Photography
Sales Assessment Results
28
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance on this test was lackluster, and an average score of 2.8 is a clear signal that you need to step it up. Your responses show a troubling pattern of missing the mark on crucial sales techniques, particularly in active listening and solution-focused selling. You're often transactional, which is a huge red flag in sales. You need to engage more effectively with prospects, understand their needs, and provide tailored solutions.
To turn this around, dive deeper into consultative selling and objection handling techniques. Learn to ask questions that reveal your prospect's needs and concerns, and respond with genuine curiosity. This isn’t just about pushing your agenda; it’s about creating a dialogue that fosters trust and collaboration.
Here’s your coaching moment: selling is not just about what you say, but how you listen. Transform your approach from simply presenting to truly engaging. Remember, every prospect has a story—your job is to uncover it and align your solutions to fit their narrative. Now, get to work!
Question Breakdown
1.
0
/ 10Question:
"I love the idea, but our budget for photography this quarter is already maxed out."
Answer:
Let’s set something up for next quarter.
Feedback:
The response lacks engagement with the prospect's objection regarding budget constraints. It does not address the current situation or explore alternative solutions, such as offering a phased approach or suggesting smaller, more affordable options to accommodate their budget. Additionally, this response fails to demonstrate active listening or curiosity about the prospect's needs, leaving potential value exploration untapped.
Overall, it misses the mark in being solution-focused and collaborative.
2.
3
/ 10Question:
"Can you justify how this investment will significantly improve our brand image over cheaper options?"
Answer:
Quality photography comes with experience. What you portray shows people that you are quality and worth what you are selling. The best way to show them is with incredible photos. Cheaper photographers just show people you are cheap.
Feedback:
While the response touches on the importance of quality photography, it falls short of directly addressing the prospect's request for justification. There is a lack of clear comparison or specific examples that illustrate how the investment translates into improved brand image. Additionally, the tone could be perceived as dismissive towards cheaper options, which may come off as confrontational rather than collaborative. Engaging the prospect with questions about their goals or previous experiences could have demonstrated active listening and curiosity about their needs. Overall, the response needs to be more solution-focused and tailored to the specific benefits of investing in quality photography.
3.
3
/ 10Question:
"We’ve had negative experiences with photographers in the past; how do you ensure quality and reliability?"
Answer:
I can give you hundreds of references of happy customers.
Feedback:
The response attempts to address the objection by mentioning references, but it lacks depth and does not provide specific insights into how quality and reliability are ensured. Simply offering references does not directly alleviate the prospect's concerns about past negative experiences. A more effective response would involve discussing specific quality control measures, processes in place for reliability, and perhaps a personal commitment to understanding and meeting the client's needs. Additionally, engaging the prospect in a dialogue about their previous experiences could demonstrate active listening and a genuine interest in resolving their concerns. Overall, this response feels transactional rather than consultative.
4.
4
/ 10Question:
"With so many photographers out there, how do I know your services will provide a unique edge for our brand?"
Answer:
You can see what I deliver in my portfolio. My work speaks for itself.
Feedback:
The response attempts to leverage the portfolio as a proof point, which is a good start. However, it lacks elaboration on what specifically sets this photographer apart from others. Merely stating that 'my work speaks for itself' does not actively engage the prospect or address their underlying concern about differentiation. A more effective approach would involve highlighting unique techniques, specializations, or results achieved for previous clients that demonstrate a distinct value proposition. Additionally, asking the prospect about their specific needs or what they are looking for in a photographer could strengthen the engagement and show curiosity about their perspective. Overall, the response is somewhat transactional and doesn't sufficiently build rapport or explore value.
5.
4
/ 10Question:
"I’m concerned about the time it takes to coordinate these photo shoots; how do you mitigate workflow disruptions?"
Answer:
I coordinate everything and I’m fast. I like my work to be complete as quickly as possible with a beautiful product at the end.
