Red Light Therapy
Sales Assessment Results
41
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here; your performance needs a serious tune-up. Averaging just over 4 isn't going to cut it in the competitive world of sales. You’re touching on solutions, but they’re often too generic and lack the personal flair that gets customers to say yes. You’ve got some decent instincts, especially when addressing objections, but you’re missing the mark by not diving deeper into your customers' specific needs and emotions.
What stands out is your ability to present options like discounts or product features, but you need to up your game in empathy and curiosity. You’re skimming the surface instead of going for a deep dive. Consistently, I see a pattern of being too transactional and not enough consultative. You need to ask more probing questions that uncover real pain points. For example, instead of glossing over budget concerns, ask directly about what would make them comfortable.
I suggest you spend some time mastering consultative selling and solution-focused techniques. These will help you engage customers more meaningfully and tailor your pitches to their specific situations.
Here’s your coaching moment: remember that every conversation is an opportunity to build a connection. If you can turn your sales approach from a one-size-fits-all pitch to a genuine dialogue, you’ll see a transformation in your results. Embrace curiosity and empathy, and watch how your sales conversations evolve. You’ve got potential; now it's time to harness it.
Question Breakdown
1.
4
/ 10Question:
"I see the benefits of red light therapy, but I'm worried about how this will fit into my personal budget with all my other expenses."
Answer:
RLT will decrease your need to spend on XYZ products and other unnecessary items.
Feedback:
The salesperson's response touches on a potential solution but lacks depth and personalization. While mentioning that RLT can reduce spending on other products is a start, it doesn't directly address the customer's current budget concerns or show empathy towards their situation. There is no exploration of the customer's specific budget limits or a clear closing technique to guide them toward a decision. Additional questions to uncover the specific budget constraints could enhance the response, and sharing a more tailored value proposition could help strengthen the pitch. Overall, the response feels a bit too generic and could benefit from a more consultative and solution-focused approach.
2.
5
/ 10Question:
"The idea of monthly payments for this therapy seems daunting; can we find a more affordable option?"
Answer:
If you pay upfront, you can save 30% off the monthly payment
Feedback:
The response directly addresses the objection about the daunting nature of monthly payments by offering a discount for upfront payment. However, it lacks a deeper exploration of the customer's needs and concerns—such as asking about their budget or discussing the value of the therapy to justify the investment. This is a missed opportunity for a solution-focused approach. Additionally, the tone could be warmer and more collaborative to build rapport. Overall, while it provides a clear option, it misses on curiosity, value exploration, and active listening.
Consider using a consultative approach to further engage the customer by asking questions about their budget and needs. For example, you could have asked, "What monthly payment would feel more comfortable for you?" or "Can you tell me more about what you’re hoping to achieve with this therapy?" This would have helped you provide tailored solutions that align with their financial comfort level.
3.
5
/ 10Question:
"I’ve read mixed reviews about red light therapy devices; how can I trust that yours is effective?"
Answer:
It’s a grade 2 medical device, independently tested for power and strength.
Feedback:
The response addresses the concern about effectiveness by mentioning that the device is a grade 2 medical device and has been independently tested, which provides some credibility. However, it lacks depth in exploring the customer's feelings and experiences related to the mixed reviews. It could benefit from a more solution-focused approach, perhaps by inviting the customer to share their specific concerns about the reviews or offering testimonials from satisfied users. Additionally, the tone could be more engaging to build rapport. Overall, it's a decent start but needs more depth and a collaborative approach to fully address the objection.
4.
3
/ 10Question:
"With so many priorities on my plate right now, I'm struggling to find the time to commit to a new therapy routine. What would you suggest?"
Answer:
If you don’t make your health a priority, you will make your sickness a priority.
Feedback:
The response lacks empathy and a collaborative approach. Instead of acknowledging the customer's busy schedule and exploring their specific health needs, it comes off as a bit harsh and dismissive. A better response would involve understanding the prospect's situation more deeply, perhaps using a question to uncover their specific health goals or challenges. Then, suggesting a flexible way to integrate red light therapy into their routine would demonstrate both value and understanding. Overall, this response does not effectively address the concern and misses the opportunity for a solution-focused dialogue.
5.
4
/ 10Question:
"I like the idea of red light therapy, but I’ve had a bad experience with a similar product in the past. What makes yours different?"
Answer:
My device is a grade 2 medical device. Other products on the market don’t have the same power and accuracy as mine.
