Waste Management
Sales Assessment Results

"We already have a waste management provider, why should we switch to yours?"

That’s great what do you like about your current provider?

The response effectively opens a dialogue by asking a question, which demonstrates curiosity and a willingness to listen. However, it lacks a direct address of the objection regarding why the prospect should switch. It could benefit from incorporating a value proposition or differentiating factor about your services right after asking what they like about their current provider. This would show that you are not only interested in their experience but also prepared to address their needs and concerns. Overall, the tone is appropriate for the industry, but the response could be more solution-focused and assertive in demonstrating value. Additionally, while the question is good for active listening, it doesn't explore any pain points that could lead to a more compelling case for switching.

"Your pricing seems higher than what we currently pay, can you justify this cost?"

Yes, our prices are different from your current provider. If the issues you have are fixed what is that worth to you

The response acknowledges that the pricing is higher but lacks depth in addressing the prospect's concern. It could have included a clear justification of the value provided, such as improved service reliability or specific benefits that justify the cost. The question posed at the end is good for opening a dialogue but feels a bit abrupt and doesn't directly address the prospect's objection. A more thorough exploration of the prospect's pain points and how your service can alleviate those would demonstrate active listening and a solution-focused approach. Additionally, a closing technique to encourage further discussion would have been beneficial.

"We are not looking to change our waste management practices right now, it's not a priority for us."

We are not here to shift your priorities we are here to take care of it for you. That way it can stay off your priorities list all together and you don’t even need to think about it.

The response attempts to address the prospect's concern by emphasizing a hands-off approach that would alleviate their need to prioritize waste management. However, it lacks effective engagement and doesn’t directly acknowledge the prospect's current situation or their reasons for not wanting to change. It could benefit from a more consultative tone, asking questions about their current practices or challenges to better understand their needs. Additionally, it misses an opportunity for value exploration by not highlighting specific benefits or solutions your service could offer. A more collaborative approach would help build rapport. Overall, while the intent to relieve their burden is clear, the execution falls short in terms of communication and engagement. Score: 4

"What makes your waste management services more environmentally friendly than the competition?"

We offer a simple solution that doesn’t disguise disposal with recycling.

The response is quite vague and doesn't effectively address the prospect's concern about environmental friendliness. It lacks detail about how your services are more environmentally friendly compared to competitors. There’s no clear communication of specific benefits or practices that demonstrate a commitment to sustainability. Additionally, it misses the opportunity to ask questions that could uncover the prospect's specific needs or concerns, which would help in tailoring the response. It also doesn't build rapport or engage the prospect in a collaborative manner. Overall, it feels more like a dismissal than a solution-focused conversation. To improve, consider providing specific examples of environmentally friendly practices, statistics, or certifications that differentiate your services. Engage the prospect by asking what aspects of environmental sustainability are most important to them.

"I’ve heard negative reviews about your customer service, can you address that?"

Great tell me about what you heard so I can address it.

The response does open the door for dialogue by asking the prospect to share their concerns, which is a positive aspect of curiosity and discovery. However, it lacks a proactive approach to reassure the prospect about the customer service. An effective response should include an acknowledgment of their concern, a brief explanation of steps taken to improve service, and an invitation to share specific experiences. This would show active listening and demonstrate value in addressing their worry. Overall, while it shows willingness to engage, it does not adequately address the objection. Score: 5

"Can you explain how your service can actually reduce our waste management costs over time?"

We will identify waste streams so that you can segregate higher cost streams and not mix waste causing whole loads to get disposed of for a higher cost. We will also suggest return to supplier items that can get picked up from your suppliers so you don’t have to front the disposal cost

The response does a decent job of addressing the concern about reducing waste management costs by explaining how identifying waste streams can lead to better segregation and lower disposal costs. However, it could be improved by using clearer language and providing specific examples or case studies to illustrate the potential savings. There’s no closing technique evident, which could help in moving the conversation forward. Additionally, while the response is somewhat solution-focused, it lacks curiosity and discovery; asking the prospect about their current waste management practices could have led to a more tailored solution. Overall, the tone is appropriate for the industry, but it could benefit from a more engaging and collaborative approach to build rapport and encourage dialogue.

"We are locked into a contract with our current provider, so this isn't the right time."

There is an exit clause for every contract and there might be a cost to exit. However, if I can show you that we can save you more then it will cost you to exit won’t that be worth it

The salesperson attempts to address the objection by mentioning the exit clause and suggesting potential savings, which is a good start. However, the response could be clearer and more empathetic. Rather than immediately jumping to potential savings, it would be beneficial to first acknowledge the prospect's situation and express understanding of their contract obligations. A more collaborative approach could involve asking questions to explore their current satisfaction with the provider and any specific pain points they're experiencing. This demonstrates active listening and builds rapport. Additionally, while the closing technique of highlighting potential savings is valid, it could be softened by suggesting a discussion about options rather than pushing for an immediate decision. Overall, the response shows some promise but needs refinement in communication and empathy.

"How can you ensure that your service will be reliable and consistent?"

I will give you my personal cell number and will do that work myself if needed to ensure your service is provided on time

The response attempts to address the prospect's concern about reliability by offering personal contact and a hands-on approach, which shows commitment. However, it lacks effectiveness in providing a structured assurance of service reliability and consistency. It would be better to outline specific processes or metrics that demonstrate the company's reliability, such as a proven track record, service guarantees, or technology used to monitor service performance. The tone is somewhat informal for a business context and could be more professional. Additionally, there is no exploration of the prospect's specific needs or concerns, nor is there a closing technique or invitation for further discussion. Overall, while the intention is positive, the execution is lacking in depth and professionalism.

"We have unique waste management needs; how can you accommodate those compared to others?"

We have experience with the largest SAG-D site in Canada and they produce unique and challenging waste. I would invite you to talk with our contact there so he can explain how we work together to achieve amazing results.

The salesperson effectively addresses the concern by referencing a significant past experience that relates to unique waste management needs, which adds credibility. However, the response would benefit from more direct engagement with the prospect's specific concerns. Asking the prospect about their unique needs or challenges could create a more collaborative atmosphere. The tone is professional, which is suitable for the waste management industry, but it lacks a stronger closing technique or an invitation for further discussion. Overall, while the response is strong in showcasing experience, it falls short in personalizing the approach and demonstrating active listening to the prospect's specific situation.

"Can you provide case studies or references from businesses similar to ours that have benefited from your services?"

Yes I have theee contacts and descriptions of the worm we perform for them that we can go over

The response lacks clarity and professionalism. The phrase 'theee contacts' seems like a typographical error, which can undermine credibility. Additionally, saying 'descriptions of the worm we perform' is confusing and likely a misunderstanding of the term 'work'. While the salesperson acknowledges the request for case studies, they fail to provide specific information or a structured follow-up. There’s no effort to engage the prospect further or to build rapport through curiosity or thoughtful questions. Overall, the response is not effective in addressing the concern and does not promote confidence in the services offered.