Oil and Gas Investment opportunities
Sales Assessment Results
58
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real: your performance is hovering around mediocre, scoring an average of 5.8. You’ve shown some positive moments, particularly when you effectively acknowledged customer concerns and highlighted your company’s strengths. But the consistency just isn’t there. You lean too heavily on surface-level engagement and often miss deeper discovery opportunities. It’s like you’re skimming the surface of a pool when you need to dive in.
Your strongest techniques are rooted in solution-focused and consultative selling, which is great, but there’s a desperate need to enhance your closing techniques and engagement. You’re often leaving prospects feeling like their concerns aren’t fully addressed. You need to dig deeper into their needs and weave in a narrative that showcases your unique value.
I suggest you dive deeper into the Challenger Sale and Consultative Selling. Both techniques will push you to not just listen, but to challenge and engage your prospects on a level that fosters real dialogue. They’ll help you transform those shallow interactions into meaningful conversations.
Here’s your coaching moment: every sales conversation is an opportunity to build a connection. Instead of rushing to close, take the time to explore your prospect’s world. Ask open-ended questions that lead to discovery, and let them guide the conversation to a solution—your job is to facilitate that journey, not dictate it. Get out of the shallow end and start swimming with the big fish!
Question Breakdown
1.
7
/ 10Question:
"I'm not sure if now is the right time to invest in oil and gas given the current market volatility."
Answer:
I completely agree with you, unknown volatility is a concern with every oil and gas investment. This is why as a company we stay debt free, with very low overhead, to keep our break even point at almost $10 per barrel. This allows us to stay profitable regardless of the volatility in the market.
Feedback:
The response effectively acknowledges the prospect's concern about market volatility, showing active listening and understanding. The salesperson provides a solution-focused approach by highlighting the company's debt-free status and low overhead, which are strong value propositions in the context of investment. However, the communication could benefit from more engagement; asking the prospect about their specific investment concerns or goals could foster a more collaborative approach. Additionally, incorporating a closing technique, such as urging the prospect to consider the long-term stability of the investment, would enhance the response. Overall, this is a solid response with room for improvement in engagement and closing.
2.
6
/ 10Question:
"I have a tight budget this quarter, and I'm concerned about the monthly payments."
Answer:
I completely agree with you. You always want to stay within your budget for investment opportunities. Many of my investors actually utilize investments in oil and gas to grow their monthly budget from the cashflow provided from the investments. So how much would you like your monthly budget to grow?
Feedback:
The response begins well by acknowledging the prospect's concern about their budget, which demonstrates active listening. However, it lacks a more thorough exploration of the prospect's specific situation and financial constraints. Instead of asking how much they want their budget to grow, a better approach would be to inquire about their current budget and how they might prioritize investments within it. Additionally, it could benefit from providing a clearer explanation of how investments could alleviate their concerns about monthly payments, perhaps by illustrating the potential returns through a relevant example (value exploration). Overall, the tone is appropriate, but it could be more consultative and solution-focused.
A score of 6 reflects that the salesperson engaged with the prospect but missed deeper discovery and solution framing.
3.
6
/ 10Question:
"We've been relying on our current vendor for years; why should we consider switching now?"
Answer:
That is completely understandable. If I had a provider that met all of my needs I would want to stick with them as well. Most of my clients have worked with other companies in the past as well. The main reason people want to look at new companies is to make sure all of their needs are met, primarily the needs that they aren’t thinking about. With myself and my company I am confident we will be able to meet needs that you didn’t know you wanted met.
Feedback:
The response acknowledges the objection effectively, showing understanding of the prospect's loyalty to their current vendor. It introduces the idea that there may be unmet needs, which aligns with a consultative selling approach. However, the answer could be strengthened by providing specific examples of unique value or benefits that your services offer compared to the current vendor, which would help to create a compelling reason to switch. Additionally, asking a few probing questions could facilitate discovery of any potential gaps in service that might exist with their current provider, thus demonstrating curiosity and engagement. Overall, it lacks a strong closing technique to prompt further dialogue or action.
The tone is appropriate for the industry, but the message could benefit from a more compelling narrative to showcase value.
Score: 6
4.
4
/ 10Question:
"I'm worried about how this investment will impact our overall financial strategy in the long run."
Answer:
I completely agree with you, you always want to make sure an investment is there to better your financial strategy. What you want is a high performing team, with great assets, and proven results of bettering our clients financial strategy. And that is what you get with myself and my company. So my question to you is have you seen enough to make a decision?
Feedback:
The response demonstrates a general agreement with the prospect's concern but lacks depth in addressing the specific implications of the investment on their overall financial strategy. While mentioning a high-performing team and proven results is good, it doesn't directly tackle the 'how' and 'why' of the investment's long-term impact. The closing question, "have you seen enough to make a decision?" feels a bit premature and does not encourage further discussion about their concerns. A stronger approach would involve asking more probing questions about their financial strategy and how they envision the investment aligning with it, thus showing curiosity and a collaborative effort to find a solution. Overall, this response needs more emphasis on exploring the prospect’s concerns and demonstrating value in a tailored manner.
5.
5
/ 10Question:
"Can you guarantee that this investment won't require extensive training for our team?"
