Telco
Sales Assessment Results
48
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your recent performance is nowhere near where it needs to be. With an average score of 4.8, it's evident that you're struggling, particularly in clarity, engagement, and solution-focused selling. Your strongest moments showed some decent attempts to address objections, but they often fell flat due to a lack of specificity and a dismissive tone. You consistently missed opportunities to build rapport and create a collaborative dialogue with prospects, which is crucial in sales. Your responses need to actively invite conversation, explore customer needs, and provide comprehensive solutions.
To turn this around, I suggest you dive deep into solution-focused selling and consultative selling techniques. These will help you not only address concerns but also engage prospects in meaningful ways that demonstrate your value and expertise.
Remember, in sales, it's not just about answering questions; it's about creating connections and understanding the customer's journey. Start viewing each interaction as an opportunity to build trust and showcase how your solutions can transform their business. It’s all about listening more and talking less. Take this coaching moment to heart: the best salespeople are those who are also the best listeners. You have the potential to excel; now it's time to step up your game.
Question Breakdown
1.
2
/ 10Question:
"I've heard that your onboarding process can be quite lengthy; how does that impact our timeline?"
Answer:
Your timeline will remain the same the onboarding can be done simultaneously with your business operations and will improve process along the way possibly putting you ahead of forecasted projections.
Feedback:
The response lacks clarity and fails to directly address the concern about the perceived length of the onboarding process. It does not provide specific details on how the simultaneous onboarding works or what that means for the prospect's timeline. Additionally, the response would benefit from a more solution-focused approach that reassures the customer of a smooth transition, perhaps by highlighting support and resources available during this period. Overall, it misses an opportunity for engagement and discovery regarding the prospect's specific needs and concerns.
2.
3
/ 10Question:
"What hidden costs should we be aware of beyond the initial pricing?"
Answer:
There are no “hidden” costs state and federal taxes are added on to voice products but are certainly not hidden. Everyone pays taxes.
Feedback:
The response fails to address the prospect's concern about hidden costs comprehensively. While stating that taxes are not hidden is important, it misses the opportunity to explore any other potential costs beyond taxes, such as installation fees, equipment costs, or maintenance charges. A more solution-focused approach would involve acknowledging the concern and providing a complete overview of all costs associated with the service to build trust. Additionally, the tone could be perceived as dismissive, which can hinder rapport-building. Engaging the prospect with an offer to discuss any specific concerns they might have would enhance the response significantly.
3.
6
/ 10Question:
"Can your solution truly integrate seamlessly with our existing systems without much downtime?"
Answer:
Absolutely. We integrate these solutions daily on many levels. We are pros at the installation and integration. In addition we have an engineer on site in the unlikely event of down time and welcome your IT professional as well.
Feedback:
The response does a decent job of addressing the concern about seamless integration by confidently stating that the company is experienced in this area. However, it could be improved by providing specific examples or case studies of successful integrations to further build credibility. Mentioning the presence of an engineer on site is a good point, but the phrase "in the unlikely event of downtime" could be rephrased to emphasize proactive measures taken to prevent downtime instead. Additionally, asking the prospect about their existing systems or any particular concerns they have could demonstrate active listening and curiosity, fostering a more collaborative approach. Overall, the response is positive but would benefit from enhanced engagement and value exploration.
4.
6
/ 10Question:
"I need reassurance on the support availability; what if issues arise during peak business hours?"
Answer:
We have many options from our toll free number dedicated to our enterprise customers, a chat online, a call to myself or your dedicated product manager or engineer. We’ve got you covered and myself and your engineer live and work right here in the town your business is located.
Feedback:
The response effectively outlines various support options available to the customer, which is good for addressing their concern about support availability during peak hours. However, it could be strengthened by providing more specific assurances about response times or detailing how quickly issues are typically resolved during high-demand periods. Additionally, while mentioning the local presence of yourself and the engineer builds rapport, incorporating examples of past support success stories could further reassure the prospect. Encouraging dialogue by asking if they have any specific scenarios in mind or additional questions would demonstrate active listening and curiosity. Overall, the response is promising but could benefit from more depth and customer engagement.
5.
5
/ 10Question:
"Our team is already stretched thin; how much time will we realistically need to invest in implementation?"
Answer:
We implement in many ways. Some of our customers like to assign one person to learn the ropes then teach as needed. Another option is we spend about 10 minutes teaching each person on staff and finally if either of those will cause the stretch to become thinner we have 3 minute YouTube videos they can watch at their leisure. Your engineer and myself will ensure the system will function regardless of the training performed. The training would greatly benefit you all with regards to the features.
