It services
Sales Assessment Results
42
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here—you scored an average of 4.2, and it's clear that you're struggling to connect the dots in your sales conversations. Your attempts to address client concerns often fall flat, lacking the depth and engagement that truly foster trust and collaboration. While you do show some awareness of common objections, the execution is where you really need to step it up. You have a tendency to throw in vague solutions or guarantees without diving into the specifics that matter to your prospects.
You showed some strength in acknowledging the prospects' previous experiences and concerns, which is a solid starting point. However, you need to push beyond mere acknowledgment and actively listen to their specific needs. Your responses often miss the mark in providing tailored solutions; instead, they feel generic and disconnected.
It's clear that you should spend some quality time mastering the art of solution-focused selling and consultative selling. These techniques will help you not only understand your prospects’ pain points better but also craft responses that are both reassuring and relevant. Practice asking clarifying questions and really digging into their concerns—this is where you'll find the gold.
Remember, every interaction is an opportunity to build a relationship. Your coaching moment? Think of yourself as a detective; your job is to uncover the real issues and concerns your prospects have, not just gloss over them with surface-level solutions. Get curious, and the sales will follow.
Question Breakdown
1.
2
/ 10Question:
"I'm really worried about how this service will fit into my budget with all my other expenses."
Answer:
What if we create budget by creating efficiency in your organization?
Feedback:
The response does not directly address the prospect's specific concern about fitting the service into their budget. Instead of exploring the budget implications, it introduces a vague solution without acknowledging the prospect's worries. A more effective approach would involve asking clarifying questions about their budget constraints, discussing value and return on investment, and demonstrating how the service can fit within their financial plan. Active listening and a solution-focused approach are crucial here.
2.
4
/ 10Question:
"What if this solution doesn't really make my life easier? I've tried similar services before and they were a hassle."
Answer:
I'm sorry your previous experiences didn't meet your expectations. We offer a 60 day gurantee so if your not happy in the first 60 days you can walk away no worries
Feedback:
While acknowledging the prospect's previous negative experiences is a good start, the response could be improved by directly addressing their concern about ease of use. Simply offering a 60-day guarantee does not provide reassurance regarding the functionality or user experience of the solution. A more effective approach would involve asking specific questions about what aspects of the previous services were difficult and how the current solution specifically addresses those pain points. This would show active listening and foster a collaborative approach to finding a tailored solution. Adding examples or testimonials demonstrating how this service simplifies processes could also enhance the value exploration.
3.
3
/ 10Question:
"Can you guarantee that the monthly payments won't increase unexpectedly?"
Answer:
No I cannot gurantee monthly fees won't go up we have a clause in our contract that only allows a 5% increase per year of contract
Feedback:
The response fails to provide reassurance to the prospect regarding their concern about unexpected payment increases. While it correctly states the contractual clause about a 5% increase, it lacks a positive framing and doesn't explore the implications of the increase or potential ways to mitigate the prospect's worries. A better response would include discussing the value that the service brings, how the pricing compares to competitors, and emphasizing stability in the context of the overall relationship and service quality. Additionally, asking the prospect about their specific budget concerns could create a more collaborative dialogue and show active listening.
4.
5
/ 10Question:
"I’ve noticed cheaper options out there, why should I choose your service over them?"
Answer:
They will always have a cheaper option but we are offering a quality level of service and our staff is what is the difference you get dedicated service team as well as a dedicated client success manager to ensure your experience with us is top notch
Feedback:
The response touches on the importance of quality and dedicated support, which are valid differentiators. However, it lacks specific details that would resonate with the prospect's concerns about cheaper options. A more effective approach would involve explicitly highlighting unique features, benefits, or case studies that demonstrate the superior value of your service over competitors. Additionally, asking the prospect what they prioritize in a service could enhance engagement and show that you're interested in their specific needs. Clear, concise communication is also needed to improve the overall clarity of the message.
5.
4
/ 10Question:
"I don't want to be stuck in a long contract if this doesn't work out for me."
Answer:
We have a 60 day gurantee and you will see the difference in the first 60 days.
