Shipping Containers
Sales Assessment Results
60
Developing Closer
10 questions
Maximum score: 100
Completed in
Let’s be real: you’re sitting at an average score of 6, which tells me you’re in the realm of mediocrity. Now, don’t get me wrong, you’ve shown some promise with elements of solution-focused selling and value exploration, especially when you hit a 7 with that comparison of costs and ROI. But let’s face it, you’re leaving a lot on the table. Your responses often lack engagement and curiosity. You’re not asking enough follow-up questions to really dig into what the prospect needs, and that’s costing you the ability to build rapport and trust.
You need to sharpen your consultative and relationship-selling techniques. Acknowledging concerns is great, but you have to dive deeper into the implications of those concerns. Think about how you can make the prospect feel heard and valued, not just another checkbox on your list. This is your chance to connect and collaborate.
For your next steps, I want you to study objection handling techniques and the consultative selling approach. These will help you engage better and explore your prospects' needs thoroughly. Remember, the goal is not just to sell but to understand what will truly benefit your customers.
Here’s your coaching moment: "Sales is not about pushing products; it’s about pulling insights from your customers." Embrace that mindset, and you’ll start seeing those scores climb. Now go out there and turn that average into something extraordinary!
Question Breakdown
1.
5
/ 10Question:
"I'm concerned about the long-term durability of these containers compared to others on the market."
Answer:
Our containers are made out of core ten steel which is the most durable material that all containers are made from. Plus we offer a lifetime warranty.
Feedback:
The response does provide some useful information regarding the durability of the containers by mentioning core ten steel and a lifetime warranty. However, it lacks engagement with the prospect's concern. It doesn't explore the implications of durability issues or ask follow-up questions to understand what specific aspects of durability are important to the prospect. A more effective approach would involve acknowledging their concern, providing additional context or comparisons with competitors, and possibly offering to share testimonials or data. Overall, it could benefit from a more consultative and collaborative approach.
2.
5
/ 10Question:
"How do your shipping containers compare in quality and price with those from my current supplier?"
Answer:
Our containers are top quality at a very competitive price. Is there a reason you are looking for another supplier?
Feedback:
The response attempts to address the objection by asserting the quality and competitive pricing of the containers, which is a good start. However, it lacks specific details or comparisons that could substantiate the claim of 'top quality' and 'competitive price'. The follow-up question about the reason for seeking a new supplier is somewhat relevant but could be more effective if it explored the prospect's current experience with their supplier, which would demonstrate active listening and curiosity. Overall, the response feels a bit vague and does not fully engage the prospect in a solution-focused conversation. More emphasis on value exploration and collaborative dialogue would enhance the effectiveness.
Score: 5
3.
6
/ 10Question:
"I’ve had issues with timely deliveries in the past; how can you guarantee that won’t happen again?"
Answer:
With over 30 years in the container and logistics industry we pride ourselves with on time deliveries. We use cutting edge software to keep you updated throughout the entire delivery process along with a contact number that is answered 24 hours a day.
Feedback:
The response effectively addresses the objection by highlighting the company's experience and commitment to on-time deliveries, which is good. However, it lacks a personal touch or a deeper exploration of the prospect's specific past issues with delivery. Asking a follow-up question about their previous experiences could have shown curiosity and active listening, which would help build rapport. While the mention of cutting-edge software is positive, it could benefit from emphasizing the value that these features bring to the customer. Overall, it communicates confidence but misses an opportunity for a more collaborative approach.
Score: 6
4.
6
/ 10Question:
"Can you explain how your containers will help us reduce our overall shipping costs and improve efficiency?"
Answer:
We dont sell containers for shipping. We actually sell them for storage. We on average save our customers over $10,000 per year in storage costs vs warehousing and storage units. What are you looking to store in the container?
Feedback:
The response provided addresses the objection by clarifying that the company sells containers for storage rather than shipping, which is a good start. However, it could be improved by specifically linking how their storage solutions can impact overall shipping costs and operational efficiency. While the mention of saving $10,000 per year in storage costs is a strong point, the salesperson could enhance this by explaining how efficient storage can lead to better inventory management or quicker access to goods, indirectly affecting shipping costs. The question at the end shows curiosity and invites further discussion, which is positive. Overall, the communication is clear, but there's a need for a stronger connection to the prospect's original concern about shipping costs.
5.
6
/ 10Question:
"I need to be sure my team will easily adapt to using your containers; can you provide training support?"
Answer:
We have made the process of using our product very simple. We also provide on site training at delivery as well as a comprehensive training on our you tube channel. How many members of your team will be using them?
Feedback:
The response does a decent job of addressing the concern by highlighting the simplicity of the product and offering training support, which is crucial in this context. However, it lacks a bit in terms of elaborating on the training methods and their effectiveness. Asking about the number of team members is a good question to gauge the training needs but could be expanded to explore further how the training can be tailored to their specific team. Overall, it shows an understanding of the prospect's perspective and a willingness to help, but could benefit from more detail and engagement.
