Supplements
Sales Assessment Results
46
Needs Improvement
10 questions
Maximum score: 100
Completed in
Your performance in this test tells a pretty clear story: you're struggling to connect and engage with prospects on a deeper level. While you show some willingness to understand their needs, your responses often come off as transactional, missing opportunities for curiosity and rapport-building. It's evident that you're familiar with basic sales concepts, but you need to dig deeper into understanding your customers' pain points and how your solutions can uniquely address them. Your strongest moments were when you addressed budget concerns with flexibility, but even that could use more probing questions to truly grasp the prospect's limits. It's time to focus on techniques like Solution Selling and Consultative Selling to enhance your discovery and engagement skills. You need to practice asking more insightful questions and responding with specific examples that resonate with your prospect's experiences. Remember, selling isn't just about pushing a product; it's about building trust and demonstrating value. Take this as your coaching moment: don't just sell, connect. Make every conversation count by genuinely seeking to understand your customers and their needs. You're capable of more than this—now go out there and prove it.
Question Breakdown
1.
4
/ 10Question:
"We've had issues with supplement suppliers in the past; how can I trust this won't be another headache?"
Answer:
We have an outstanding track record, the ability to source and distribute any supplement needs quickly and efficiently.
Feedback:
While your response touches on your company's strengths, it lacks depth in addressing the prospect's specific concern about trust and past experiences. You missed an opportunity to ask questions to understand their previous issues better, which could help you tailor your response and build rapport. Consider elaborating on your quality assurance processes or customer testimonials to provide additional reassurance. Overall, it feels a bit too transactional without a collaborative approach to uncover their specific pain points.
Score: 4/10 for limited engagement and lack of personalized trust-building.
2.
4
/ 10Question:
"The pricing seems a bit steep compared to what we've seen; can you justify the value we'll get from this?"
Answer:
You’re not just ordering online from a computer. You’re dealing directly with me and all my resources to serve you to the furthest extent possible
Feedback:
The response attempts to highlight the personal touch and direct relationship with the salesperson, which is a good start. However, it lacks specificity in addressing the value of the product itself compared to competitors. It doesn't effectively justify the pricing by detailing the benefits, features, or unique selling points of the supplements. It also misses an opportunity to ask questions that could uncover the prospect's specific needs or concerns, which could help tailor the value proposition better. Improving clarity in communication and focusing more on the product's benefits while acknowledging the pricing concern would enhance the response significantly.
3.
6
/ 10Question:
"Our budget cycle is ending soon, and I need to know if we can initiate this purchase immediately without exceeding our limits."
Answer:
We can. You can give me your budget you would like to stay in and what you need or want to order and we will do our best to ensure you get your products within the budget constraints.
Feedback:
The response effectively addresses the budget concern by offering flexibility and a willingness to work within the prospect's financial constraints. However, it could be improved by asking more probing questions to better understand the specific budget limits and needs of the prospect. Clear communication is present, but the tone could be slightly more collaborative to build rapport. Additionally, a closing technique could have been employed to prompt further action, such as scheduling a follow-up or offering to draft a proposal. Overall, while the response is on the right track, it lacks depth in discovery and closing.
Score: 6
4.
4
/ 10Question:
"Can you explain how these supplements will deliver a measurable ROI for our team?"
Answer:
Your team will now have access to the best selling supplement on the market. We have plenty of data and analytics we can provide to show you these are all trending in the right direction
Feedback:
The response does not directly address the prospect's request for a measurable ROI, which is a crucial aspect of their concern. While mentioning access to the best-selling supplement and data is a good start, it lacks specificity on how it will impact the team's performance or financial returns. There's a missed opportunity to ask follow-up questions to better understand the prospect's needs or to present concrete examples of ROI from other clients. Additionally, the tone could be more engaging and reassuring, rather than vague and somewhat dismissive. Overall, it’s a step in the right direction, but it needs more depth and focus on value exploration.
Score: 4/10 for lack of specificity and engagement with the prospect's question.
5.
5
/ 10Question:
"There's a lot of uncertainty in our company direction right now; how do we know investing in these supplements aligns with our future goals?"