Feedback:
The response attempts to address the prospect's concern by referencing a 60-day guarantee, which provides some reassurance. However, it falls short of fully addressing the issue of being stuck in a long contract. The prospect is worried about the long-term commitment, so it would be beneficial to discuss the flexibility of contract terms beyond the guarantee period and any options for cancellation or adjustment. Additionally, elaborating on how the service delivers value within that timeframe and the potential for continued success could create a more compelling and detailed response. Asking the prospect about their specific fears regarding long-term contracts could also help in fostering a collaborative dialogue.
6.
4
/ 10Question:
"I’m concerned about how long it will take to get set up and see real benefits from this service."
Answer:
To ensure your experience we give you a 60 day gurantee if you don't see the difference in 60 days you can walk away with no hassle
Feedback:
The response addresses the prospect's concern by mentioning the 60-day guarantee, which suggests confidence in the service's effectiveness within that timeframe. However, it does not specifically tackle the prospect's worry about the setup duration and the timeline for realizing benefits. A more impactful response would involve asking the prospect about their timeline expectations, sharing typical setup durations and any onboarding processes, and outlining how your service delivers value quickly. Additionally, providing examples or testimonials from other clients who have successfully transitioned could strengthen trust and demonstrate the service's effectiveness.
7.
6
/ 10Question:
"This sounds great, but what if I need help and your support isn't available when I need it?"
Answer:
We have guranteed slas to ensure your serviced in a timely manner and these slas are visible to you and all of our other clients! Our average time to resolve is under 50 minutes.
Feedback:
The response effectively addresses the prospect's concern about support availability by referencing guaranteed service level agreements (SLAs), which is a relevant and reassuring aspect for clients in the IT services industry. However, it could be enhanced by providing more context about the support process, such as the types of support available (e.g., 24/7 availability, different channels for support) and how customers can access this support. Additionally, asking a follow-up question about the prospect’s specific support needs or experiences could foster a more collaborative dialogue and demonstrate active listening. Overall, while the response provides some reassurance, it could benefit from a bit more personalization and exploration of the prospect's needs.
8.
4
/ 10Question:
"How do I know this service will actually improve my daily tasks rather than complicate them?"
Answer:
With our dedicated client success manager assigned to your account we can eliminate the risk of complications in your organization!!
Feedback:
The response mentions a dedicated client success manager, which is a positive aspect that can assure the prospect of support. However, it doesn't directly address the core of the concern regarding how the service will improve daily tasks. A more effective approach would involve discussing specific features or benefits of the service that simplify and enhance daily operations. Sharing examples or evidence of how other clients have successfully benefited from the service could strengthen credibility. Additionally, asking the prospect about their specific daily tasks and any pain points they're currently experiencing would demonstrate active listening and help tailor the conversation to their needs.
9.
5
/ 10Question:
"I’ve had past experiences where onboarding was a nightmare; how will you ensure this isn’t the case?"
Answer:
We have a dedicated on boarding team to ensure this experience is what your expecting. This is the exact reason we
Give you a 60 day gurantee as well.
Feedback:
The response mentions the presence of a dedicated onboarding team, which is a positive aspect that addresses the prospect's concern. However, it lacks specific details about how this team will proactively manage the onboarding process to avoid complications. To enhance the response, it would be beneficial to outline the steps taken during onboarding, such as personalized training sessions, regular check-ins, or support channels available during the transition. Additionally, merely referencing the 60-day guarantee does not directly alleviate the prospect's fears regarding the onboarding experience itself. Engaging the prospect with questions about their previous onboarding challenges could demonstrate active listening and tailor your approach more effectively. Overall, the response could be more solution-focused and collaborative.
10.
5
/ 10Question:
"What’s the plan if my team doesn’t adopt this service well, how do I justify the investment?"
Answer:
We will show you the justification in our quarterly business reviews that we do every 90 days
Feedback:
The response mentions quarterly business reviews, which is a helpful concept for demonstrating ongoing value and justifying the investment. However, it does not directly address the prospect's concern regarding team adoption. A more effective approach would involve discussing specific strategies for ensuring user adoption, such as training sessions, ongoing support, or user feedback mechanisms. Additionally, providing examples of how other clients successfully adopted the service could strengthen trust and credibility. Engaging the prospect with questions about their team's specific concerns or challenges with adoption would also showcase active listening and a collaborative approach.