Business
Sales Assessment Results
25
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance here is falling short, and it shows in your scores. An average of 2.5 is a glaring signal that your approach needs serious reworking. The overwhelming issue is your failure to engage with the prospect's concerns and provide meaningful, collaborative solutions. Instead, you’re offering blanket reassurances that lack any real depth or connection to their needs. You’re missing the mark on core techniques like solution selling and consultative selling, which are essential for building trust and rapport.
You're consistently dismissing prospects' concerns instead of addressing them head-on. When a prospect raises a question about budget, ROI, or implementation, they’re looking for a partner, not a sales robot. Instead of diving deeper into their budget constraints or providing data on ROI, you're skimming the surface. This is where you can pivot. Study and practice techniques like SPIN Selling and the Sandler Selling System to enhance your questioning and discovery skills. You need to learn how to ask the right questions that guide the conversation and show genuine interest in solving their problems.
Remember, sales isn't just about pushing a product; it’s about building a relationship. If you want to turn this around, start by listening more and talking less. Every conversation is an opportunity to understand your prospect better. Just because you’ve got the product knowledge doesn’t mean you should rush to sell it. You need to focus on being the consultant they didn’t know they needed.
Here’s your coaching moment: Every ‘no’ or lack of engagement is a chance for you to refine your approach. Don’t take rejection personally; take it as feedback. Shift your mindset from selling to serving. When you start thinking about how you can truly help your prospects, the sales will follow.
Question Breakdown
1.
2
/ 10Question:
"I'm concerned about how this aligns with our current budget allocations for emergency projects."
Answer:
I understand, there is no upfront charge and only compensated when we acquire a buyer and close.
Feedback:
The response lacks depth in addressing the prospect's concern about budget alignment. Simply stating there's no upfront charge does not explore the implications of the budget issue or provide reassurance about long-term value. A more effective approach would involve asking probing questions to understand the budget constraints better and discussing how your solution can fit within their budgetary framework. The communication is not sufficiently collaborative or solution-focused. Overall, this response does not effectively engage the prospect or demonstrate a clear understanding of their needs.
2.
3
/ 10Question:
"Can you guarantee that the implementation won't disrupt our existing processes?"
Answer:
Yes, we want you to continue as you are doing. When we find the right buyer that meets requirements I will contact you and we schedule a time to meet based on availability
Feedback:
The response fails to directly address the prospect's concern about potential disruptions during implementation. A more effective approach would involve acknowledging the importance of their current processes and providing specific assurances or strategies to minimize disruption. Additionally, it lacks engagement and does not invite further discussion or questions, which are crucial for understanding and alleviating the prospect's concerns. Overall, this response does not demonstrate a collaborative or solution-focused approach.
3.
2
/ 10Question:
"What if the ROI doesn't meet our expectations in the first year?"
Answer:
What if ROI is higher than your expectations?
Feedback:
The response does not adequately address the prospect's concern about ROI expectations. Instead of turning the question around, it's essential to first acknowledge their concern and then provide insights or data that demonstrate how your solution has historically met or exceeded ROI projections. Engaging the prospect with questions about their specific ROI expectations and how those align with your offering could also enhance the conversation. This approach would show that you are listening and are committed to addressing their concerns collaboratively. The current response lacks depth and fails to build the necessary trust and rapport with the prospect.
4.
4
/ 10Question:
"I'm worried about whether our stakeholders will approve this investment without significant long-term value."
Answer:
Understand, we have provided last 3 years P&L’s and the business has increased revenues year over year.
Let’s get on a call with your stakeholders.
Phone ringing….
Feedback:
The response acknowledges the prospect's concern about stakeholder approval but does not fully address the need for significant long-term value. While providing P&L statements can demonstrate past performance, it would be more effective to explain how your solution specifically contributes to long-term growth and aligns with their strategic goals. Additionally, suggesting a call with stakeholders is a good move, but it lacks an invitation for further dialogue or questions about their specific concerns. Overall, the response could benefit from a more detailed exploration of value and a collaborative approach to engage the prospect and their stakeholders effectively.
5.
