Service
Sales Assessment Results

56
Needs Improvement
10 questions
Maximum score: 100
Completed in
December 24, 2024
Let's cut to the chase: your performance shows potential, but it's clear you're still finding your footing. You've got some solid instincts, particularly with the solution-focused approach—isn't it great when you strike a chord with a prospect? But too often, you drift into defensive territory or miss the chance to ask deeper questions that spark genuine engagement. When you address objections, it’s crucial to not just acknowledge but also to explore and connect. You need to strengthen your narrative and add that personal touch to truly resonate with your prospects. The patterns are telling. You often fail to dive into the prospect's specific needs, which is a missed opportunity to showcase your curiosity. Try to shift from simply answering concerns to really understanding the underlying issues. A little empathy goes a long way in sales. Plus, while your tone is mostly appropriate, it sometimes veers into dismissive territory. Remember, you're not just selling a service; you're building a relationship. To elevate your game, I'd recommend honing in on SPIN Selling and Consultative Selling techniques. These will help you master the art of discovery and allow you to tailor your conversations. They’ll push you to ask more open-ended questions and create a more collaborative dialogue. Here’s your coaching moment: think of every prospect interaction as a chance not just to pitch, but to genuinely understand. Ask more questions, listen more actively, and engage with curiosity. This isn’t just about closing the deal; it’s about opening a meaningful relationship that could lead to future opportunities. You’ve got this, but it’s time to step up and really connect!

Question Breakdown

1.
6
/ 10
Question:
"I'm concerned about the reliability of your service as I've had issues with a prior vendor."
Answer:
I'm sorry you had a bad experience with another vendor! Our over 800 Google reviews shouldn't be the only weight on your choice, our work comes with an industry leading warranty as well as the tailored service to your vehicle you are looking for. We're here for you every step of the way.
Feedback:
The response acknowledges the prospect's concern about reliability, which is a good start. However, it could benefit from a more structured approach using techniques like SPIN or Solution Selling to delve deeper into the specific issues faced with the prior vendor. By asking open-ended questions about their previous experiences, you could uncover underlying concerns and tailor the conversation more effectively. While mentioning the Google reviews and warranty adds some credibility, it lacks a compelling narrative or personal touch that could enhance rapport. A more solution-focused approach, addressing the implications of their past experiences and how your service alleviates those concerns, would strengthen the response. Overall, the tone is appropriate, but the engagement could be improved. Score: 6
2.
4
/ 10
Question:
"What guarantees do you have that this service will actually deliver the ROI you're promising?"
Answer:
There's no guarantees in life, though I would like to know what the ROI is that you need to feel comfortable moving forward. We can all aspire for unrealistic expectations but I am trying to be real. Our services are well known and desired by lots of people. What is making you second guess that we'll deliver?
Feedback:
The response addresses the objection by acknowledging the lack of guarantees, which is a realistic perspective; however, it lacks a strong emphasis on the value and benefits of the service. While it attempts to uncover the prospect's specific ROI needs, the tone comes off as slightly dismissive rather than collaborative. It could benefit from a more solution-focused approach by providing examples or case studies that illustrate past success and ROI achieved. Additionally, the question about the prospect's hesitations is good for discovery, but it could be framed more positively to keep the conversation open and engaging. Overall, the response falls short in effectively addressing the concern and could use a more empathetic tone, as well as a stronger closing technique. Score: 4
3.
7
/ 10
Question:
"Given the current economic climate, is this the right time for me to invest in a new service?"
Answer:
When it comes to vehicle maintenance and repairs, going out and finding a new used vehicle is always an option, but the cheapest vehicle is the one you already own. Let's say you have a $4000 repair on a $10000 car, That 4k may get you another couple of years worry free, if you were to buy a new car lets say on the low end of average car payments being near $500, That is $6000 per year just in payments, or we can do a repair and net an additional 2 years of car at with a value of over 8000 saved in new car payments.
