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Sales Assessment Results
40
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance isn’t where it needs to be. An average score of 4 shows you’re missing the mark in several key areas. Your responses often lack the depth and specificity that would really resonate with your prospects. You mention some good points, but without concrete data, metrics, or detailed comparisons, you’re leaving your audience hanging. There’s a consistent pattern of not diving deep enough into the concerns presented, especially when it comes to specifics about costs, training, and technical support. It’s like you’re giving them a taste but not the whole meal.
You have a solid foundation, but to elevate your game, I suggest you dive into SPIN Selling and Value Selling techniques. These methods will help you better understand customer needs and articulate the unique value your product offers. Practice asking thoughtful questions and providing detailed, data-backed responses to strengthen your engagements.
Here’s a memorable takeaway for you: don’t just answer questions—own the conversation. Your prospects are looking for a partner, not just a salesperson. Engage with curiosity, dig deeper, and transform your responses from basic information into compelling, comprehensive solutions. You can crank this up a notch, but you need to put in the work to connect the dots.
Question Breakdown
1.
2
/ 10Question:
"I'm concerned about the total cost of ownership—how does your vehicle compare in long-term maintenance and reliability?"
Answer:
Our brand has won #1 in consumer reports and unbiased unpaid opinion on our vehicles reliability and low maintenance cost
Feedback:
Your response lacks depth and does not directly address the prospect's concern about the total cost of ownership in a comprehensive manner. While mentioning rankings in consumer reports is a good starting point, it does not provide detailed comparisons or specific data regarding long-term maintenance and reliability costs. You should consider incorporating specific examples, metrics, or testimonials that illustrate how your vehicles perform over time compared to competitors. Additionally, asking the prospect follow-up questions about their specific concerns could have demonstrated curiosity and a collaborative approach.
2.
4
/ 10Question:
"What kind of technical support do you provide after the purchase; I'm looking for something that won't leave me stranded?"
Answer:
Our service department is open 6 days a week from as early as 7am and as late as 8pm on our sales side. Here is my cell phone and any questions that may arise I can answer for you personally
Feedback:
Your response touches on the availability of your service department, which is a good start, but it lacks detail about the actual technical support and services provided after the purchase. Consider elaborating on specific types of support, such as whether there is 24/7 roadside assistance, dedicated technical support teams, or warranties that cover potential issues. Offering your personal contact is a nice touch, but it would be more impactful to tie this to how it benefits the customer in avoiding being stranded. Additionally, asking the customer about their specific concerns or experiences with previous support could have shown greater curiosity and engagement.
3.
4
/ 10Question:
"Given the current market conditions, how do you justify the pricing of your models against competitors?"
Answer:
Our pricing is a direct reflection of our current market value and we shop this everyday to ensure you’re getting not only the best price but the best experience possible
Feedback:
Your response attempts to justify pricing but lacks specific details about how your models compare to competitors in terms of features, quality, or value. It's important to provide tangible reasons why your pricing is set at its current level, such as unique features, advanced technology, or superior customer service that justifies the cost in the customer’s perspective. Offering comparisons or metrics can help illustrate your point more effectively. Additionally, asking the prospect about their specific concerns or which competitors they are considering could foster a more engaging dialogue and demonstrate curiosity about their needs.
4.
3
/ 10Question:
"How much training will my team need to effectively use this vehicle in our operations?"
Answer:
Our vehicles have regardless of model choice are all similar to ensure that you have an ease of transferability for your entire team
Feedback:
Your response attempts to address the concern of training by highlighting the similarity of the vehicles, which suggests ease of transferability. However, it lacks specifics about the actual training process or resources available to support the team during this transition. You could have mentioned any training programs, manuals, or online resources available, and how you ensure a smooth onboarding experience. Additionally, asking the prospect about their team's specific needs or concerns regarding training would demonstrate curiosity and a more collaborative approach to addressing their needs.
5.
5
/ 10Question:
"Can you explain how your vehicle meets industry regulations while still offering competitive features?"
Answer:
All of our vehicles are equipped with the most recent technological advances with adaptive cruise control and pre collision braking forward or reversing. All of this is standard within our brand without the requirement of purchasing a more expensive vehicle to get the standard safety features in our eyes. We also offer an industry competitive price that is priced like a Honda but drives like an Acura
Feedback:
Your response provides some information about the technological features of your vehicles, such as adaptive cruise control and pre-collision braking, which is relevant. However, it does not directly address how these features align with specific industry regulations. To strengthen your answer, consider explaining how your vehicles comply with safety and environmental regulations, and the benefits of these features in relation to those regulations. Additionally, while comparing your price to Honda and Acura is a good touch, it would be advantageous to detail how these features enhance the value proposition for potential customers, particularly in the context of regulatory compliance. Asking the prospect if they have specific regulations in mind could also demonstrate curiosity and a collaborative approach.
