Financial Services
Sales Assessment Results
62
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance is sitting at a decent average of 6.2, but decent isn’t good enough if you want to thrive in sales. You've shown some strengths, particularly with consultative and relationship selling techniques, which reflect your understanding of client concerns and willingness to engage meaningfully. However, there's a frustrating pattern of lacking depth, specificity, and a proactive approach in your responses.
You often acknowledge objections but fall short of drilling down into the specifics that truly resonate with your prospects. While your communication is clear, it tends to be reactive rather than a confident, solution-focused conversation. You need to up your game in curiosity and discovery—ask more probing questions to get to the heart of the matter.
To push yourself further, I suggest you dive into SPIN Selling and Solution Selling. Both techniques will sharpen your ability to uncover pain points and articulate tailored solutions. This will also help you become more proactive in your conversations.
Here’s your coaching moment: remember that in sales, you’re not just answering questions; you’re crafting a narrative that showcases your value and engages your prospect. Don’t let them walk away with a vague sense of what you can do. Make every response a chance to build a compelling case for why they should partner with you. Get curious, get specific, and get ready to elevate your sales game.
Question Breakdown
1.
5
/ 10Question:
"I'm concerned about how quickly we can implement your solution given our tight deadlines."
Answer:
I understand your concern, and I can assure you we will keep you up to date on every step of our process, and if anything changes, you'll be notified immediately.
Feedback:
While the response acknowledges the prospect's concern about implementation speed, it lacks depth in addressing the specific issue. It would be more effective to provide details on the implementation timeline and how your team can expedite the process. A solution-focused approach that includes discussing resources, support, or previous success stories would be beneficial. Additionally, it would be great to ask the prospect about their specific deadlines to better tailor your response. The communication is clear, but it could engage more with curiosity and discovery. Overall, the response feels a bit reactive rather than proactive in alleviating the concern.
2.
6
/ 10Question:
"We already have a vendor providing similar services, and I'm not sure switching is worth the hassle."
Answer:
I hear your concern, but what if I could show you through a real world example of why this switch would make sense for you not only from a financial perspective, but a holistic business perspective?
Feedback:
The response addresses the objection by acknowledging the concern and offering a solution through a real-world example, which is a good approach in the financial services industry. However, it lacks specificity and doesn't explore the prospect's situation in detail. Asking open-ended questions to dig deeper into the current vendor's performance and the prospect's pain points could enhance curiosity and discovery. Utilizing a closing technique, such as suggesting a follow-up meeting to discuss the example, could also create a sense of urgency and move the conversation forward. Overall, while the response is a positive step, it could be improved by emphasizing value exploration and a more collaborative approach.
3.
6
/ 10Question:
"How do you ensure compliance with the latest financial regulations when using your service?"
Answer:
We are overseen by multiple regulatory agencies, and everything we do is 100% transparent and compliant. If you have any specific questions about our process, I would be glad to answer them.
Feedback:
The response briefly addresses the concern about compliance by mentioning oversight by regulatory agencies, which is a good start. However, it lacks depth in explaining how compliance is ensured and what specific measures are in place. While the offer to answer specific questions is a step towards engaging the prospect, it could be more proactive by illustrating the company's commitment to compliance and any certifications or audits that reinforce this. Overall, the communication is clear, but it could benefit from a more solution-focused approach and the exploration of specific value propositions related to compliance. Asking follow-up questions to understand the prospect's specific compliance concerns could also enhance the engagement. Score: 6.
4.
7
/ 10Question:
"I'm worried about the reliability of your support compared to our current provider."
Answer:
I understand how important support is after a major change like this. What I'll do is make sure you have all the support answers you need before we move forward with our solution. I want you to be 100% comfortable with our offering, and the support after you make the switch.
Feedback:
The response demonstrates an understanding of the client's concern regarding support reliability, which is crucial in the financial services industry. However, it could be enhanced by providing specific examples or metrics about your support capabilities, such as response times or customer satisfaction ratings. Additionally, asking a follow-up question to explore their current support experience in more detail would show curiosity and a commitment to understanding their needs fully. Overall, the tone is appropriate and reassuring, but it lacks some depth in addressing the concern with evidence or a detailed plan.
Score: 7
5.
5
/ 10Question:
"Can you guarantee that the ROI justifies the costs, especially considering our limited budget?"
Answer:
I can, because based on the information you provided about your company, and how our offer is structured, I can show you exactly how this will positively impact your business' bottom line.