Feedback:
The response addresses the prospect's concern about time investment by offering multiple training options, which is a positive aspect. However, it lacks specificity regarding the overall time commitment needed for the implementation process. Providing an estimated total time frame or breaking down the expected time for each training method could further clarify the commitment required. Additionally, while mentioning that the engineer and yourself will ensure the system functions regardless of training is reassuring, it could be strengthened by highlighting how these options can minimize disruption to the team's workload. Engaging the prospect with questions about their specific availability or preferences for training could foster a more collaborative dialogue. Overall, the response is informative but could benefit from a clearer, more focused approach and enhanced engagement.
6.
5
/ 10Question:
"How does your solution compare to [Competitor's Name] in terms of reliability and performance?"
Answer:
We each offer very similar features and products. Where our advantage comes in is power in numbers. We have implemented this product both domestically and on a foreign level as well as all over the country hundreds of times where as our competition is limited to just this area and unable
To help outside of this geography.
Feedback:
The response addresses the comparison with the competitor by focusing on the breadth of experience and reach of your solution, which is a positive angle. However, it lacks specific details regarding reliability and performance metrics that would directly compare your solution with the competitor's. Additionally, the statement could come across as somewhat dismissive of the competition without providing constructive evidence of superiority. Incorporating examples of successful implementations or customer testimonials could enhance credibility. Furthermore, asking the prospect about what specific aspects of reliability and performance matter most to them could encourage a more engaging and consultative dialogue. Overall, the response needs more specifics to effectively reassure the prospect.
7.
7
/ 10Question:
"What guarantees do you offer regarding service level agreements and response times?"
Answer:
I’m glad you asked that. Our Sla is currently 99.995 in terms of uptime. We guarantee a 15 minute response time and begin credit your account back at 15 minutes if service is not restored.
Feedback:
The response effectively addresses the objection by providing specific metrics related to service level agreements (SLA) and response times, which is crucial in the Telco industry. Stating the uptime percentage and response time demonstrates confidence in the service's reliability. However, the response could be enhanced by explaining the implications of the SLA for the customer's operations, such as how it minimizes downtime or impacts overall business efficiency. Additionally, inviting the prospect to discuss how these guarantees align with their needs or any specific concerns would further engage them and demonstrate active listening. Overall, this response is solid, but incorporating more customer-centric language and engagement would strengthen it further.
8.
5
/ 10Question:
"I'm concerned about the learning curve for my team; can you provide training to ease this process?"
Answer:
Of course we offer several options from a day of onsite to YouTube videos they can watch on their leisure.
Feedback:
The response provides a range of training options, which is helpful in addressing the prospect's concern about the learning curve. However, it lacks detail on how each training method impacts the team's learning experience and overall efficiency. For example, specifying the duration and depth of the onsite training or the content covered in the YouTube videos would clarify the value of each option. Additionally, asking the prospect about their team's preferred learning styles or any specific training needs could enhance engagement and demonstrate a collaborative approach. Overall, while the response presents options, it could benefit from more depth and a focus on the prospect's specific needs.
9.
5
/ 10Question:
"Can you clarify your roadmap for future integrations? Will we need to adjust our workflows again?"
Answer:
Unless something changes with your model you should not have to adjust your workflows. We are a set and forget solution so everything is pre-programmed on our end. When you are ready to bring a location onboard gives us a call and we will ship
Out all devices overnight.
Feedback:
The response addresses the concern about adjusting workflows by stating that the solution is pre-programmed and that adjustments shouldn't be necessary. However, it lacks detail about the roadmap for future integrations, which is a critical aspect of the prospect's question. Elaborating on the integration plans, timelines, and how they align with the prospect's business goals would provide clearer reassurance. Additionally, a more engaging approach could involve inviting the prospect to share their current workflows and any specific concerns they have about future integrations. Overall, while the response is somewhat reassuring, it misses an opportunity for deeper engagement and clarity.
10.
4
/ 10Question:
"Given the current economic climate, how can you justify the ROI of your solution when we have alternatives?"
Answer:
Of course there are alternatives that may have a lower cost but along with that comes a lesser support group or possibly fewer features.
Feedback:
The response acknowledges the existence of alternatives, which is a good start. However, it fails to effectively justify the ROI of your solution beyond just mentioning potential lower costs. It would benefit from providing quantitative metrics or case studies showcasing how your solution has delivered value and ROI to similar clients, especially in the current economic climate. Additionally, addressing specific pain points that the prospect may experience with alternatives and how your solution mitigates those risks would strengthen the argument. Overall, the response lacks depth and a clear value proposition that would resonate with the prospect's concerns about ROI amid alternatives.