Any
Sales Assessment Results
26
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 2.6. That’s not just a red flag; it’s a full-blown emergency signal. The feedback you received consistently points to a lack of depth, engagement, and curiosity. You’re missing the mark on understanding your prospects' needs and concerns, which is critical in sales. You can't just skim the surface; you've got to dive deep.
Your strongest sales technique seems to be a basic acknowledgment of the prospect's concerns, but that’s not enough. Acknowledging isn't solving. You need to practice active listening, engaging with your prospects' specific situations, and providing tailored solutions. There's a clear pattern of inadequate responses that lack empathy, specificity, and professionalism. Typos and shallow answers will erode trust faster than you can say 'pipeline.'
I suggest you focus on studying consultative selling and solution-focused selling. These techniques will help you learn how to ask the right questions and deliver the tailored solutions your prospects are craving.
Here’s your coaching moment: Sales isn’t just about pitching; it’s about building relationships and trust. If you don’t take the time to understand your prospects deeply, you’ll be left wondering why your deals never close. Get curious, dig deeper, and transform your approach. You’ve got the potential; now it’s time to apply it.
Question Breakdown
1.
0
/ 10Question:
"I'm not sure if this will fit into my budget this month; can we discuss the payment options again?"
Answer:
Absolutely.
Feedback:
The response is overly simplistic and does not effectively address the budget concern. It lacks depth in communication and does not demonstrate a solution-focused approach. There is no engagement with the prospect's perspective or an exploration of their specific payment concerns. More information and a collaborative approach would be beneficial. Overall, this response fails to demonstrate active listening or curiosity about the prospect's situation.
2.
0
/ 10Question:
"We've had issues with vendor support in the past; how can you assure me that won't happen this time?"
Answer:
You have my direct contact information, and if I don't answer immediately you will receive communication as soon as possible
Feedback:
The response is inadequate and does not address the prospect's concerns about past vendor support issues. It fails to provide reassurance or specific examples of how support will be improved this time around. There is no exploration of the prospect's previous experiences or an offer of tailored solutions to their concerns. Active listening and curiosity about their past issues are crucial here, yet they are completely missing. Overall, the response lacks depth and fails to establish trust or a collaborative tone.
3.
0
/ 10Question:
"I need to get buy-in from my team before moving forward; can you help me with that?"
Answer:
Absolutely, do you want to have a call or have me there in person?
Feedback:
The response is dismissive and does not adequately address the concern of obtaining team buy-in. It lacks a deeper exploration of the prospect's situation and does not offer tailored support or relevant resources to facilitate the buy-in process. There is no acknowledgment of the complexities involved in getting team consensus, which would demonstrate active listening and empathy. Instead of simply suggesting a call or in-person meeting, a more effective response would involve asking probing questions to understand the team dynamics and how you can specifically assist in the buy-in process. Overall, this answer fails to build rapport or provide a collaborative approach.
4.
3
/ 10Question:
"What if we decide to go with a competitor who offers a lower price?"
Answer:
A lot of our customers have made decisions based on price alone, and they got whatvthey paid for. I can't change the price, but I can assure yiu the value will be worth it.
Feedback:
The response addresses the competitor's lower price but lacks a deeper engagement with the prospect's concerns. While mentioning that some customers regret choosing based solely on price is a start, it doesn't provide a compelling value proposition or specific reasons why your solution is superior. Additionally, there are typos that undermine professionalism, and the tone could be more collaborative rather than defensive. A stronger approach would involve asking questions to uncover the prospect's specific needs and illustrating how your solution meets those needs better than the competition. Overall, the response could benefit from a more detailed exploration of value and active listening.
5.
4
/ 10Question:
"I'm concerned about the time it will take to implement this solution with my current workload."
Answer:
I can definately work with you at your pace, and help streamline the process any way I can. I definately don't want you be be overwhelmed.
