Solar
Sales Assessment Results
55
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance shows that you're treading water but not swimming. With an average score of 5.5, there's a mix of decent attempts and glaring gaps in your sales technique. You excelled in showing active listening and curiosity, especially when you acknowledged budget constraints and multiple stakeholders. However, you consistently fell short in depth and engagement, often missing the chance to address objections with tailored solutions or relevant insights. This pattern of superficial responses is limiting your effectiveness as a salesperson.
To elevate your game, I suggest you dive deeper into Solution Selling and Consultative Selling techniques. These will help you not just understand your prospects' pain points but also craft customized solutions that resonate with their specific needs.
Here's your coaching moment: sales is about creating meaningful conversations, not just checking boxes. When you encounter an objection, think of it as an invitation to explore further rather than a roadblock. Ask questions that ignite curiosity and drive discovery. It's time to turn that active listening into a powerful dialogue that leads to real solutions. You’ve got the potential; now it’s time to harness it.
Question Breakdown
1.
5
/ 10Question:
"We're currently prioritizing our energy efficiency project, and I don't think we have the bandwidth to consider solar right now."
Answer:
That’s awesome! Where are you up to with your energy efficiency project?
Feedback:
The response shows a good start by acknowledging the prospect's current focus, which indicates some active listening. However, it lacks depth in addressing the objection about bandwidth. To be more effective, the salesperson could follow up with questions that explore how solar could complement their energy efficiency efforts, perhaps by asking about the timeline of the project or if they see potential energy savings that might be enhanced with solar. This would demonstrate a solution-focused approach and help engage the prospect in a more meaningful conversation. Overall, it could benefit from more curiosity and discovery.
Score: 5/10.
2.
4
/ 10Question:
"Given our past experience with renewable energy projects, I’m hesitant about implementing another solution that could fail."
Answer:
I completely understand! What renewable projects have you done previously?
Feedback:
While your response shows an attempt at curiosity by asking about past projects, it lacks depth in addressing the prospect's concerns. Instead of just asking about previous experiences, it would be more effective to acknowledge their hesitance and reassure them by discussing how your solution mitigates risks or has a proven track record. Consider employing a consultative approach to explore their pain points further and offer tailored solutions. This would have demonstrated active listening and a stronger value exploration. Overall, the communication felt a bit too simplistic and missed the opportunity for a collaborative discussion.
3.
6
/ 10Question:
"We're looking at several alternative options for our energy needs, and I'm not convinced solar is the best fit for us at this stage."
Answer:
Fair enough.. what are your main goals and reasons for using alternative energy solutions?
Feedback:
The salesperson's response demonstrates a good start by asking an open-ended question that encourages discovery about the prospect's goals. This approach aligns with consultative and solution-focused selling methods. However, the response lacks a proactive acknowledgment of the objection and doesn't include any attempt to differentiate solar from the alternatives. Additionally, it could benefit from further exploration of the prospect's concerns and highlighting the unique value of solar energy compared to other options. Overall, while the question promotes dialogue, it misses the opportunity to address the prospect's hesitation directly and ease their concerns about solar.
4.
5
/ 10Question:
"The implementation timeline seems too tight for our current project load; how can we ensure a smooth transition?"
Answer:
Our company can be flexible and with the process and installation. Please can you tell me more about current project load?
Feedback:
The response demonstrates some effectiveness in addressing the concern by acknowledging the timeline issue and showing a willingness to be flexible. However, it lacks depth in providing solutions or reassurance about the smooth transition. The question asked is on the right track for discovery, but it could be more focused on exploring the implications of the current project load on the implementation. Additionally, a stronger closing technique could have been employed to move the conversation forward. Overall, the communication is clear, but it needs more substance and engagement to build rapport and explore value effectively.
5.
6
/ 10Question:
"I understand the benefits, but can you elaborate on how solar specifically addresses our compliance requirements?"
Answer:
We have completed many different projects. All of them are 100% compliant. Our previous work includes, government building installations. Work safe have also checked and signed of on our work many times. Please can you tell me more about your specific compliance requirements?
Feedback:
The response acknowledges the importance of compliance but lacks depth in addressing the specific objection raised. While mentioning previous projects and compliance with WorkSafe is a good start, it doesn't provide clear, tailored information on how solar solutions directly meet the prospect's compliance needs. The closing question about their specific requirements shows curiosity and a willingness to engage, which is positive. However, it would be more effective to include examples or details on how solar technology aligns with compliance regulations in their industry. Overall, the communication is clear, but it could be more informative and solution-focused.
