Promotional Items
Sales Assessment Results

"We already have a supplier for our promotional items, why should we switch?"

It’s not bad to have more than one supplier, your current supplier might already be buying from us too.

The response lacks depth in addressing the concern. While mentioning that having multiple suppliers is beneficial is a start, it doesn't directly tackle the prospect's hesitation about switching. There’s no clear value proposition offered for why they should consider changing suppliers. Additionally, it misses the opportunity to ask questions that could uncover specific pain points or dissatisfaction with their current supplier. Communicating a more compelling reason for considering a switch, along with an invitation for further discussion, would be more effective. Overall, this response needs more curiosity, value exploration, and a stronger collaborative approach.

"Your prices seem higher than what I've seen from other companies."

What have you seen?

The response effectively opens the door for a conversation by asking the prospect to share their findings, which can lead to a better understanding of their concerns. However, it lacks depth in addressing the objection about pricing. There’s no acknowledgment of the prospect's viewpoint or exploration of value, which is crucial in the competitive promotional items industry. It would be beneficial to follow up with a statement about the quality or unique features of your offerings that justify the price difference. Additionally, the response misses an opportunity for a closing technique or to build rapport. Overall, the response is too simplistic and could be improved with more engagement and value exploration.

"We're not planning to run any promotional campaigns this quarter, so there's no need for items right now."

I’ve got something so BADASS that you’ll WANT TO RUN A NEW CAMPAIGN!

While enthusiasm is a key part of sales, this response lacks effectiveness in addressing the prospect's concern about not planning any campaigns. It does not acknowledge their current strategy or provide any value or solutions that could inspire them to reconsider. Instead of a compelling reason to run a campaign, it comes off as overly aggressive and may alienate the prospect. A more effective response would acknowledge their current timeline, ask questions about future campaigns, and suggest how promotional items could fit into their upcoming plans. Overall, the communication is clear, but the tone is not appropriate for a professional context. No closing technique is applied, and there's little engagement with the prospect's needs or perspective.

"How do I know your products will really resonate with our audience?"

We have clients in your same industry and their customers are raving about these new light up pens. Try a case & I’ll give you a 100% satisfaction guarantee

The response effectively addresses the concern by providing social proof that other clients in the same industry are satisfied with the product. However, it could be improved by elaborating on how the light-up pens specifically resonate with the audience. The tone is friendly and approachable, which is suitable for the promotional items industry. The 100% satisfaction guarantee is a strong closing technique that reduces perceived risk, but inviting the prospect to share more about their audience would enhance curiosity and discovery. Overall, it acknowledges the prospect's perspective but could further explore value and collaboration by asking questions about their audience's preferences. Score: 7

"We're concerned about the quality of your promotional items compared to what we've used before."

We have the top quality in the Industry and offer a satisfactory guarantee. I’m not sure what other suppliers you’ve used in the past but I wouldn’t still be in business if my customers didn’t love my products and reorder them constantly again and again. Let get you a small case to test & when you love them, call & let me know!

The response does address the concern about quality by emphasizing the top quality of products and mentioning a satisfaction guarantee. However, it could improve in a few areas: 1. **Effectiveness**: While the claim of top quality is made, it lacks specific evidence or examples to back it up. Providing comparisons or testimonials would strengthen this response. 2. **Communication Tone**: The tone is somewhat defensive and could come off as dismissive. Using a more empathetic approach to acknowledge the prospect's previous experience would be more effective. 3. **Closing Technique**: The suggestion to provide a small case for testing is a good closing technique, but it needs to be framed in a way that emphasizes the benefits of this trial. 4. **Solution-Focused Approach**: The response could benefit from asking what specific quality concerns the prospect has to tailor the conversation better. 5. **Curiosity and Discovery**: More probing questions could be asked to uncover the prospect's previous experiences and expectations. 6. **Active Listening**: Acknowledgment of the prospect's concerns is minimal; reflecting back their worries would show understanding. 7. **Value Exploration**: The value of the products is not fully explored beyond just claiming they are top quality. Including examples of how other clients benefitted from switching could enhance this. 8. **Collaborative Approach**: While the offer to send samples is collaborative, the overall tone could be more inviting and engaging. Overall, while the intention is there, the response could use a more balanced approach that combines confidence with empathy and curiosity.

