Shipping containers
Sales Assessment Results
44
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance in this test was underwhelming, averaging just 4.4. This isn't where you want to be if you're serious about sales. You showed some awareness of product features and warranties, but your responses were largely surface-level and missed critical opportunities to engage with the prospect's specific concerns. Curiosity is key in sales, and far too often you left questions unanswered that could have opened the door to deeper dialogue. This is not just about listing features; it's about understanding the prospect's needs and emotions.
Your strongest demonstrated technique was the ability to provide basic product information, such as delivery timelines and warranties. However, the consistent pattern of neglecting to ask follow-up questions or explore the competitor landscape shows a gap in your consultative approach. You need to dig deeper and ask about their pain points and current suppliers to truly understand their perspective.
To elevate your game, I suggest you focus on the Challenger Sale and Consultative Selling techniques. These will help you learn how to challenge your prospects' thinking while also acting as a trusted advisor. It's not just about what you can offer; it's about how what you offer meets their specific needs in a competitive landscape.
Here’s your coaching moment: Sales is not just about transactions; it’s about connections and relationships. Next time, instead of jumping into features, pause to ask questions that reveal the prospect's underlying concerns. Make it a conversation, not a pitch. Your success hinges on making that emotional connection. Step it up!
Question Breakdown
1.
4
/ 10Question:
"I'm concerned about the long-term reliability of these containers given the current market options."
Answer:
All of our containers come with a life time leak warranty and a 10 year structural warranty. The average life span for a shipping container is around 25 years.
Feedback:
The response provides some evidence of reliability through warranties, but it lacks an exploration of the customer's specific concerns regarding long-term reliability in the current market. It misses an opportunity for curiosity and discovery by not asking follow-up questions to understand the specific aspects of reliability the prospect is worried about. Additionally, the response could benefit from a solution-focused approach by highlighting how these warranties compare to the competition or addressing potential risks in the market. Overall, the answer could use more engagement and addressing the prospect's perspective directly.
2.
4
/ 10Question:
"Can you explain how your shipping containers will provide more value compared to my existing supplier?"
Answer:
Our containers are wind and watertight. Guaranteed to keep our rodents with no leaks or holes and intact floors. We offer POD and have no hidden credit card fees
Feedback:
While the response highlights the wind and watertight features of the containers, it lacks a comprehensive comparison to the existing supplier, which is crucial for addressing the prospect's request for value differentiation. The mention of POD and absence of hidden fees could be relevant, but these points need to be tied back to specific advantages over the competitor's offerings. Additionally, the response does not engage the prospect by asking about their current supplier's features or any specific pain points, missing an opportunity for curiosity and discovery. Overall, the answer should focus more on value exploration and competitive differentiation.
3.
4
/ 10Question:
"What hidden costs should I be aware of that could impact our budget down the line?"
Answer:
I want to assure you that we do not have any hidden fees. Any fees accumulated are included in the final price listed. We do not have credit card fees or anything of that nature.
Feedback:
The response lacks depth in addressing the prospect's concern about hidden costs. While it assures the prospect that there are no hidden fees, it fails to explore further potential costs that could arise beyond just credit card fees, such as shipping, taxes, or customization costs. Engaging the prospect with follow-up questions about their budget concerns or specific areas of apprehension would foster a more collaborative discussion. Additionally, highlighting transparency in pricing and any other relevant cost factors could enhance trust and mitigate concerns. Overall, the answer should aim for a more comprehensive exploration of costs related to the product and the customer’s needs.
4.
5
/ 10Question:
"I need to ensure that the containers can be customized to fit our specific project needs without significant delays."
Answer:
Our containers can indeed be customized. We offer several different fabrications. The average time frame for fabrications is around 4 weeks. If you’d like to let me know a specific fabrication you may be looking for I’d be happy to let you know an exact timeframe
Feedback:
The response does address the customization concern by stating that containers can be customized and providing a general timeframe of 4 weeks for fabrications. However, it lacks depth in exploring the specific customization needs of the prospect's project. Engaging the prospect further by asking questions about their particular requirements would enhance the conversation and demonstrate active listening. Additionally, providing examples of customization options or addressing how these options may compare to competitors could strengthen the value proposition. Overall, while the response is informative, it could be more tailored and collaborative to better address the prospect's needs.
5.
6
/ 10Question:
"With our project timeline in mind, can you guarantee timely delivery of the containers?"
Answer:
Our standard delivery timeframe is 8-12 business days. We offer rush delivery for an extra cost. I can check the cost for your area. If you have a specific delivery date in mind I’d be more that happy to include that in your invoice notes for our logistics team.
