Telecommunications
Sales Assessment Results by Gary Washington
44
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get straight to the point: your performance is lacking, and if you're serious about sales, it's time to step up your game. You’ve demonstrated some awareness of customer concerns and a willingness to engage, but your responses often skim the surface without diving deep into what really matters to your prospects. While you show respect for their time and needs, you frequently miss opportunities to ask probing questions that could uncover vital insights. Instead of merely acknowledging objections, you should be turning those moments into rich dialogues that reveal true customer pain points.
One consistent pattern in your responses is the tendency to hold back on details. When prospects ask for guarantees or express concerns about pricing, you need to bring your A-game. You should be providing clear, specific solutions and the unique value your offering brings to the table. People want to feel understood and supported, and that requires more than just surface-level engagement. If you can’t clearly articulate how your service stands out or how you’ll support them through transitions, you risk losing their trust.
I suggest you focus on honing your skills in consultative selling and objection handling techniques. These will help you engage more deeply with prospects and address their concerns head-on, rather than deflecting or glossing over them.
Remember, every interaction is an opportunity to build a relationship and demonstrate value. Don’t just go through the motions; make every conversation count. Your coaching moment? Think of your prospects not just as leads, but as partners. Show them you’re invested in solving their problems, not just making a sale. Start treating each conversation like a chance to collaborate, and you’ll see a shift in how they respond.
Question Breakdown
1.
2
/ 10Question:
"The monthly payment seems a bit high for my budget right now, is there any room for negotiation?"
Answer:
I see you have an issue with pricing but our pricing is attached to the value and dependability we offer
Feedback:
The response acknowledges the prospect's concern about pricing but lacks depth and engagement. It doesn't explore the prospect's specific budget constraints or the reasons behind their perception of high costs. Additionally, it misses an opportunity to ask questions that could uncover more about their needs or to offer potential solutions, such as alternative plans or discounts. Building rapport and demonstrating empathy towards their financial situation would enhance the effectiveness of the response.
2.
4
/ 10Question:
"I'm worried about whether this service will actually work as well as you say; how can you guarantee that?"
Answer:
We have built a strong credibility with our current customers. Allow me to show you some reviews from current customers
Feedback:
The response attempts to address the prospect's concern about service reliability by referencing customer credibility and offering reviews. However, it lacks a direct answer to the prospect's request for a guarantee, which should be a priority. Additionally, it misses an opportunity to ask deeper questions about the specific concerns the prospect has regarding the service's performance. Building a narrative around customer experiences and quantifiable success metrics would enhance the assurance provided. Further engaging the prospect by discussing their specific needs or expectations could foster a more collaborative atmosphere.
3.
5
/ 10Question:
"I need to check with my partner first; they're really concerned about the total cost and our current plan."
Answer:
I completely respect you would like to involve your partner. Would your partner currently be available so we can go over these details together
Feedback:
The response shows respect for the prospect's need to involve their partner, which is a good start. However, it lacks depth in addressing the underlying concerns about total cost and the current plan. Instead of merely asking about the partner's availability, the salesperson should explore the specific worries the partner has. Engaging in a discussion about what aspects of cost are concerning or what features of the current plan are under scrutiny would show active listening and a deeper understanding of the situation. Overall, while the intention to collaborate is there, the response could be more solution-focused and proactive in addressing the prospect's concerns.
4.
4
/ 10Question:
"I just saw a competitor offering a similar service at a lower price; how do you justify the difference?"
Answer:
Although it may seem like the services are similar. Allow me to show you the difference we offer
Feedback:
The response acknowledges the competitor's pricing but lacks a strong justification for the price difference. It doesn't delve into the specifics of what differentiates your service from the competitor's, such as unique features, reliability, or customer support that could provide added value. Engaging the prospect by asking questions about their specific needs or concerns regarding the competitor's offer could help tailor your response and demonstrate a deeper understanding. Additionally, providing evidence or examples of how your service delivers value could strengthen your position.
5.
5
/ 10Question:
"It's a big change for my family; what support do you provide during the transition?"
