Scentsy
Sales Assessment Results

63
Developing Closer
10 questions
Maximum score: 100
Completed in
December 24, 2024
It's time for a reality check. Your average score of 6.3 indicates you're treading water, and while there are glimmers of potential, you need to step it up. You demonstrate a decent grasp of acknowledging and addressing customer concerns, particularly with your active listening skills. However, there's a persistent pattern of not fully leveraging the power of solution-focused selling. You often miss the mark when it comes to directly addressing objections and showcasing how Scentsy's unique features can meet customer needs. To truly elevate your game, dive deeper into value selling and consultative selling techniques. These will help you not only identify customer pain points but also craft tailored solutions that resonate. It's time to stop dancing around objections and start tackling them head-on with clarity and confidence. Here’s the kicker: every interaction is an opportunity to build rapport and show genuine curiosity. Take this coaching moment to heart: the more you engage with prospects’ concerns and relate them to Scentsy’s offerings, the more you'll transform objections into opportunities. You’ve got this—now go out there and own your conversations!

Question Breakdown

1.
5
/ 10
Question:
"I'm just not sure if Scentsy fits my lifestyle; I want something that doesn't require constant maintenance."
Answer:
I hear you! What are some of your goals to help you create your lifestyle of your dreams?
Feedback:
The response does a decent job of acknowledging the prospect's concern about maintenance. However, it lacks a direct addressing of the objection regarding Scentsy's maintenance requirements. Instead of asking about the prospect's goals, a more effective approach would be to share how Scentsy products can seamlessly integrate into a low-maintenance lifestyle. For instance, highlighting that many Scentsy products require minimal upkeep or can be enjoyed with little effort would have demonstrated a solution-focused approach. Additionally, the response could benefit from some curiosity-driven questions to better understand the specifics of what 'maintenance' means to the prospect. Overall, while the tone is friendly and open, the response could be more targeted and relevant to the objection. Score: 5/10 for acknowledging the concern but missing an effective solution and proactive engagement with the objection.
2.
6
/ 10
Question:
"I've had a bad experience with similar products in the past, and I'm hesitant to commit again."
Answer:
I’m sorry to hear that. Do you mind if I ask which products you were using? I’m thinking our lifetime warranties and medical grade ingredients, might intrigue you. You might also appreciate the low commitment required. You can return any product that’s not up to your standards!
Feedback:
The response addresses the objection by acknowledging the prospect's bad experience and asking a clarifying question about which products they used. This shows active listening. However, while mentioning the lifetime warranties and medical-grade ingredients, it could have done a better job of linking those features to the prospect's concerns, demonstrating how they specifically address the past negative experiences. The mention of low commitment and return options is good but could have been framed more compellingly to create a sense of safety around trying the product. Overall, the response is friendly and informative, but it could improve its solution-focused approach and exploration of value. Score: 6/10
3.
5
/ 10
Question:
"What if I invest in this and find out my friends prefer a different brand?"
Answer:
When you invest in our team and products, I think you will find that your friends will be intrigued and ready to hear you out. However, if things don’t go as planned, then no problem. You literally have nothing to lose. You can simply walk away with no strings attached.
Feedback:
The response does a fair job of addressing the concern by emphasizing no risk and the potential intrigue from friends, but it could be made more effective. It misses an opportunity to explore the value of Scentsy products and how they stand out against competitors. Additionally, the tone could be more empathetic, acknowledging the prospect's feelings about their friends' preferences. A more engaging follow-up question could have been asked to invite further discussion on their friends' preferences or what they value in a brand. Overall, the response lacks a strong closing technique and doesn't fully explore the prospect's concerns. Score: 5
4.
7
/ 10
Question:
"I've seen other brands offering similar products at a lower price point; how can you justify the cost?"
Answer:
At Scentsy we set standards in our industry. We are the Nordstrom of fragrance products and pride ourselves on having the best products in the market. I do know that people are willing to spend on quality fragrance even in tough times. We have the host opportunity which allows your friends, family and customers to earn products free and half price! I can show you how to make this feature work for you and the customer. This makes sure that nobody has to skimp on quality and still get a great deal!
Feedback:
Your response effectively positions Scentsy as a premium brand, which is a great start. However, while you mention quality and standards, it would help to dive deeper into the specific benefits and unique features that justify the price. Consider asking questions to uncover what the prospect values most in fragrance products—this could lead to a more tailored response that resonates with their needs. Additionally, emphasizing the value of the host opportunity is a good touch, but it could be even stronger if you provided a specific success story or example. Overall, your tone is positive and inviting, but incorporating more curiosity and exploration of the prospect's perspective could enhance your effectiveness. Score: 7
5.
6
/ 10
Question:
"I'm on a tight budget this month; can you convince me why I should prioritize this purchase now?"
Answer:
