Signs
Sales Assessment Results

"We already have a signage provider in place, why should we switch?"

We provide a team of seasoned professionals. We sell solutions and build relationships. Roi is important to us

The response lacks depth and fails to directly address the prospect's concern about their current signage provider. While mentioning a professional team and relationship-building is positive, it doesn't articulate why switching would be beneficial or what unique value your company offers that the current provider might not. There is no engagement with the prospect’s situation or exploration of their needs. Furthermore, the term 'ROI' is mentioned but not explained in context. To improve, ask questions to understand their satisfaction with the current provider and highlight specific advantages of your service that would appeal to them. Overall, the response is too vague and lacks a collaborative approach.

"Your signs are too expensive compared to other options we looked at."

I am sure our solutions are built to a higher standard with better materials. We also offer better warranties than our competitors.

The response does a decent job of addressing the concern by highlighting the quality and warranty of the signs, which can justify a higher price. However, it lacks depth in exploration of the prospect's specific needs or budget limitations. There's no clear closing technique or engagement strategy to encourage further dialogue. Better communication could involve asking questions about what aspects of the signs were compared, or what specific needs they have. Active listening could be improved by directly acknowledging the concern about cost. Overall, while it touches on value, it could be more collaborative and curious. To enhance this response, consider asking questions like, 'What features are most important to you?' or 'Can you share more about the options you've seen?' This would demonstrate a more solution-focused and customer-centric approach.

"We're not looking to make any changes to our signage right now, can we revisit this in the future?"

Absolutely, when would be a good time in the future to follow up. Could I send you more information in the meantime. What is a good email address and phone number?

The response addresses the objection by acknowledging the prospect's current stance and suggesting a follow-up, which is positive. However, it lacks depth in exploring the prospect's reasons for not wanting to change signage. There is a missed opportunity to ask open-ended questions about their current signage's effectiveness or any pain points they might have. The communication is clear, but the tone could be warmer and more engaging to build rapport. While the offer to send more information is good, it would be more effective to emphasize the value of that information and how it might benefit them in the future. Overall, a good effort, but it could be improved significantly.

"How do I know your signs will last longer than our current ones?"

Most signage products look similar but are not the same. We have built our reputation on giving cost effective solutions but not skimping on quality even if it means lower profit or loosing a job.

The response addresses the concern by emphasizing the company's commitment to quality over profit, which is a good start. However, it lacks specific evidence or examples to substantiate the claim that their signs last longer. Clear communication is present, but the tone could be more reassuring and confident. There's no closing technique or invitation for further discussion, which misses an opportunity for engagement. A more solution-focused approach could include details about materials used, warranty information, or comparisons to industry standards. Asking the prospect about their current signs' issues could also open a dialogue for deeper discovery. Overall, while there is an attempt at value exploration, it doesn't fully resonate due to a lack of specificity and engagement.

"I'm concerned about the installation process and potential disruptions to our business."

We offer flexible install time options to minimize disruptions to business operations. Night and weekends are options

Your response effectively addresses the concern about installation disruptions by offering flexible scheduling options. This shows an understanding of the prospect's worries and provides a clear solution. However, you could enhance your communication by acknowledging their specific concerns more directly and exploring any further questions they might have regarding the installation process. Adding a closing technique could also help in guiding them towards a decision. Consider asking, 'How does that sound to you?' to engage them further. Overall, a good start but could be more collaborative and solution-focused.

"Can you provide case studies or references from clients similar to us?"

Absolutely, depending on the products you are interested in we can also provide traffic analysis and demographic data as well

The response indicates a willingness to provide additional information, which is positive, but it does not directly address the prospect's request for case studies or references. Effective sales communication should directly respond to the objection and provide what the prospect is looking for. In this case, mentioning the availability of case studies and references would have been more effective. Additionally, the inclusion of traffic analysis and demographic data is somewhat off-topic and could confuse the prospect rather than focus on their immediate concern. Finally, it would be beneficial to ask follow-up questions to better understand their specific needs and to build rapport. Overall, the response lacks clarity and focus on the prospect's request for proof of success, which is crucial in the signs industry where visual impact and effectiveness are key. Score: 4

"What if the design doesn't meet our expectations once produced?"

We provide scale proofs on your building or vehicle to make sure that doesn’t happen. All concerns are handled in the design process and we are not happy until you are. If something does arise, we do our best to come to a resolution to get you exactly what you expected.

The response effectively addresses the concern by explaining the scale proofs and emphasizing a commitment to customer satisfaction. The tone is professional and reassuring, which is appropriate for the signs industry. However, it could benefit from a closing technique to reinforce the partnership and invite further discussion. Additionally, while the solution-focused approach is clear, it lacks a few probing questions that could demonstrate curiosity and discovery regarding the prospect's specific expectations. Active listening is somewhat present, but more engagement could have strengthened rapport. Overall, this response shows promise but could be improved in terms of dialogue and closing.

"Our budget for signage is limited this quarter, can you work with that?"

We have a variety of different solutions to meet varying budgets. I always tell customers there are 20 different ways to build the same design. Being a custom manufacturer gives us extreme flexibility in how the end product is produced

The response is a good start as it acknowledges the budget concern and suggests flexibility in solutions, which is key in the signage industry. However, it lacks a more direct engagement with the prospect's specific needs and budget constraints. A follow-up question could help uncover more about their budget and priorities. The tone is appropriate, but it could be more empathetic to reinforce understanding. Overall, while it hints at value, it misses an opportunity to explore the prospect's specific budget parameters and engage them in a more collaborative manner. A closing technique or a prompt for further discussion could strengthen the response.

"How quickly can you deliver the signs once we place an order?"

The turn around time depends on the product and permit constraints. If allowed we provide temporary banners to clients so their customers can find them while their new sign is being produced.

The response addresses the concern about delivery time but lacks specific information regarding the turnaround time for the signs themselves, which is crucial for the prospect. While mentioning temporary banners is a good solution-focused approach, it could be enhanced by providing a general timeframe for sign production. The tone is neutral and informative, but a bit more enthusiasm could help build rapport. Additionally, asking the prospect about their specific needs or deadlines could demonstrate curiosity and active listening. Overall, the response is somewhat effective but could be improved with clearer communication and a more collaborative approach.

"What guarantees do you offer if we are not satisfied with the product?"

If the product is not as anticipated we work with the customer to find a resolution. Sometimes this means redoing the job. It is a very rare occurrence, but that is our commitment to each client we take on.

The response addresses the concern by stating that the company is committed to resolving issues, which is a good start. However, it lacks specific guarantees or policies that could provide the prospect with more confidence, such as a satisfaction guarantee or details on how the resolution process works. The tone is professional, but it could be more reassuring. There is no closing technique used to encourage the prospect to proceed. The response could also benefit from asking questions to understand the prospect's specific concerns better and demonstrate active listening. Overall, while the intention is there, the response could be more effective with clearer communication and a stronger emphasis on value and reassurance.