0
/ 10Question:
"How do you compare to our current vendor in terms of service levels and support?"
Answer:
Who is that again?
I don’t know them or what they offer.
Feedback:
This response demonstrates a lack of professionalism and engagement. Instead of addressing the prospect's question, it dismisses their current vendor without providing any comparative analysis of your own services or support. A more effective approach would involve acknowledging their current vendor's relationship and asking questions to understand their experiences and expectations. This would allow you to highlight your strengths and differentiate your offering in a way that resonates with the prospect's needs. Overall, this response fails to create a positive impression and does not contribute to building rapport or trust.
6.
5
/ 10Question:
"What measures do you have in place to ensure compliance with industry regulations?"
Answer:
Everyone in our office is licensed, and current with industry regulations. Every 2 years it’s required to take and pass continual education credits
Feedback:
The response provides a basic assurance of compliance by mentioning that everyone is licensed and must complete continuing education every two years. However, it lacks detailed information about specific measures or processes in place to ensure ongoing compliance with industry regulations. A more effective approach would include examples of how compliance is monitored, any certifications or audits conducted, and how these practices benefit the prospect. This would help to build trust and demonstrate a commitment to regulatory standards. Additionally, inviting further questions or discussion on compliance could facilitate a more engaging dialogue.
7.
2
/ 10Question:
"Given the limited options, how do I know this solution won’t become obsolete quickly?"
Answer:
That’s part of due diligence.
I said same thing in 2010 with bitcoin at .25 today it’s over 100k
Feedback:
This response fails to adequately address the prospect's concern about the potential obsolescence of the solution. While making a comparison to bitcoin might seem compelling, it does not directly answer how your solution will remain relevant and valuable in the long run. A more effective approach would involve discussing the ongoing support, updates, or innovations related to your solution that ensure it adapts to market changes. Engaging the prospect with questions about their specific concerns regarding obsolescence could foster a more collaborative conversation. Overall, this response lacks depth and does not reassure the prospect about the longevity of your solution.
8.
2
/ 10Question:
"Can you provide data on your product's performance in similar organizations?"
Answer:
We can show you our data , but I don’t worry what other organizations are doing.
We focus on our clients and their success
Feedback:
This response dismisses the prospect's request for data by stating that you don't worry about other organizations. This approach can come off as defensive and unhelpful. Instead, you should acknowledge the prospect's interest in understanding how your product has performed in similar organizations. It would be more effective to offer relevant data or case studies that highlight success stories with comparable clients. This would not only address their concern but also build credibility and trust. Furthermore, engaging them by asking about their specific needs or challenges could foster a collaborative dialogue. Overall, the response fails to effectively engage the prospect and lacks a customer-centric approach.
9.
3
/ 10Question:
"How will this impact our team's bandwidth during the deployment phase?"
Answer:
Minimal as long as you keep doing what you’re currently doing until the transition period
Feedback:
The response lacks clarity and depth in addressing the prospect's concern about team bandwidth during deployment. Simply stating 'minimal' does not provide reassurance or detail about how the transition will be managed and what specific steps will be taken to ensure that the team is not overloaded. A more effective approach would involve outlining a clear deployment plan, including support mechanisms and resources available to ease the transition. Additionally, engaging the prospect with questions about their specific concerns or current workflows could foster a more collaborative discussion. Overall, this response does not effectively reassure the prospect or demonstrate an understanding of their operational needs during deployment.
10.
2
/ 10Question:
"What happens if we face integration challenges with our existing systems?"
Answer:
Today integration is a lot less complicated. If problems arise handle the way you currently would.
I will end I’m not an attorney or cpa so if need legal advice, please do so.
Feedback:
The response lacks depth and specificity in addressing the prospect's concerns about integration challenges. Simply stating that integration is less complicated does not provide reassurance or detail on how your solution supports a smooth transition. A more effective response would include examples of common integration issues and how your service can help mitigate those, as well as offering support during the process. The mention of not being an attorney or CPA is unnecessary and diminishes your credibility. Overall, this response fails to demonstrate a proactive, solution-oriented approach and does not adequately build rapport with the prospect.