Business Consultation
Sales Assessment Results
32
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase—you've got some serious work to do. Scoring an average of 3.2 is far from where you need to be. Your strongest attempts show some understanding of acknowledging the prospect's concerns, but that’s where the positivity ends. You often come off as confrontational rather than collaborative, which is a quick way to alienate potential clients. Instead of fostering a relationship, your responses tend to focus on problems without presenting valuable solutions. You need to shift your mindset from questioning their loyalty or satisfaction to actively listening and exploring how your service can meet their needs.
One consistent pattern in your responses is a lack of professionalism. Statements that undermine your credibility, like admitting to stopping communication after closing a deal, are absolutely unacceptable. You must build trust, not destroy it. Instead of focusing on negatives, highlight how your services have improved and reassure clients of ongoing support.
To elevate your game, I suggest diving deep into the Solution Selling and Consultative Selling techniques. Both approaches will help you frame conversations around the client's needs and demonstrate the value your service provides. You'll learn how to ask better questions that engage rather than alienate.
Here’s your coaching moment: every interaction is a chance to build rapport. Remember, you’re not just selling a service; you’re establishing a relationship. Clients want to feel heard and understood, so make that your priority. Focus on solutions, not just problems, and you'll find yourself on a much better path.
Question Breakdown
1.
3
/ 10Question:
"I'm not sure if we have the budget for this right now; our department has been tight on funds lately."
Answer:
I understand you are having budgeting issue; but what if you don't take action now? Will you continue to have the same cash flow issue next quarter? What would you need to see from my service to know that it will help solve your issue?
Feedback:
The response begins by acknowledging the budget concern, which is a good start. However, asking what would happen if they don't take action may come off as confrontational rather than collaborative. It lacks a solution-focused approach; instead of highlighting how your service could alleviate their budget issues, it questions their current situation without offering concrete value or solutions. Additionally, while the question about what they would need to see from your service is thoughtful, it could be expanded upon by emphasizing how your service can provide a return on investment or cost savings. Overall, this response needs more focus on value exploration and building rapport.
2.
4
/ 10Question:
"We already have a vendor that provides similar services, so I'm not convinced we need to switch."
Answer:
I understand you have a vendor that offers our service. Is that vendor your favorite vendor? Do you value their products and services or are you just using them because that's what you've always done? Let me give you a free service call and show you why we are different
Feedback:
The response starts by acknowledging the prospect's current situation, which is positive. However, it quickly shifts to questioning the value of their current vendor, which may feel confrontational and could alienate the prospect. Instead of making assumptions about their loyalty or the reasons for their current choice, it would be more effective to ask open-ended questions that explore their satisfaction and pain points with the existing vendor. Offering a free service call is a good way to showcase value, but it should be framed within the context of addressing specific needs or gaps in their current service. A solution-focused approach that emphasizes the unique benefits your service provides would be more effective in building rapport and encouraging a conversation about potential change.
3.
6
/ 10Question:
"I need to run this by my team first; they'll want to weigh in on any new consulting options."
Answer:
I understand that it is important to include your team in this decision. Would you be open to a quick teams meeting with your decision makers, so I could go over this consulting package and demonstrate our value to them?
Feedback:
This response effectively acknowledges the importance of involving the team in the decision-making process, which demonstrates active listening. However, it could benefit from a more collaborative approach by asking open-ended questions about the team's specific concerns or criteria that they will be discussing. Additionally, suggesting a quick meeting is a good step, but providing more context about what will be covered in that meeting could help build interest and urgency. Overall, while the response is on the right track, it could be enhanced by emphasizing how your consulting package meets the specific needs of the team and by exploring their thoughts further before suggesting the meeting.
4.
5
/ 10Question:
"Can you guarantee that this will lead to immediate improvements? We can't afford to waste time."
Answer:
I can't sit here and tell you that you will see instant results, IF; your team does not put in the work. I can give you the game plan; but it requires teamwork for the outcome we prep for. I'll be glad to provide you with a list of my last 5 clients to share their results with you.
Feedback:
The response acknowledges the prospect's concern about immediate results, which is a positive aspect. However, the phrasing "IF; your team does not put in the work" could come across as defensive and might alienate the prospect. Instead of emphasizing conditions, it would be more effective to focus on how your guidance and support can directly lead to improvements, thereby reinforcing a collaborative mindset. Additionally, offering a list of previous clients is useful, but it would enhance the response to briefly highlight specific outcomes or metrics that demonstrate value. Overall, a more positive and solution-oriented approach would strengthen the effectiveness of this objection handling.
5.
6
/ 10Question:
"Your service sounds great, but I'm concerned about how it will fit into our existing processes without causing disruption."