Feedback:
The response briefly mentions the medical grade and power of the device, which attempts to address the concern. However, it lacks depth in understanding the specific past experience of the prospect and doesn't engage them in a conversation to uncover more about their concerns. Questions could have been asked to explore their previous experience further and build rapport. The tone is factual but misses an emotional connection, which is crucial in the wellness industry. Additionally, it could benefit from demonstrating value beyond just specifications, perhaps by sharing customer testimonials or specific benefits related to their past experience. Overall, the response is somewhat effective but lacks engagement and solution-focused exploration.
6.
5
/ 10Question:
"I need to know how quickly I can see results; I don’t want to invest in something that doesn’t provide immediate satisfaction."
Answer:
You will feel the results after one treatment, if you don’t, there is no obligation to continue.
Feedback:
The response addresses the objection by providing a promise of immediate results, which is a good start. However, it lacks depth in exploring the potential benefits of red light therapy and does not acknowledge the prospect's concern about long-term investment versus immediate satisfaction. A more effective response could include asking a follow-up question to understand their specific expectations or previous experiences with similar treatments. Additionally, it would benefit from a more empathetic tone, reassuring the prospect that their concern is valid. The closing technique could be improved by inviting the prospect to discuss their goals further, rather than just stating an obligation-free offer. Overall, the response is direct but could capitalize on a solution-focused and consultative approach.
7.
2
/ 10Question:
"Before considering this investment, I need to ensure my team supports this decision; how do I approach that?"
Answer:
Your family wants you to be healthy and fit, they want you to live your best life. I’m confident they will approve of this program.
Feedback:
The response fails to address the prospect's concern about team support for the decision. Instead of acknowledging the need for team buy-in and providing strategies for how to involve them in the decision-making process, it shifts focus to the prospect's family, which is irrelevant. This approach lacks clarity, does not demonstrate active listening, and fails to explore the value of the product in relation to the team's perspective. A more effective response would involve asking questions about the team's concerns, providing information to help the prospect present the idea to their team, and emphasizing collaboration. Overall, this response feels disconnected from the prospect's actual objection.
8.
4
/ 10Question:
"I have to admit, I don’t fully understand how this therapy works. Can you explain it in simple terms?"
Answer:
Your body needs X amount of red light daily, unfortunately we are inundated with blue light. The RLT will balance out the blue light and help you feel your best.
Feedback:
The response attempts to address the objection but falls short in providing a clear and simple explanation of how red light therapy (RLT) works. Instead of elaborating on the fundamentals of RLT, such as how it stimulates cellular activity or promotes healing, the response vaguely mentions balancing blue light without connecting it to the benefits of RLT. This lacks clarity and does not effectively engage the prospect's curiosity. A more effective approach would have included a straightforward explanation of the mechanism behind RLT, such as how it penetrates the skin and aids in cellular repair. Additionally, incorporating a closing technique that encourages further questions or concerns would have enhanced the response. Overall, the communication could be more informative and engaging.
Score: 4
9.
5
/ 10Question:
"What kind of post-purchase support do you offer if I run into any issues with the device?"
Answer:
24/7 text/phone support
Feedback:
The response is clear and direct, providing a straightforward answer to the prospect's concern about post-purchase support. However, it lacks depth and could benefit from a more collaborative approach. For instance, elaborating on the specifics of the support—like troubleshooting guides, warranty information, or a dedicated support team—would enhance the value proposition. Additionally, there was no attempt to engage the prospect further or ask if they had specific concerns about the device, which would demonstrate active listening and curiosity. Overall, while the answer addresses the concern, it could be improved with a more solution-focused and engaging approach.
10.
4
/ 10Question:
"I’ve heard that other brands offer better features; why should I choose your product over theirs?"
Answer:
The other features are not necessary to the RLT treatment. They are flashy and not needed. You need bulbs and power, mine provide both.
Feedback:
The response addresses the objection by highlighting the necessity of the features offered by your product, but it lacks depth and fails to explore the customer's perspective or needs. There's an opportunity to engage more with the prospect by asking questions about what specific features they are looking for and how they perceive value in their treatment. A more solution-focused approach would involve explaining the unique benefits of your product and how it aligns with their needs. Additionally, the tone could be more collaborative instead of dismissive of the competition. Overall, the response does not build enough rapport or demonstrate the value effectively.
Score: 4