Feedback:
The response effectively addresses the objection by providing a clear financial comparison between repairing the existing vehicle and purchasing a new one. It highlights the potential savings and emphasizes the value of maintaining the current vehicle, which is relevant given the economic concerns raised by the prospect. However, the communication could be clearer in tone and structure, making it easier for the prospect to follow the reasoning. Additionally, while the response provides a solution-focused approach, it lacks curiosity—there are no questions to further understand the prospect's specific situation or concerns. Engaging the prospect with questions about their current needs or preferences could foster collaboration and build rapport. Overall, while the response is informative, it could be improved with a more engaging tone and a focus on the prospect's individual context.
4.
3
/ 10
Question:
"I need to ensure that our team can adapt to this service without extensive training. What support do you offer for that?"
Answer:
Extensive training is never the need with being honest and ethical. As far as support goes, we provide training material that is easy, simple, and very straight forward. This material may be an easy way for you as the business owner to determine who is going to move forward as it is simple and straight to the point. If you can't trust that your team can accomplish that, can you trust them on a customers business? Do you think your team will need continued support?
Feedback:
The response provided does not effectively address the prospect's concern about the adaptability of the service without extensive training. The mention of 'honesty and ethical' is vague and does not provide tangible support options. While the training material being 'easy' and 'straightforward' is a positive aspect, it lacks specific details on how it would support the team in adapting. Additionally, the rhetorical questions posed at the end may come off as confrontational rather than engaging, which could alienate the prospect. A more solution-focused approach, including offering examples or testimonials of how other teams have successfully adapted with minimal training, would enhance credibility and build trust. Overall, the response lacks clarity, curiosity, and a collaborative tone.
5.
5
/ 10
Question:
"How do I know your service is a better fit than the solution we're currently using?"
Answer:
I know that there is always someone trying to get you to do something or sell themselves onto you. I am not here to do that. I want to offer you the RIGHT solution. If that is not me than so be it. I know with my experience not everyone is the right fit, but the ones that are the right fit show a Night and day difference in operations, efficiency, and overall happiness regarding our service. That isn't just me talking either, we have factual data to back it up.
Feedback:
The response starts off with a somewhat defensive tone, which may not effectively address the prospect's concern. While it's good that the salesperson acknowledges the possibility that their service may not be the right fit, it could come across as dismissive. They do mention the positive outcomes of their service, which is a step in the right direction, but there are missed opportunities for deeper engagement. They could have asked questions to understand the current solution better, explored what the prospect values in a service, or provided specific examples of how their service has improved operations for other clients. Additionally, the mention of data could be stronger if they referenced specific metrics or results. Overall, the communication lacks a collaborative approach, and there's limited curiosity about the prospect's current solution and needs. A more engaging tone and a focus on the prospect's perspective would enhance the effectiveness of the response.
6.
7
/ 10
Question:
"I need to prioritize other projects right now; how can I justify adding this service to my plate?"
Answer:
I understand your plate is full and time is money, and without management of time, there becomes less money. I can tailor our solution to meet your needs in the right places rather than overdoing it on unnecessary fluff. If you can show me what items need more severe attention, I can provide a solution to not only free up your plate, but automate most of the things that you may find time consuming.
Feedback:
Your response acknowledges the prospect's concern about their workload, which is a good start. However, while you mention tailoring the solution, you could have further explored their specific priorities more deeply to demonstrate genuine curiosity and discovery. It would also help to clarify how your solution directly aligns with their current projects and provides tangible value. Lastly, adding a closing technique would encourage the prospect to take action, perhaps offering a follow-up discussion to explore this further. Overall, a solid response but could use more engagement and a direct closing statement.
7.
5
/ 10
Question:
"Can you provide evidence that other clients in my industry have successfully implemented your service?"
Answer:
Over 800 Reviews and 20,000 customers absolutely can testify to our ability to implement the right service for you, If you want a demonstration of the service I am more than happy to show you.
