Advertising
Sales Assessment Results
35
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance is not where it needs to be. An average score of 3.5 means you're struggling to connect with prospects and truly address their needs. You’ve shown some awareness of objections, but your responses lack depth, empathy, and a solution-focused approach. You seem to have the knowledge, but the execution is falling flat. There’s a consistent pattern of being dismissive of client concerns and not engaging them in a meaningful dialogue. You need to practice techniques that help you build rapport and trust, such as Consultative Selling and Value Selling. These can help you dig deeper into customer pain points and tailor your responses more effectively. Remember, customers want to feel heard and understood; it's not just about pushing your solution. Here’s your coaching moment: think of sales as a partnership rather than a transaction. When you shift your mindset to genuinely wanting to solve a problem for your prospect, the sales will follow. Get curious, ask questions, and become a trusted advisor rather than just another salesperson. It's time to step up and transform your approach.
Question Breakdown
1.
4
/ 10Question:
"I'm concerned about whether your advertising solutions will actually increase our visibility in such a competitive market."
Answer:
That’s a valid concern let me share with you the real time data
Feedback:
While the response acknowledges the prospect's concern, it lacks depth and specificity in addressing the implication of visibility in a competitive market. Merely offering to share real-time data does not fully engage the prospect or explore their specific needs and pain points. A solution-focused approach could involve discussing case studies or success stories to demonstrate the effectiveness of the advertising solutions. Additionally, asking questions to further understand the prospect's unique situation would show curiosity and active listening. Overall, the response could benefit from a more collaborative tone and a clearer strategy to instill confidence in the solution offered.
2.
4
/ 10Question:
"Can you guarantee that we'll see a measurable return on investment within the first few months of using your services?"
Answer:
Nothing is guaranteed but based on my data and results I’m very certain you will get the ROI that you are looking for
Feedback:
The response does acknowledge the objection but lacks depth and a solution-focused approach. It would benefit from providing specific examples or data that demonstrate previous successes or a clearer discussion on how the advertising services work towards achieving measurable ROI. Additionally, it could ask further questions to explore the prospect's specific expectations and concerns about ROI. The tone is somewhat dismissive of the client's need for guarantees, which could hinder rapport building. Overall, it lacks curiosity, discovery, and a strong collaborative approach.
3.
2
/ 10Question:
"I'm not sure your team understands our specific industry needs; can you provide examples of similar clients you've worked with?"
Answer:
Absolutely.. always drop the competition name
Feedback:
The response lacks effectiveness and clarity. Simply suggesting to 'drop the competition name' does not address the prospect's concern about understanding their industry needs. Instead, it would be more effective to acknowledge their concern and then provide specific examples of clients from similar industries that your team has successfully worked with. This would demonstrate your team's capability and understanding of their specific needs and build trust. The tone is also somewhat dismissive and could alienate the prospect. A better response would include a brief acknowledgment, an example of relevant experience, and an invitation to discuss further. Overall, this response does not effectively engage the prospect or explore their needs.
4.
3
/ 10Question:
"The last advertising campaign we invested in didn't deliver as promised; how do I know this time will be different?"
Answer:
Can you please share your offer, distribution, frequency . Based on the analytics this what I recommend
Feedback:
The response fails to effectively address the client's concern about their previous unsatisfactory experience with an advertising campaign. Instead of acknowledging their disappointment and providing reassurance, the salesperson jumps straight into details without exploring the client's specific needs or pain points. This approach lacks empathy and doesn't demonstrate an understanding of the client's perspective. It would have been more effective to ask questions that would uncover the specifics of their past campaign, discuss what didn't work, and then tailor a solution based on those insights. Additionally, there is no closing technique or collaborative tone to engage the client further. Overall, the response is too transactional and misses the chance to build rapport.
Score: 3/10.
5.
3
/ 10Question:
"Given our current budget constraints, how can we ensure that we're not overspending on advertising that may not yield results?"
