medical sales
Sales Assessment Results
56
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real—your performance here is lacking depth and a solid understanding of your prospects. Your average score of 5.6 shows that you’re hovering in the mediocre zone, and that's just not good enough if you want to excel in sales. You have demonstrated some decent techniques, particularly in acknowledging concerns and providing some case studies, but you keep falling short on the follow-through. Your responses often lack the necessary curiosity and personalization that could transform a lukewarm conversation into a meaningful dialogue.
You need to focus more on understanding your prospects' pain points and the implications of their situations. Techniques like SPIN Selling or Solution Selling could elevate your game significantly. Dive deeper into how budget limitations affect their decision-making and what specific metrics they care about. You’ve got to get in the trenches with your clients, not just skim the surface.
Here’s your coaching moment: Sales isn't just about pushing a product; it's about creating a connection. When a prospect feels understood, they’re more likely to engage. So start asking those probing questions that uncover not just the 'what' but the 'why' behind their needs. Get curious, take initiative, and show your prospects that their concerns matter to you.
Now, get back out there and turn that potential into performance!
Question Breakdown
1.
1
/ 10Question:
"We're on a tight budget this quarter, and I'm not sure we can fit this into our financial plans."
Answer:
That's not a problem. What is your current budget?
Feedback:
The response lacks depth and doesn't effectively address the prospect's concern about their tight budget. Simply asking for their current budget does not demonstrate understanding or empathy towards their financial constraints. A more effective approach would involve exploring the implications of their budget limitations, asking about specific pain points related to their financial situation, and presenting a tailored solution that highlights the value of your product in overcoming those challenges. Additionally, showing curiosity about how they plan their budget could have fostered a more collaborative dialogue.
Overall, this approach falls short of effectively engaging the prospect and understanding their needs.
2.
6
/ 10Question:
"I need to see proof that this product really improves efficiency before I can justify the investment."
Answer:
Sure not a problem. As you can see in this case study, it has saved 15% from the current usage. Additionally, we can set up a demo that will exemplify the improved efficiency at your facility. What can we do to set up a demo to measure the increase efficiency?
Feedback:
The response does a decent job of addressing the prospect's concern by providing a specific case study that quantifies the efficiency improvement (15%), which is valuable in the medical sales context. However, it could be strengthened by further exploring the prospect's specific needs and pain points related to efficiency. Additionally, while suggesting a demo is a good idea, it would be more effective to invite the prospect into a collaborative dialogue, such as asking what specific metrics they are looking to improve or how they currently measure efficiency. This approach would demonstrate active listening and a deeper understanding of their requirements. Overall, the response shows a positive direction but lacks a more personalized touch and deeper curiosity about the prospect's specific situation.
3.
6
/ 10Question:
"Our current vendor has been pretty reliable; what makes your solution a better choice?"
Answer:
We have a few things that your current vendor doesn't have. We have a more advanced distribution network. We have local facilities to help you get you the product you need, when you need it. Additionally, we provide cost savings. Our pricing is not only lower, saving money on the bottom line, but also increased efficiency saving you from having downtime at your facility. I understand you're close to your current vendor and we don't want to interrupt any current business arrangements. Is there any auxiliary products you need from us that your current vendor isn't suppling?
Feedback:
The response effectively highlights some strengths of your solution, such as an advanced distribution network and cost savings, which are relevant to the prospect's concern about their reliable vendor. However, it lacks depth in illustrating the specific advantages over the current vendor and could benefit from a more personalized approach. Asking if there are auxiliary products needed is a good strategy, but it would be more impactful to delve into the unique features and benefits that specifically address the prospect's needs and pain points. A stronger emphasis on understanding their satisfaction with the current vendor and exploring any gaps in service or product offerings would create a more compelling case. Overall, while it has a solid foundation, the response could use more curiosity and a deeper exploration of the prospect's expectations and experiences with their current vendor.
4.
7
/ 10Question:
"We've had issues with similar products in the past; how can you assure me this won't be another failure?"
Answer:
I completely understand. What exactly were those issues? I know our product would benefit your facility. When you had issues what were the manufacturer responses to those issues? We have not had any known issues with our products from any of our current customers. I can offer you a list of customers that we can call and get their feedback for. We can also set-up a trial or a demo to make sure the issues and failures you experienced will not be a problem.
Feedback:
The response starts off well by acknowledging the prospect’s concerns about past issues, which demonstrates empathy and understanding. Asking for specifics about the issues allows for a deeper exploration of the prospect's pain points, which is crucial in medical sales. However, the assurance provided—mentioning no known issues with current products—could be bolstered by including some evidence or data to support this claim, such as customer testimonials or satisfaction ratings. Offering to set up a trial or demo is a strong point, as it shows confidence in the product and encourages the prospect to engage further. Overall, while the response is good, it could use more specificity in the value proposition and evidence to reassure the prospect effectively.
5.
7
/ 10Question:
"I'm worried about how much training my team will need and if they can handle it with their current workloads."
Answer:
Sure I understand that time is of the essence. How much time would be too much time? Here's a document showing how much training is needed for your staff - 1 hour. This hour would be covered at your convenience. Do you have weekly staff meetings? We can do the training in multiple sessions to cut back from down time. Likewise, we have this online module that will get the clinicians certified and can do it at their own pace.
