auto sales
Sales Assessment Results by jose correa
39
Needs Improvement
10 questions
Maximum score: 100
Completed in
Look, it's clear you're struggling right now, and those scores reflect that. You're not just missing the mark; you're completely off target. Yes, you’ve shown some awareness of the prospect's concerns, but that’s not enough. This isn’t about throwing out platitudes or vague reassurances; it's about diving deep into the specifics, making the prospect feel heard and valued. You need to move beyond surface-level communication and engage in a way that builds trust and rapport.
A consistent pattern in your responses is the lack of detail and engagement. You need to ask more questions to uncover the real issues at play. Instead of just agreeing with the prospect, challenge their thinking and offer tailored solutions that address their unique circumstances. You’re in sales to provide solutions, not just to nod along.
I suggest you study consultative selling techniques and the SPIN selling framework. These approaches will help you develop a more in-depth understanding of customer needs and how to address them effectively. Practice asking open-ended questions and actively listening to the answers. This is critical.
Remember, your goal is to not only sell but to form authentic relationships. When you can shift your mindset from just closing a deal to genuinely helping the customer, that’s when you’ll start to see improvement. You have the potential to rise above this; now it’s time to take action and turn that potential into performance.
Question Breakdown
1.
2
/ 10Question:
"I'm worried about my monthly payments; can I really afford this car long-term?"
Answer:
yes you can afford this car let me help you work out a budget you feel comfortable with
Feedback:
The response lacks depth and fails to address the prospect's concern comprehensively. While offering to help with budgeting is a good start, it doesn't explore the specifics of their financial situation or provide reassurance about long-term affordability. Additionally, it lacks engagement and doesn't invite the prospect to share more about their concerns, which would demonstrate active listening and curiosity. A more effective approach would include validating their concern, discussing financing options in detail, and asking questions to better understand their budget.
Overall, the communication style is too abrupt and could be improved by adopting a more consultative tone that builds rapport and trust.
2.
3
/ 10Question:
"I heard from a friend that another dealership has better financing options; how does your pricing compare?"
Answer:
our pricing is competitive based on the market avg -- let me make sure like the vehicle we are talking about and we can see if there are any available discounts we can offer after you decided you want to buy it.
Feedback:
The response attempts to address the objection by mentioning competitive pricing, but it lacks specific details and clarity. It doesn't directly compare financing options or acknowledge the prospect's concern about better deals elsewhere. Additionally, the phrasing is somewhat vague; using terms like "market avg" without context may not resonate well with the prospect. A more effective approach would involve asking questions to understand what specific financing options were mentioned by their friend, discussing how your dealership's options may provide added value, and emphasizing the benefits of your offerings. This would show active listening, build rapport, and help position your financing as a superior choice. Overall, the response needs more engagement and specificity.
3.
4
/ 10Question:
"What if I can’t get my spouse on board with this purchase?"
Answer:
well just like you i also have to worry about my spouse lets get you all the information you may need to have an educated conversatation with your spouse
Feedback:
The response attempts to relate to the prospect by sharing a personal insight, which can build rapport. However, it lacks a structured approach to addressing the objection. It doesn't explore the underlying reasons why the spouse might be hesitant or provide specific information that could facilitate the conversation. A more effective response would include asking open-ended questions about the spouse's concerns, providing information that highlights the benefits of the vehicle, and offering to assist in creating a compelling case for the purchase. Overall, it needs to be more proactive and consultative in nature to effectively address the concern.
4.
3
/ 10Question:
"I don't want to deal with hidden fees after signing the contract; can you clarify what those might be?"
Answer:
sure we dont have any hidden fees with our company we do have fees that we disclose prior to signing paperwork --
Feedback:
The response directly addresses the prospect's concern about hidden fees by stating there are none, which is a good start. However, it lacks detail and reassurance about the transparency of the fees and the entire buying process. It would be more effective to explain what fees are disclosed and the process in which they are communicated. Additionally, engaging the prospect with a question about their previous experiences or concerns regarding fees could help build rapport and trust. Overall, the communication is too abrupt and does not embody a consultative approach.
5.
5
/ 10Question:
"How will this vehicle actually improve my daily commute and fit my lifestyle?"