Feedback:
Your response shows confidence, but it lacks depth and specifics. While you mention being able to show the positive impact, you didn't delve into the specifics of the ROI calculation or the metrics that would justify the costs. This leaves the prospect wanting more concrete evidence. Incorporating elements of SPIN Selling by asking about their specific pain points related to ROI and exploring their budget constraints more thoroughly would have enhanced your response. Additionally, including a closing technique that invites them to discuss further could help move the conversation along. Overall, it feels a bit too assertive without providing the necessary backup.
Consider revising your approach to include a more collaborative tone and explore their concerns further.
Score: 5
6.
6
/ 10Question:
"With so many alternatives available, what makes your service stand out from the competition?"
Answer:
Its more than just the products and services with us.are there other companies that do what we do? Yes, however we take things a step further by not only providing top of the line products and solutions, we offer world class after support, and we constantly innovate in our space, passing on these cutting edge offerings to you the business owner.
Feedback:
The response does a decent job of addressing the objection, noting that there are alternatives but emphasizing the company's commitment to high-quality support and innovation. However, it could be clearer and more structured. For instance, it could benefit from using a more solution-focused approach, perhaps by explicitly highlighting specific features or benefits that differentiate the service, rather than making a general statement about innovation. Additionally, the communication lacks a collaborative tone and could include a question to engage the prospect further, ensuring they feel heard and understood. Overall, it misses an opportunity for a stronger closing technique or a call to action.
Score: 6 out of 10 for addressing the concern but needing more clarity and engagement.
7.
7
/ 10Question:
"We don't have the resources right now to train our staff on a new system; how do you accommodate that?"
Answer:
I can understand that concern, the beauty of our system is that we do the heavy lifting, we implement the solutions, explain to the employees how this new offering positively impacts them, and how they can maximize their benefit.
Feedback:
The response effectively acknowledges the prospect's concern about training resources and emphasizes the support provided by the salesperson's company. However, it could improve by providing specific examples of how the implementation process works, perhaps mentioning any training materials or ongoing support available. It lacks a closing technique to encourage further discussion or commitment. Overall, the tone is appropriate for the financial services industry, but incorporating a question to discover more about the prospect's specific resource limitations could enhance engagement.
8.
6
/ 10Question:
"I'm not convinced your service aligns with our long-term strategic goals; can you clarify?"
Answer:
If I may ask for clarity, how important is long term business stability and growth for you? My thought process behind offering you this service is that based on what you've told be about your business goals this could help you in multiple facets of your business, from employee attraction and retention, to saving your business money. How would you feel if I could take some of those burdens off the table for you?
Feedback:
The response starts with an open-ended question to clarify the prospect's concerns, which is a good approach to foster dialogue. However, it could be improved by directly addressing the objection about alignment with long-term strategic goals rather than asking about long-term stability and growth. It lacks a clear connection to how the service specifically aligns with those strategic goals. The mention of employee attraction and retention is relevant but could benefit from a more concrete example or data point to back it up. Overall, the tone is friendly and curious, but the response could be more focused and structured to effectively demonstrate value and align with the prospect's needs. A closing technique could also be introduced to guide the conversation towards a decision.
Score: 6/10
9.
6
/ 10Question:
"Given the current market uncertainty, how do I trust that your company will remain stable?"
Answer:
We are working with numerous strong, reputable companies, and what we do is very needed in the marketplace. Please elaborate on your concern, I would like to go more indepth with you. I will also show you more information about our company's history and stability.
Feedback:
Your response does a decent job of acknowledging the prospect's concern about stability in a market characterized by uncertainty. However, it could be improved by providing specific examples of your company's stability and success, such as financial metrics or testimonials from clients. While your request for further elaboration is good for encouraging dialogue, it lacks immediate reassurance. Consider integrating a more solution-focused approach by addressing potential implications of instability and how your company mitigates those risks. Overall, it's a solid effort but needs more depth and confidence in addressing the objection directly.
Score: 6
10.
8
/ 10Question:
"I need more time to discuss this with my team; I can't make a decision without their input."
Answer:
Thats very understandable, I would like to invite them to a meeting to discuss their concerns in real time. I would like to provide whole and complete answers to their questions, and I will also create a follow up email addressing any further questions about implementation and structure.
Feedback:
The response demonstrates an effective approach to addressing the objection by acknowledging the prospect's need for team input. The offer to invite the team to a meeting is proactive and encourages collaboration, which is vital in the financial services industry where decisions often involve multiple stakeholders. However, it could benefit from a bit more curiosity and discovery; asking specific questions about the team members' concerns could help tailor the discussion. The follow-up email is a good touch for clarity and ongoing communication. Overall, it's a strong response, but slight improvements in engagement could enhance it further.