Score: 6
6.
7
/ 10Question:
"With so many options available, what makes your shipping containers stand out from the competition?"
Answer:
Due to our effective logistics setup we are able to reduce delivery costs, offer a lifetime warranty on every unit we sell. We also offer a buyback program if you no longer need the container. With those things in place you are buying our container at the most competitive price, but also risk free.
Feedback:
The salesperson's response effectively addresses the objection by highlighting unique selling points such as reduced delivery costs, a lifetime warranty, and a buyback program. This aligns well with solution-focused selling by emphasizing the benefits of purchasing from them. However, the response could be strengthened by including a more direct comparison to competitors, perhaps touching on quality or customer service. Additionally, engaging the prospect with a question like, "What specific features are you looking for in a shipping container?" could enhance curiosity and discovery. Overall, the tone is clear and appropriate for the industry, but it lacks a collaborative approach and more exploration of the prospect's needs.
Score: 7
7.
8
/ 10Question:
"I’m not convinced that the price justifies the benefits; can you break down the ROI for me?"
Answer:
The average person spends over $1800 per year on a storage unit. If you purchase the container from us for $3600 delivered you will have twice as much space and the cost will offset in under 2 years. With our containers lasting over 30 years the math on this speaks for itself. We also offer a buyback program so in a few years you could sell it back to us and walk away with spending nearly $0 when you used to pay $1800 per year.
Feedback:
The response effectively addresses the objection by providing a clear comparison of costs between using a storage unit and purchasing a shipping container. The ROI is articulated well, emphasizing the long-term savings and the container's lifespan. However, it could be further strengthened by asking a clarifying question to understand the prospect's specific concerns about the price, which would demonstrate curiosity and active listening. Additionally, incorporating a closing technique to prompt a decision, such as asking if they would like to explore financing options, could enhance the effectiveness of the response. Overall, it's a solid attempt but could benefit from slightly more engagement and a closing push.
8.
5
/ 10Question:
"My company is currently evaluating other vendors; how can you ensure we make the right choice?"
Answer:
Our reviews speak for themselves, you can also look up our company and even my name and you find article after article about the exceptional service that we have provided other customers. We have been in business longer than any other container company in your area there is definitely a reason for that. With the huge cost savings, the fast delivery, the reliability of our product, we are covering all of the bases that you said were your major concerns when you reached out. Let's get your order going!
Feedback:
The response provided addresses the objection regarding evaluating other vendors by highlighting positive reviews and the company’s longevity in the industry. However, it lacks a consultative approach by not asking follow-up questions to understand the prospect's specific needs or concerns regarding other vendors. The tone is somewhat assertive and may come off as dismissive of the prospect's evaluation process rather than collaborative. The closing technique used is a bit premature; instead of pushing for an order, it would be more effective to explore the prospect's needs further before moving to close. Overall, while there are elements of value demonstration, the response could benefit from more curiosity and active listening to fully engage the prospect.
9.
6
/ 10Question:
"I have a tight budget this quarter; can we negotiate on the pricing or terms?"
Answer:
The economy has been crazy and I think we can all relate on budget concerns. The product that I am offering is actually going to lower your overall cost and become an asset vs a liability on your P & L. This is going to improve your budget as well as keep all of your stored product safe which will mitigate product loss as well saving you even more money.
Feedback:
The response effectively acknowledges the prospect's budget concerns, demonstrating empathy and understanding, which is critical in sales. However, it could be improved by including specific details about how the product lowers overall costs (perhaps through examples or metrics), thus addressing the value exploration more effectively. While it hints at a solution, it lacks a clear negotiation strategy or an invitation to discuss alternative terms. Additionally, asking probing questions to discover the prospect's specific budget limits or needs could enhance curiosity and discovery. The tone is appropriate for the industry, but the response could benefit from a more structured closing technique, like a summary close or an urgency close, to facilitate movement towards a solution. Overall, the response has solid elements but lacks depth and a more collaborative approach.
10.
6
/ 10Question:
"There are ongoing projects I need to prioritize right now; can you give me a reason to choose your containers immediately?"
Answer:
Being in business we all have ongoing projects all of the time. You reached out to me because you were experiencing a problem. That problem will continue to persist unless we solve that. I know you are busy, but if we get this problem solved for you then you can focus on knocking your other projects out of the park.
Feedback:
The response does a decent job of acknowledging the prospect's ongoing projects and the urgency of solving their problem. However, it lacks a more direct connection to the specific value that your shipping containers can provide, which is essential in convincing them to prioritize this decision. The tone is somewhat dismissive of their current priorities, which could create friction rather than rapport. It would benefit from incorporating a specific value proposition related to their immediate needs, as well as asking open-ended questions to further explore their pain points and how your containers can alleviate them. Overall, while it shows some understanding of the prospect's situation, it could be more collaborative and solution-focused.
Score: 6