Answer:
great question. The new technology in this vehicle will save you fuel on your daily commute along with the new active safety measures as well will keep you safe while you commute
Feedback:
The response acknowledges the prospect's question, which is a positive aspect. However, it lacks depth as it only touches on fuel savings and safety without exploring how the vehicle aligns with the prospect's specific commuting needs or lifestyle. A more effective approach would include asking the prospect about their current commute and lifestyle, then tailoring the response to highlight specific features that address their unique situation. Additionally, providing concrete examples of how the technology benefits users in daily situations could enhance the value demonstration. Overall, while the response has potential, it needs to be more personalized and engaging to effectively resonate with the prospect.
6.
5
/ 10Question:
"I just lost my job; is it a bad time to make a big purchase like this?"
Answer:
I completly agree - buying a big ticket item like this while your employment is in question may not be a good idea - lets look at your out going expenses and see if it makes sense to buy now or wait till a later time
Feedback:
The response shows some understanding of the prospect's concern regarding their job loss, which is a positive aspect. However, it lacks a consultative approach that could create a stronger connection. Instead of simply agreeing, you could provide empathetic reassurance and ask more in-depth questions about their financial situation and future plans. Additionally, discussing financing options or alternatives could help them feel more positive about their choices. Overall, engaging in a more supportive dialogue would enhance rapport and help the prospect feel understood in their situation.
7.
4
/ 10Question:
"I’ve had issues with customer service from my last purchase, how do I know this time will be different?"
Answer:
while i can not control the customer service from the previous company. I can control my actions and would be honored if given the chance to show how well the customer service is we offer.
Feedback:
The response acknowledges the prospect's concern about previous customer service issues, which is a good starting point. However, it falls short of providing reassurance and specific examples of how your dealership's customer service differs or improves upon the last experience. Instead of focusing on what you cannot control, it would be more effective to highlight your dealership's commitment to customer satisfaction, share success stories or testimonials, and discuss any guarantees or policies in place to ensure a positive experience. Additionally, asking the prospect about their specific concerns or experiences could create a more collaborative dialogue. Overall, the response could benefit from a more proactive approach that emphasizes value and builds trust.
8.
4
/ 10Question:
"I'm not sure if this model will meet my needs in a year; what happens if I need something different later?"
Answer:
that is a great question. if we had a crystal ball we would be able to see the future but we can not. However the vehicle you selected is first in class for retention of value of time.
Feedback:
The response begins positively by acknowledging the prospect's concern, which is a good start. However, it lacks a consultative approach and doesn't fully address the underlying issue of the prospect's uncertainty about future needs. Instead of using the analogy of a crystal ball, which could come off as dismissive, it would be more effective to engage in a dialogue about the specific features of the vehicle that allow for adaptability or upgrades in the future. Discussing options like leasing instead of buying, or the possibility of trade-in values later on, would demonstrate a deeper understanding of the prospect's situation. Additionally, offering to explore future needs together or providing examples of how the car has met diverse customer needs would enhance the value of the response. Overall, the approach could use more empathy, clarity, and a focus on collaboration.
9.
4
/ 10Question:
"Can you share the average maintenance costs for this model? I don't want unexpected expenses."
Answer:
while all vehicles need maintence this particular model is top of the class for low maintence cost.
Feedback:
The response attempts to address the prospect's concern about unexpected maintenance costs by stating that the model has low maintenance costs. However, it lacks detailed information or specific figures that could provide reassurance. To be more effective, you should consider discussing average maintenance costs explicitly, comparing them to similar models, and highlighting any warranties or service packages that could alleviate the prospect's concerns. Additionally, engaging the prospect with questions about their past experiences or what specific maintenance costs they're worried about could foster a more collaborative discussion. Overall, the response needs more substance and engagement to fully address the prospect's objection.
10.
5
/ 10Question:
"What if this car doesn't hold its value as well as others on the market?"
Answer:
just like the last question we went over - this particular model is top of the class for retaining value -- i can also share some tips to help keep the value of your new vehicle as high as possible.
Feedback:
The response attempts to address the prospect's concern about the vehicle's resale value by asserting that the model is top-rated for retaining value, which is a positive point. However, it lacks specific details or data to support this claim, such as historical resale values or comparison with similar models. Additionally, the mention of sharing tips to maintain the vehicle's value is a good idea, but it should be elaborated upon to enhance the value of the response. Asking the prospect about their concerns regarding depreciation or discussing the market trends could further personalize the dialogue and build rapport. Overall, while the intent is good, the response requires more substance and engagement to fully reassure the prospect.