Digital Marketing
Sales Assessment Results
60
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance has been inconsistent, and it shows. You managed a decent average score of 6, but that’s not enough to pat yourself on the back just yet. Your strongest techniques lie in solution-focused selling—there’s a flicker of understanding and a desire to provide value, which is commendable. However, you keep missing the mark on active listening and curiosity. You need to dig deeper into your prospects’ concerns and ask the probing questions that show you care about their unique situation.
The patterns are clear: you communicate well but often fall short in engagement and closing techniques. You’re great at acknowledging concerns but then leave the prospects hanging without a strong push towards next steps. This isn’t a game of ping pong; it’s about guiding them to a commitment.
To elevate your game, I suggest you dive into consultative selling and mastering objection handling techniques. These will help you engage more deeply with your prospects and tackle their concerns head-on.
Here’s your coaching moment: remember, every conversation is an opportunity to build rapport and trust. Don’t just scratch the surface—dive in! Ask the right questions, showcase your curiosity, and show that you’re genuinely invested in their success. Make them feel heard, and you’ll see your closing rates improve. Now go out there and make it happen!
Question Breakdown
1.
7
/ 10Question:
"I'm concerned about the return on investment; how can I be sure your service will deliver real value?"
Answer:
I understand your concerns completely. If we did not deliver an ROI we would have gone out of business years ago. I am happy to introduce you to some of our long term clients who can share their personal experiences with you.
Feedback:
The response effectively acknowledges the prospect's concern about ROI, which is crucial in the digital marketing industry. However, while mentioning the long-term clients is a good approach, it could have been enhanced by asking more probing questions about what specific metrics the prospect is concerned about. This would show curiosity and a desire to understand their unique situation better. Additionally, a stronger closing technique could have been employed to guide the conversation towards a commitment or next step. Overall, the response is clear and maintains an appropriate tone, but it lacks a bit in the solution-focused approach and active listening.
Score: 7
2.
8
/ 10Question:
"We've had a bad experience with digital marketing before; what makes your approach different?"
Answer:
Our approach is different because we don't apply a blanket solution to all clients. Rather we take the time to personally learn their business and brand ID so we can identify the best way to bring value through our relationship.
Feedback:
The response effectively addresses the prospect's concern by emphasizing a personalized approach, which is crucial in digital marketing. It communicates clearly and positively, showing a willingness to understand the client's unique needs. However, it could benefit from including a specific example of how this tailored approach has worked for past clients or how it sets the company apart from competitors. A closing technique that encourages further discussion or questions could also strengthen the response. Overall, it demonstrates an understanding of the importance of collaboration and value exploration.
3.
7
/ 10Question:
"Our current vendor has been reliable; can you prove that switching is worth the risk?"
Answer:
While your current vendor has been reliable, they may not be achieving maximum ROI for your investment. I would be happy to take a look at your analytics and identify some areas of opportunity that they have missed.
Feedback:
The response effectively acknowledges the prospect's concern about reliability while introducing the potential for improved ROI. By offering to analyze their analytics, the salesperson demonstrates a solution-focused approach and invites collaboration. However, the response could benefit from more emphasis on the unique value proposition of switching vendors, perhaps by highlighting specific benefits or success stories. Additionally, asking a follow-up question about their current ROI would enhance curiosity and discovery. Overall, it’s a solid response that could use a bit more depth in showcasing value and addressing the risk of switching.
4.
6
/ 10Question:
"I need to justify this expense to my management; what metrics can support this decision?"
Answer:
You can share with your management team that our company typically provides a 4-6X ROAS.
Feedback:
The response provides a relevant metric (4-6X ROAS) that can support the expense justification to management, which is a good start. However, it lacks depth in addressing the objection. It would have been more effective to also ask questions to uncover specific concerns or metrics that the management team values, such as customer acquisition cost (CAC) or lifetime value (LTV). Additionally, elaborating on how this metric translates into tangible business outcomes or aligning it with the prospect's goals would strengthen the argument. Overall, while the response is clear and communicates a specific metric, it misses the opportunity for deeper engagement and exploration of value.
Score: 6
5.
7
/ 10Question:
"With so many other projects on our plate, can you guarantee that your services won't add complexity?"