Answer:
I will be your point of contact throughout the process and afterwards. I believe in having healthy relationships with customers. Dependability is number one to me
Feedback:
The response attempts to address the prospect's concern by positioning yourself as a dedicated point of contact, which is a good start. However, it lacks specificity regarding the actual support that will be provided during the transition. Instead of just emphasizing dependability, it would be more effective to outline concrete steps you will take, such as training sessions, resources available, and ongoing assistance. Additionally, asking the prospect about their specific concerns during the transition could foster a more engaging dialogue and demonstrate active listening. Overall, while the intention of support is there, the response could be more detailed and solution-focused.
6.
6
/ 10Question:
"I love the features you're describing, but I don't know if they fit with how we currently use our devices."
Answer:
Would you mind explaining how your devices are used. Lets break down together how they fit with your current setup
Feedback:
The response demonstrates a good approach by asking the prospect to explain their device usage, which shows curiosity and a willingness to understand their current setup. This is an effective way to engage the prospect and opens the door for a collaborative discussion. However, the phrasing can be improved for clarity and professionalism; consider rephrasing to something like, "Could you share more about how you currently use your devices? I’d love to help identify how our features can enhance your experience." This way, it maintains a positive tone while being more specific in inviting dialogue. Overall, the intent to collaborate is strong, but the execution can be refined.
7.
5
/ 10Question:
"With my busy schedule, I’m not sure I have the time to set everything up; how easy is the onboarding process?"
Answer:
Your time is very valuable to me. I will be with you every step of the way answering any questions you have. If I am not able to answer your questions I will find someone that can
Feedback:
The response acknowledges the prospect's busy schedule and values their time, which is a positive approach. However, it lacks detail about the actual onboarding process, such as the steps involved, the estimated time commitment, and the resources available to assist them. It would be more effective to provide specific information to alleviate their concerns about time and effort. Additionally, asking the prospect if they have specific worries about the setup process could further demonstrate curiosity and active listening, enhancing the collaborative aspect of the conversation.
8.
4
/ 10Question:
"What if we decide not to go with your service after a month? Are there any hidden cancellation costs?"
Answer:
So we can eliminate any reservations together now and down the road . What are some reason you would look to cancel service?
Feedback:
The response attempts to engage the prospect by asking about potential reasons for cancellation, which indicates curiosity and a willingness to understand their concerns. However, it fails to directly address the question about hidden cancellation costs, which is crucial information for the prospect. Instead of sidestepping the concern, the salesperson should clearly explain the terms regarding cancellation, including any costs and conditions. This would build trust and transparency. Additionally, a more proactive approach could involve reassuring the prospect about the value they would receive, potentially reducing their need to consider cancellation in the first place.
9.
4
/ 10Question:
"I’m considering my options, but I’d like to know how quickly I could see improvements in my service after switching."
Answer:
I believe in full transparency. We stand behind our service and how we can assist you and your company. We will also be with you if support is ever needed .
Feedback:
The response attempts to convey transparency and support, which is positive; however, it fails to directly answer the prospect's question about the timeline for seeing improvements after switching. Providing specific examples of expected improvements, timelines based on customer experiences, or metrics that quantify service enhancements would demonstrate a clear understanding of the prospect's needs. Additionally, engaging the prospect with a question about their current frustrations or issues with their service could help tailor your response further and build a more collaborative relationship. Overall, while the intention of support is evident, the lack of direct information regarding service improvements limits the effectiveness of the response.
10.
5
/ 10Question:
"Can you explain how this plan keeps up with the latest technology trends? I'm worried about making a long-term commitment."
Answer:
With being number one in the market we stay up to date with technology trends. We also send out newsletters and updates to your email so you are up to date with changes and improvements as well
Feedback:
The response makes an attempt to address the prospect's concern about keeping up with technology trends by highlighting the company's market position and communication efforts. However, it lacks specific details on how the plan incorporates the latest technology or how upgrades are managed. Providing examples of recent technological advancements, explaining the process for updating services, or discussing partnerships with technology providers would strengthen this response. Additionally, engaging the prospect by asking about their specific concerns regarding long-term commitments could foster a more collaborative dialogue. Overall, this answer could be improved by being more solution-focused and providing deeper insights into the technological aspect of the plan.