Electrical service
Sales Assessment Results by Joe Giles
27
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real: your performance here is lacking, and it's time to face the music. An average score of 2.7 is a clear indicator that you need to step up your game. Your responses often miss the mark, failing to address the prospect's concerns directly and lacking the detail and empathy that are crucial in sales. Instead of merely listing features or assurances, you need to engage with the prospect's worries head-on and tailor your responses to highlight how your solutions can genuinely meet their needs.
The consistent pattern I see is a lack of specificity and a failure to build rapport through empathy. You need to move beyond generic statements and really listen to what your prospects are saying. Start by practicing Solution Selling and Value Selling. These techniques will help you focus on understanding pain points and articulating the unique value your offerings bring.
Here's your coaching moment: think of every prospect interaction as a chance to build a relationship, not just a transaction. When you connect with their concerns and demonstrate that you care about their success, you're not just selling—you're creating partnerships. Channel your inner consultant and remember: it's not just about what you offer, but how you can genuinely help them achieve their goals. Now get to work!
Question Breakdown
1.
0
/ 10Question:
"I'm concerned that this upgrade won't deliver the ROI we need given our current budget constraints."
Answer:
What is your current budget contraints..I'm sure we can work something out
Feedback:
The response lacks clarity and professionalism, failing to address the prospect's concern about ROI directly. Instead of asking about the current budget constraints, it would be more effective to acknowledge their concern and provide a rationale for how the upgrade can deliver value. Additionally, a more solution-focused approach would involve discussing potential ROI metrics or success stories from previous clients. Overall, the tone does not demonstrate the necessary empathy and understanding expected in this industry.
2.
2
/ 10Question:
"How can I ensure that your electrical service complies with the latest industry regulations without incurring extra costs?"
Answer:
Here are all are licensing and insurance certs and policies
Feedback:
The response fails to directly address the prospect's concern about compliance with industry regulations and the potential for extra costs. Listing licensing and insurance certifications does not provide assurance on compliance or the financial implications of those certifications. Instead, the salesperson should focus on explaining how their services are designed to meet regulatory standards while emphasizing cost-effective strategies. A more engaging approach would involve asking the prospect about their specific compliance concerns and offering tailored solutions that ensure adherence to regulations within their budget.
3.
2
/ 10Question:
"We have multiple stakeholders involved; how do I get everyone on board for this replacement?"
Answer:
Let me show you some our work timeline and pricing
Feedback:
The response does not effectively address the prospect's concern about involving multiple stakeholders in the decision-making process. Simply offering a timeline and pricing lacks the necessary engagement and understanding of the complexities involved in getting buy-in from different parties. A more effective approach would involve asking questions to uncover the specific concerns or needs of each stakeholder and suggesting strategies to address them. Additionally, demonstrating empathy and offering to assist in preparing presentations or discussions for stakeholders would build rapport and show a commitment to collaboration.
4.
3
/ 10Question:
"What guarantees can you provide regarding the efficiency improvements promised with your service?"
Answer:
We will work with all jurisdictions and we guanrantee work or money back
Feedback:
The response partially addresses the objection by offering a guarantee, which is a positive element. However, it lacks specificity regarding the efficiency improvements and how they will be measured or verified. Simply stating a money-back guarantee does not instill confidence about the actual efficiency metrics that the prospect is concerned about. A more effective approach would include discussing specific performance benchmarks, case studies, or examples of previous successful implementations. This would not only demonstrate the salesperson’s understanding of the concern but also provide tangible proof of the promised improvements.
5.
2
/ 10Question:
"I’ve heard from colleagues that your implementation timeline can be longer than expected—how do you address that?"
Answer:
There may be some unseeing issues but we will work harder and get job done in a timely matter
Feedback:
The response fails to effectively address the prospect's concern about the potential for longer implementation timelines. Acknowledging that there may be 'unseeing issues' can raise more doubts rather than instill confidence. Instead, it's crucial to provide a clear explanation of your typical implementation process, any factors that could affect the timeline, and how you mitigate these risks. Offering specific examples of past projects and how you handled challenges would demonstrate reliability. Additionally, including a commitment to communication and transparency throughout the process would further reassure the prospect.
6.
2
/ 10Question:
"What specific features set your services apart from competitors on the market?"
Answer:
We take pride in our work..n we like to get work done right the first time
Feedback:
The response fails to specifically address the prospect's inquiry about the unique features of your services compared to competitors. While expressing pride in workmanship is positive, it lacks tangible details that differentiate your services. A more effective approach would involve highlighting specific features, advantages, and benefits that set you apart, such as advanced technology, superior customer support, or unique service offerings. Additionally, using examples or testimonials could help illustrate your points and reinforce trust.
7.
4
/ 10Question:
"Can you explain how your solution integrates with our existing electrical systems without disrupting our daily operations?"
Answer:
We will work with your integrater to find the best solutions and make sure your daily operations are not affected
Feedback:
The response touches on the collaboration with the integrator, which is a positive aspect, but it lacks detail on how the integration will specifically occur and what measures will be taken to minimize disruption. It would be more effective to provide examples of similar integrations you have successfully completed in the past, or to outline a step-by-step approach that illustrates your process. This would help build trust and confidence in your solution. Additionally, asking the prospect about their specific operational concerns could foster a more collaborative dialogue, enhancing the overall communication and engagement.
Overall, the response could benefit from being more solution-focused and demonstrating a deeper understanding of the prospect's operations.
8.
2
/ 10Question:
"I'm not sure if now is the right time to invest; the current economic climate has us reconsidering all expenses."
Answer:
Well the best time is now are work and budget will work for both of us
Feedback:
The response lacks clarity and fails to directly address the prospect's concern regarding the timing of investment in the current economic climate. Simply stating that 'the best time is now' does not provide a compelling rationale for why the prospect should proceed now rather than later. A more effective approach would involve acknowledging the prospect's hesitation, discussing how your service can help them save costs or improve efficiency during tough times, and possibly providing examples of clients who have successfully invested despite similar concerns. Demonstrating empathy and aligning your solution with their current needs would enhance your engagement.
9.
5
/ 10Question:
"What kind of training will our staff need to properly utilize your service, and how long will that take?"
Answer:
We give a 1 day tutorial and hands on experience..while we video the instructions and we will have staff 24/7 to answer any questions
Feedback:
The response provides some key information about the training, including a one-day tutorial and hands-on experience, which is helpful. However, it lacks clarity and structure. Mentioning that you will have staff available 24/7 to answer questions is a positive aspect, but it would be beneficial to specify what the training entails in more detail. For instance, outlining the topics covered during the tutorial and how the hands-on experience will be conducted would provide greater assurance to the prospect. Additionally, addressing how the training can fit into the staff's schedules or discussing any follow-up support could further enhance confidence in your capability. Overall, the communication could be clearer and more comprehensive to effectively meet the prospect's needs.
10.
5
/ 10Question:
"If we choose your service, what support will be available post-implementation to ensure everything runs smoothly?"
Answer:
We give a 1 year warrenty for all services that includes 24/7 call if need ed. With on staff to come onsite for support
Feedback:
The response provides some relevant information about the one-year warranty and 24/7 call support, which is a positive aspect. However, it lacks clarity and detail regarding the specific types of support available post-implementation. Instead of just mentioning a warranty, it would be more effective to elaborate on what the support entails, such as troubleshooting, regular maintenance, training updates, or dedicated account management. Additionally, offering to discuss specific scenarios or past support experiences could enhance the prospect's confidence in the reliability of your post-implementation support. Overall, a more comprehensive and structured response would better address the prospect's concerns regarding ongoing support.