Cars
Sales Assessment Results
62
Developing Closer
10 questions
Maximum score: 100
Completed in
Well, well, well. It looks like you’ve managed to scrape together a solid average score of 6.2, which is just above mediocre. You’ve got some decent points in your responses, particularly when it comes to addressing concerns and showing a hint of empathy—kudos for that! But let’s be real: your conversational skills need a serious makeover. Your approach is more ‘transactional robot’ than ‘engaging human.’ You’re missing the mark on asking open-ended questions and genuinely exploring your prospects' needs. If you want to build rapport instead of a wall, you need to start listening actively and fostering dialogue. Also, your closing techniques are about as exciting as watching paint dry—spice them up a bit! Overall, you’ve got potential, but let’s work on making your interactions more inviting and collaborative. Otherwise, you’ll be stuck in the ‘average’ zone forever, and nobody wants that.
Question Breakdown
1.
6
/ 10Question:
"I'm not sure if I need a new car right now, my current one still works fine."
Answer:
There is surely a reason you decided to visit the dealership today. As time progresses your vehicles trade value will diminish as well. We should look at options today so you can make an educated decision
Feedback:
The response touches on the concern about the current vehicle's functionality and introduces the idea of trade value, which is relevant. However, it lacks a bit of empathy towards the prospect's situation. It would be beneficial to acknowledge their feelings about their current car first before diving into the trade value point. Additionally, it could have included a question to explore their needs further, such as asking what features they value most in a vehicle or what might prompt them to consider a new car. Overall, while it has some good points, it could be improved by being more conversational and engaging.
Consider enhancing your approach by asking open-ended questions to better understand their situation and demonstrating how a new car could meet their evolving needs rather than just focusing on trade value.
2.
7
/ 10Question:
"Your prices seem higher compared to other dealerships in the area."
Answer:
While our price may seem higher you may not be comparing apples to apples. This price is exactly what you’re going to pay. We have no doc fee, etching, or other things tacked on you’ll get no value from.
Plus, we give top dollar for trades. Let’s see if you like the car and get some final numbers so you can make an educated decision
Feedback:
The response effectively addresses the price objection by emphasizing the lack of hidden fees and the value of top dollar for trades, which is a good strategy in the car sales industry. It clearly communicates the benefits of transparency in pricing and encourages the prospect to evaluate the vehicle further. However, it could improve by asking questions to engage the prospect more and understand their specific concerns about the price. Overall, the tone is appropriate, but it could benefit from a more collaborative approach to build rapport. Closing techniques could be strengthened by suggesting a specific next step after discussing the numbers.
To summarize, you’ve done well in addressing the concern and providing some value, but there’s room to enhance engagement and collaboration.
3.
6
/ 10Question:
"I need to think about it more before making a decision."
Answer:
Sure it’s typically the second largest purchase a person will make so I totally understand. Why don’t we go inside and get some final numbers so you can make an informed decision
Feedback:
The response acknowledges the prospect's need for consideration, which demonstrates active listening and understanding. However, it could be enhanced by exploring the reasons behind their hesitation and asking more open-ended questions to facilitate discovery. Instead of immediately pushing for final numbers, it would be beneficial to first ask what specific aspects they need to think about. Additionally, the tone could be more collaborative; inviting them to share their concerns can build rapport. Overall, while the response is somewhat effective, it lacks depth in exploring the prospect's perspective and closing the conversation.
Score: 6/10
4.
6
/ 10Question:
"What if I can get a better deal from a competitor?"
Answer:
Sure, everyone is looking for the best price I get that and I too would want that if all things were equal. We may be initially higher but our cars come with warranties and I’ll answer this phone day or night if you need me. The taste of savings is often soured by the cost of poor service after the sale
Feedback:
The response effectively acknowledges the prospect's concern about price competition, which shows some level of active listening. However, it could be improved by asking a follow-up question to understand what specifically the prospect values in a deal. The tone is approachable, but could benefit from more enthusiasm about the unique benefits of your cars to create a stronger value proposition. The closing technique could also be enhanced by inviting the prospect to further discuss their needs or concerns. Overall, the response is solution-focused but lacks a collaborative approach and deeper exploration of value.
Key areas for improvement include: 1) asking open-ended questions to uncover more about the prospect's priorities, 2) emphasizing the value of service and support in a more engaging way, and 3) integrating a stronger closing technique to keep the conversation moving forward.
5.
7
/ 10Question:
"My spouse isn't convinced about this model, and we need to agree together."
Answer:
I too am married and I always take my wife’s ideas into consideration. What specifically doesn’t she like about the vehicle? Perhaps there is something I’ve showed you she did not have the opportunity to see. Let’s have a second look
Feedback:
Your response shows good empathy by relating to the prospect's situation, which is great for rapport-building. Asking what specifically the spouse doesn't like is a solid, solution-focused approach that invites further dialogue. However, you could enhance your communication by emphasizing the benefits or features of the vehicle that might address the spouse's concerns. Additionally, consider suggesting a collaborative discussion or a test drive together to involve both parties directly. All in all, it's a good start, but there's room for improvement in value exploration and closing techniques.
