Auto alignments
Sales Assessment Results
39
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance here is disappointing, and it's clear that you're missing the mark on a fundamental level. Your responses lack depth, curiosity, and the tailored approach that customers crave. You’re not just failing to engage; you’re coming off as generic and transactional, which is the kiss of death in sales. You need to dig deeper into the prospect's specific concerns, build rapport, and demonstrate a real understanding of their situation rather than skimming the surface with vague reassurances. Every missed opportunity to explore the implications of a prospect's concerns is a missed sale.
You’ve shown some moments of decent questioning, but they were overshadowed by your inability to provide compelling, personalized solutions. It’s time to put in the work. Focus on mastering techniques like Consultative Selling and SPIN Selling. These will help you not only to ask the right questions but also to engage prospects in meaningful discussions that uncover their true needs.
Here’s your coaching moment: remember, sales is not about pushing a product; it’s about solving a problem. When you approach a conversation, think about how you can be a partner in the prospect's success rather than a salesperson trying to close a deal. If you can shift your mindset to genuinely help your prospects, your scores will reflect that shift in no time.
Question Breakdown
1.
0
/ 10Question:
"Our current vendor has been with us for years; it's hard to justify switching now."
Answer:
I understand how you feel, but what we have found is with our product, we have seen noticeable increase in both profits and productivity.
Feedback:
The response does not effectively address the prospect's concern about the loyalty to their current vendor. It lacks a clear exploration of the prospect's situation and does not provide any insights or value specific to their longstanding relationship. There is no inquiry into the reasons for their vendor loyalty, nor is there a tailored solution presented. Furthermore, it misses an opportunity for curiosity and discovery, as well as a collaborative approach. Overall, the response feels generic and fails to engage the prospect meaningfully.
2.
2
/ 10Question:
"What if the alignment doesn't improve our vehicle performance as expected?"
Answer:
Our machine measures at least 4 different measurements and we give you the results in writing. We can go back ver what the starting points were and corrections made and address any concerns
Feedback:
The response does not adequately address the prospect's concern regarding the effectiveness of the alignment service. While mentioning the machine's capabilities provides some information, it lacks a direct acknowledgment of the prospect's apprehensions. Furthermore, the communication needs to be clearer and more structured to instill confidence. There is no exploration of the implications if the alignment does not meet expectations, nor is there an invitation for the prospect to share more about their specific concerns. Overall, the response feels transactional rather than engaging or solution-focused.
3.
5
/ 10Question:
"We've had issues with past alignment services that didn't meet our standards; how can we avoid that happening again?"
Answer:
May I ask what are your expectations? I will personally guarantee that our procedure will be done up to OEM standards for your car. If there is anything you feel that is not what you are looking for , we will gladly listen to your feedback and work out a solution
Feedback:
The response begins positively by asking about the prospect's expectations, which indicates curiosity and willingness to understand their needs. However, it lacks a deeper exploration of the specific issues they faced with past services, missing an opportunity to acknowledge and empathize with their concerns. The personal guarantee is a good approach, but it should be backed by examples or evidence of how your service addresses their standards. Additionally, while offering to listen to feedback is positive, it's crucial to emphasize proactive measures that ensure quality and consistency, rather than just a reactive stance. Overall, the response needs to better demonstrate understanding and provide assurance of improved outcomes.
4.
5
/ 10Question:
"I'm concerned about the total cost of ownership with your service compared to what we currently pay. Can you break that down for me?"
Answer:
I would be glad to offer you a complete return on investment for you, I will need some details such as how many you do per week and average salary of your staff doing the job, I will then take into consideration the cost of the unit as well and show you exactly what you can expect to profit from our equipment.
Feedback:
The response acknowledges the prospect's concern about total cost of ownership, which is a good starting point. However, while it mentions offering a return on investment, it lacks a clear explanation or breakdown of costs that would directly address the prospect's specific inquiry. Asking for details is appropriate, but the salesperson should also share initial insights into how your pricing might compare to their current vendor or potential savings with your service. Providing examples or projections would enhance trust and demonstrate value more effectively. Additionally, the tone could be more reassuring and confident to instill a sense of security in the prospect's decision-making process.
5.
4
/ 10Question:
"The timing for this project feels tight; can we realistically implement a new alignment process in our current schedule?"
