Vehicle
Sales Assessment Results
43
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance on this test was underwhelming, with an average score of 4.3. The critiques are clear—you’re not digging deep enough to understand your prospects’ situations, and your responses often lack the collaborative touch needed to build rapport. You tend to acknowledge objections but then fumble the ball by not exploring implications or asking insightful questions that could lead to a more meaningful conversation. You need to embrace a solution-focused approach and leverage curiosity to better engage with your prospects.
Your strongest moments came when you at least attempted to address post-purchase support and challenge the status quo. However, even those responses fell short of fully capitalizing on the opportunity to deepen engagement or present a compelling value proposition. It’s like you’re sitting on a gold mine of potential insight but not quite striking it.
Moving forward, I suggest you dive into Solution Selling and Consultative Selling. These techniques will help you better identify pain points and deliver tailored solutions, while also improving your ability to ask the right questions. You need to practice turning those vague responses into conversations that actually explore your prospects' needs.
Here’s your coaching moment: embrace the power of curiosity. When you feel tempted to offer a quick answer, instead ask a follow-up question. Get to the heart of your prospects' concerns and show them you’re not just selling a vehicle—you’re offering a solution that meets their unique needs. It’s time to step up your game and turn those shortcomings into strengths. You can do this.
Question Breakdown
1.
3
/ 10Question:
"We have an ongoing project that requires our full budget allocation, and I’m not sure we can afford this vehicle upgrade right now."
Answer:
That is completely understandable, but when is the right time? If you’re growing you’re always going to be putting money into the projects.
Feedback:
The response acknowledges the objection but lacks depth in understanding the prospect's situation. While it tries to keep the conversation open, it misses the opportunity to explore the implications of delaying the vehicle upgrade, which could have added urgency or highlighted the vehicle's potential ROI. There are no questions that encourage the prospect to think about their needs further or the long-term benefits of the vehicle upgrade. Additionally, the tone could be perceived as dismissive of the prospect's current constraints. A more collaborative approach that asks for more details about their project and budget constraints would be beneficial. Overall, the response does not effectively address the concern or demonstrate a solution-focused approach.
2.
4
/ 10Question:
"Given the high price sensitivity in the market, are there any more cost-effective solutions available that meet our specifications?"
Answer:
I can definitely look into some other discounts but these are some of our best prices of the year.
Feedback:
The response is somewhat effective in acknowledging the prospect's concern about price sensitivity but lacks depth and exploration of alternative solutions. It would be beneficial to ask more probing questions to understand the prospect's budget constraints and specific needs better. Instead of just mentioning discounts, suggesting different models or financing options could demonstrate a more solution-focused approach. Additionally, the communication could be more engaging and collaborative. Overall, the response misses an opportunity to explore value and build rapport with the prospect.
3.
3
/ 10Question:
"I’m concerned about the timeline for implementation; how quickly can we realistically expect to see this vehicle in operation?"
Answer:
We can have it out to you as soon as this evening.
Feedback:
The response is overly simplistic and lacks detail. While it's great to provide a quick timeline, it doesn't address the prospect's concerns about the implementation process, which likely includes more than just delivery. A more effective response would involve discussing the steps involved in getting the vehicle operational, including any necessary training, setup, or paperwork. Additionally, it would be beneficial to ask follow-up questions to understand their timeline needs better and provide reassurance about the process.
4.
6
/ 10Question:
"What post-purchase support do you offer? We can't afford any disruptions after the upgrade."
Answer:
If something were to happen or you just needed to bring it in for service, we’d definitely get a loaner that will fit your needs in the meantime.
Feedback:
The response directly addresses the prospect's concern about post-purchase support by highlighting the provision of a loaner vehicle, which is a practical solution to minimize disruptions. However, it could be improved by elaborating on additional support services offered, such as maintenance plans, customer service availability, or emergency support. This would provide a more comprehensive understanding of the post-purchase support. The tone is appropriate for the vehicle industry, but it lacks a closing technique to reinforce the value of the offering. Asking a follow-up question about the prospect's specific needs or concerns could also enhance curiosity and engagement. Overall, the response is effective but could benefit from more detail and a collaborative approach.
5.
4
/ 10Question:
"Our team is divided on whether we should upgrade now or wait for a more advanced model next year; can you help align our stakeholders?"
