Battery cells
Sales Assessment Results
50
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance on the test is sitting at a solid 5, which is underwhelming. While you’re capable of addressing objections, your responses often lack the depth and empathy needed to truly connect with prospects. You shine when you highlight urgency and emphasize the value of the product, but you fall short in exploring the customer's specific needs and concerns. There’s a noticeable trend of defensiveness over collaboration, which limits your ability to build rapport.
You could really benefit from diving deeper into consultative selling techniques. Try practicing the SPIN Selling method to sharpen your questioning skills and get a better handle on your prospects' situations and problems. This will help you craft responses that are not only informative but also resonate more with your audience.
Here's your coaching moment: Remember that sales isn't just about pushing a product; it's about understanding people. Next time you’re faced with an objection, ask yourself: "How can I make this about them, not just about my solution?" Shift your focus from defending your position to truly listening and collaborating. That’s where the magic happens.
Question Breakdown
1.
5
/ 10Question:
"Given the current economic climate, how can you assure us that investing in your battery cells will not strain our budget?"
Answer:
It will only strain your budget more if you don’t make a decision within the next quarter as prices continue to fluctuate in the industry and supply chain costs are only going up
Feedback:
The response addresses the objection by emphasizing urgency and the potential for increased costs, which is a valid point in the current economic climate. However, it lacks a more empathetic tone and fails to explore the prospect's specific budgetary concerns or needs. Instead of simply stating the consequences of inaction, the salesperson could have asked probing questions to understand the prospect's budget constraints better and positioned their battery cells as a strategic investment that can offer long-term savings or efficiency. Overall, the response is somewhat effective but could benefit from a more consultative and solution-focused approach to build rapport and trust.
Score: 5/10 for addressing the objection but lacking depth in exploration and empathy.
2.
6
/ 10Question:
"We've had several issues with battery cell upgrades in the past; how can you guarantee a smoother implementation this time?"
Answer:
With our technology tested and validated by a big 3 auto OEM and top 3rd party testing group, our implementation and cycle life exceeds our competition by nearly 2x the lifespan of their battery technology
Feedback:
The response addresses the objection by highlighting the credibility of the technology and its testing, which is a solid approach in the battery cells industry. However, it lacks a direct acknowledgment of the prospect's past issues and doesn't explicitly outline how those specific problems will be mitigated in this implementation. While mentioning the lifespan of the technology is valuable, it could benefit from a more solution-focused approach that includes an explanation of the implementation process and support offered. Asking the prospect about their previous issues could also demonstrate active listening and curiosity. Overall, it feels a bit defensive rather than collaborative.
Score: 6
3.
6
/ 10Question:
"What compliance certifications do your battery cells meet, and how do they align with our industry standards?"
Answer:
We have all UN/UL certifications to ensure battery safety and compliance and ensure our systems exceed industry standards
Feedback:
The response addresses the concern about compliance certifications by mentioning UN/UL certifications, which is a good start. However, it lacks depth and specificity regarding how these certifications align with the prospect's specific industry standards. It would be beneficial to elaborate on the importance of these certifications in the context of safety and performance, potentially including examples or data that demonstrate compliance and exceedance of industry standards. Additionally, engaging the prospect with a question about their specific compliance requirements could enhance the collaborative approach and show active listening. Overall, this response could be improved by being more solution-focused and exploratory.
Score: 6
4.
6
/ 10Question:
"We are considering an alternative supplier that offers a similar product at a lower price. How do you justify the value of your battery cells against that?"
Answer:
The return on value with our battery cells is rooted in our customer experience which provides faster charge times and less time at the charger meaning you get where you want to go faster and more efficiently
Feedback:
The response effectively addresses the objection by focusing on the value of the product, specifically mentioning faster charge times and improved efficiency. However, it could be enhanced by elaborating on how these benefits translate into long-term savings or increased productivity, which would better justify the price difference. Additionally, it lacks a direct closing technique or an invitation for further discussion, which would help maintain engagement. Consider asking a follow-up question to understand the prospect's main priorities better and reinforce the value proposition. Overall, a good start but needs more depth and engagement for a stronger impact.
5.
5
/ 10Question:
"Can your battery cells integrate seamlessly with our existing systems, or will there be additional technical hurdles to overcome?"
Answer:
Depends on your overall power requirements needs. Would you be open to allowing our technical team to deep dive on your requirements so as to provide the best cells for your solution?
Feedback:
The response acknowledges the prospect's concern about integration, but it could be more effective by directly addressing the potential for technical hurdles. Instead of using vague terms like "depends," it would be better to provide a brief overview of how your battery cells have successfully integrated with similar systems in the past. This would instill more confidence. Additionally, inviting the technical team for a discussion is a good move, but the response lacks a clear next step or urgency to set up that meeting. Overall, it demonstrates a willingness to collaborate but misses the mark on providing a confident and reassuring answer to the objection.
