Wheel Alignment System
Sales Assessment Results
58
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here. Your performance on this test shows that you're in a decent place, but you're definitely not hitting your potential yet. You’ve demonstrated a good grasp of some techniques, particularly in addressing customer needs and engaging in dialogue, but your inability to tackle objections head-on and provide strong value propositions has held you back. Consistently, you seem to struggle with connecting features to specific customer benefits and exploring objections deeply enough. This is not just about having the right stats; it's about crafting a narrative that resonates with your prospect's fears or concerns.
To step up your game, I recommend diving into the Challenger Sale and Value Selling techniques. These will equip you to better challenge your prospects' thinking and articulate the unique value that your offerings bring to the table. Remember, it's not just about selling a product; it's about selling a solution that meets their specific needs.
Here’s your coaching moment: think of every interaction as a partnership. When you engage your prospects, you're not just trying to close a deal; you're building a relationship and understanding their world. So, slow down, ask those probing questions, and really listen. When you foster genuine collaboration, you'll find closing becomes much more natural.
Question Breakdown
1.
4
/ 10Question:
"Are you sure this wheel alignment system can deliver the reliability we need for our fleet under tight timelines?"
Answer:
I have the stats to back up how we have helped many fleet companies with are reliable John Bean Aligners. If the statistics and product features meet your needs, can we move forward with the purchase? Is there anything else holding you back?
Feedback:
The response lacks a direct address of the prospect's concern regarding reliability under tight timelines. While mentioning statistics and features is good, it should explicitly relate to how those factors ensure reliability in such conditions. Additionally, the transition to asking for a commitment feels premature without fully exploring the prospect's hesitations. It would be more effective to ask probing questions about their specific reliability requirements and any past experiences they’ve had, fostering a more collaborative dialogue.
Overall, the communication is clear but could improve in addressing the objection more thoroughly and engaging the prospect in a deeper conversation before trying to close.
2.
5
/ 10Question:
"I've seen cheaper options on the market; what justifies the cost difference with your system?"
Answer:
John Bean aims to price our equipment right based on their market research and how our product provides reliability to its customers. Was there a certain budget or monthly payment you were trying to stay under? We offer many options for payment/financing that are affordable and can put you in an earning position with the new equipment!
Feedback:
The response touches on the pricing strategy but fails to directly address the justification for the higher cost compared to competitors. While mentioning reliability is relevant, you need to articulate specific benefits that justify the price difference, such as unique features or proven performance. The question about budget is a good attempt at discovering needs, but it should be framed more in the context of value received for the investment. Additionally, demonstrating understanding of the prospect’s concerns about cheaper options could foster better engagement. Overall, while there is an effort to explore financing options, it lacks a strong value proposition that differentiates your product from competitors in a meaningful way.
3.
6
/ 10Question:
"How quickly can we expect support in case of any technical issues after implementation?"
Answer:
I would be your first contact and would do my best to be there within 24 hours, if I am unable to resolve the issue we would get a service called place and have a tech out to you within 72 hours. Most issues with equipment have been either user error or just the system requiring and update from part experience.
Feedback:
The response effectively addresses the concern about support timing by outlining a clear commitment to response times, which can instill confidence in the prospect. However, it could enhance the answer by emphasizing the importance of customer support and how it aligns with their needs, perhaps sharing examples of past successes or satisfaction ratings from other customers. Additionally, the mention of 'user error' could unintentionally suggest that the customer may be at fault, which might create defensiveness. A more collaborative tone that acknowledges the potential challenges and reassures the prospect of your support would be beneficial. Overall, while the response is informative, it lacks a bit of empathy and a stronger connection to the customer’s perspective.
4.
6
/ 10Question:
"What measures do you have in place to ensure the system stays compliant with changing industry regulations?"
Answer:
Most of our Aligners have 2 updates a year for the system and multiple for the specs. We aim to provide the most inclusive and up to date information for our Aligners first. All mandatory industry regulations changes would be administered via an update or service call. Snap also has engineers who are constantly looking at new ways to improve our systems for better client use.
Feedback:
The response provides a basic overview of how updates are handled and implies a proactive approach to compliance with industry regulations. However, it lacks specificity about what those updates entail and who is responsible for ensuring they are implemented effectively. Including details about the types of updates and how they directly relate to regulatory requirements would strengthen the response. Additionally, sharing any past examples of successful compliance or customer feedback regarding the update process could enhance credibility. Lastly, inviting the prospect to share their specific compliance concerns could foster a more collaborative dialogue. Overall, while the answer addresses the question, it could benefit from deeper engagement and clearer communication of value.
5.
6
/ 10Question:
"Can you guarantee that the integration with our current systems won't disrupt our daily operations?"
Answer:
Yes, your current aligner is set up on WiFi and the new John bean will be as well, we can have the updates done same day and have you up and running in no time. Clients who already have lifts install have been able to perform alignment jobs by end of day on the same day of installs/training.
Feedback:
The response directly addresses the prospect's concern about integration disruptions by confirming that the new system will be compatible with their existing WiFi setup and offering a quick turnaround on updates. However, it could be further strengthened by providing more detail on how you ensure a seamless integration process, such as mentioning any specific steps taken to minimize disruptions or customer testimonials that highlight successful transitions. Additionally, inviting the prospect to share any specific concerns they have about integration could foster a more collaborative dialogue. Overall, while the response is informative and reassuring, it lacks some depth in addressing potential complexities involved in the integration process.
