Security
Sales Assessment Results by Bobby Bolles
47
Needs Improvement
10 questions
Maximum score: 100
Completed in
This performance review highlights a struggle to connect meaningfully with prospects, resulting in an average score that falls short of expectations. Your attempts to address objections are commendable, but they often lack the depth, specificity, and engagement needed for effective communication. You do a decent job of mentioning compliance and flexibility, but these points need to be backed by concrete examples and a genuine invitation for further dialogue. A recurring pattern is a tendency to provide generic responses rather than tailored solutions, which can leave prospects feeling dismissed.
To elevate your sales game, I recommend diving into SPIN Selling and Consultative Selling. These techniques will help you ask deeper questions about your prospects' needs and enable you to offer more tailored solutions. Learning to engage with curiosity and listen actively will transform your interactions from transactional to collaborative.
Remember, sales is not just about making a pitch; it's about building trust and demonstrating value. Imagine your prospect sitting across from you and asking for proof—you need to be ready to deliver that. The next time you face an objection, think of it not as a barrier but as an opportunity to explore and connect. That mindset shift could be your game-changer.
Question Breakdown
1.
2
/ 10Question:
"I'm concerned about the long-term reliability of your system compared to others in the market."
Answer:
I understand the concern but our company is 71 years old for a reason. We pick products that we trust and can support for a very long time
Feedback:
The response lacks depth and fails to directly address the prospect's concern about reliability compared to competitors. While mentioning the company's longevity is a positive aspect, it does not provide specific evidence or examples that demonstrate the reliability of the system in comparison to others. There is no exploration of value or an invitation for further discussion, which would show curiosity and active listening. Overall, the response feels dismissive rather than engaging or collaborative.
2.
4
/ 10Question:
"What guarantees do you have in place for meeting compliance standards with our specific industry regulations?"
Answer:
We abide by all state and local jurisdictions. We have service agreements available that would allow for these changes down the road free of charge to you
Feedback:
The response addresses the objection by stating compliance with state and local jurisdictions, which is a good start. However, it lacks specificity about the guarantees offered and how they align with the specific industry regulations the prospect is concerned about. There’s no mention of how these agreements work or examples of past compliance success. Inviting the prospect to discuss their specific compliance needs would show curiosity and active listening, fostering a more collaborative dialogue. Overall, the response feels somewhat generic and does not fully explore the value or assurance needed by the prospect.
3.
5
/ 10Question:
"How will implementing this solution affect our current workflow, especially with ongoing projects?"
Answer:
We plan our work around your productivity schedule as much as possible. We should be minimally invasive to your schedule
Feedback:
The response addresses the concern about workflow by stating that the implementation will be minimally invasive, which is a good start. However, it lacks specific details on how the implementation process will be managed and what steps will be taken to ensure a smooth transition during ongoing projects. Providing examples or case studies of previous implementations that successfully minimized disruption would enhance credibility. Additionally, asking the prospect about their specific workflows and any concerns they have would demonstrate curiosity and a collaborative approach, fostering a stronger relationship. Overall, the response could benefit from more depth and engagement.
4.
4
/ 10Question:
"Can we justify the cost of your product against our tight budget constraints, especially when alternatives are available?"
Answer:
We offer our systems outright or under a month to month lease plan. We can make almost all financial situations work for our customers
Feedback:
The response touches on pricing flexibility by mentioning outright purchase and month-to-month lease options, which is a positive aspect. However, it does not directly address the prospect's concern about justifying costs against tight budget constraints. Providing examples of how the solution has delivered ROI for similar customers or offering a cost-benefit analysis would enhance the response. Additionally, asking the prospect about their specific budgetary concerns would demonstrate curiosity and a commitment to finding a tailored solution. Overall, while the response indicates some level of flexibility, it lacks depth and engagement with the prospect's financial concerns.
5.
6
/ 10Question:
"I need to know how quickly your support team can respond to issues—we can't afford any downtime."