I hear you on the tight budget! Things are a little hefty right now. Do you have fragrance in your budget at this time? Things such as wax, laundry care, body care etc? If yes, maybe we can use your budget and partner it with our host opportunity to meet that number for you! I think you will enjoy the experience as well!
Feedback:
The response does a good job of acknowledging the prospect's budget concern, which shows active listening and understanding. However, it could be more effective by providing a clearer value proposition for why purchasing now is beneficial. Instead of asking if they have fragrance in their budget, consider exploring how Scentsy products can enhance their home experience or save money in the long run. The suggestion of the host opportunity is a nice touch, but it needs to be linked more directly to the immediate benefits the product can provide. Overall, there's a decent collaborative approach, but a stronger emphasis on the urgency and value of the purchase would enhance the effectiveness.
6.
7
/ 10
Question:
"I'm concerned about the environmental impact of using scented products; how sustainable is Scentsy?"
Answer:
At Scentsy we are very conscious about the environment. We have over 80 scents to choose from and none of them release toxins. Also, our body products are paraben and sulfate free! Did you have a specific environment concern you’d like me to address?
Feedback:
The response effectively acknowledges the prospect's concern about the environmental impact of scented products and highlights Scentsy's commitment to non-toxic and safe ingredients. However, it could benefit from deeper exploration of sustainability practices, such as sourcing of materials or product lifecycle, to demonstrate a more robust commitment to eco-friendliness. The question at the end encourages further dialogue and shows curiosity, but it could be more specific to sustainability practices. Overall, it's a good start but lacks a comprehensive approach to sustainability.
7.
8
/ 10
Question:
"I really need to consult with my partner before making this decision; can I get back to you later?"
Answer:
Absolutely! Let’s make sure you are both on board. Would it be helpful if I were to do a 3 way chat with you both to answer anymore questions? Would tomorrow at noon work for the two of you!
Feedback:
Your response effectively acknowledges the prospect's need to consult with their partner, which shows active listening and respect for their decision-making process. Offering a three-way chat is a proactive approach that encourages collaboration and further engagement. However, it could benefit from a bit more warmth and personal touch to build rapport. Additionally, suggesting a specific time like 'tomorrow at noon' can create a sense of urgency, but it might be better to ask them if that works for them first. Overall, solid work on keeping the conversation open!
8.
7
/ 10
Question:
"I've heard mixed reviews about Scentsy; how do I know it's a reliable choice?"
Answer:
What’s the concession on what you’ve heard about us so far? Maybe I can help answer some specific concerns. I have been with Scentsy for 12 years and love it even more than I did when I first started. I feel as though you will be a great fit based on everything you’ve told me so far! I can also tell you that we are a family oriented company, we offer world class training and there’s no other community like it! I believe you’re going to love it!
Feedback:
Your response does a good job of inviting the prospect to share their specific concerns, which is essential for understanding their perspective. However, you could improve by directly addressing the mixed reviews by acknowledging them and providing specific examples or testimonials that counter those concerns. It’s great that you shared your experience with Scentsy and emphasized the community aspect, but it would be more effective if you included a closing technique that reinforces the value they would gain from choosing Scentsy. Overall, you showcased a collaborative approach and expressed enthusiasm, but more focus on addressing the objection directly would strengthen your response.
9.
6
/ 10
Question:
"I like the idea but don’t feel any urgency to switch from my current brand; what’s the reason to act now?"
Answer:
What are the things you love the most about your current brand? Let’s compare the products. I also have to add that right now is one of the best times to make this switch. We are going into the new year and your friends and family will be ready for renewal. It’s perfect timing!
Feedback:
The response effectively initiates a conversation by asking about the prospect's current brand, which shows curiosity and an intent to understand their preferences. However, it lacks a stronger emphasis on the urgency to switch and could benefit from more specific reasons or advantages of Scentsy over the current brand. The mention of the new year is a good start for creating urgency, but it could be enhanced by highlighting unique benefits or promotions currently available. Overall, while the tone is friendly and engaging, the solution-focused approach could be clearer with more compelling reasons to act now. Score: 6
10.
6
/ 10
Question:
"I'm worried about the complexity of setting up and using this product; is it really user-friendly?"
Answer:
This product is very user friendly! Have you used anything like this before? You never even have to turn it off! I’m happy to personally help you with the setup and I can follow up after a day or so as well to see if you have any questions.
Feedback:
The response does a decent job of addressing the concern about complexity by emphasizing the user-friendly nature of the product. However, it lacks detail to reassure the prospect further. It would be more effective to include specific features that enhance usability or provide a brief anecdote about a similar customer experience. The question about previous experience is good for discovery but could have been followed up with additional probing or clarifying questions to explore the prospect's specific concerns. Overall, while there's a friendly tone, the closing technique is absent, and a missed opportunity to explore the value of ongoing support was present. In summary, the response is positive but lacks depth and a stronger solution-focused approach.
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