Building materials
Sales Assessment Results
25
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here. Your performance on this test was below average, clocking in at a dismal 2.5. It's clear that you're struggling to engage with prospects meaningfully, and this is costing you sales. You need to ditch the vague responses and start addressing specific concerns with depth and clarity. Consistently, you failed to demonstrate active listening, curiosity, and a solution-focused approach, which are essential in building trust and rapport with clients.
To turn this ship around, dive into SPIN Selling and Consultative Selling. These techniques will help you ask the right questions, uncover customer needs, and provide tailored solutions that resonate with your prospects. You can't just throw out generic reassurances and expect them to stick.
Here’s your coaching moment: Remember, selling is like building a house; you need a solid foundation of trust and understanding to support everything else. Start laying that foundation by engaging deeply with your customers' concerns and showing them you truly care about solving their problems. Until you do that, you're just spinning your wheels.
Question Breakdown
1.
1
/ 10Question:
"We've had issues with previous suppliers not meeting specifications; how can I trust this will be different?"
Answer:
Trust the process
Feedback:
The response "Trust the process" lacks depth and fails to effectively address the prospect's concern about past experiences with suppliers not meeting specifications. It doesn't provide any specific reassurances, evidence, or solutions that could build trust. Additionally, it doesn't invite further dialogue or exploration of the prospect's needs and concerns. A more effective response would involve acknowledging their past frustrations, offering specific guarantees or examples of how your company ensures quality and meets specifications, and asking questions to understand their needs better. Overall, this response feels dismissive and does not engage the prospect meaningfully.
2.
2
/ 10Question:
"I'm concerned about how this will fit within our current budget constraints without compromising on quality."
Answer:
You have to sell the value
Feedback:
This response is rather vague and lacks depth. While emphasizing the need to sell value is important, it fails to address the specific concern about budget constraints and quality. A more effective response would involve asking questions to clarify their budget, discussing potential trade-offs, and illustrating how your solution can deliver value without compromising on quality. Overall, the response lacks curiosity, discovery, and a collaborative approach.
3.
2
/ 10Question:
"With several ongoing projects, can we realistically afford to implement another solution right now?"
Answer:
You always have time for solutions no matter how busy
Feedback:
While the response has a positive tone, it lacks depth and does not effectively address the prospect's concern about affordability and timing. It dismisses the complexity of their situation and fails to explore their specific needs or constraints. A better approach would involve asking follow-up questions to understand their budgetary limits and project timelines, and then framing your solution in a way that aligns with their current projects and priorities. This would demonstrate active listening and a solution-focused mindset. Overall, the response is too simplistic and doesn't engage with the prospect's perspective, making it less effective.
4.
3
/ 10Question:
"What makes your product stand out from competitors who have been in the market longer?"
Answer:
Directly from manufacturing to market instead of purchasing thru middle companies
Feedback:
While your response touches on a key advantage of direct manufacturing, it lacks depth and does not fully address the prospect's concern about competitive differentiation. Consider expanding on how this direct model translates to benefits for the customer, such as better pricing, improved quality control, or faster delivery times. Additionally, it would be helpful to acknowledge the prospect's concern and offer to provide more information or examples of how your product has performed compared to others. Asking a follow-up question to engage the prospect further could also enhance the conversation. Overall, your response needs to be more solution-focused and demonstrate a deeper understanding of the competitive landscape.
Score: 3
5.
3
/ 10Question:
"Can you guarantee that your post-purchase support will be adequate for our complex needs?"
Answer:
Yes I can. I will send you my last 10 customers contact and see what they say
Feedback:
The response lacks depth and doesn't adequately address the prospect's concern about complex needs. Simply offering to send contacts of previous customers does not guarantee that their needs will be met. It would be more effective to provide examples of how you have successfully supported complex projects in the past or offer a tailored support plan. Additionally, the tone could be more reassuring and focused on building confidence rather than just providing references. Overall, there is no demonstration of a solution-focused approach or active listening to the prospect's specific concerns.
Score: 3/10 for minimal engagement and lack of detailed assurance.
6.
2
/ 10Question:
"What are your company’s compliance certifications, and how do they stack up against other suppliers?"
Answer:
Our product has a lifetime warranty
Feedback:
The response does not effectively address the objection regarding compliance certifications. Instead of providing the requested information about certifications and comparisons with competitors, the salesperson shifted focus to a lifetime warranty, which is not relevant to the prospect's question. This indicates a lack of active listening and curiosity about the customer's specific concerns. To improve, the salesperson should acknowledge the importance of compliance certifications and provide details on their qualifications, followed by a comparison with competitors. This would demonstrate a solution-focused approach and build trust. Overall, the response lacks clarity and relevance to the objection.
7.
2
/ 10Question:
"We've tried similar products that failed to deliver promised ROI; how does your offering justify the investment?"
Answer:
The test data speaks for itself
Feedback:
This response misses the mark on effectively addressing the prospect's concern. Simply stating that 'the test data speaks for itself' is vague and does not provide a compelling justification for the investment. You should have elaborated on the specific ROI metrics from your product's performance, ideally using the SPIN Selling technique to explore the Situation and Problem further by asking the prospect about their previous experiences with similar products. Additionally, a more collaborative approach is needed to build trust and rapport. This response lacks curiosity, active listening, and a solution-focused approach. Overall, it feels dismissive rather than engaging, which is crucial in the building materials industry where trust is paramount.
Score: 2/10 for lack of detail and engagement. Remember, selling is like building a house: you need a solid foundation to support everything else!
8.
3
/ 10Question:
"Given the limited options available, what assurance can you provide regarding the long-term stability of your company?"
Answer:
Our company pivots as new products come out or as needed with the market
Feedback:
The response lacks depth and fails to directly address the prospect's concern about long-term stability. Simply stating that the company pivots doesn't provide reassurance or specific evidence of reliability. To improve, the salesperson should incorporate an explanation of the company's history, any financial stability metrics, or customer testimonials that highlight their long-term presence in the market. Additionally, it would be beneficial to ask the prospect what specific assurances they are looking for, demonstrating curiosity and active listening. Overall, the response feels too vague and does not establish trust or confidence in the company's future.
Score: 3/10 for minimal engagement and insufficient assurance.
9.
2
/ 10Question:
"Our buying committee has diverse opinions; how do you plan to address their varied concerns effectively?"
Answer:
Take a look at the options and see what value stands out
Feedback:
This response lacks depth and doesn't directly address the concern raised by the buying committee. It misses an opportunity to engage with the prospect by not acknowledging the complexity of their situation or exploring the specific concerns of the committee members. A more effective response would involve asking clarifying questions to understand the different opinions and how your offerings meet those needs. Also, you could mention a strategy for addressing their varied concerns collaboratively, demonstrating a solution-focused approach. Overall, this response leaves much to be desired, especially in building rapport and showcasing value.
Score: 2/10
10.
5
/ 10Question:
"I need convincing that this will truly align with our strategic goals and not just be another expense."
Answer:
Let me show me what results I have brought to similar situations
Feedback:
Your response addresses the objection by offering to present previous results, which is a good start. However, it lacks depth in addressing the prospect's concern about alignment with strategic goals and how your solution specifically ties into those goals. Consider using a more solution-focused approach by asking questions to uncover their strategic objectives and then tailoring your response accordingly. This would not only demonstrate active listening but also engage them in a collaborative discussion. Additionally, you could highlight the value of your products in relation to their goals, which would strengthen your position. Overall, while you initiated the conversation well, there’s room for improvement in exploring their needs and demonstrating alignment more clearly.
Score: 5