Feedback:
The response effectively acknowledges the prospect's concern about training time and their team's current workloads, which demonstrates empathy. Asking how much time would be too much shows curiosity, but it could be more effective by exploring the team's specific schedule and workload further to align the training accordingly. Providing a clear overview of the training structure (1 hour, online modules) is a strong point, as it addresses the concern of managing time. However, emphasizing the benefits of the training, such as improved efficiency or reduced disruptions, could further strengthen the value proposition. Overall, the response is good but could benefit from deeper exploration of the prospect's situation and more focus on the positive outcomes of training.
6.
6
/ 10Question:
"I've got my eye on a competitor's product that seems to offer similar features at a lower cost; can you explain the value difference?"
Answer:
Yes I can. What do you like about the competitors product? What does the competitor have that we don't have? As you can see the competitors product doesn't have the same features. They are similar but the holes for the scope don't match the way ours does. Additionally, their product isn't made of the same plastic. It's hard and more jagged where as ours are soft and malleable. Our product will not only be more comfortable for the patient but it can save time and money during and post surgery. It cuts down on PACU stay and no additional abrasions or injuries will occur.
Feedback:
The response begins well by engaging the prospect with questions about the competitor's product, which shows curiosity and encourages dialogue. However, while you mention the differences in features, the explanation could be clearer and more structured to highlight the unique benefits of your product. You mention comfort and cost-saving benefits, which are compelling, but providing specific metrics or data to substantiate these claims would strengthen your argument significantly. Additionally, it would be beneficial to address the lower cost aspect more directly by emphasizing the cost-effectiveness of your product in the long run, rather than just focusing on features. Overall, the response could improve in terms of clarity, structure, and providing quantifiable evidence for the value difference.
7.
6
/ 10Question:
"With seasonal changes, I'm not convinced we need this solution right now; can't we wait until next quarter?"
Answer:
Sure we can. We can evaluate it in 90 days. What seasonal changes are you experiencing? What makes this quarter an inopportune time? Ok so it's a budget issue? That's fine. How much money are you expecting to open up next quarter? We do offer financing for this product. So if you can't buy it in full next quarter we can do an interest free-same as cash financing to help you get the product going. Do you have any open funds this quarter for a down payment? We can put in the order now, take a down payment then when you're ready to purchase in 90 days we can apply the funds to the purchase price and give you an additional 180 days interest-free financing. This should cover the cost of the product within 6 months.
Feedback:
The response starts off well by acknowledging the prospect's concern about the timing of the solution, but it could be more persuasive. Asking about the specific seasonal changes and why this quarter is challenging is a good way to demonstrate curiosity and discovery. However, the reply could benefit from a clearer structure that articulates the value of acting sooner rather than later, addressing the potential risks of waiting until next quarter, and emphasizing the urgency of the solution. While the financing options presented are helpful, they should be framed in a way that highlights the advantages of securing the product now, rather than just as a fallback. Overall, the response is proactive but could be more compelling in terms of creating a sense of urgency and value.
8.
5
/ 10Question:
"Data privacy is a huge issue for us, how can you guarantee our patient information will be secure?"
Answer:
Yes. We use an encrypted database that required multiple keys to access. The data in the database requires two people to access it.
Feedback:
The response addresses the data privacy concern by mentioning the use of an encrypted database and the need for multiple keys to access the data. However, it lacks depth and detail that would instill greater confidence in the prospect. Expanding on the specific security measures in place, such as compliance with data protection regulations (like HIPAA), regular security audits, and employee training on data privacy, would provide a more comprehensive assurance. Additionally, inviting the prospect to ask further questions or discussing how these measures align with their specific needs would demonstrate engagement and build trust. Overall, while the response touches on the concern, it could be significantly enhanced by providing more context and encouraging a dialogue.
9.
6
/ 10Question:
"I need the approval of my team, and there’s some reluctance around changing from our current process; how can you help with that?"
Answer:
What roadblock are you experiencing? What is the essence of the reluctance? We can provide a streamlined process to get onboarded with no interruption to workflow.
Feedback:
The response begins well by asking open-ended questions to uncover the specific roadblocks and reluctance of the team, showing a willingness to understand the prospect's concerns. However, it could be strengthened by offering more details about how the onboarding process will work and what specific support you can provide to ease the transition. Mentioning examples of how other teams have successfully made similar changes could also help alleviate fears about disruption. Additionally, highlighting the benefits of making the change, such as increased efficiency or reduced workload, would further demonstrate value. Overall, while the inquiry into the issues is good, a clearer communication of solutions and benefits is needed to build confidence and address the prospect's hesitations more effectively.
10.
6
/ 10Question:
"This looks great, but if I agree now, what assurance do I have on pricing moving forward?"
Answer:
What type of assurances do you need? Yes, we will draft a contract for you. We have a 3 year guarantee with a minimum spend. So as long as you buy 30 units from us a month your pricing will be 20% off.
Feedback:
The response begins positively by asking about the specific assurances the prospect needs, which shows a willingness to engage and clarify concerns. However, it could be enhanced by providing more detailed information about the contract terms and how they protect the prospect from future price increases. While you mention a three-year guarantee with a minimum spend and a 20% discount, elaborating on any other benefits or protections in the contract would strengthen the value proposition. This could include discussing any clauses that protect against price changes or how pricing compares to industry standards. Overall, while the response is on the right track, it lacks depth in fully addressing the prospect's concerns about long-term pricing stability.