Answer:
I understand you have a process and it is important to keep that running as smooth as possible. I have specifically tailored our service to work along side your process with a customized plan fit to work incoordination with your workflow.
Feedback:
This response begins positively by acknowledging the prospect's concern about maintaining their existing processes, which is a good start. However, it could be improved by providing more specific details on how your tailored service would integrate with their workflow. Instead of just asserting that it has been customized, you could ask open-ended questions to better understand their current processes and identify any potential pain points or areas for improvement. This will help showcase your service as a solution that not only fits into their system but enhances it. Additionally, consider emphasizing the benefits of this tailored approach, such as minimizing disruption and providing a smoother transition. Overall, incorporating curiosity and discovery through questions could significantly enhance the effectiveness of your response.
6.
5
/ 10Question:
"I've heard mixed reviews about your company; how can I be sure this will work for us?"
Answer:
I understand your concerns about mixed reviews. Ultimately, it takes a team to buy-in and implement a plan. Our program might not be right for you; what have you seem so far that may cause doubts?
Feedback:
The response acknowledges the prospect's concerns about mixed reviews, which is a positive aspect. However, the statement "Our program might not be right for you" could be interpreted as conceding defeat, which might weaken your position. Instead of focusing on potential negatives, it would be more effective to emphasize how your program has successfully addressed similar concerns for other clients. Additionally, asking what has caused doubts is a good way to encourage dialogue, but it could benefit from a more direct exploration of specific features or testimonials that demonstrate your program's effectiveness. This approach would better convey confidence in your service and foster collaboration. Overall, while you show some curiosity and acknowledgment, the response could be strengthened by focusing more on how your service can counteract those mixed reviews with positive outcomes.
7.
3
/ 10Question:
"This sounds interesting, but we already have a few other projects on our plate that are more urgent right now."
Answer:
I totally understand that your plate is full of projects. Your thanksgiving plate was full as well; but you ate that whole plate in 30 minutes. What if I can completely change your company in 30 minutes?
Feedback:
While acknowledging the prospect's concern about their current workload is a good start, the analogy of the thanksgiving plate can come off as flippant and may not resonate with everyone. It risks trivializing their situation rather than showing understanding. Instead, you could have approached this by emphasizing how your service could alleviate future burdens or integrate seamlessly with their current projects, thereby adding value without overwhelming them. Additionally, asking open-ended questions to explore their current priorities and how your service aligns with their goals would demonstrate collaboration and a tailored approach. Overall, a more empathetic and solution-focused response would be more effective in addressing their objection and fostering engagement.
8.
0
/ 10Question:
"How will you handle support after we implement this? We can't afford to be left without guidance."
Answer:
I usually stop answering emails and calls once the deal is closed and I'm paid. I'd give you the service email and you just need to reach out to them.
Feedback:
This response is highly unprofessional and dismissive. Stating that you stop answering emails and calls after closing the deal undermines trust and confidence in your support capabilities. Instead, the focus should be on reassuring the prospect that ongoing support is a priority and outlining specific ways you will provide guidance post-implementation. This could include regular check-ins, access to a dedicated support team, or providing resources to ensure a smooth transition. A customer-centric approach that emphasizes commitment to their success is essential in consultation services. Overall, this response does not effectively address the concern and lacks the necessary professionalism expected in business consultation.
9.
0
/ 10Question:
"I've had a bad experience with a similar product in the past; why should I trust this will be different?"
Answer:
Well, honestly; that was my company that screwed you over and we went out of business. I have since recovered from bankruptcy and was able to form a new LLC.. Give me a chance boss.
Feedback:
This response is highly unprofessional and lacks the necessary tact to handle the objection effectively. Acknowledging the prospect's past negative experience is important, but admitting that your company was responsible for the issue undermines trust further. Instead of focusing on the past, you should highlight the changes made to improve your services and provide assurances of commitment to customer satisfaction. It's crucial to convey confidence in your current offerings and demonstrate how they differ from previous experiences. Overall, this approach does not address the prospect's concerns and could severely damage your chances of building a relationship.
10.
0
/ 10Question:
"I think we need more time to think this through; there are many factors to consider before moving forward."
Answer:
k.
Feedback:
This response is unprofessional and lacks any meaningful engagement with the prospect's concern. Simply saying "k" does not acknowledge the prospect's need for more time or provide any support or information to facilitate their decision-making process. It fails to demonstrate active listening, curiosity, or a solution-focused approach. To effectively address this objection, you should acknowledge their need for time, ask open-ended questions to understand their concerns better, and offer to provide additional information or resources to assist them in their decision. Overall, this response not only misses the opportunity to build rapport but also damages your credibility as a consultant.