Feedback:
The response mentions speed and coordination, which is a good start. However, it lacks specific details on how you manage the entire process to minimize workflow disruptions. Providing examples of your organizational methods, tools you use for scheduling, or how you communicate with clients throughout the process would enhance your credibility. Additionally, acknowledging the prospect's concern and inviting further dialogue about their specific workflow challenges could foster a more collaborative approach. Overall, the answer feels somewhat vague and doesn't fully address the prospect's priority of minimizing disruptions.
6.
5
/ 10Question:
"What assurances can you give about the final product meeting our specific needs?"
Answer:
I guarantee my work. If you are not satisfied I will keep going until you get what you have in mind for the project.
Feedback:
The response shows a commitment to customer satisfaction, which is a positive aspect. However, it lacks specific details on the processes or measures in place to ensure that the final product meets the prospect's specific needs. Instead of only offering a guarantee, it would be more effective to describe how you gather requirements, communicate with clients during the project, and incorporate feedback throughout the process. Additionally, including examples of past projects where you successfully met specific client needs could enhance credibility. Overall, while the intention is good, the response could be more comprehensive and focused on how you understand and deliver on the client's unique requirements.
7.
2
/ 10Question:
"Right now, we’re focused on more pressing projects; how can I prioritize this without neglecting our current commitments?"
Answer:
Let’s schedule the shoot and let me take it from there.
Feedback:
The response does not adequately address the prospect's concern about prioritization amidst existing commitments. Simply suggesting to schedule the shoot may come off as dismissive of their current workload and does not offer a solution to help them manage their projects effectively. A more effective approach would involve acknowledging their current commitments and asking questions to understand their priorities better. For example, you could suggest flexible scheduling options or offer to consult with them to find a suitable time that aligns with their existing projects. Overall, this response feels directive rather than collaborative, failing to engage the prospect meaningfully.
8.
2
/ 10Question:
"I’ve heard of photographers who have hidden costs that come up later; how transparent are your pricing and any potential add-ons?"
Answer:
I will send you a quote for my services. The pricing will not change.
Feedback:
The response fails to adequately address the prospect's concern about hidden costs and transparency. Simply stating that pricing will not change does not build trust or provide assurance that there are no potential add-ons. A more effective approach would be to explain your pricing model clearly, outline what is included in the quote, and specify if there are any additional costs that could arise, such as travel or special requests. Encouraging questions about the pricing structure can also demonstrate active listening and a willingness to engage in a transparent discussion. Overall, the response lacks detail and does not foster a collaborative dialogue that might reassure the prospect.
9.
4
/ 10Question:
"What is the process for getting approval from my team, especially since we have a complex decision-making structure?"
Answer:
Let’s schedule a zoom meeting so we can all be on the same page. Then everyone will have a chance to ask any questions.
Feedback:
The response suggests a Zoom meeting, which is a reasonable approach to facilitate communication. However, it does not specifically address the prospect's concern about the complexities of the decision-making process. A more effective response would involve acknowledging the challenges of their structure and asking clarifying questions to understand the approval process better. Additionally, explaining how you can support their team during this process or offering to provide materials that could help facilitate discussions could enhance the value of your response. Overall, while the intent to communicate is there, it lacks depth in exploring the approval dynamics and how to navigate them collaboratively.
10.
1
/ 10Question:
"Can you explain your process for accommodating last-minute changes or custom requests during shooting?"
Answer:
I’m easy. Just ask and it will happen.
Feedback:
The response is overly simplistic and lacks depth in addressing the prospect's concern about accommodating last-minute changes or custom requests. Saying 'I'm easy' does not convey a structured approach or demonstrate how you handle such situations effectively. A more comprehensive response would include specific processes you follow to manage last-minute changes, examples of past experiences where you successfully accommodated requests, and reassurance that flexibility is a key part of your service. Additionally, inviting the prospect to share their specific needs or concerns could foster a more collaborative and engaging dialogue. Overall, this response falls short in clarity, professionalism, and demonstrating value to the prospect.