Pest Control
Sales Assessment Results by Penny Haley
19
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s get real. Your performance in this test is a wake-up call. Averaging a score of 1.9 screams that there's a serious gap between you and effective selling. You’re missing the mark on key aspects, particularly in understanding and addressing your prospects’ concerns. You often come off as dismissive, lacking the depth and clarity needed to build trust. Active listening? Curiosity about your prospects’ situations? Those seem like foreign concepts to you right now.
You demonstrated some glimpses of potential, especially in the single response that addressed immediate results. But even that fell short of truly engaging the prospect. You need to dive deeper into the value of your offerings and provide tangible examples to back up your claims. This isn’t about being simplistic; it’s about being effective and building rapport.
I suggest you focus on mastering SPIN Selling and Value Selling. These techniques will help you uncover deeper insights into your prospects’ needs and communicate your service's value effectively. Don't shy away from exploring these frameworks; they’ll be your lifeline.
Remember, selling is about connection. Start treating your prospects' concerns with the urgency and seriousness they deserve. Dive in, listen actively, and respond thoughtfully. This isn’t just about closing a sale; it’s about establishing trust and creating long-term relationships. You’ve got a long way to go, but every great salesperson starts somewhere. Let’s turn this ship around!
Question Breakdown
1.
0
/ 10Question:
"We've been dealing with this pest issue for a while now; can your service really provide a sustainable solution or is it just a temporary fix?"
Answer:
Pest Control is exactly that... control not elimination
Feedback:
The response lacks depth and fails to directly address the prospect's concern about sustainability versus a temporary fix. It does not provide any evidence or examples to assure the prospect of a long-term solution. There is no exploration of the value or benefits of your service, and it does not demonstrate active listening or curiosity about the prospect's specific situation. Overall, the response is overly simplistic and does not build rapport or trust.
2.
0
/ 10Question:
"How can I be sure that the price you're offering is competitive with other pest control services in the area?"
Answer:
You are more than welcome to get bids
Feedback:
The response is dismissive and does not effectively address the prospect's concern about price competitiveness. It fails to demonstrate an understanding of the value your service provides or why it may justify a higher price. Additionally, it doesn't engage the prospect in a conversation about their specific needs or offer any supporting evidence, such as customer testimonials or unique service features that may set your offering apart. Overall, the response lacks curiosity, a collaborative approach, and an exploration of value, leading to a missed opportunity to build trust and rapport.
3.
0
/ 10Question:
"What does the onboarding process look like, and how much time will our staff need to invest to get started?"
Answer:
Let me get your information & I will have my assistant create the account & schedule at the same time.
Feedback:
The response does not adequately address the prospect's question about the onboarding process or the time commitment required from their staff. It lacks clarity and detail, leaving the prospect without a clear understanding of what to expect. There is no exploration of the steps involved in onboarding or an invitation for further discussion, which would demonstrate active listening and curiosity about the prospect's needs. Overall, this response misses the opportunity to build rapport and instill confidence in your service.
4.
0
/ 10Question:
"I’m concerned about how your treatment methods might affect our existing contracts or relationships with clients; do you have any case studies on that?"
Answer:
We use all products according to the label. The label is the law!
Feedback:
This response does not adequately address the prospect's concern regarding the potential impact of your treatment methods on their existing contracts or relationships. While mentioning adherence to product labels is important, it lacks context and fails to provide reassurance or examples of past success in similar situations. A more effective response would include case studies or testimonials that demonstrate how your methods have positively impacted previous clients. Additionally, it does not invite further conversation or exploration of the prospect's specific needs, which could help build trust and rapport.
5.
2
/ 10Question:
"With my team already stretched thin, how can we accommodate the time and resources needed for this project?"
Answer:
With our robust scheduling & timeliness we can make it happen!
Feedback:
The response is vague and lacks detail in addressing the prospect's concern about accommodating time and resources. While mentioning "robust scheduling" suggests some level of planning, it does not provide specific information about how your service would minimize the impact on the team's workload or the exact steps involved. A more effective approach would discuss potential time savings, support options, or examples of how other clients have successfully integrated your service without overextending their resources. Overall, this response fails to demonstrate understanding of the prospect's situation and does not invite further dialogue or exploration of their needs.
6.
7
/ 10Question:
"What happens if we don't see immediate results—will we have to pay for follow-up services?"
Answer:
We recommend giving at least 14 days. Then we can evaluate & if follow up is needed we will provide at no cost to you.
Feedback:
This response effectively addresses the prospect's concern about immediate results by providing a clear timeframe for evaluation—14 days. Additionally, it reassures the prospect that follow-up services will be provided at no cost if needed, which adds significant value. However, the answer could be enhanced by including some contextual information on what the customer can expect during those 14 days or how success is measured. Engaging the prospect by inviting further discussion about their specific concerns could also strengthen the rapport. Overall, this response does a better job than previous ones but still leaves room for improvement in demonstrating curiosity and exploring the prospect's specific needs.
7.
3
/ 10Question:
"Have there been any major changes in your treatment methods or product offerings that might affect our long-term partnership?"
Answer:
We will always notify you of any changes prior to treatment
Feedback:
The response is overly simplistic and does not fully address the prospect's concern about potential changes in treatment methods or product offerings. While it assures that they will be notified of changes, it lacks detail on what kinds of changes might occur and how they could impact the partnership. A more effective response would include examples of past changes that were communicated effectively or a discussion about how the company adapts to new regulations or advancements in pest control technology. This would demonstrate a proactive approach and foster trust with the prospect.
8.
2
/ 10Question:
"We’ve had a previous bad experience with a pest control provider; why should I trust your company not to let us down again?"
Answer:
Guaranteed results & proven satisfaction
Feedback:
The response is overly simplistic and fails to adequately address the prospect's concern about trust. While mentioning "guaranteed results" and "proven satisfaction" suggests a level of confidence, it lacks specific evidence or examples that could help rebuild trust. There is no exploration of the specifics of the past bad experience or how your company differentiates itself from the previous provider. A more effective approach would involve actively listening to the prospect's concerns, addressing them directly, and providing relevant examples or testimonials to demonstrate reliability. Overall, this response does not effectively engage the prospect or build a relationship.
9.
0
/ 10Question:
"Can you provide clear data on the ROI we can expect from this service, especially considering the budget constraints for this fiscal year?"
Answer:
We plan to provide excellent customer service & pest control services to our customers.
Feedback:
The response does not address the prospect's request for clear data on ROI, instead providing a vague statement about customer service. It fails to engage with the specific concern of budget constraints and does not offer any quantifiable information or examples that could demonstrate the financial benefits of the service. This response indicates a lack of curiosity about the prospect's needs and does not build rapport or trust. Overall, it misses a critical opportunity to showcase value and relevance to the prospect's situation.
10.
5
/ 10Question:
"How flexible are your service agreements if we find that our needs change in the coming months?"
Answer:
We do not have contracts. You can cancel at any time.
Feedback:
While the response addresses the prospect's concern about flexibility, it is overly simplistic and lacks depth. It doesn't explain the implications of having no contracts or how this policy can benefit the prospect in practice. A more effective response would elaborate on the ease of cancellation, any potential notice periods, or how the service can adapt to their changing needs. Additionally, inviting the prospect to discuss their specific needs further could enhance engagement and build rapport.