Answer:
I feel it’s always best to watch a vehicle a bit when they come out. Sometimes big new improvements take time to iron out any bugs. But this one fits all the needs that you previously mentioned to me!
Feedback:
The response touches on the concern about waiting for a more advanced model but lacks a strong alignment strategy for the stakeholders. It acknowledges the objection but fails to actively engage the team or ask for their insights, missing an opportunity for collaborative discussion. Additionally, there wasn't a clear closing technique or a demonstration of value that would help in driving the decision forward. A solution-focused approach could involve proposing a discussion session with the stakeholders to address their concerns. Overall, the response could benefit from more curiosity and discovery to understand the team's dynamics better.
6.
7
/ 10Question:
"The current vendor relationship has been stable for years, why should we shift to your solution now?"
Answer:
Stable is good, it’s trustworthy. But where is the growth, what have they done lately to really make you feel valued?
Feedback:
The response effectively addresses the objection by questioning the prospect's current vendor's ability to provide growth and value. This approach demonstrates curiosity and a desire to uncover deeper insights into the customer's situation. However, it could have been more effective with a clearer closing technique or suggestion for a follow-up discussion to keep the conversation moving forward. Additionally, a more empathetic tone acknowledging the stability before challenging it could foster better rapport. Overall, it shows potential but lacks a bit in collaborative engagement and solution-focused elements.
7.
3
/ 10Question:
"Can you provide proof that the ROI will justify the investment, especially considering our strict budget constraints?"
Answer:
Absolutely. Just look at the efficiency you’re gaining by going with this, time is money and you I both know the value of time.
Feedback:
The response is quite vague and lacks specific details or evidence to address the prospect's concern effectively. While it touches on the concept of efficiency and time as valuable resources, it does not provide concrete proof or data to justify the ROI, which is crucial given the prospect's strict budget constraints. Additionally, it misses an opportunity to ask follow-up questions to explore the prospect's specific needs and circumstances. Overall, the tone is somewhat dismissive instead of engaging, and it doesn't demonstrate a solution-focused approach. A more robust response would include specific metrics or case studies to support the claim.
Score: 3
8.
5
/ 10Question:
"I have doubts about your company’s stability; how long have you been in the vehicle market?"
Answer:
25 years. But we’ve been building trucks for many years and we’re the #1 selling truck in America for a reason.
Feedback:
The response provides a factual answer regarding the duration of the company's presence in the vehicle market, addressing the objection to some extent. However, it lacks depth in exploring the customer's concerns about stability and does not offer any insights into how the company's longevity translates into reliability and trustworthiness. Additionally, it does not engage the customer by asking follow-up questions or addressing potential implications of the company's stability on their purchase decision. The tone is somewhat assertive, but it could be more conversational and empathetic to build rapport. Overall, while it mentions a strong selling point, it misses an opportunity for a more collaborative and solution-focused approach.
9.
4
/ 10Question:
"We need to ensure compliance with our industry regulations; can you confirm that your vehicle meets all necessary standards?"
Answer:
Absolutely. We can give it a print off and also text/email you the PDF!
Feedback:
The response is somewhat effective in acknowledging the prospect's concern about compliance, but it lacks depth and specificity. While offering to provide documentation is a good start, it would be more impactful to directly address the specific regulations or standards relevant to the vehicle. This shows that you understand the customer's needs and are knowledgeable about the industry. Additionally, using a more professional tone and offering to discuss the details or even schedule a call to explain the compliance features would foster better engagement. A closing technique could also have been used here to reinforce confidence in your solution. Overall, the response misses an opportunity for curiosity and discovery, as it doesn't invite further questions or discussion from the prospect.
Score: 4
10.
4
/ 10Question:
"I’m worried about the potential risk to my career if this upgrade doesn’t deliver the expected efficiency gains."
Answer:
That’s understandable. But what if? What if you knock this out of the ballpark?
Feedback:
The response acknowledges the prospect's concern, which is a good start. However, it lacks depth and doesn't directly address the specifics of their worry about career risk. Instead of asking 'what if,' a more effective approach would be to explore the implications of their concern and provide reassurance about the upgrade's potential. A follow-up could include asking about their specific efficiency expectations or sharing success stories from others who upgraded. Overall, the response could benefit from a more solution-focused approach and further exploration of value.