Wheel Aligner
Sales Assessment Results
65
Developing Closer
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your average score of 6.5 tells me there's solid potential here, but you’re leaving a lot on the table. You’ve shown some strengths, particularly in consultative selling—your ability to open dialogues and address concerns is commendable. However, there’s a notable lack of depth and empathy in your responses. You often jump straight to solutions without fully understanding the prospect’s situation or acknowledging their fears. This is a missed opportunity to establish trust and rapport.
The consistent pattern I see is a tendency to propose solutions before truly engaging with the prospect’s specific needs. While you’re hitting the right notes in some instances, like addressing concerns about compatibility and technical support, you need to prioritize asking clarifying questions to dive deeper into their financial and operational challenges.
To elevate your game, I suggest you study the Consultative Selling technique and Objection Handling Techniques. These will help you develop a more empathetic approach, allowing you to connect better with prospects and navigate their objections more effectively.
Remember, in sales, it’s not just about what you say; it’s about how you make your prospects feel. Your coaching moment? Every interaction is a chance to build trust. Next time, lead with understanding and curiosity—ask questions that reveal the real concerns behind their objections. You’ve got this; just refine your approach and watch your results soar.
Question Breakdown
1.
4
/ 10Question:
"I'm worried about how the monthly payments will fit into my budget with other expenses coming up."
Answer:
What if I could get those payments deferred for 90 days, how would that help your business?
Feedback:
The response attempts to address the budget concern by proposing a deferral of payments, which is a good start. However, it lacks depth in understanding the prospect's overall financial situation and does not fully acknowledge their worries. Instead of leading with a proposal, it's essential to ask clarifying questions to gain a better understanding of their specific financial constraints. This would demonstrate active listening and a more solution-focused approach. Additionally, the tone could be more empathetic to better connect with the prospect's concerns.
2.
6
/ 10Question:
"What if this wheel aligner doesn’t fit with my current setup?"
Answer:
We have a variety of options to customize the fit to meet your specific needs. Do you have time now to discuss those options?
Feedback:
The response effectively addresses the prospect's concern about compatibility by highlighting customization options, which shows an understanding of potential fit issues. However, it could be improved by first asking clarifying questions to better understand the prospect's current setup and specific needs before proposing a solution. This would demonstrate active listening and provide a more tailored approach. Additionally, the tone could be more engaging to foster a collaborative discussion about the prospect's concerns.
3.
5
/ 10Question:
"I’ve heard mixed reviews about the reliability of this product; could it be a risk?"
Answer:
We have been in business for 105 years and wouldn't be if we offered substandard product, that said when would you like ti schedule a live demonstration to see the quality of our product for yourself?
Feedback:
While the response highlights the longevity of the business as an indicator of reliability, it lacks direct engagement with the prospect's concern about mixed reviews. Instead of immediately suggesting a demonstration, it would be more effective to first acknowledge the prospect's worries and ask open-ended questions to understand their specific concerns about the reviews. This would demonstrate active listening and empathy, allowing for a more tailored response. Additionally, correcting the typo in 'ti' to 'to' would enhance professionalism in communication. Overall, the approach could benefit from a more consultative tone that focuses on the prospect's perspective.
4.
7
/ 10Question:
"Can I really justify the cost of upgrading when my current aligner works fine most of the time?"
Answer:
What are some of the difficulties you are having with your current system? If the new system could decrease your setup time allowing you more time for other services would that be beneficial to your business?
Feedback:
The response effectively opens a dialogue by asking about the difficulties the prospect is facing with their current system, which demonstrates curiosity and a consultative approach. It invites the prospect to share their challenges, allowing for a deeper understanding of their needs. The second part of the response suggests a potential benefit of the new system, which is good; however, it could have been stronger by explicitly addressing the justification of cost. This could involve discussing return on investment (ROI) or long-term savings to help the prospect see the value in upgrading. Overall, the tone is appropriate, but more emphasis on the cost justification aspect would enhance the response.
5.
7
/ 10Question:
"Is it going to be disruptive to my operations to switch to a new system at this point?"
Answer:
I am here to ensure a seamless transition my team will take care of the installtion and training at a time of your convenience. How would that personal touch work for you?
Feedback:
The response addresses the concern about disruption by emphasizing a seamless transition and offering installation and training support, which is a positive approach. However, it could be enhanced by first acknowledging the prospect's worries about operational disruption more directly. Additionally, asking follow-up questions about their specific operational challenges or concerns would demonstrate deeper engagement and active listening. The mention of a "personal touch" is a nice touch, but further exploration of how the transition will minimize disruption and maintain business continuity would strengthen the response.
