Furniture
Sales Assessment Results by Jon
36
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s get real. Your performance on this test was below average. An average score of 3.6 means there’s a lot of room for improvement. Your responses show an understanding of some fundamental sales concepts, but you often miss the mark when it comes to depth and structure. You're good at acknowledging concerns, but you need to dig deeper and offer solutions that truly resonate with the prospect’s needs. The consultative approach is where you can really shine, yet you seem to shy away from it, often opting for surface-level engagement instead.
One consistent pattern is your tendency to close prematurely without fully exploring the prospect's concerns. This might be making you seem pushy rather than helpful. You’re trying to be friendly, which is great, but don't let that come at the expense of providing the detailed, structured responses that instill confidence.
To elevate your game, I suggest you focus on practicing the Consultative Selling technique and the Value Proposition Selling approach. These will help you understand your prospects better and articulate the benefits of your offerings more effectively.
Remember, in sales, it’s not about pushing for the close but guiding the customer through their concerns and providing them with the clarity they need to make a decision. Think of it this way: every conversation is a chance to build a relationship. Your goal should be to create an experience that makes them feel valued, not just another sale.
Take this as your coaching moment: the best salespeople are not just sellers; they are problem solvers. Start seeing yourself as a consultant who is there to help the prospect, not just to close a deal. That mindset shift can make all the difference. Now, let's roll up those sleeves and get to work!
Question Breakdown
1.
3
/ 10Question:
"I'm concerned about how your furniture will fit into our existing office layout and if there's any disruption during setup."
Answer:
I understand your concern, our delivery team is very professional and we can come set up the furniture during lunch hours to avoid disruption. I know you really love this set up for the office, lets get it set up and if something comes up with the measurements we can get another set similar to this one that fits, fair enough?
Feedback:
Your response starts off well by acknowledging the concern, which is important for active listening. However, it lacks depth in addressing the specific issue of fitting the furniture into the existing layout. Instead of simply assuring them about the professionalism of the delivery team, you should also offer to conduct a layout assessment or provide design solutions to ensure the new furniture integrates seamlessly. Additionally, while the suggestion of setting up during lunch hours is a good idea for minimizing disruption, it should be framed as part of a broader solution that includes measuring and planning for fit. Overall, the tone is friendly but could benefit from more structured problem-solving to instill confidence in your solution.
Consider asking follow-up questions to better understand their layout concerns and offer specific examples of how you've helped other clients in similar situations.
2.
4
/ 10Question:
"Our budget for this fiscal year is tight; I'm not sure we can allocate funds for an upgrade right now."
Answer:
I understand, im sure you can put this money somewhere ti make your business money, we have several finance options that allow you to buy today with little to no money down with little to no interest
Feedback:
You acknowledged the budget concern, which is a good start, but your response lacks a clear structure and depth. It's important to empathize more with the prospect's financial situation and explore their specific budget constraints further. Instead of simply presenting financing options, consider asking questions to uncover their priorities and how the furniture upgrade could align with their long-term goals. Additionally, providing examples of ROI or cost savings from other clients who made similar upgrades could strengthen your case. The tone should be more polished and professional, correcting the typos and enhancing clarity. Overall, the response could benefit from a more consultative approach.
3.
4
/ 10Question:
"We have a committee that needs to approve any new purchases, and I'm uncertain how they'll react to this option."
Answer:
Im sure you know better than I do how they would respond to this purchase. You like the furniture, its a great look for the office, lets get on a call with them tomorrow morning . Does 9am or 9:30am work best for you?
Feedback:
Your response demonstrates some engagement by suggesting a follow-up call with the committee, which is proactive. However, it lacks a deeper exploration of the committee's potential concerns and reasons for hesitation. Instead of assuming the prospect knows how the committee will react, it would have been more effective to ask open-ended questions to understand their criteria for approval. Additionally, addressing the value of the furniture and how it aligns with the committee's goals could strengthen your proposal. The tone could also be more professional, ensuring clarity and confidence in your communication. Overall, aim for a more consultative approach to build rapport and trust with the prospect.
4.
5
/ 10Question:
"What guarantees can you provide regarding the durability and lifespan of your products?"
Answer:
Furniture is an investment in the look and vibe of the office, we stand behind our products, and can offer you a 3 year guarantee so if any rips , tares , or stains occur, we got you you covered. Would you like delivery on monday or tuesday?
Feedback:
Your response does outline a guarantee, which is a positive aspect as it offers reassurance to the prospect. However, it could benefit from a more comprehensive explanation of the durability and quality of your materials and craftsmanship beyond just the guarantee. Consider discussing the testing processes or standards your products meet to further instill confidence in their longevity. Additionally, the phrasing could be more polished and professional; correcting typos and enhancing clarity would improve the overall impression. The closing question about delivery is an excellent way to transition towards closing, but it should closely follow a more thorough value exploration regarding durability. Overall, aim to provide more detailed value and benefit information to enhance confidence in your offering.
5.
3
/ 10Question:
"With our current vendor relationship, I don’t know if I can push for a switch without solid justification."