Feedback:
The response effectively addresses the question about delivery timelines by providing a clear standard delivery timeframe of 8-12 business days and mentioning an option for rush delivery, which adds flexibility. However, it lacks a strong assurance or guarantee regarding on-time delivery, which is critical for the prospect's concern about their project timeline. It would benefit from asking the prospect about their specific delivery needs or any critical milestones they have to better tailor the response and show a collaborative approach. Additionally, offering insights into how they manage logistics to ensure timely delivery could enhance trust and confidence. Overall, while the response contains useful information, it could be more assertive in addressing the guarantee aspect and engaging the prospect further.
6.
6
/ 10Question:
"What support can you offer if we experience issues with the containers after purchase?"
Answer:
We back all of our containers with a lifetime leak warranty and a 10 year structural warranty. Here at USA Containers we are always available to handle and address and concerns you may have.
Feedback:
The response adequately highlights the lifetime leak warranty and 10-year structural warranty, which are strong selling points for product support. However, it misses an opportunity to elaborate on the specific types of support available post-purchase, such as customer service avenues, maintenance advice, or troubleshooting assistance. Engaging the prospect by asking about their specific concerns or experiences with previous suppliers could foster a more collaborative discussion. Additionally, providing examples of how the company has successfully supported other customers in the past would enhance credibility and trust. Overall, a more detailed explanation of ongoing support and engagement with the prospect's specific needs would improve the response significantly.
7.
5
/ 10Question:
"Can you provide evidence of your containers' performance against leading competitors in the market?"
Answer:
At USA Containers we are BBB certified. Check out this link to see some of our customer reviews! I’d also be more than happy to send you some photos of our most recent deliveries
Feedback:
The response begins with mentioning BBB certification, which adds credibility, but it does not directly address the request for evidence of performance compared to competitors. While customer reviews and photos can support the case, they do not provide concrete data or comparisons highlighting the advantages of your containers over those of leading competitors. To strengthen the answer, it would be beneficial to include specific performance metrics, customer testimonials that speak to competitive advantages, or comparisons of features that differentiate your containers. Additionally, engaging the prospect by asking what specific performance metrics they are interested in would show curiosity and a desire to tailor the information to their needs. Overall, the response is somewhat informative but lacks depth and direct relevance to the objection.
8.
3
/ 10Question:
"Our team is currently overwhelmed with projects; how much time will we need to dedicate to integrating these containers into our operations?"
Answer:
Our typical delivery timeframe is 8-12 business days. Delivery is a quick process.
Feedback:
The response provides information regarding the delivery timeframe, which is relevant, but it does not directly address the prospect's concern about the time required for integrating the containers into their operations. The response lacks an understanding of the integration process and the potential time commitment involved. It would be beneficial to ask the prospect about their current operations and any specific challenges they face in integration. Additionally, offering insights into how the containers can seamlessly fit into their existing workflow or providing examples of successful integrations with other clients would enhance the response. Overall, the answer should focus more on collaboration and addressing the specific needs of the prospect's team to alleviate their concerns about being overwhelmed.
9.
3
/ 10Question:
"I'm worried about the potential impact on team morale if we switch suppliers after a long relationship with our current vendor."
Answer:
At USA Containers we do not consider other companies our competitors. Most companies with similar inventory will be a little higher or lower priced. We back our containers with the best warranties and prices in the industry.
Feedback:
The response fails to directly address the prospect's concern regarding team morale associated with switching suppliers. By simply stating that USA Containers does not view other companies as competitors and mentioning prices and warranties, it does not engage with the emotional aspect of the objection. A more effective response would acknowledge the importance of team morale and ask questions to understand the prospect's specific concerns or past experiences with supplier changes. Additionally, offering reassurance about the transition process, such as support during the switch or success stories from other clients who have made similar transitions, would create a more collaborative and reassuring dialogue. Overall, the response lacks a critical connection with the prospect's feelings and misses an opportunity for deeper engagement.
10.
4
/ 10Question:
"How do your containers align with current industry regulations and compliance standards?"
Answer:
We do not sell bottom of the barrel containers. Each container is inspected before delivery. Upon delivery, a walkthrough inspection is completed with the customer before payment is completed.
Feedback:
The response provides some assurance regarding the quality of the containers through inspection processes, but it fails to directly address the specific inquiry about alignment with industry regulations and compliance standards. There is no mention of how the containers meet specific regulatory requirements or which standards they comply with. To enhance the response, it would be beneficial to highlight any certifications, quality standards, or regulatory frameworks that the containers adhere to. Engaging the prospect with questions about their specific regulatory concerns or previous compliance issues would show a collaborative approach and a better understanding of their needs. Overall, while the response indicates a commitment to quality, it lacks the necessary detail regarding compliance, thereby missing an opportunity to build trust and credibility.