Software
Sales Assessment Results
61
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's get real here. Your performance shows promise, but it's clear that you're stuck in the weeds. With an average score of 6.1, you're just on the edge of being effective, but you're not there yet. Your strongest technique is your ability to empathize with prospects. You show an understanding of their concerns, which is a great foundation. However, you need to couple that with a solid value proposition that differentiates your solution. It's like baking a cake without frosting—sure, it’s edible, but it doesn’t stand out.
You consistently demonstrate curiosity and a desire to engage with prospects, but you often fall short on providing concrete, solution-focused details that would build trust. While asking the right questions is crucial, you must also deliver clear, compelling answers that highlight the unique benefits of your offering. You’ve got to balance inquiry with informative responses.
To push yourself further, I suggest diving into Solution Selling and Value Proposition Selling. These techniques will help you clearly articulate how your product addresses specific pain points while showcasing its unique value.
Here’s your coaching moment: remember that every interaction is an opportunity to build trust. Don’t just hear their concerns; address them with real solutions and the reassurance that your product can deliver on its promises. It's time to step up and turn those conversations into compelling narratives that resonate. You can do this!
Question Breakdown
1.
2
/ 10Question:
"I'm worried about how this will fit into my budget with those monthly payments."
Answer:
Price aside, how well does my product address your need?
Feedback:
Your response does not directly address the prospect's budget concern, which is critical when discussing software with monthly payments. It seems dismissive and could lead to further frustration. Instead, you should acknowledge their worry about the budget and explore how your solution can provide value or return on investment to justify the cost. This approach would demonstrate active listening and a solution-focused mindset.
2.
5
/ 10Question:
"We've tried similar software before, and it didn't work out; what makes yours different?"
Answer:
I understand that many times we invest in solutions that don't work out for us. Can you tell me about your experience and why it didn't work out so I can understand your concerns better?
Feedback:
Your response effectively acknowledges the prospect's past experiences, which is a positive aspect as it demonstrates empathy and active listening. However, it lacks a direct comparison or differentiation of your software from those previously tried. While asking for more details is beneficial for gathering insights, it's also crucial to provide specific examples of how your software addresses common pitfalls or challenges experienced with similar solutions. This will help build trust and highlight the unique value of your offering. Aim to combine inquiry with a clear value proposition to strengthen your position.
3.
6
/ 10Question:
"I need to know how quickly my team can get up to speed with this—are there training options?"
Answer:
Yes, can you describe to me who needs training and what role they will have in using the product. We can then build out a timeliness that works for you.
Feedback:
Your response shows a positive approach by asking for specifics about the team members needing training, which demonstrates curiosity and a desire to understand the prospect's needs better. However, it would be more effective if you provided initial information about the training options available, such as formats (online, in-person), duration, and resources. This would help reassure the prospect that their team can quickly adapt to the new software. Additionally, outlining a preliminary timeline based on your offerings would enhance your solution-focused approach and build confidence in the implementation process. Aim to blend inquiry with informative details to create a more compelling response.
4.
7
/ 10Question:
"What happens if I don't get buy-in from my team for this new system?"
Answer:
Well, we have shown you what you risk by not implementing this solution. But I understand there are more people we need to make comfortable with this investment. I propose we set up time with these other individuals to show a proof of concept and how it will impact their daily lives.
Feedback:
Your response acknowledges the prospect's concern about team buy-in, which is a positive aspect as it shows you are considering the broader implications of a software implementation. By suggesting a proof of concept, you are taking a proactive step to involve other stakeholders, which can be effective in addressing their hesitations. However, it would strengthen your response if you further explored the specific benefits of the software for the team members and addressed how you can facilitate easy transitions or alleviate potential resistance. Providing details on how you plan to engage these individuals and what support will be available could enhance your collaborative approach and build trust. Overall, you show a good level of understanding and engagement, but aim for a more comprehensive solution-focused strategy.
5.
6
/ 10Question:
"Can you guarantee there won't be any hidden costs after I sign on?"
Answer:
There is always an opportunity to optimize the solution which may incur additional cost, but that is something we would be transparent about beforehand to ensure it makes sense for your organization and budget. That said, your solution you are purchasing today will not have any additional costs.