Answer:
I am confident you can, I will provide you and your employees with a training session that will have you operating the new equipment flawlessly, I am sure you will find our system is very user friendly and efficient. For example, once the car is on the rack you can have the initial readings in just 2-3 minutes
Feedback:
The response shows some confidence in the training and usability of the new equipment, which is a positive aspect. However, it fails to directly address the prospect's concern about the tight timing for implementing the new alignment process. Rather than just expressing confidence, the salesperson should explore the specifics of the prospect's schedule and any potential obstacles. Asking questions about the timeline and how the change might impact their current operations could open up a more collaborative discussion. Additionally, while mentioning the quick initial readings is helpful, it doesn't provide a comprehensive view of the overall implementation process and timeline. Overall, the response does not fully engage with the prospect's timing concerns or demonstrate a thorough understanding of their situation.
6.
4
/ 10Question:
"If we go with your service, how will it affect our day-to-day operations during the transition?"
Answer:
While there will be some down time, less than a full day, the efficiency and speed of our unit will enable you to turn out a precise job much faster than your current unit, would that be acceptable for your business
Feedback:
The response attempts to address the prospect's concern about downtime during the transition, which is a relevant aspect. However, it falls short in fully exploring the implications of the downtime and how it may impact day-to-day operations. A more thorough explanation of the transition plan, including specific steps to minimize disruption and support during the changeover, would provide greater reassurance to the prospect. Additionally, instead of just asking if the downtime would be acceptable, the salesperson could have further engaged by asking about the prospect's current operations or specific concerns during the transition. This would demonstrate curiosity and a collaborative approach. Overall, the answer lacks depth and detail necessary for effective objection handling.
7.
4
/ 10Question:
"With market uncertainty, how can we be sure investing in your alignment service is a wise decision?"
Answer:
While it is a substantial investment, the cars on the road today will need serviced regardless of market conditions, in fact people will be more likely to do repairs as oppposed to purchasing a new car.
Feedback:
The response acknowledges the investment concern but does not fully address the prospect's underlying question about market uncertainty impacting decision-making. While it points to a tendency for repairs over purchases, it lacks concrete data or insights to strengthen this claim. The response would benefit from exploring the specific impacts of market conditions on their operations or offering examples of how similar customers have successfully navigated these challenges. Additionally, inviting the prospect to share their concerns or discussing potential outcomes of investing in the service could create a more collaborative dialogue. Overall, the response feels somewhat dismissive and does not provide sufficient reassurance or detailed reasoning to alleviate the prospect's uncertainty.
8.
6
/ 10Question:
"I'm worried about the training required for my team to effectively use this alignment service. How steep is the learning curve?"
Answer:
Very minimal, I found of process to be very user friendly, in fact I had never used an alignment rack until I went to training, I was able to set up the unit within a couple of hours to perform accurate readings. With your trained crew being already familiar, they will understand it quickly. I would be happy to stay around all day if need to assist with any concerns
Feedback:
The response attempts to reassure the prospect by highlighting the user-friendliness of the system and sharing a personal experience, which adds credibility. However, it lacks a deeper understanding of the prospect's specific training concerns. Instead of just stating that the learning curve is minimal, the salesperson should ask open-ended questions to discover more about the team's current capabilities and any specific apprehensions they might have. Additionally, while offering to stay and assist is a good gesture, discussing a structured training plan or follow-up support could enhance the response. Overall, the answer shows some engagement but misses opportunities for deeper exploration and connection.
9.
5
/ 10Question:
"Can you guarantee that your service will integrate smoothly with our existing systems?"
Answer:
I certainly can, since you are already using our scanners they will make the transition a very smooth one, in fact your current platform will connect with the new unit in just a few minutes, I will have that done for you during my training with your team
Feedback:
The response attempts to assure the prospect of a smooth integration, which is a positive aspect. However, it lacks a detailed explanation of how the integration will occur, and it misses an opportunity to explore any specific concerns the prospect may have about their existing systems. Providing a step-by-step outline of the integration process and addressing any potential challenges would enhance the response. Additionally, the tone could be more reassuring, emphasizing the support and resources available during the transition. Overall, while the answer acknowledges the integration concern, it could benefit from greater depth and specificity to instill confidence in the prospect.
10.
4
/ 10Question:
"We're focusing on other priorities right now; how would this project fit into our current strategic goals?"
Answer:
Well you said profitability is key to your business, with the new unit, the volume will increase and you will be able to do the jobs much faster. Are there any other specific concerns you have that I can help with specifically
Feedback:
The response attempts to connect the new unit to the prospect's focus on profitability, which is a positive approach. However, it fails to explicitly address how the alignment service aligns with the prospect's current strategic goals or priorities. A deeper exploration of their existing priorities and a tailored explanation of how the new service can integrate into those goals would strengthen the response. Additionally, while the open-ended question about other specific concerns is good for discovery, it should be framed in a way that ties back to their strategic objectives. Overall, the response lacks clarity and specificity needed to effectively engage with the prospect's concern about prioritization.