Answer:
you and I both know there are no guarantees when you make an investment. But what I can tell you is that our team has over 30 years of experience in the industry, which makes this completely passive for you and your team. You get to sit back and watch your money work for you.
Feedback:
The response effectively acknowledges the objection regarding guarantees, which is a good start. However, it lacks a deeper exploration of the prospect's specific concerns about training and involvement. While mentioning the team's experience is valuable, it doesn't directly address how the investment minimizes the need for training. A more solution-focused approach could involve asking questions to uncover the prospect's exact training concerns and providing tailored reassurance based on that. The tone is professional, but it could be more empathetic to build rapport. Overall, the response needs improvement in curiosity, discovery, and solution exploration.
Score: 5/10
6.
7
/ 10Question:
"I’ve heard mixed reviews about the returns from similar projects; how can I be sure this will be different?"
Answer:
That is a great question, when considering an oil and gas investment you always want to make sure you have the best opportunity to achieve the a great return. This is why we substantially mitigate our risk by developing wells in proven areas, with 12-18 month of due diligence to help us properly analyze the area and confidently project our returns.
Feedback:
The response effectively addresses the prospect's concern about mixed reviews by focusing on risk mitigation and due diligence, which is crucial in the oil and gas industry. The salesperson communicates clearly and maintains a professional tone appropriate for investment discussions. However, the response could benefit from a more explicit closing technique to encourage further engagement or questions from the prospect. Additionally, while the mention of due diligence is good, providing specific examples or metrics could further enhance the perceived value and build trust. Overall, the response shows an understanding of the situation, but it could be improved with a more engaging follow-up question to explore the prospect's specific concerns further.
7.
4
/ 10Question:
"With so many priorities on our plate, I'm not convinced this should be at the top of our list right now."
Answer:
I completely agree, and the fact that you have so many priorities on your plate is the exact reason that you should do this. As busy as you are, the best thing to do is take your capital and put it to work so you can go back to running your own business. So how much would you like to invest?
Feedback:
The response attempts to agree with the prospect's concern but misses the opportunity to explore the underlying reasons for their hesitation. Instead of addressing the importance of the investment in relation to their current priorities, the salesperson jumps to a closing question too quickly without providing a compelling value proposition. A better approach would involve acknowledging the prospect's challenges, asking clarifying questions about their priorities, and demonstrating how the investment could align with their goals. Overall, the tone is somewhat dismissive of the prospect's concerns and lacks curiosity and discovery.
Score: 4
8.
5
/ 10Question:
"I need to be sure that the benefits of this investment outweigh any potential risks for my company."
Answer:
I completely agree with that! In any investment you want to be confident that the reward beats the risk. In this scenario we can take your $100,000 investment and provide you an $85,000 tax deduction this year. And $10,000 in monthly cash flow. I’m confident this reward outweighs the risk , correct?
Feedback:
The salesperson effectively acknowledged the prospect's concern about risks versus benefits, which is a good start. However, the response lacks depth in addressing the potential risks associated with the investment and how they can be mitigated. Instead of providing a confident assertion about the rewards, it would have been more effective to elaborate on specific benefits, including how the investment aligns with the prospect's goals or risk tolerance. Additionally, the closing question could have been framed more collaboratively, inviting the prospect to discuss their concerns further rather than assuming agreement. Overall, while the response showed some understanding of the need for reassurance, it fell short in exploring value and engaging the prospect in a deeper conversation.
Score: 5/10
9.
8
/ 10Question:
"How will you support us after the purchase? I don’t want to be left high and dry if something goes wrong."
Answer:
That’s a great concern, I pride myself in our support after your investment. This includes weekly updates on your project, monthly cash flow statements, and my personal cell phone number so you can reach me any time. I’m sure you see the value in this correct?
Feedback:
The response effectively acknowledges the customer's concern about post-purchase support, which is crucial in the oil and gas investment industry. The salesperson highlights specific support mechanisms, such as weekly updates and personal accessibility, which demonstrates a commitment to ongoing service and builds trust. However, the phrase "I'm sure you see the value in this correct?" could be perceived as assumptive and might close off further dialogue. Instead, a more open-ended question could invite the prospect to share their thoughts. Overall, the communication is clear and the tone is appropriate for the context, but there's room for improvement in fostering a collaborative conversation.
Score: 8
10.
6
/ 10Question:
"What if our key stakeholders don’t agree with moving forward?"
Answer:
That is a great concern, if any of your key stakeholders don’t agree then we have multiple options to still make this happen. You can join individually to be able to see the value and then show your other stakeholders the opportunity after you have joined. What investment level would make you comfortable?
Feedback:
The response does a decent job of acknowledging the objection and providing a potential solution by suggesting individual participation to demonstrate value. However, it could be improved by emphasizing collaboration with stakeholders rather than implying a workaround. Asking about investment comfort level is a good closing technique but should be framed in a way that aligns with the stakeholders' collective interests. Additionally, incorporating a more consultative approach by asking open-ended questions about stakeholders' concerns could enhance engagement and discovery. Overall, the communication is clear, but the collaborative and solution-focused aspects could be strengthened.