Answer:
We are 1 day out in service always and when a critical ticket comes in it is serviced the same day it is received
Feedback:
The response provides a clear time frame for support, which is important to address the prospect's concern about downtime. However, it lacks detail on what constitutes a 'critical ticket' and how this prioritization works in practice. Including examples of how previous customers have benefitted from this responsive service would enhance credibility and demonstrate value. Additionally, asking the prospect about their specific needs regarding support could foster a more collaborative dialogue. Overall, while the response is direct, it could be improved with more depth and engagement.
6.
3
/ 10Question:
"What evidence do you have that your solution will genuinely improve our operational efficiency?"
Answer:
Our service is to ensure your operational safety which in return eases your employees minds when an incident occurs.
Feedback:
The response attempts to address the objection by linking operational safety to employee confidence, but it lacks concrete evidence or data that would demonstrate a measurable impact on operational efficiency. Providing specific examples, case studies, or metrics that illustrate how your solution has improved efficiency for similar clients would significantly strengthen the response. Additionally, engaging the prospect by asking about their current efficiency challenges or how they measure success could foster a more collaborative dialogue. Overall, the response is vague and does not adequately explore the evidence that the prospect is seeking.
7.
7
/ 10Question:
"Given our immediate needs, how soon can we expect full implementation and training?"
Answer:
We can install your system in under two weeks and we include immediate on site training for your chosen staff before final sign off on the project
Feedback:
The response directly addresses the prospect's concern by providing a clear timeline of under two weeks for installation, which is a strong point. Mentioning immediate on-site training adds value and reassures the prospect about support during the implementation phase. However, the response could be improved with additional details, such as what the training entails, how it is tailored to the specific needs of the staff, and how you ensure a smooth transition during the training process. Engaging the prospect by asking about their specific readiness for implementation could also enhance collaboration. Overall, the response is solid but could benefit from more depth and engagement.
8.
5
/ 10Question:
"I've heard of other companies' failed implementations; what differentiates your approach from theirs?"
Answer:
We spend a lot of time cross training our technicians so we are not tied to a small group. Big or small our technicians can do them all
Feedback:
The response attempts to differentiate by emphasizing the cross-training of technicians, which is a positive aspect. However, it lacks a direct comparison to the specific failures of other companies' implementations, missing an opportunity to address the prospect's concern directly. Providing examples of successful implementations or specific methodologies employed that lead to better outcomes would strengthen the response. Additionally, engaging the prospect by asking for details about the failures they’ve heard of could foster a more collaborative dialogue. Overall, while it highlights flexibility, the response lacks depth and doesn’t fully address the prospect's specific concerns about implementation failures.
9.
5
/ 10Question:
"How do you handle the complexities of integration with our existing systems and data privacy requirements?"
Answer:
We look at each request and isolate it as a specific issue. We have great relationships with our product developers and bring them integration requests for every job
Feedback:
The response acknowledges the complexity of integration, which is a good starting point. However, it lacks specific details on how your approach addresses these complexities effectively. Providing examples of past successful integrations and how data privacy concerns were managed would add credibility and reassurance to the prospect. Additionally, inviting the prospect to discuss their unique integration challenges would demonstrate curiosity and foster a more collaborative approach. Overall, while the response indicates a willingness to adapt, it could benefit from more depth and engagement with the prospect's specific needs.
10.
6
/ 10Question:
"I want to ensure we have buy-in from all stakeholders before proceeding—what resources can you provide to facilitate that?"
Answer:
We have the ability to quote directly in a shareable file or we can come to your next board meeting and present the entire system. We can also do a demo as well.
Feedback:
The response provides practical solutions by mentioning the ability to create shareable quotes and offering to present at a board meeting, which is a solid start. However, it lacks engagement with the prospect's concern about buy-in from all stakeholders. To enhance the response, the salesperson could inquire about the specific stakeholders involved and their concerns, demonstrating curiosity and a collaborative approach. Additionally, suggesting customized materials or resources tailored to different stakeholders' interests would add value and support the prospect's objective of gaining buy-in. Overall, while the response offers useful options, it could benefit from deeper engagement with the prospect's needs.