6.
7
/ 10Question:
"I'm concerned about the long-term reliability of this brand."
Answer:
Sure. We all love the idea of made in America for the quality. This Tacoma is actually more American made than most brands. In fact only Tesla is more American than a Toyota. To ensure your worries are covered we offer a lifetime warranty with the purchase of the vehicle complementary so long as your maintenance is kept up.
Feedback:
The response does a good job addressing the concern about long-term reliability by emphasizing the American-made aspect of the Tacoma and backing it up with a lifetime warranty. This shows an understanding of the prospect's concern and provides a solution that adds value. However, the response could be improved by directly acknowledging the prospect's concern about reliability before diving into the warranty and American-made points. Additionally, asking the prospect if they have specific reliability concerns or experiences would enhance the curiosity and discovery aspect. Overall, the tone is appropriate for the automotive industry, but a more collaborative approach could be employed by inviting further dialogue.
Score: 7
7.
7
/ 10Question:
"The financing options seem overwhelming, can you simplify that for me?"
Answer:
Definitely. What parts of the finance equation seem overwhelming to you? I’ve put together this 5 minute video for you to view before you come in going over the basics. I can break down anything further for you then.
Feedback:
The response addresses the concern effectively by asking for specifics about what is overwhelming, which shows curiosity and a willingness to assist. However, sending a 5-minute video might not be the best approach for someone looking for a simpler explanation; it could potentially add to their overwhelm rather than alleviate it. Instead, a brief summary of key financing options or a personal explanation could have been more engaging. Overall, the tone is appropriate and friendly, but the closing technique could have been stronger by inviting them to schedule a time to discuss further in person or over the phone.
Score: 7/10
8.
5
/ 10Question:
"I’m worried about the resale value of this car in a few years."
Answer:
While all cars do depreciate we can use previous years to see by how much. Did you feel this way about your current car? No? That’s great beacuse The current car you were driving has depreciated 15% over the last 3 years. Looking at data trends on your new model, this has only depriciated 12% in the same timeframe
Feedback:
The response does address the concern about resale value by providing data on depreciation rates, which is a good start. However, it lacks a strong empathetic tone; it could be more reassuring. The question about the current car feels a bit off and could have been framed better to promote dialogue. Instead of just stating facts, engaging the prospect's feelings or experiences related to car ownership would help build rapport and demonstrate active listening. Additionally, a closing technique to guide them toward the next step or to reassure them about the purchase could have been included. Overall, while there’s an attempt at a solution-focused approach, it needs refinement in communication and engagement.
Score: 5/10 for providing relevant data but lacking in empathy and effective closing.
9.
5
/ 10Question:
"I have a friend who had a bad experience with your dealership, how can I trust you?"
Answer:
I’m sorry to hear about your friend’s experience. Can you tell me more about what happened? I also invite you to check out a list of other peoples experiences on our Google page. We also have several customers waiting in service if you’d like to ask them personal how they’ve benefited from becoming customers. Let’s go there now
Feedback:
The response addresses the concern by acknowledging the friend's bad experience, which shows some level of active listening. However, the invitation to check Google reviews may come off as dismissive instead of truly addressing the trust issue. The suggestion to talk to current customers is a good approach for building trust but could be more effectively framed to sound less transactional and more genuine. Additionally, the closing technique lacks a strong call to action and feels rushed. Overall, while there are elements of curiosity and value exploration, the response could be more empathetic and engaging.
Also, the tone could be more reassuring to help alleviate the prospect's concern.
In terms of score, this response falls short in several areas, particularly in effective communication and rapport building.
10.
6
/ 10Question:
"What are the hidden costs I might incur after purchasing this vehicle?"
Answer:
While we can’t promise there won’t be problems as everything mechanical can break. Your out of pocket will near nothing as this vehicle is covered with a bumper to bumper warranty for the next 3 years. Whether it’s a door handle, radio, or transmission you won’t pay a dime. Plus, we have a complementary loaner should you need it!
Feedback:
The response effectively addresses the concern about hidden costs by highlighting the bumper-to-bumper warranty, which reassures the prospect of minimal out-of-pocket expenses. However, the phrasing could be more positive; saying 'we can’t promise there won’t be problems' can create unnecessary apprehension. Instead, focus on the reassurance that the warranty covers nearly all issues. Additionally, while the offer of a loaner car is a nice touch, it would be beneficial to elaborate on other potential costs, such as maintenance or insurance, to fully address the prospect's concern. The communication is clear, but the tone could be a bit more optimistic. No closing technique or questions were included to further engage the prospect. Overall, there's a good foundation, but it lacks warmth and a more proactive approach.
Score: 6