Fabrics
Sales Assessment Results by Ayigbe Tina Honesty
30
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance on this test was not good, averaging a score of 3. It’s clear that you’re missing the mark on engaging prospects and addressing their concerns in a meaningful way. Your responses often lack depth, detail, and the necessary specificity that can turn skepticism into trust. You need to stop skimming the surface and start digging deeper into your prospects' needs.
Your strongest demonstrated technique seems to be a basic understanding of urgency in delivery and price transparency. However, even those strengths were undercut by a lack of detail and follow-up engagement. You’re not giving prospects the reassurance and substance they need to feel confident in your offering.
To shift gears and improve, I recommend you focus on mastering the Consultative Selling and Value Selling techniques. These will help you better understand your prospects, address their pain points with tailored solutions, and clearly communicate the value of what you’re offering.
Here’s your coaching moment: remember that sales is about building relationships and trust, not just pushing products. Get curious about your prospects. Ask questions that uncover their real concerns, and don’t shy away from providing the evidence they need to believe in your product. You have the potential to do better; now, it’s time to step up your game.
Question Breakdown
1.
2
/ 10Question:
"I'm concerned that your fabric won't hold up to our quality standards; how can you guarantee its durability?"
Answer:
My fabrics are high quality and can meet a standard quality.
It's durable
It doesn't fade
It's soft and mild
Feedback:
The response lacks depth and does not effectively address the concern about quality standards. Simply stating the fabric is high quality and listing attributes does not provide a guarantee or evidence. Consider incorporating specific testing results, certifications, or customer testimonials that support the claim of durability. Additionally, ask follow-up questions to understand the specific quality standards of the prospect and demonstrate a commitment to meeting their needs. Overall, the response was too vague and did not engage the prospect meaningfully.
2.
4
/ 10Question:
"We have tight timelines for our production; how quickly can your fabrics be delivered, and what happens if there are delays?"
Answer:
Tight timeline is not a problem.
I can deliver in the next 24 hours.
Feedback:
The response is overly simplistic and lacks detail. While promising a 24-hour delivery is a strong selling point, you should also explain how you can ensure that timelines will be met consistently. Furthermore, addressing what measures are in place to handle any potential delays would provide reassurance to the prospect. It's also beneficial to inquire about their specific timelines and production needs to demonstrate readiness to accommodate them. Overall, engage more deeply with the prospect's concerns and establish a stronger sense of reliability and partnership.
3.
2
/ 10Question:
"I need to ensure that this fabric can be easily integrated with our existing materials; can you provide any data on compatibility?"
Answer:
For compatibility I'd suggest cashmere
Feedback:
The response fails to address the prospect's concern about the integration of the fabric with existing materials. Simply suggesting cashmere does not provide any data or evidence regarding compatibility, nor does it engage in a meaningful discussion about how your fabric can fit into their current processes. A more effective response would include specific information about compatibility testing, examples of past integrations, or data sheets that illustrate how your fabric performs alongside their materials. Additionally, asking follow-up questions about their current materials could demonstrate a willingness to collaborate and understand their needs better.
4.
3
/ 10Question:
"Considering our current vendor relationship, what unique advantages does your fabric line offer that would justify a switch?"
Answer:
We don't just sell a fabric we provide the first chapter of your creation. Every thread holds a strong story to be told. At the heart of our brand is passion for timelessness
Feedback:
The response attempts to be creative and evoke emotion but fails to directly address the prospect's inquiry about unique advantages over their current vendor. While the storytelling approach can be impactful, it lacks specific, tangible benefits or differentiators that would compel the prospect to consider a switch. To strengthen the response, include clear comparisons of features, benefits, or service advantages that set your fabric line apart. Additionally, asking questions to understand their current satisfaction with their vendor can help tailor your value proposition more effectively.
5.
3
/ 10Question:
"I'm not sure if the initial cost of your fabric will translate to long-term savings; can you break down the total cost of ownership?"
Answer:
Depending on the quality of the fabrics you're going for.