"Can you guarantee delivery by our event date?"

When is your event date? If it’s 5 days away then I can absolutely guarantee delivery in time.

The response effectively addresses the objection by asking for the event date, which is a good first step in determining whether delivery can be guaranteed. However, it lacks a bit of warmth and reassurance that builds trust with the prospect. It would have been beneficial to include a statement that emphasizes the company's commitment to meeting deadlines and perhaps a brief overview of the shipping process or past success stories related to timely delivery. Incorporating a closing technique or a follow-up question to further engage the prospect would enhance the interaction. Overall, it shows potential but lacks some depth in communication and value demonstration.

"Our budget for promotional items has been cut this year, how can you help?"

I have solutions for any budget & have helped businesses big & small, bring in the right customers & referrals all from fun affordable items for any budget or situation. What type of max budget would you like to stay in?

The response does a decent job of addressing the budget concern by stating that you have solutions for any budget. However, it could be further improved by providing specific examples of affordable items or services that have proven successful in similar situations. The tone is generally appropriate, but it could be slightly more empathetic towards the budget constraints. The closing technique is not strong, as it only asks about the maximum budget without suggesting next steps or a follow-up. Additionally, while you ask about the budget, you could engage in more discovery by asking how they’ve used promotional items in the past or what specific goals they have this year. Overall, it shows potential but lacks depth in value exploration and collaboration.

"I’m worried about the environmental impact of promotional items, how do you address sustainability?"

These are 100% grass fed sea weed sustainably sourced from the outer realms beyond the ice wall where the plastic flows like wine & not a creature was harmed in the making of your awesome marketing materials.

The response is humorous and creative, but it misses the mark on addressing the prospect's concern effectively. While it attempts to be lighthearted, it fails to provide concrete information about sustainability practices or how the promotional items are environmentally friendly. The tone may be too whimsical for a serious concern about environmental impact. A more effective response would acknowledge the concern directly, provide specific examples of sustainable practices, and possibly ask follow-up questions to further engage the prospect. Overall, this response lacks clarity and a solution-focused approach.

"What if the items don't meet our expectations once they arrive?"

We’ve helped countless companies similar to yours and have found that 99% of them have been more than satisfied. However we always strive for 100% & will back up our quality service with the best customer service experience possible. What would your expectations entail?

The response effectively addresses the concern about quality by referencing past customer satisfaction rates, which builds credibility. However, it could be even stronger by providing specific examples or testimonials to further illustrate the point. The tone is positive and appropriate for the promotional items industry. The closing technique is somewhat present with the question about expectations, showing curiosity and a willingness to engage, but it could have been more assertive in leading towards a decision. There is a good solution-focused approach, but more direct acknowledgment of the prospect's concerns would enhance active listening. Overall, this response shows promise but could benefit from additional specificity and a more proactive closing technique.

"We don’t have the time to manage a new vendor right now."

I completely understand, part of the value in working with me is I’ll handle everything for you saving you not only time, but money and effort as well. With over 20 years of psychological experience in promotional marketing, we can take the guess work out for you & supply you with the absolute best items to excite your ideal clients and prospects. I’ll make it extremely easy and convenient for you to get the best quality and pricing available industry wide. Can I get you a small order to see how consistently easy it will be?

The response does a good job of addressing the concern by emphasizing the time-saving benefits of working with the salesperson. The mention of '20 years of psychological experience in promotional marketing' adds credibility and showcases value. However, the tone could be more conversational to create a better rapport with the prospect. The closing technique is effective with the offer of a small order, which is a good way to lower the barrier to entry. However, it could have included a question to further engage the prospect or explore their specific needs. Overall, the response is solution-focused but could benefit from more active listening and curiosity by asking about the prospect's current vendor situation or specific time constraints.