that will make you sick?
Feedback:
The response is confrontational and lacks professionalism, which can alienate the prospect. Instead of addressing the higher costs constructively, it attacks the current vendor and focuses on the quality without providing a clear comparison of value. A more effective approach would have involved acknowledging the prospect's concern, explaining the value proposition of your product relative to price, and possibly asking questions to uncover the specific needs or pain points the prospect has regarding their current vendor. This would demonstrate active listening and a solution-focused mindset.
Additionally, the response does not include any specific closing techniques or further engagement strategies to keep the conversation productive.
2.
3
/ 10Question:
"Given the limited options in the snack food market right now, what guarantees can you offer regarding quality and compliance standards?"
Answer:
I have my food manufactured in a safety tested plant so there’s no risk of contamination from outside sources like if I made it at home
Feedback:
The response mentions a safety-tested manufacturing process, which is a positive aspect, but it lacks direct engagement with the prospect's concern about guarantees regarding quality and compliance standards. It would have been more effective to acknowledge the limited options in the market, explain specific quality guarantees or certifications your product holds, and how these standards align with industry compliance. Additionally, incorporating a question to explore the prospect's specific needs or concerns would demonstrate active listening and foster a more collaborative dialogue.
3.
3
/ 10Question:
"We have tight timelines for implementation; how quickly can you integrate your solution into our existing supply chain?"
Answer:
1 month
Feedback:
The response is overly simplistic and lacks detail. While providing a timeline of '1 month' is a start, it does not address the prospect's concern about the integration process itself. It would be more effective to explain the steps involved in the integration, any support provided, and how you ensure a smooth transition that minimizes disruption. Additionally, asking questions to understand their specific requirements or timelines better would demonstrate active listening and a commitment to meeting their needs.
4.
4
/ 10Question:
"With budget allocations tightening this fiscal year, how can you assure ROI on your products compared to industry alternatives?"
Answer:
By keeping our manufacturing at a co packer we can have lower costs that buying everything retail
Feedback:
The response touches on cost savings by using a co-packer, which is a relevant point. However, it lacks detail and does not directly address the prospect's specific concern about ROI. A more effective answer would include a concrete explanation of how these lower costs translate into a clear return on investment, potentially by providing examples or metrics. Additionally, exploring the value added by your product over industry alternatives could strengthen your case. Engaging the prospect with follow-up questions about their ROI expectations would also show active listening and a collaborative approach to understanding their needs better.
5.
5
/ 10Question:
"We've had a negative experience with a previous snack supplier; how are you different in terms of customer support and reliability?"
Answer:
Please tell me about any concerns and I will fix it real time. Customer satisfaction is my priority
Feedback:
The response acknowledges the prospect's negative experience and expresses a willingness to address concerns, which is a positive start. However, it lacks specificity and does not provide concrete examples of how your customer support and reliability are different from the previous supplier. It would be more effective to outline specific support mechanisms or strategies you have in place, such as responsive communication, dedicated account management, or customer feedback systems. Additionally, incorporating a question to qualify the prospect's past experiences would help demonstrate curiosity and active listening, fostering a more collaborative dialogue.
6.
5
/ 10Question:
"How can you ensure that your products will maintain profitability and market share in a rapidly evolving snack food market?"
Answer:
By having healthy whole food ingredients we are at the forefront of where the snack industry is heading
Feedback:
The response mentions healthy whole food ingredients and positions the company as being at the forefront of industry trends, which is a positive aspect. However, it lacks depth in addressing how these ingredients specifically contribute to profitability and market share. The salesperson could have elaborated on market research, consumer preferences, or competitive analysis that supports their claim. Additionally, asking a follow-up question about the prospect's own strategies or concerns in the evolving market would demonstrate curiosity and a desire to collaborate. Overall, while the response hints at a relevant point, it could benefit from more concrete details and engagement.
7.
4
/ 10Question:
"I'm concerned about the onboarding process—how intensive is it, and how will it impact my team's daily operations?"
Answer:
We work around what you and your business require to keep disruption minimal
Feedback:
The response does emphasize a commitment to minimizing disruption, which is a positive aspect. However, it lacks specific details about the onboarding process itself—such as the steps involved, timelines, and types of support offered. A more effective answer would have included how you plan to manage the integration with their operations and any communication strategies to keep the team informed and engaged. Additionally, asking a follow-up question to further understand the prospect's specific concerns or operational needs would demonstrate curiosity and a more collaborative approach. Overall, the response could be improved by providing concrete information and engaging the prospect more thoroughly.
8.
5
/ 10Question:
"Given the current economic climate, how can you provide a sustainable long-term value proposition that aligns with our company vision?"
Answer:
Keeping your employees healthy will help them have better moods and spend less time out sick. One way is by offering healthy snacks
Feedback:
The response connects employee health to productivity, which is a relevant point in the context of a sustainable long-term value proposition. However, it lacks a deeper exploration of how offering healthy snacks specifically contributes to the prospect's company vision and aligns with their goals in the current economic climate. To improve, the salesperson could articulate specific benefits or metrics that demonstrate the long-term value of their snacks, such as reduced healthcare costs or improved employee performance. Additionally, asking a question to uncover the prospect's specific vision or challenges would demonstrate curiosity and foster a more collaborative discussion.
9.
4
/ 10Question:
"Can you outline any hidden costs associated with your snacks that we might not have considered yet?"
Answer:
Some need to be kept refrigerated or frozen
Feedback:
The response identifies a potential hidden cost related to refrigeration or freezing, which is a relevant point. However, it lacks depth and does not fully address the prospect's concern about hidden costs. A more effective answer would have included a comprehensive overview of all possible hidden costs, such as shipping fees, storage requirements, or preparation costs, and how these could impact the overall budget. Additionally, engaging the prospect by asking if they have specific concerns about costs could demonstrate curiosity and encourage a more collaborative discussion.
10.
4
/ 10Question:
"How do you plan to support our growth needs as we scale, especially in a market with so much competition?"
Answer:
I keep my suppliers in the loop on inventory so I can keep up with demands
Feedback:
The response indicates a proactive approach to managing inventory, which is a good start. However, it lacks specificity regarding how this strategy supports the prospect's growth needs in a competitive market. It would be more effective to elaborate on how maintaining communication with suppliers translates to reliable supply, prompt fulfillment of orders, or flexibility to adapt to changing demands. Additionally, addressing how you can help the prospect scale their operations or improve their competitive edge would provide more value. Asking questions to better understand their specific growth strategies or challenges would also demonstrate active listening and collaboration.
Overall, the answer could have been more comprehensive and engaging.