Feedback:
Your response does address the concern about hidden costs by emphasizing transparency, which is a positive approach. However, it could have been more effective if you had explicitly reassured the prospect about the clarity of your pricing structure and provided examples of what may constitute additional costs in the context of optimization. This would help build trust and demonstrate that you are proactively considering their potential worries. Additionally, a more straightforward summary of the commitment regarding no hidden costs right after the first sentence would have enhanced the clarity of your message. It's important to strike a balance between acknowledging potential costs and ensuring the prospect feels confident in the pricing integrity of your offering.
6.
8
/ 10Question:
"I have doubts about the ongoing support—how quickly can I get help when needed?"
Answer:
Support is important and we want to ensure you always get the help you need. Typically you can expect support within 2 hours as that is our company average. I also want you to take my personal cell phone number so if you are not getting support, I can escalate internally.
Feedback:
Your response effectively addresses the prospect's concern about ongoing support by providing a clear expectation regarding the average response time of 2 hours. This instills confidence in your commitment to customer service. Additionally, offering your personal cell phone number is a strong gesture that demonstrates your willingness to assist directly, which can help build trust and rapport. However, consider elaborating on the types of support available (e.g., phone, email, live chat) and any resources like a knowledge base or FAQ section that can further reassure the prospect about getting help. This would enhance the solution-focused approach and provide a more comprehensive view of the support structure. Overall, it's a solid response, but a bit more detail would strengthen it further.
7.
8
/ 10Question:
"How do you ensure that the software will stay updated as technology evolves?"
Answer:
We pride ourselves on keeping up with industry trends and invest 10 million dollars annually in innovation. You will have access to regular firmware releases that include new features and security updates.
Feedback:
Your response effectively addresses the prospect's concern about software updates by emphasizing your company's commitment to innovation and the substantial financial investment in maintaining industry relevance. Mentioning regular firmware releases is a strong point, as it assures the prospect of ongoing support and improvements. However, you could enhance your response by briefly explaining how these updates directly benefit the user and potentially impact their operations. Additionally, consider including information about how you communicate these updates to users and any resources available for them to stay informed about the changes. This would further solidify your solution-focused approach and show a commitment to customer engagement.
8.
7
/ 10Question:
"I need reassurance that your service level agreements are solid and reliable for my operations."
Answer:
Our service level agreements are have clauses that state if service times are not met, you are entitles to discounts and in some cases refunds. That said, what are some of the elements of the SLA that you're concerned about?
Feedback:
Your response does a decent job of addressing the prospect's concern by highlighting the clauses in your service level agreements (SLAs) that offer discounts and refunds if service times are not met. This provides a level of reassurance about reliability. However, it would strengthen your response to summarize some key elements of the SLA proactively, such as uptime guarantees, response times, and overall support availability. By offering this information upfront, you could build greater confidence in your service. Additionally, while asking about specific concerns is good for discovery, it might be more effective to address common concerns up front to show that you understand potential issues. Overall, aim for a more comprehensive summary to enhance your solution-focused approach.
9.
5
/ 10Question:
"With so many options out there, how do I know yours is the best fit for my needs?"
Answer:
There are a lot of great options out there. After doing a thorough review of your business, we will address all of the gaps in your productivity. We have a proven track record with over 50 years in this business with thousands of happy customers. I would be glad to provide you with references that you could speak to about their experience.
Feedback:
Your response acknowledges the competitive landscape, which is a good start. However, it lacks specificity in addressing how your software uniquely meets the prospect's specific needs. While mentioning a thorough review of their business is a positive approach, you should outline what particular features or benefits make your solution stand out. Additionally, providing specific examples of how you have successfully addressed similar needs for other clients would strengthen your argument. Offering references is a good idea, but it should be combined with direct value propositions tailored to the prospect's circumstances. Aim to clearly articulate why your solution is not just another option but a tailored fit for their requirements.
10.
7
/ 10Question:
"What do I do if my priorities shift after purchasing this software?"
Answer:
We view this as a partnership, not a one time sale. As your needs change, we will be here to have those discussions with your team to provide the best path forward.
Feedback:
Your response emphasizes a partnership approach, which is beneficial in building rapport and showing long-term commitment to the client. This is a positive aspect as it indicates that you are willing to adapt to their evolving needs. However, it would strengthen your answer to provide more specific examples of how you have successfully worked with clients in the past who experienced similar shifts in priorities. Additionally, mentioning any support structures or processes in place to facilitate these discussions and adjustments would further reassure the prospect. Aim to provide a more detailed strategy about how you can assist them in navigating changes post-purchase.