Answer:
We have almost a decade of experience unburdening our clients. Our goal is to actually make your lives easier, rather than adding complexity.
Feedback:
The response effectively addresses the concern by leveraging the company's experience to reassure the prospect that their services are designed to simplify processes rather than complicate them. However, it could benefit from a more specific example or a question to further explore the prospect's current challenges and how to align with their priorities. The tone is professional and appropriate for the digital marketing industry, but it lacks a closing technique to prompt further engagement. Overall, it demonstrates a solution-focused approach but could improve in curiosity and discovery, as well as collaborative engagement.
6.
4
/ 10Question:
"Our company is going through changes; what if your solution doesn't align with our new direction?"
Answer:
We understand that business is fluid and needs might change. Thats why we dont do long term contract. Just submit your 30 days notice and you are free to pursue other options.
Feedback:
The response addresses the concern about alignment with the company's changing direction by highlighting the flexibility of not having a long-term contract. However, it lacks depth in exploring the prospect's specific changes and how your solution could still provide value during this transition. There's little engagement or curiosity about their situation, which could help build rapport and trust. Additionally, the tone feels somewhat dismissive by focusing mainly on the exit option rather than showing genuine interest in their needs or concerns. A more collaborative approach that includes thoughtful questions about their new direction would enhance the response significantly.
7.
5
/ 10Question:
"The timing feels off with our fiscal year approaching; can we afford to make this investment now?"
Answer:
A better question would be can you afford not to? Your competitors are gearing up for a big year in 2025. How else do you expect to keep up?
Feedback:
The response raises a provocative question which can stimulate thought, which is a solid technique. However, it lacks empathy and does not address the concern regarding timing and budget constraints directly. Instead of challenging the prospect's thinking, it would be more effective to ask questions to explore their specific budget considerations and how the investment could yield a return that aligns with their fiscal strategy. A more solution-focused approach would build rapport and demonstrate understanding of their situation. Overall, the response could benefit from a more collaborative tone and thoughtful discovery questions.
8.
6
/ 10Question:
"How will your service improve our current marketing strategies, especially when budgets are tight?"
Answer:
We can absolutely optimize performance without increasing ad spend. Furthermore, there may be additional opportunities that have been overlooked that we can also capitalize on.
Feedback:
The response effectively addresses the concern about budget constraints by emphasizing optimization without increased spending. However, it lacks a deeper exploration of the current strategies, which could have showcased curiosity and discovery. Additionally, it would benefit from a closing technique that invites further discussion or a follow-up meeting. Overall, the tone is appropriate for the digital marketing industry, but the lack of specific examples or questions to engage the prospect limits its effectiveness.
9.
5
/ 10Question:
"Can you assure me that your team will provide adequate support after we sign the contract?"
Answer:
Absolutely. And if you're not happy for any reason, your free to move on. But we are committed to providing an experience that will lead to a long term, mutually beneficial relationship.
Feedback:
The response does acknowledge the prospect's concern about support after signing the contract, which is a good start. However, it lacks specific assurances or examples of how support will be provided, which would demonstrate a solution-focused approach. The phrase 'free to move on' may come off as dismissive rather than reassuring, potentially undermining the establishment of a collaborative rapport. It doesn't employ a closing technique effectively, nor does it ask any follow-up questions to further explore the client's needs or concerns. To improve, the response could include specific support options and invite further discussion to build trust and clarity. Overall, it could benefit from clearer communication and a stronger focus on value exploration.
10.
5
/ 10Question:
"I need more time to evaluate all the options; how can you expedite my decision-making process?"
Answer:
I strongly recommend speaking with out references. This will provide you with the peace of mind that we can consistently provide value over long periods of time.
Feedback:
The response acknowledges the prospect's need for more time but misses an opportunity to engage further. While providing references is a solid suggestion, it lacks a deeper exploration of the prospect's specific concerns or criteria for evaluation. The tone is appropriate, but the communication could benefit from asking follow-up questions to uncover what particularly they are evaluating and what might expedite their decision. Additionally, there could be a summary of the value proposition or benefits that differentiate your services to further assist in their decision-making process. Overall, there’s a good starting point, but it falls short in curiosity, discovery, and collaborative engagement.
Consider integrating a more solution-focused approach and actively listening to the prospect's specific needs before directing them to references.
Score: 5