Feedback:
The response acknowledges the prospect's concern about workload, which is a positive aspect. However, it lacks specificity and does not provide concrete solutions or a clear plan for how the implementation will be streamlined. There are also typographical errors that detract from professionalism. A more effective approach would include asking probing questions to better understand the prospect's workload, discussing potential timelines, and outlining specific steps or resources available to ease the implementation process. This would demonstrate active listening, curiosity, and a solution-focused mindset.
6.
3
/ 10Question:
"Can you provide more details on how this will integrate with our existing systems?"
Answer:
Absolutely, once we close on this we will have a thorough on boarding and you will see clearly how this will integrate.
Feedback:
The response begins positively by affirming the prospect's request, which is a good start. However, it lacks depth and specificity regarding the integration process. Simply stating that there will be a thorough onboarding does not address the prospect's immediate need for details. A more effective approach would include asking the prospect about their existing systems, outlining how your solution can specifically integrate with them, and providing examples or resources to illustrate the integration process. This would demonstrate active listening, curiosity, and a solution-focused approach that builds rapport with the prospect.
7.
4
/ 10Question:
"I've been burned before by solutions that didn't deliver on their promises; how can I be sure this won't be another failed project?"
Answer:
Because if it's a failed project for you, it's a failed project for us. And we don't take on projects that fail.
Feedback:
The response acknowledges the prospect's concern about previous failed projects, but it lacks depth and specificity. While stating that a failed project would also be a failure for your company is a start, it does not provide tangible reassurances or examples of success that could help build trust. There is no exploration of the prospect's past experiences or a discussion of how you plan to ensure success this time. Additionally, the tone could be more empathetic and collaborative, seeking to understand the specific fears or expectations the prospect has. Overall, the response could benefit from a more detailed exploration of value and a solution-focused approach that instills confidence in the prospect.
8.
4
/ 10Question:
"I appreciate the features you've mentioned, but I'm worried about the long-term maintenance costs. Can you clarify?"
Answer:
Maintenance costs should be minimal, especially with the time and money our solutions will save you
Feedback:
The response attempts to address the prospect's concern about long-term maintenance costs but falls short in clarity and detail. While stating that maintenance costs will be minimal is a positive aspect, it lacks specific examples or data to support this claim. Additionally, the response does not engage the prospect further by asking questions about their specific concerns or experiences with maintenance costs in the past. Providing a clearer breakdown of what maintenance entails, any warranties or support included, and how the solution's efficiency translates to cost savings would strengthen the response. Overall, the answer misses an opportunity for deeper exploration and reassurance.
9.
4
/ 10Question:
"What happens if we face regulatory challenges with your solution? How will you assist us?"
Answer:
We will be with you every step of the way if something were to come up. We don't turn our backs on our partners.
Feedback:
The response acknowledges the prospect's concern about regulatory challenges, which is a positive aspect. However, it lacks specificity regarding how you will assist in such situations. Simply stating that you will be there every step of the way does not provide the prospect with concrete information or examples of support mechanisms in place. A more effective approach would involve detailing specific resources, experts, or processes you have to handle regulatory issues, as well as demonstrating your understanding of their potential impact. This would help build trust and show a proactive stance towards potential challenges.
10.
4
/ 10Question:
"I need to see a clear ROI before I can justify this to my manager; can you provide that information?"
Answer:
I can provide a projection, but the ROI will be dependent on you following protocol and implementing everything we share.
Feedback:
The response acknowledges the prospect's request for ROI, which is a positive aspect. However, it lacks specificity and does not provide a clear, tangible breakdown of how the ROI will be calculated or what specific metrics will be used. Simply stating that the ROI depends on the prospect following protocols does not instill confidence. To strengthen this response, it would be beneficial to outline concrete examples of expected returns, show historical data or case studies, and possibly offer to assist in the implementation process to ensure the prospect can achieve the projected ROI. Overall, the response does not fully meet the prospect's need for clarity and reassurance in justifying the investment.