Aircraft Sales
Sales Assessment Results
36
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's talk straight: you really struggled with this test, and it's glaringly obvious. Your performance averaged a dismal 3.6, which indicates a serious disconnect in your approach to selling. The feedback consistently points out that you come off as dismissive and even confrontational. Instead of building rapport, you're pushing prospects away. You lack curiosity and active listening, two vital skills in sales. Your responses fail to engage customers meaningfully and don't address their real concerns. You need to step up your game in solution-focused selling and consultative techniques. Dive deep into these methods; they will help you reshape your approach to understanding customer needs and building relationships. A key takeaway? Remember that every customer interaction is a chance to collaborate and explore their unique challenges. Shift your mindset from selling to serving, and I promise you'll see a transformation in your results.
Question Breakdown
1.
2
/ 10Question:
"We have an existing vendor relationship that we’re hesitant to disrupt right now."
Answer:
You have that relationship with the wrong party. Hey, everyone makes a mistake once in life but make it more than once & and it becomes a habit..
Feedback:
This response fails to effectively address the prospect's concern about their existing vendor relationship. Instead of acknowledging their loyalty or addressing the implications of changing vendors, it comes off as dismissive and condescending. A more effective approach would have involved exploring the reasons for their current relationship and asking questions to uncover any potential pain points or gaps in service. This would demonstrate understanding and create an opportunity for a solution-focused conversation. The tone is not appropriate for the industry, potentially jeopardizing rapport. Overall, the response lacks curiosity, active listening, and a collaborative approach.
2.
2
/ 10Question:
"Your aircraft seems to have a higher upfront cost than what we budgeted; can we discuss that?"
Answer:
I have a solution that can save you more money than you want to spend on this aircraft
Feedback:
The response does not effectively address the customer's concern about the upfront cost. Instead of acknowledging the budget constraints and exploring the reasons behind the higher cost, the salesperson jumps straight to a vague claim about saving money. This approach lacks clarity, curiosity, and a solution-focused strategy. It would have been more effective to ask questions to understand the customer's budget limitations and provide specific solutions or financing options that align with their needs. Overall, the response feels dismissive and does not build rapport or engage the customer meaningfully.
3.
3
/ 10Question:
"I'm not convinced that the ROI justifies the immediate purchase, given our current financial constraints."
Answer:
You cant afford not to buy this aircraft with the amount of money tour spending by not owning your own aircraft. I have a team that can help you budget this purchase to make sense for you.
Feedback:
While you attempted to highlight the financial implications of not owning an aircraft, the response lacks empathy and understanding of the prospect's current situation. Instead of directly addressing the ROI concern, it comes off as a bit aggressive and dismissive. A more consultative approach would have been beneficial, perhaps by asking questions to further understand their financial constraints and then tailoring your response to demonstrate how the aircraft could improve their financial situation over time. Additionally, a closing technique that reassures them of the benefits or offers a follow-up discussion could help. Overall, the communication could be clearer and more collaborative.
Score: 3
4.
3
/ 10Question:
"We need to ensure this aligns with our long-term strategic goals — can you provide more clarity on that?"
Answer:
More time equates to more money in life and if its growth your looking for than you need to get from point A to Point B the fastest way possible without the hassle of TSA lines and commercial flight delays. This sounds like the only solution to me based of your circumstances and planning
Feedback:
The response provided misses the mark on addressing the specific concern about alignment with long-term strategic goals. Instead of clarifying how the aircraft purchase supports their strategic objectives, it focuses on the benefits of speed and convenience, which may not directly resonate with the prospect's inquiry. Additionally, the tone feels somewhat dismissive and doesn't demonstrate active listening or curiosity about their strategic plans. To improve, ask questions to understand their goals better and provide tailored insights on how your solution can help achieve those goals. Overall, the response lacks clarity, collaboration, and a solution-focused approach.
5.
3
/ 10Question:
"There are several stakeholders involved, and I'm not sure I can get unanimous approval in such a short timeframe."
Answer:
This is something that is going to benefit every stakeholder involved. Sounds like a simple decision that can be complicated if you allow it to be..