Answer:
I know I. This market every penny count but I’m certain if we follow the data as far as the distribution, frequency you will get the results
Feedback:
The response does acknowledge the prospect's concern about budget constraints, but it lacks clarity and professionalism. It fails to provide a concrete strategy or solution to prevent overspending, which is critical in addressing the objection. Moreover, the communication is unclear ('I know I. This market every penny count') and needs better grammar and structure. It doesn’t engage the prospect in a consultative manner or explore specific metrics or past successes to instill confidence. Overall, it does not demonstrate a strong understanding of the customer's needs or provide a compelling value proposition that reassures them about spending wisely.
To improve, the salesperson should present specific data-driven strategies that align spending with expected outcomes, ask probing questions to better understand the prospect’s needs, and establish a more collaborative tone to build rapport.
6.
3
/ 10Question:
"With limited options in the market, how do we know your solution is the best fit for our unique requirements?"
Answer:
Can you please share your target audience ?
Feedback:
The response lacks depth in addressing the prospect's concern. While asking about the target audience is a step towards understanding their needs, it doesn't directly address the objection about the solution's fit. A more effective response could involve acknowledging the limited options, providing insights into how your solution has successfully met unique requirements for similar clients, and perhaps asking additional questions to explore their specific needs further. Overall, it seems more like a surface-level question rather than a comprehensive engagement.
7.
4
/ 10Question:
"Before committing, I need to understand how your post-purchase support works; what happens if we're not satisfied?"
Answer:
I understand your hesitation but as we discussed your expectations and the value of my product and how it is aligned to reach your target audience
Feedback:
The response acknowledges the objection but fails to directly address the concern about post-purchase support and satisfaction guarantees. It lacks clarity and does not provide specific details about the support processes, which are critical for building trust. Additionally, it does not include any closing techniques or explore the customer's needs further. More emphasis on the solution and reassurance would improve the response. Overall, there’s a missed opportunity to engage in a dialogue about their concerns and demonstrate how your support can mitigate their risks.
Consider adding specific examples of support services, testimonials, or a guarantee policy to reassure the prospect.
Overall, the tone is neutral, but it lacks the necessary depth and engagement.
8.
3
/ 10Question:
"We have an existing relationship with another vendor; what makes you different or better than them?"
Answer:
Different is that we put data ( analytics) and 40 years of experience
Feedback:
The response lacks depth and fails to effectively address the prospect's concern. Simply stating that your company has data analytics and 40 years of experience does not differentiate you from the existing vendor. You should elaborate on how your data analytics specifically benefits the client and how your experience translates into better service or results. Also, consider asking questions to explore their current relationship and pain points to better position your offering. Overall, this response does not engage the prospect effectively or demonstrate a collaborative approach.
9.
5
/ 10Question:
"I want to make sure our stakeholders are aligned on this decision—how can you help facilitate that process?"
Answer:
I want to answer everyone’s questions so can we schedule a zoom meeting so we can address
Feedback:
The response shows a willingness to engage with the prospect's concern by suggesting a Zoom meeting to address questions, which is a good start. However, it lacks depth in providing how you would facilitate alignment among stakeholders. To strengthen your response, consider asking specific questions to understand the stakeholders' concerns better or offering to provide relevant materials or insights that can help in the decision-making process. Additionally, a more collaborative tone could enhance rapport. Overall, the response is clear but could benefit from a more solution-focused approach and curiosity about the stakeholders' perspectives.
Score: 5/10
10.
4
/ 10Question:
"We're facing some internal hurdles with employee adoption of new solutions; how can you assist us in overcoming this?"
Answer:
Can you please tell me your hurdles? What has been the most difficult?
Feedback:
The response shows a good start in addressing the customer's concerns by asking for clarification on the hurdles. However, it lacks depth and does not provide any immediate reassurance or solutions, which is crucial in a consultative selling approach. The salesperson could have acknowledged the challenges of employee adoption and offered insights or strategies to facilitate this process, enhancing their value proposition. Asking more exploratory questions about the implications of these hurdles and how they affect the overall business could have further demonstrated curiosity and active listening. Additionally, a closing technique could have been employed to move the conversation towards a solution. Overall, while the intent is good, the execution falls short in providing a solution-focused response.
Score: 4/10