6.
7
/ 10Question:
"We’ve had issues with training uptake in the past; how do you ensure your training services will be effective for our team?"
Answer:
I like to have my clients watch a couple videos on the new equipment before the install, then provide a thorough training process that allows the techs to run through the process hands on a few times. I then follow up with a 2nd training to cement the process and answer any follow up questions. I also provide resources for training videos and offer follow up trainings at no cost, so they can be assured they will have the support they need to be successful!
Feedback:
The response effectively addresses the prospect's concern about training uptake by outlining a comprehensive training process that includes pre-installation videos, hands-on practice, and follow-up training. This structured approach demonstrates a commitment to ensuring that the team is well-prepared and supported. However, it could be improved by incorporating specific examples of how previous clients have successfully adopted the training and any measurable outcomes that resulted from it. Additionally, inviting the prospect to share their specific challenges with training uptake could enhance the collaborative aspect of the conversation and show genuine interest in their needs. Overall, while the response is clear and reassuring, adding elements of past success and exploring the prospect's concerns could strengthen it further.
7.
7
/ 10Question:
"What if we need additional customization later on—how flexible is your product roadmap?"
Answer:
What customizations do you possibly foresee, so I can better answer your concern? John Bean as a company wants to make sure the techs have the most flexibility when it comes to their product roadmap! We have options to allow shops to roll an aligner, use a 2-post lift as an alignment each with our stands, provide auto-tracking beams that allow for easy compensation and castor readings even while the vehicle is not lifted via Lift allowing for quick alignment checks.
Feedback:
The response effectively opens the dialogue by asking the prospect about their specific customization needs, which demonstrates curiosity and a consultative approach. However, it could improve by providing clearer insights into how flexible the product roadmap is and any specific examples of past customizations made for other clients. Additionally, while detailing the available options is informative, it would benefit from a summary of how these options directly relate to the prospect's needs for future adaptability. Overall, enhancing the focus on the product's flexibility while connecting it back to the prospect’s unique situation would create a stronger response.
8.
6
/ 10Question:
"With ongoing changes in the market, how will this system adapt to future innovations in wheel alignment technology?"
Answer:
John Bean has demonstrated its attentiveness to being a leader in innovation when it comes to their Aligners. We are showcasing our efforts at SEMA AND AUTOMECHANICA, with accolades of taking home some awards recognizing our efforts. What kind of concerns do you have regarding the new equipment or is there a certain feature you are looking for?
Feedback:
The response highlights John Bean's commitment to innovation and mentions participation in industry events, which adds credibility. However, it could be strengthened by providing specific examples of how the system has evolved or adapted to past changes in technology. Additionally, instead of solely asking about the prospect's concerns, it would be beneficial to share how ongoing updates and adaptability are built into the product roadmap. This would provide tangible reassurance about the system's future relevance. Overall, while the approach invites dialogue, it lacks depth in explaining the proactive measures taken to ensure the system remains up-to-date with market innovations.
9.
5
/ 10Question:
"What happens if we face approval delays internally—how can you help us navigate that?"
Answer:
We can best help with the more information you as a company can provide us. We hope to earn every potential client’s business and make John Bean their brand of choice when it comes to Aligners. We want to know what is holding you back, is it a spacing issue, affordability issue, ROI? What ever the case may be, I know based on past experience that John Bean will give best efforts to help address any obstacles holding you back to the best of their ability.
Feedback:
The response attempts to open a dialogue by inviting the prospect to share specific issues they are facing, which is a good approach to uncover their concerns. However, it lacks a direct and assertive answer to the objection about internal approval delays. Rather than just asking for more information, it would be more effective to proactively offer solutions or strategies for navigating those delays, such as providing documentation, offering to assist in presentations to decision-makers, or outlining support mechanisms from John Bean that could facilitate the internal approval process. Additionally, reinforcing John Bean’s commitment to partnership and support during such challenges could strengthen the message. Overall, while there is an effort to engage the prospect, the response could be more solution-oriented and focused on alleviating their concerns about internal processes.
10.
6
/ 10Question:
"Is there a risk that this investment won't pay off in the long run, considering our current budget constraints?"
Answer:
Do you recall the ROI worksheet we did? You agreed that the conservative numbers we inserted in the calculator were based on business your shop can provide. I believe that if the numbers you provided for the calculator are modest and doable, then NO, there is not a risk this equipment will not pay itself off.
Feedback:
The response effectively references a previous discussion about the ROI worksheet, which helps ground the conversation in specific data that the prospect is familiar with. However, it could be improved by acknowledging the prospect's concerns more empathetically, perhaps by addressing the emotional aspects of budget constraints and investment risks. Additionally, elaborating on how the product has proven to be a valuable investment for similar customers or providing testimonials can strengthen the argument further. Lastly, inviting the prospect to discuss any specific figures they are unsure about would foster a more collaborative dialogue. Overall, the response is direct but could benefit from a more engaging and supportive approach.