Answer:
If you would like to give me some details in what your future goals are we can make sure we’re selling you the right products for the future needs of the company
Feedback:
The response shows a willingness to understand the prospect's future goals, which is a good start. However, it lacks a sense of urgency and does not directly address the concern about uncertainty. There’s an opportunity to use a consultative approach by asking probing questions to explore the implications of not investing in supplements, such as potential impacts on employee health or productivity. The response could also benefit from a more confident tone, assuring the prospect that investing in health can be a strategic move even amid uncertainty. Overall, while the curiosity is there, the response could be more proactive and solution-oriented.
6.
5
/ 10Question:
"I’m not sure the quality of these supplements meets our high standards; how can you assure us of their reliability?"
Answer:
We have lab tests proving our quality and standards in our products. We rate the highest in the supplement space!
Feedback:
The response provides some reassurance by mentioning lab tests and high ratings, but it lacks depth and specificity. It would be more effective to elaborate on what the lab tests entail, how they relate to the prospect's standards, and perhaps share specific metrics or success stories. Additionally, incorporating a question to engage the prospect further could foster a collaborative discussion. Overall, it addresses the concern but misses an opportunity for a solution-focused and consultative approach.
7.
5
/ 10Question:
"I'm juggling multiple projects right now; why should I prioritize this purchase over others?"
Answer:
You will see a most immediate ROI when these hit your shelves. Then that gives you the flexibility to continue making your other purchases.
Feedback:
The response does address the objection by highlighting the immediate ROI, which is a relevant point for the supplements industry. However, it lacks depth in exploring the prospect's specific situation and doesn't ask any follow-up questions to understand their other projects better or to build rapport. The tone is somewhat transactional and could benefit from a more collaborative approach, perhaps by acknowledging the challenges of juggling multiple projects. Further, it could have included a closing technique to encourage a decision or at least a next step. Overall, it needs more engagement and curiosity about the prospect's priorities to strengthen the connection.
Score: 5
8.
3
/ 10Question:
"We already have a vendor for supplements; what makes your product stand out in comparison?"
Answer:
I am sure they are great but our packaging, labeling and use of advertising makes us stand out more to consumers
Feedback:
The response does mention a couple of aspects that could differentiate the product, such as packaging and advertising. However, it fails to address the prospect's concern directly and lacks depth in exploring unique value propositions that might resonate with the customer. There are no questions asked to discover more about the current vendor's limitations or the prospect's specific needs, so it misses an opportunity for curiosity and collaboration. Instead of focusing on superficial aspects like packaging, a more effective approach would be to highlight specific benefits or results that your product delivers, as well as asking questions to understand what the prospect values in their current vendor. Overall, this response lacks the necessary engagement and depth. Score: 3
9.
5
/ 10Question:
"Given our strict compliance requirements, how do your products meet industry standards?"
Answer:
We take every caution set forth from the FDA to ensure we are compliant at all times. Starting at the sourcing of the product up to shipping it.
Feedback:
The response addresses the compliance concern by mentioning FDA standards, but it lacks depth and specific details that would reassure the prospect. It would be more effective to elaborate on the specific compliance measures taken, such as third-party testing, certifications, or quality assurance processes. Additionally, the tone is somewhat generic; incorporating a more conversational approach would help build rapport. There’s no inquiry to further understand the prospect's specific compliance concerns, missing an opportunity for curiosity and discovery. Overall, it needs to be more solution-focused and demonstrate value in terms of compliance.
Score: 5
10.
5
/ 10Question:
"Can you provide some testimonials or case studies that demonstrate the effectiveness of your supplements in similar companies?"
Answer:
Yes. We have many testimonials not only from consumers but from the other business owners that purchase our products and I am more than happy to provide those.
Feedback:
The response is somewhat effective as it acknowledges the request for testimonials and indicates a willingness to provide them. However, it could be improved by specifying the types of testimonials available and possibly sharing a brief example or two to build credibility immediately. The tone is neutral but could be more engaging and enthusiastic to better connect with the prospect. Additionally, it misses a closing technique, such as asking if they would like to see the testimonials now or suggesting a follow-up to discuss their needs further. Overall, while it demonstrates some willingness to collaborate, it lacks depth and specific curiosity about the prospect's needs or concerns.
Score: 5/10