Feedback:
The response attempts to address the objection by mentioning a large number of reviews and customers, which can build credibility. However, it lacks specific evidence or case studies related to the prospect's industry, which is essential for addressing their concern effectively. The tone is friendly, but it could be more tailored to demonstrate understanding of the prospect’s specific needs. While offering a demonstration is a good closing technique, it should also include an invitation for further discussion or questions. Overall, the response could benefit from more tailored, industry-specific evidence and a stronger collaborative approach to engage the prospect.
8.
8
/ 10
Question:
"With the seasonal factors at play, how can I be sure your service will continue to meet our needs year-round?"
Answer:
Do you have a particular time of year that is slower for you? We have slow day action plans that allow your team to drive home excellence in production even when the competition is slowing down. I'd love to discuss the months where you have slow downs so we can isolate a solution to not only increase traffic for the rest of the year but also allow for the slow months to become less and less frequent. We also offer an industry leading support program that tailors your service needs to make sure those slow months are no longer present, but also so that your busiest months aren't overwhelming.
Feedback:
The response effectively addresses the objection by asking a thoughtful question about the prospect's seasonal slow periods, which shows curiosity and discovery. It mentions specific solutions like 'slow day action plans' and 'industry-leading support programs', demonstrating a solution-focused approach. However, it could enhance clarity and impact by summarizing the value of these solutions more directly and perhaps using a closing technique to prompt a further conversation. Overall, it maintains a professional tone suitable for the service industry and acknowledges the prospect's concerns well. To improve, consider emphasizing how these solutions have benefited similar clients in the past to strengthen the value exploration aspect. Additionally, a more explicit closing statement could encourage the prospect to engage in a follow-up discussion.
9.
5
/ 10
Question:
"I have concerns about how this service aligns with our long-term company strategy and direction."
Answer:
When you say aligning with long term strategy and direction, do you think that the product or service will become out dated? Honest business never goes out of style and moving forward would mean that you trust that we're going to be there with you every step of the way. I have lots of customers who I can call on that are 10+ year customers that have experiences with both good and bad months using our service, but overall a yearly trend up is always present. Would you like me to provide you with some material to study and let's plan on talking again in 2 days, same time?
Feedback:
The response acknowledges the prospect's concern about alignment with long-term strategy but could be improved in several areas. First, while the salesperson attempts to address the concern by discussing reliability and long-term customer relationships, they fail to dive deeper into the prospect's specific strategic goals or how the service can support those. This shows a lack of curiosity and discovery. The question they pose about the product becoming outdated is somewhat defensive and may come off as dismissive rather than engaging. Additionally, the offer to provide more material and schedule a follow-up is a good closing technique, but it lacks urgency and clarity on next steps. Stronger alignment with the prospect's vision and tailored solutions would enhance the response. Overall, it shows some effort but needs more depth and a consultative approach. Score: 5/10
10.
6
/ 10
Question:
"What happens if we have issues after the purchase; what kind of post-purchase support can you guarantee?"
Answer:
Well let me start by saying let's hope no after purchase issues arise, though no one is perfect and stuff happens, we offer an industry leading service and support program that not only is provided at no upcharge or fee, it is longer than any of the other competition in the market. We know stuff happens and want to help assist in any way possible. Even if your problems are not related to our product, we are going to go above and beyond to show our appreciation to you as a client.
Feedback:
The response addresses the objection by acknowledging that issues can arise and emphasizing a strong support program. However, it lacks a structured approach and could benefit from a clearer articulation of the support details and examples. Asking follow-up questions to understand the customer's specific concerns about post-purchase support would enhance the engagement and demonstrate active listening. Additionally, while the tone is friendly, it could be more professional to instill confidence. Overall, the response is promising but could be more refined and focused on the customer's needs and potential concerns. Consider incorporating a closing technique or summarizing the key benefits of your support program to reinforce value. Score: 6
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