Answer:
Bob, i understand but if your son had the opprtunity to go to a better school would you allow him to go to the university your brother is teaching at just because hes family? I want your business because i know i can serve you better. All i need is an opprtunity to show you, im not gonna let you down? Do you want delivery monday or tuesday?
Feedback:
Your response attempts to create a relatable analogy, which is a creative approach; however, it may come off as dismissive regarding the prospect's current vendor relationship. Instead of making comparisons, it's crucial to acknowledge the importance of their existing relationships and the challenges of switching vendors. You should focus on providing solid justification for your offering by highlighting specific benefits, such as cost savings, improved quality, or unique features that directly address their needs. Additionally, asking more open-ended questions to understand their current satisfaction and addressing any concerns about the transition would demonstrate a more consultative approach. The closing question about delivery feels premature given the lack of exploration around their hesitance to switch vendors. Overall, aim for a more empathetic and value-driven response.
6.
3
/ 10Question:
"Can you help me understand how the ROI from these new furnishings will compare to our current assets?"
Answer:
First impression is everything when meeting a client for the first time. When things look good they go good. When your clients feel good and comfortable sitting in our furniture your conversations will only get better, no client wants to sit on hard furniture. Do you want delivery monday or tuesday?
Feedback:
Your response misses the mark in addressing the prospect's request for understanding ROI. While discussing first impressions and comfort is relevant, it doesn't provide the concrete data or analysis the prospect needs to evaluate the return on investment for the new furnishings. Instead, you should focus on how the new furniture can lead to increased employee productivity, client satisfaction, or potential cost savings. Consider offering metrics or case studies demonstrating ROI from previous clients who upgraded their furniture. Additionally, asking questions to uncover what specific metrics or outcomes are important to the prospect could enhance your approach. The closing question about delivery feels premature and does not align with the prospect's current focus. Overall, aim for a more data-driven and consultative response to effectively address their concerns.
7.
3
/ 10Question:
"There's a lot of internal skepticism about changing our current setup; how do you handle that?"
Answer:
Bob , all i need is percent vote of confidence in me and im going to earn the other 99. Im not going to let you down. Do you want delivery Monday or tuesday?
Feedback:
Your response fails to effectively address the internal skepticism regarding the change in setup. While you attempt to build trust with the phrase 'I'm not going to let you down,' it lacks substance in terms of providing reassurance and addressing the specific concerns of the stakeholders involved. Instead of asking for a vote of confidence, you should explore the reasons behind the skepticism by asking open-ended questions to understand their fears or hesitations. This would allow you to tailor your response and provide concrete examples or case studies of successful transitions from other clients. Additionally, the closing question about delivery feels premature and does not connect with the prospect's current focus on internal approval. Overall, aim to adopt a more consultative approach that engages the prospect and demonstrates your understanding of their situation.
8.
3
/ 10Question:
"Given the market’s price sensitivity, how can we be sure this investment is worth it?"
Answer:
Could you imagine a client not wanting to sit and talk with you because the furniture is hard or stained? How much profit would you make on a client? That would be your loss if you dont go with our furniture. Lets make it happen I want to see you win. Do you want delivery Monday or Tuesday?
Feedback:
Your response attempts to highlight the importance of comfort and aesthetics, which are relevant factors for furniture investment. However, it lacks a structured approach to directly address price sensitivity and the prospect's need to justify the investment. Instead of framing it around potential losses, consider providing clear value propositions that demonstrate ROI, such as increased client satisfaction, improved employee productivity, or longevity of the products. Additionally, asking questions to uncover specific concerns about price and investment could lead to a more productive dialogue. The closing question about delivery feels premature, especially given the focus on price justification. Overall, aim for a more consultative approach that emphasizes value and addresses the prospect's concerns more directly.
9.
4
/ 10Question:
"I need to ensure that any new furniture supports our compliance standards; can you clarify that for me?"
Answer:
Our furniture is made with our clients in mind. I assure you all of our products meet code. Would you like delivery monday or tuesday?
Feedback:
Your response acknowledges the prospect's compliance concern, which is a good start. However, it lacks specificity and detail about how your furniture meets compliance standards. Instead of a vague assurance, you should elaborate on the specific codes and standards your products adhere to, possibly mentioning certifications or testing processes. This will provide the prospect with the confidence they need regarding compliance. Additionally, the closing question about delivery feels premature as it does not address the prospect's primary concern. Aim to explore their compliance requirements further and offer more substantial reassurance.
10.
4
/ 10Question:
"What support do you offer post-purchase to ensure we’re fully satisfied with the new furniture?"
Answer:
We will call you a day after delivery to answer any questions or concerns, and dont forgot you have a 3 year gurantee so we have you covered. Do you want delivery Monday or tuesday?
Feedback:
Your response addresses the prospect's concern about post-purchase support, which is a good start. However, it could be more comprehensive. While mentioning a follow-up call is positive, consider elaborating on ongoing support options, such as warranty details, maintenance services, or customer service availability. This would give the prospect a clearer picture of the overall support structure. Furthermore, correcting typos and enhancing clarity would improve professionalism. The closing question about delivery, while a common technique, feels premature, as it does not tie back to the prospect's need for support and satisfaction after the purchase. Overall, aim for a more detailed and engaging response that builds confidence in your service.