6.
4
/ 10Question:
"What’s the ROI on this investment—how long before I see tangible benefits?"
Answer:
Although vehicles are typically never seen as an appreciating asset. Our vehicles provide a substantial savings in maintenance and cost to own to our competitor’s which in return will net more money savings in your pocket. Our maintenance isn’t a frequent as other brands and our costs are lower at those intervals
Feedback:
Your response acknowledges the ROI concern by explaining cost savings in maintenance, which is relevant. However, it lacks specific figures or metrics to quantify the savings and demonstrate a clear timeline for tangible benefits. Additionally, you could enhance your response by discussing any potential increases in productivity or efficiency from using your vehicles, which could further illustrate the ROI. Asking the prospect about their current costs or experiences with their existing vehicles could also show curiosity and engage them in a more meaningful conversation. Overall, providing concrete data and a comprehensive view of how your vehicles align with their financial goals would greatly strengthen your response.
7.
4
/ 10Question:
"I’m worried about the learning curve; will my team be able to adapt to this new technology quickly?"
Answer:
Yes the technology being the same regardless of models equates an ease of transferability regardless of whether you need an suv or a vehicle. For example all of our entertainment feature operate the exact same and the button placement is all in the same location
Feedback:
Your response attempts to reassure the prospect by highlighting the consistency of technology across models, which is a good starting point. However, it lacks depth in addressing the learning curve specifically. Consider providing details on any training resources, support available, or user-friendly features that facilitate the transition. You could also ask the prospect about their team's previous experiences with new technology, which would show curiosity and allow you to tailor your response more effectively. Overall, your answer could benefit from a more comprehensive view of how you support teams during the learning process.
8.
5
/ 10Question:
"We've used a different vendor for years—why should I switch now?"
Answer:
Our company has an increase of 16 market growth as comparative to our competitors 6% and that is due to several market factors including lower cost to own and an overall better quality product
Feedback:
Your response attempts to highlight market growth as a reason to switch, which is a decent angle. However, it lacks a personal touch that addresses the prospect's loyalty to their current vendor. To strengthen your answer, you should include specific reasons why your vehicles might be a better fit for their needs compared to their current provider. Discuss unique selling points such as superior customer service, innovative technology, or enhanced features that differentiate your offerings. Additionally, asking the prospect about their current satisfaction level or specific pain points with their current vendor would show curiosity and engagement, fostering a more collaborative conversation.
9.
4
/ 10Question:
"How do you ensure that the vehicle options you provide will be scalable with our future growth plans?"
Answer:
One thing about our brand is our loyalty our to our customers we do not add features or change our working structure which in return has caused a confidence in our vehicle options. We have over 50 different local vendors who trust us for their commercial vehicle options with years of servicing history to help continue to keep your vehicles on the road
Feedback:
Your response attempts to highlight loyalty and the trust of local vendors, which is a good aspect to mention. However, it lacks a direct connection to scalability and how your vehicle options specifically align with the prospect's future growth plans. To improve, you should explain how your vehicles can adapt to changing needs, such as customization options, modular features, or technology upgrades that enhance scalability as the client's operations grow. Additionally, asking the prospect about their specific growth plans or challenges would demonstrate curiosity and help tailor your response to their needs.
10.
5
/ 10Question:
"What's your approach to data privacy in relation to onboard technology?"
Answer:
Our direct goal is to safeguard our customer privacy data and we provided opt out options for those who choose to not get on board. However that same technology can help your company keep better track on your vehicles ROI and there is no additional upfront cost for the technology
Feedback:
Your response addresses the concern for data privacy by stating your commitment to safeguarding customer data and providing opt-out options, which is relevant. However, it lacks depth regarding how specific data privacy measures are implemented and how these measures align with industry regulations or standards. Additionally, while mentioning the benefits of technology in tracking ROI is a positive angle, it would be stronger if you clearly articulated how this technology balances data privacy with functionality. Asking the prospect about their specific concerns or requirements related to data privacy could demonstrate curiosity and foster a more engaging discussion. Overall, providing clearer examples of your data protection methods would enhance your response.