Cellular
Sales Assessment Results
26
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real: this performance is a wake-up call. Scoring an average of 2.6 means you're falling short of what it takes to build strong customer connections. Your responses lack the depth and engagement required to address prospects' specific concerns, leading to missed opportunities for trust and rapport. You need to step up your game. Your strongest demonstrated technique seems to be a basic understanding of features, but that's just not enough. You consistently missed the mark on curiosity-driven questioning, active listening, and providing tailored solutions. It's time to dive deeper into your prospects' needs rather than skimming the surface. Focus on studying consultative selling and value proposition selling. These techniques will teach you how to engage customers, understand their pain points, and articulate the value of your solutions effectively. Remember, selling is about crafting a conversation, not just pushing a product. Your coaching moment? Every interaction with a prospect is a chance to build a relationship, not just make a sale. Get curious, listen actively, and make your prospects feel heard. Only then will you start to see results.
Question Breakdown
1.
2
/ 10Question:
"I'm not sure I can fit another monthly payment into my budget right now."
Answer:
With our deals and savings in other places, we can negate any additional monthly cost
Feedback:
The response lacks depth and clarity in addressing the prospect's budget concerns. Simply stating that deals and savings can negate costs does not provide sufficient reassurance or detail on how this can be achieved. A stronger approach would involve exploring the prospect's specific budget restrictions and offering tailored solutions, possibly through financing options or highlighting the value gained from the investment. There was no curiosity-driven questioning, active listening, or collaborative engagement with the prospect's concerns, resulting in missed opportunities to build rapport and trust.
2.
3
/ 10Question:
"How do I know this new phone will actually improve my team's efficiency?"
Answer:
With a better camera and faster networks, your team will be able to communicate better.
Feedback:
The response touches on potential benefits like a better camera and faster networks, but it lacks depth and fails to connect these features specifically to the prospect's team's efficiency. To effectively address the objection, you should illustrate how these capabilities translate into tangible improvements, such as reduced downtime, enhanced collaboration, or faster decision-making. Additionally, asking probing questions to uncover specific challenges the team faces would demonstrate curiosity and active listening, making the proposal more tailored and relatable. Overall, the lack of a strong value proposition and failure to engage in a conversation about the team's needs undermines the response's effectiveness.
3.
2
/ 10Question:
"I’m happy with our current provider, changing feels risky, you know?"
Answer:
Anything worth doing is gonna feel a little risky
Feedback:
The response is overly simplistic and does not effectively address the prospect's concerns about the perceived risks of switching providers. A more effective approach would involve acknowledging their feelings of apprehension and asking questions to understand their satisfaction with the current provider, while demonstrating how your solution can mitigate those risks. Additionally, providing specific examples of how other customers successfully made the switch and the benefits they experienced could help alleviate their concerns. Overall, the lack of depth and engagement in your response hinders the opportunity to build trust and rapport with the prospect.
4.
2
/ 10Question:
"I like this feature, but it seems complicated—will my team really use it?"
Answer:
Once they see how excited you are they will fall right in line.
Feedback:
This response is vague and does not effectively address the prospect's concern about the complexity of the feature. Simply expressing excitement does not provide tangible reassurance or a plan for ensuring the team's adoption of the feature. A more effective approach would involve acknowledging the concern, discussing potential training or support options, and providing examples of how other teams successfully integrated similar features. Additionally, asking questions to understand the specific challenges the team might face would show curiosity and active listening, ultimately building trust and rapport with the prospect.
5.
3
/ 10Question:
"Can you promise that this won’t disrupt our daily operations during the switch?"
Answer:
Although life can happen, I can promise that I will do my best to reduce any issues
Feedback:
The response is vague and lacks specifics on how disruptions will be minimized. Instead of a blanket promise, it would be more effective to outline a clear plan for managing the transition, including steps taken to ensure minimal disruption, such as a phased rollout or dedicated support during the switch. Additionally, acknowledging the prospect's concerns more directly and asking questions about their specific operational needs would demonstrate active listening and a collaborative approach. This would also help in building trust, as prospects are more likely to feel reassured when they see a well-thought-out plan.
6.
4
/ 10Question:
"How will we justify this luxury purchase when our focus is on cost-cutting?"
Answer:
By taking advantage of the offers we have now, you're saving yourself money that this would cost if you were to wait.
Feedback:
The response touches on potential savings but lacks depth in justifying the purchase as a necessity rather than a luxury. It would be more effective to acknowledge the prospect's cost-cutting focus and connect the purchase to greater efficiency, productivity, or long-term financial benefits. Asking probing questions about the challenges they face due to current limitations would demonstrate curiosity and allow for a more tailored solution. Overall, the response feels transactional rather than consultative, missing an opportunity to build rapport and trust with the prospect.
7.
3
/ 10Question:
"What if our needs change in a year—will this phone still meet those demands?"
Answer:
Of course, with today's technology you've got a few years before you'll need to look at upgrading again.
Feedback:
The response lacks depth and does not adequately address the prospect's concern about changing needs in the future. Simply stating that technology will last for a few years fails to explore how the phone can adapt to evolving requirements or how it remains relevant amidst rapid technological advancements. A more effective approach would involve engaging with the prospect by asking questions about their potential future needs and demonstrating how the device is versatile or upgradeable. Additionally, providing examples of how the phone can support changing demands over time would strengthen the response. Overall, this answer misses an opportunity for curiosity-driven exploration and does not effectively build rapport or confidence in the product's longevity.
8.
3
/ 10Question:
"I need to think about how this integrates with the other tech we’re already using."
Answer:
It will integrate just as smoothly as your existing products do.
Feedback:
The response lacks detail and specificity regarding the integration process with existing technology. Merely stating that it will integrate smoothly does not provide reassurance or address potential concerns the prospect might have about compatibility, data transfer, or training. A more effective approach would involve elaborating on the integration process, highlighting any support available during the transition, and asking questions to understand the prospect's current tech setup and specific concerns. This would demonstrate curiosity and validate the prospect's need for a seamless transition, fostering trust and engagement.
9.
2
/ 10Question:
"Is there any way to negotiate a better price given the current economic climate?"
Answer:
I have already done the work for you to find you the best deal, that's my job for you.
Feedback:
The response fails to effectively address the prospect's request for negotiation. While it asserts that you've found the best deal, it doesn't acknowledge the prospect's concerns about the economic climate or explore their specific pricing expectations. A more effective approach would involve validating their concerns, discussing potential flexibility in pricing or value-added offers, and asking questions to understand their budget constraints. This would demonstrate active listening and a consultative approach. Overall, the lack of engagement and curiosity in your response diminishes its effectiveness and does not build rapport with the prospect.
10.
2
/ 10Question:
"What’s the actual process for onboarding and training my team on this new device?"
Answer:
Just sit down and use it, nothing fancy.
Feedback:
The response is overly simplistic and dismissive of the prospect's need for a clear onboarding and training process. It fails to address the concern about facilitating an effective transition and does not provide any assurance regarding support or resources that would be available to ensure the team is comfortable with the new device. A more comprehensive approach would include discussing structured training programs, ongoing support, and specific steps in the onboarding process. Engaging the prospect with questions about their team's current proficiency with technology and their specific training needs would demonstrate curiosity and active listening, fostering trust and rapport. Overall, this response lacks the necessary depth and consideration for the prospect's concerns.