For watch man, per yard is 8000
England cashmere 7star is 8000 per yard.
Feedback:
The response does not effectively address the prospect's concern about the total cost of ownership. It merely provides pricing information without breaking down how those costs translate into long-term savings or value. A more comprehensive approach would involve explaining factors such as durability, maintenance costs, and any potential savings from fewer replacements or reduced waste. Additionally, engaging the prospect with questions about their specific needs and cost concerns would enhance the dialogue and provide clarity. Overall, the response lacks depth and fails to provide a clear, structured explanation of value over time.
6.
0
/ 10Question:
"Our team is already stretched thin; how much bandwidth will we need to allocate for integrating your fabric solutions?"
Answer:
VIP vateney
Feedback:
The response is completely unresponsive to the prospect's concern about bandwidth and integration. It fails to provide any relevant information or reassurance regarding the effort required to implement the fabric solutions. A more effective response would include an explanation of the integration process, any support or resources provided, and an estimation of time and effort needed. Additionally, asking clarifying questions about the prospect's current resources and challenges would demonstrate a commitment to understanding their situation.
7.
5
/ 10Question:
"What support do you offer if we encounter issues with the fabric post-purchase; how responsive is your technical support?"
Answer:
Our technical support takes approximately 10/15 minutes to respond during the working hours
Feedback:
The response mentions a quick response time for technical support, which is a positive aspect; however, it lacks depth and detail. It would be more effective to elaborate on the types of support offered (e.g., troubleshooting, guidance, repair services) and explain how you ensure that issues are resolved efficiently. Additionally, addressing any specific processes in place for handling post-purchase issues, as well as asking questions to understand potential concerns from the prospect, would enhance your approach. Overall, while the response is on the right track, it needs more substance and engagement with the prospect's needs.
8.
3
/ 10Question:
"Can you explain how your fabric stands against current market trends, especially regarding sustainability and innovation?"
Answer:
We believe fabrics should not look beautiful but feel beautiful , making every moment special
Feedback:
The response does not directly address the prospect's inquiry about sustainability and innovation. It focuses on the emotional appeal of the fabric rather than providing specific information on how the fabric aligns with current market trends in those areas. A more effective response would include details on sustainable sourcing, eco-friendly materials, innovative manufacturing processes, or certifications related to sustainability. Additionally, asking the prospect about their specific concerns or interests in sustainability could help tailor the conversation and demonstrate a deeper understanding of their priorities.
9.
5
/ 10Question:
"We're worried about the hidden costs associated with switching suppliers; how transparent are your pricing and potential fees?"
Answer:
My prices are transparent, no hidden costs attached.
When sending out my catalogue or invoice i attach my price and there's no hidden charges other than what's on my catalogue except for during sales and price in reduction of some materials
Feedback:
The response provides a basic assurance of price transparency, which is a key concern for the prospect. However, it lacks depth and does not fully address potential hidden costs that might arise during the switching process. To improve, you could offer more details about your pricing structure, explain how you handle any additional charges, and clarify any terms related to sales or discounts. Additionally, it would be beneficial to ask the prospect if they have specific concerns about potential hidden costs to demonstrate a commitment to understanding their perspective and building trust. Overall, the response needs more substance to effectively alleviate the prospect's worries.
10.
3
/ 10Question:
"Given the current economic climate, why should we prioritize investing in your fabric over potential alternative solutions we already have?"
Answer:
Highlights fabrics are quite affordable and suitable, affordable for all potential customers.
Feedback:
The response highlights affordability, which is an important factor, but it fails to specifically address the prospect's concern regarding prioritization in the current economic climate. There is no clear justification for why they should choose your fabric over alternatives. A more effective approach would involve discussing the unique benefits of your fabrics, such as durability, quality, or long-term cost savings, and how these align with the prospect's current needs and economic conditions. Engaging the prospect with questions about their existing alternatives and their specific concerns would also demonstrate a deeper understanding of their situation. Overall, the response lacks depth and fails to provide a compelling case for investment.