Score: 6
6.
7
/ 10Question:
"Our budget is quite constrained this fiscal year, and I'm not sure we can accommodate the initial investment for solar."
Answer:
I totally appreciate that. there are multiple payment options. Many of our clients in similar circumstances will finance the system. The payment terms will be cashflow from day one so your savings per month will be higher than the repayments. May I share some options with you?
Feedback:
The response effectively acknowledges the budget constraint objection, which shows active listening and empathy. It introduces the idea of financing as a solution, aligning with a solution-focused approach. The mention of cash flow and savings demonstrates value exploration, appealing to the prospect's financial concerns. However, it could benefit from a more collaborative tone by asking open-ended questions to further explore the prospect's specific budget limitations or financial goals. Additionally, a closing technique could be strengthened by providing a sense of urgency or emphasizing the long-term benefits of solar investment. Overall, it is a solid response but lacks some depth in discovery and engagement.
Score: 7
7.
7
/ 10Question:
"With so many stakeholders involved, I'm concerned about achieving alignment on a solar solution."
Answer:
That’s a reasonable concern. I do have experience providing solar where multiple stakeholders have been involved so I understand the challenges you’re expressing. Please can you tell me more about the process to get a project like this approved with with your company?
Feedback:
The response effectively acknowledges the prospect's concern about multiple stakeholders and demonstrates understanding, which is key in building rapport. The follow-up question is well-placed as it invites the prospect to share more about their internal processes, showing curiosity and a willingness to collaborate. However, the response could benefit from a more solution-focused approach by briefly mentioning how you have successfully navigated similar challenges in the past or providing a specific strategy to align stakeholders. This would enhance the value exploration aspect. Overall, it's a solid response but lacks some depth in addressing the concern with a clear solution.
Score: 7
8.
8
/ 10Question:
"We’ve had poor experiences with vendors in the past; how can we trust that your solution will deliver results?"
Answer:
that’s a fair concern. I have client testimonials I can share with you! I can also show you current systems we have completed and even take you to a site to see one and meet the owner of the system. Alternatively we can pass on details so you can you can speak with them. Would you like to do that or is there something specific you would like to see from us to give you more confidence?
Feedback:
The response effectively acknowledges the prospect's concern, demonstrating active listening by recognizing their past experiences. By offering client testimonials, site visits, and the opportunity to speak with current customers, the salesperson employs a solution-focused approach that builds credibility and trust. The tone is appropriate for the solar industry, emphasizing transparency and accountability. However, it could benefit from a more direct closing technique to guide the conversation towards a decision. Overall, the response is collaborative and demonstrates curiosity by inviting further questions.
Score: 8
9.
5
/ 10Question:
"Before moving forward, I need more time to analyze the ROI versus our current energy costs and see if it justifies the investment."
Answer:
I appreciate that! Can we set a time to run through the numbers together again?
Feedback:
Your response shows a good level of appreciation for the prospect's need for time, which is positive. However, it could be more effective by including additional value exploration. Instead of just suggesting a follow-up meeting, consider offering to provide specific ROI data or case studies that illustrate the benefits of switching to solar. This would demonstrate your solution-focused approach and provide the prospect with the information they need to make a decision. Engaging them with some thoughtful questions about their current energy costs or the factors they consider important in the ROI would show curiosity and discovery. Overall, while your response is polite, it lacks depth in terms of addressing the objection fully.
Score: 5
10.
2
/ 10Question:
"The current economic climate is making us very cautious about new expenditures; can you help me quantify the long-term benefits of solar?"
Answer:
Of course I can. Do you have a couple of minutes now?
Feedback:
The response to the objection is lacking in several areas. While the salesperson expresses willingness to help, they do not address the prospect's concerns about the economic climate or provide any immediate value or context. Instead of asking if the prospect has time, they should have offered a brief overview of the long-term benefits of solar, perhaps referencing cost savings and environmental impact. This would demonstrate understanding and active listening. A more engaging approach could include asking questions to gauge the prospect's specific fears or concerns about expenditures. Overall, the response lacks depth and fails to effectively explore the value of solar in the context of the prospect's situation.