6.
6
/ 10Question:
"With growing concerns about environmental impact, what are the sustainability practices associated with your battery cell production?"
Answer:
We have partnered with several recycling corporations in various markets around the world so that our customers are able to recycle their batteries at end of life for tax credits as well as full circle sustainability practices
Feedback:
The response addresses the objection by highlighting partnerships with recycling corporations, which is relevant to sustainability concerns. However, it lacks depth and specificity. It could have included more details about the sustainability practices in the production process itself, such as materials sourcing or energy efficiency. The mention of tax credits is interesting but feels somewhat tangential to the core question of sustainability practices. There are no questions posed to engage the prospect further or show curiosity about their specific concerns, which would have been beneficial for rapport-building. Overall, the tone is appropriate, but the response could be more comprehensive and solution-focused.
To improve, consider elaborating on the production practices and directly addressing how they align with sustainability goals. This would provide more value and demonstrate a deeper understanding of the prospect's concerns.
7.
2
/ 10Question:
"Who will ultimately make the decision on this purchase, and how can you help me align all stakeholders?"
Answer:
Director of purchasing or head of engineering
Feedback:
The response provided does not adequately address the objection. While it identifies potential decision-makers, it fails to elaborate on how to engage and align all stakeholders effectively. A more comprehensive approach would involve discussing strategies to ensure all parties are on the same page, perhaps by offering to facilitate discussions or provide tailored information for each stakeholder's concerns. Additionally, there is no demonstration of curiosity or an attempt to understand the prospect's specific situation further. Overall, the communication is too brief and lacks a solution-focused approach.
To improve, consider asking questions that explore the stakeholders' differing priorities and concerns, which would demonstrate active listening and a collaborative approach.
Score: 2 for minimal identification of stakeholders but lacking depth in addressing the objection.
8.
4
/ 10Question:
"We have multiple ongoing projects that require immediate attention; how can we prioritize this battery cell upgrade effectively?"
Answer:
Time is money. Your competitors are moving fast and to ensure effectiveness, suggest we move to an NRE SOW to ensure we get the ball rolling on your delivery of battery cells or solutions so you can plug n play
Feedback:
The response attempts to address the customer's objection by emphasizing urgency and the need to act quickly in the competitive landscape. However, it lacks a clear exploration of the customer's specific projects and priorities, which is crucial in consultative selling. Instead of just suggesting a move to an NRE SOW (Non-Recurring Engineering Statement of Work), the salesperson should have asked probing questions to understand the customer's current projects and how the battery cell upgrade fits into their immediate plans. This would have demonstrated active listening and a more collaborative approach. Additionally, the phrase 'plug n play' feels informal and may not resonate with all prospects in a B2B context, suggesting a need for a more professional tone. Overall, the response could benefit from a deeper understanding of the customer's situation and a more tailored solution.
Score: 4/10
9.
5
/ 10Question:
"I need more time to evaluate all options thoroughly. Can you provide additional resources or case studies to support your claims?"
Answer:
Sure thing. We have various third party validation testing data that we can provide and happy to connect you with them if you so wish. However, upon seeing the data, believe you will have the confidence to move forward as scheduling calls for validation discussions with our third parties will take more time than what you stated you have to making a decision
Feedback:
The response acknowledges the prospect's need for more resources to evaluate options, which is good. However, it lacks a clear collaborative tone and does not effectively explore the prospect's concerns or timeline. While offering third-party validation is valuable, the suggestion that the prospect will have confidence to move forward feels somewhat presumptive and could come across as dismissive of their need for time. A better approach would be to ask more questions about their evaluation process, the specific information they are looking for, and to reassure them that you are there to support them. Overall, the response could be more engaging and solution-focused, with a stronger emphasis on understanding the prospect's timeline and needs.
10.
5
/ 10Question:
"How do you handle post-purchase support, especially if we encounter issues with battery performance down the line?"
Answer:
We have a full customer support and maintenance team that provides comprehensive around the clock diagnostics
Feedback:
The response does address the concern about post-purchase support, but it lacks depth and specificity. While mentioning a 'full customer support and maintenance team' is a good start, it doesn't explain how the support works, what resources are available, or how quickly issues are typically resolved. Additionally, it would be beneficial to include examples of how the diagnostics have helped previous clients, which would demonstrate value and build trust. Engaging the prospect with a follow-up question about their specific concerns regarding battery performance could also enhance the collaborative approach. Overall, while the communication is clear, it needs to be more solution-focused and explorative in nature.
Score: 5