Feedback:
The response lacks depth and fails to effectively address the objection regarding multiple stakeholders. While it's good to emphasize the benefits to all stakeholders, it misses the mark on acknowledging the complexity of gaining unanimous approval. A more effective approach would involve asking questions to understand the concerns of each stakeholder and offering a collaborative strategy to address them. Additionally, the tone could feel dismissive, which might alienate the prospect rather than build rapport. Overall, the response needs improvement in terms of empathy, curiosity, and solution-focused dialogue.
6.
5
/ 10Question:
"Can you explain how your aircraft meets our stringent compliance requirements compared to what we currently use?"
Answer:
Our aircraft is FAA certified and our pilots have the most rigorous and advanced training in the industry. We have won several awards for this that can be found on our website. I have several referrals I can provide who can will be more than happy to explain how we alleviated a lot of the stress and pressure that comes with compliance issues.
Feedback:
The response partially addresses the objection by mentioning FAA certification and pilot training, but it lacks depth and specificity regarding the stringent compliance requirements the prospect has. While it effectively points to referrals, it doesn't ask any follow-up questions to further understand the prospect's specific compliance challenges or to tailor the solution. Additionally, it misses the opportunity to describe unique features or benefits that differentiate the aircraft in relation to compliance. Overall, clearer communication on how the aircraft specifically meets compliance standards and a more solution-focused approach could enhance the response.
A score of 5 reflects the strengths in mentioning certifications and offering referrals but highlights the need for deeper engagement and clarification regarding the prospect's unique needs.
7.
5
/ 10Question:
"I’m concerned about the implementation timeline; how quickly can we realistically expect the aircraft to be operational?"
Answer:
What time frame are you looking for? There are many solutions we can provide in a much quicker timeframe to get you flying
Feedback:
The response does address the concern about the implementation timeline, but it lacks depth and detail. While it asks a clarifying question, it does not provide any specific examples or timelines to reassure the prospect. A more effective response would include an acknowledgment of the concern, some insight into typical timelines based on past sales, and a brief overview of the solutions available. This would demonstrate active listening and value exploration. Overall, the response is too vague for the aircraft sales industry, where timelines can be critical.
Score: 5
8.
4
/ 10Question:
"We’ve had issues with past implementations; what guarantees do you offer to mitigate that risk?"
Answer:
We guarantee a smooth and positive process throughout. Our team is the best in the industry and we will show you why once given this opportunity
Feedback:
The response acknowledges the concern about past implementation issues but lacks depth in addressing the specifics of the objection. While stating a guarantee of a smooth process is positive, it doesn't provide concrete examples or details that could instill confidence. Additionally, saying 'our team is the best' is subjective without supporting evidence. It would have been beneficial to frame the response using a solution-focused approach, perhaps detailing specific steps taken in past implementations to ensure success. Asking follow-up questions to further understand the client's past issues and what specific guarantees they are looking for would also demonstrate active listening and curiosity. Overall, the response is too vague and doesn't explore the value effectively or build enough rapport.
Score: 4/10 for effort but lacks specificity and engagement.
9.
2
/ 10Question:
"There are other pressing priorities in our budget right now; how can we justify this expense?"
Answer:
How can you not justify the expense? How ,much in air travel did your company spend last year? How much growth are you expecting next year?
Feedback:
The response lacks effectiveness in addressing the concern. Instead of building on the prospect's objection, it comes off as confrontational. A more consultative approach would have asked thoughtful questions to understand the priorities better and then linked the aircraft purchase to potential cost savings or revenue generation. The tone is not appropriate for high-stakes B2B sales; it should be more collaborative. There’s no clear closing technique or exploration of value presented. Overall, it fails to demonstrate active listening or curiosity about the prospect's situation, which are critical in aircraft sales.
Score: 2/10
10.
7
/ 10Question:
"I need to know more about the ongoing support and service you provide after the purchase."
Answer:
We cover the purchase for 12months with zero hassle maintenance. Our team is onsite within hours and we provide an alternative solution if the plane doesnt take off
Feedback:
The response addresses the objection by providing a clear assurance about ongoing support and maintenance. However, it could be enhanced by elaborating on the specifics of the support provided beyond the initial 12 months. Mentioning the team being onsite is great, but including details about the nature of the alternative solutions or any long-term support options would strengthen the value proposition. The tone is generally appropriate, but a more empathetic acknowledgment of the prospect's concern would improve rapport. Additionally, asking a follow-up question to understand their specific needs for ongoing support could enhance the conversation. Overall, it’s a solid response but could use more depth and engagement to reach its full potential.