Overall, the tone is appropriate, but a more detail-oriented approach focusing on their specific operations could improve the effectiveness of this response.
6.
7
/ 10Question:
"I’m not sure I’ll get the immediate benefits I need; what if this is just a long-term investment?"
Answer:
You already mentioned you have been turning away several services each week. The revenue you are losing by not implementing this service now will far exceed any immediate investment cost. We also offer several financing options. How would long term low interest financing help you grow your business?
Feedback:
The response effectively addresses the concern about immediate benefits by highlighting the potential loss of revenue from turning away services, which is a strong point. However, it could be improved by first acknowledging the prospect's uncertainty about immediate benefits more directly. Engaging in a dialogue to understand their specific needs and how the new system can provide immediate solutions would demonstrate active listening and curiosity. Additionally, while mentioning financing options is valuable, it would be even more effective to explain how those options can alleviate their concerns about cost versus benefits. Overall, the tone is appropriate, but more emphasis on the immediate value that the product can deliver would strengthen the response.
7.
7
/ 10Question:
"How easy is it to use? I don’t want to spend time training my team on something complicated."
Answer:
I'm glad you asked. We have streamlined the software to bring you to the measurements quickly with very little operator input, minimizing human error. On top of tht my team and I are here to offer live in person training at your convenience. How do you see that level of support helping you to be successful?
Feedback:
The response is positive and begins by acknowledging the prospect's question, which is a good way to engage. It effectively highlights the streamlined software, addressing ease of use by emphasizing quick access to measurements and minimizing human error. However, there is a typo in "tht" instead of "that," which detracts from professionalism. The offer of live in-person training is valuable; however, the response could be strengthened by specifically asking about the prospect's team's current familiarity with similar systems or any specific concerns they might have regarding training. This would demonstrate deeper curiosity and active listening. Overall, the tone is appropriate, but a more tailored approach could enhance the effectiveness.
8.
8
/ 10Question:
"What happens if I need technical support after purchase? Is it readily available?"
Answer:
Our technical support starts first by calling me. You have my direct line and I'm available well beyond normal business hours. We also have a technical support line with our team available 12 hrs a day monday through friday. It is mu commitment to you to make sure the support you need is only a phone call away.
Feedback:
The response effectively addresses the prospect's concern about technical support by providing clear information about availability and accessibility. Highlighting your direct line and extended hours demonstrates a commitment to customer service, which is essential in building trust. However, there is a typo in "mu" instead of "my," which diminishes professionalism. To enhance the response, consider adding a question to engage the prospect further, such as asking if they have specific concerns about support that you can address. This would show curiosity and an intent to understand their needs better.
9.
7
/ 10Question:
"I fear my team won’t be on board with a new tool, especially if it means changing how we work."
Answer:
Before we implement the system we will evaluate your current work flow to ensure that the integration is not disruptive. If we can improve your process with this system allowing your team more time for higher paying jobs how do you see that impacting your bottom line?
Feedback:
The response effectively addresses the prospect's concern about team buy-in by proposing to evaluate their current workflow before implementation, which indicates a thoughtful and considerate approach. However, it could be strengthened by first acknowledging the prospect's fear regarding resistance to change and validating those concerns. Engaging with open-ended questions that invite the prospect to share specific worries or previous experiences with tool changes could foster deeper understanding and rapport. Furthermore, while the suggestion of improving the process for higher-paying jobs is valuable, it might help to directly connect those benefits to how the team could feel more comfortable and supported during the transition. Overall, the tone is appropriate, but a more empathetic and exploratory approach would enhance the effectiveness of the response.
10.
7
/ 10Question:
"How do I know this wheel aligner will keep up with future trends in vehicle technology?"
Answer:
We have been the innovators in the industry for more than 100 years. Our competitors use our technology and we partner with every OEM to ensure the information we provide is accurate and licensed giving you peace of mind that the system will grow with the changes in the industry. Knowing this I'd like to show you the specific features that showcase our partnerships. Is now a good time?
Feedback:
The response effectively highlights the company's long-standing position as an industry innovator, which is a strong point in addressing concerns about future trends in vehicle technology. Mentioning partnerships with OEMs reinforces credibility and reassures the prospect about the system's adaptability. However, the response could be improved by first validating the prospect's concern about future readiness, engaging them with open-ended questions about their specific needs or concerns regarding future trends. Additionally, instead of immediately proposing to show features, it would be more effective to first ask if they have specific trends in mind that they are concerned about. This would demonstrate active listening and a more tailored approach. Overall, the tone is appropriate, but a more conversational and inquisitive style could enhance the engagement.