Parachutes
Sales Assessment Results
56
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s get real. Your average score of 5.6 shows there’s room for improvement, and I’m here to help you kick it up a notch. You’ve demonstrated some solid skills in curiosity and discovery, particularly when you engaged with the prospects about their specific concerns. That’s a good start, but you also need to peel back the layers and dig deeper. There’s a pattern of informality and abruptness in your tone that can undermine your credibility; this is not a casual chat over coffee, it’s about parachutes—safety is paramount. You also need to work on your closing techniques. Too many times, your transitions felt hurried or incomplete, leaving prospects hanging. I suggest diving into solution-focused selling techniques to better articulate your value proposition and wrap it all up with a strong closing strategy. It’s about making them feel confident in their decision to choose you over competitors. Remember, negotiating parachutes isn’t just about features; it’s about understanding the implications of their choices and guiding them with clarity. Here’s your coaching moment: think of every interaction as a partnership, not just a transaction. Ask yourself, 'How can I help this prospect feel secure and informed?' That mindset shift will transform your approach and, ultimately, your results.
Question Breakdown
1.
6
/ 10Question:
"How do we know these parachutes are as reliable as the ones from our current vendor?"
Answer:
We agree that reliability is important and I’m hopeful that your current provider is reliable.
Reliability is our top concern because it equates to safety and that’s #1 for us.
We use a 101 point inspection process with a triple redundancy method to ensure that all of our chutes are reliable and safe. We also source all of our materials from top-rated providers and our inspectors are board certified.
Lastly, we guarantee that you’ll get what is promised on time everytime and we put it in a 100% money back guarantee.
If you’d like to move forward, let’s start our relationship with your first order!
Feedback:
The response does a good job of addressing the objection by emphasizing the reliability and safety of the parachutes. The mention of a 101-point inspection process and triple redundancy effectively communicates the rigorous quality control measures in place, which is crucial for this industry. However, it lacks an engaging tone and doesn't ask any follow-up questions to further explore the prospect's concerns or to build rapport. The transition to closing is a bit abrupt; it could benefit from a more collaborative approach. Overall, it's informative but could use more curiosity and discovery to understand the prospect's perspective better.
2.
7
/ 10Question:
"Considering our tight budget this fiscal year, can we justify the cost of shifting to a new supplier?"
Answer:
What sorts of budget restrictions are you working with. Would you consider savings or quality your primary concern? Are you willing to compromise on quality for savings? If shifting suppliers is the right way to go, we can consider it, we just wouldn’t want to compromise integrity unnecessarily, would we?
Feedback:
The response effectively engages with the prospect's concern about their budget constraints by asking thoughtful questions that encourage a discussion about their priorities. However, it could benefit from more clarity and a stronger closing technique to guide them toward a resolution. A focus on the value and potential cost savings of your product could strengthen the justification for switching suppliers. Additionally, the mention of integrity is a good start, but it could be more directly tied to the unique selling proposition of your parachutes. Overall, while the response shows curiosity and a collaborative approach, it lacks a definitive solution-focused angle that highlights the benefits of your offering more prominently.
Improvement Suggestions: 1) Clarify the value proposition in terms of cost-effectiveness and quality. 2) Use a stronger closing technique to move the conversation toward a decision.
3) Explore the implications of not switching suppliers to create urgency.
3.
5
/ 10Question:
"We have ongoing projects that require our focus; how can we ensure this won't disrupt our current operations?"
Answer:
We can ensure no disruption in in current operations through clear and consistent communication. Other than the questions you may have about possible disruption of services is there any other reason we shouldn’t move forward?
Feedback:
The response addresses the concern of disruption by emphasizing clear and consistent communication, which is a good start. However, it could be improved by providing more specific examples or strategies on how that communication will be implemented. Additionally, the follow-up question seems a bit abrupt and could benefit from a softer approach, perhaps by first empathizing with their current focus before moving to the next question. Overall, the response lacks depth in terms of solution-focused exploration and could further engage the prospect by asking about their ongoing projects and how the parachute solution could align with them.
Active listening is somewhat evident, but the curiosity and discovery aspect is missing. It would be beneficial to ask more about their ongoing projects to demonstrate understanding and to potentially highlight how your solution can actually support them.
Score: 5
4.
4
/ 10Question:
"What if the parachutes don't perform as expected after implementation?"
Answer:
We will refund them and make them right.
Feedback:
The response is somewhat effective in addressing the concern about performance by offering a refund, which demonstrates a commitment to customer satisfaction. However, it lacks depth and does not explore the specific implications of parachute performance or offer additional reassurances. There’s no proactive inquiry to understand the prospect’s specific worries or examples of successful implementations. The tone is too transactional and could benefit from a more consultative approach, emphasizing safety, quality assurance, and the importance of rigorous testing. A closing technique could have been employed to reassure the prospect further. Overall, the response needs improvement in building rapport and demonstrating value beyond just a refund.
5.
6
/ 10Question:
"Given the limited options available, how can we be sure we're making the best choice for our team's safety?"
Answer:
What specific concerns do you have about your team’s safety and we will address them for you so you feel comfortable moving forward?
Feedback:
The response attempts to engage the prospect by asking about their specific concerns, which is a good approach in terms of curiosity and discovery. However, it lacks a more solution-focused response that could directly address the objection regarding the limited options and safety. The salesperson could have provided some reassurance about the quality of the parachutes offered, perhaps mentioning safety certifications or testimonials from other satisfied customers. Overall, while the question invites dialogue, it misses an opportunity to explore value and build rapport more effectively. Consider enhancing the response with specific information about safety features or comparisons to competitors to instill confidence.
6.
7
/ 10Question:
"I’m concerned about the training requirements for our staff to adapt to these new parachutes. What support do you provide?"
Answer:
The contiguous and successful support of your team is our highest priority!
We provide continuous support and certification for all of our parachutes.
We provide online, text, email, and video training modules to support your team with the adoption of these new parachutes so that everyone will feel comfortable!
Feedback:
The response effectively addresses the concern by highlighting the continuous support and multiple training modalities available for the staff. However, the tone could be more reassuring and personalized to alleviate the prospect's concerns further. Adding some detail about how these training methods have successfully helped other clients in similar situations would enhance the response. Additionally, incorporating a question to explore any specific training needs or concerns further would show better curiosity and active listening. Overall, the response demonstrates a solution-focused approach, but it could benefit from a more collaborative tone and value exploration regarding past success stories or testimonials.
7.
5
/ 10Question:
"With current market conditions, is it wise to invest in a new supplier right now?"
Answer:
Yes. It to take advantage of the promotions we have and to equip you to best position yourself with a competitive advantage our parachutes will provide you. We can also
Offset financial risk with our delayed payment plan to reduce the expenses and lower your costs! If that works for you, let’s move forward.
Feedback:
The response does address the customer's concern about market conditions by mentioning promotions and a delayed payment plan, which could be seen as a solution to financial risk. However, it lacks depth in exploring the customer's specific situation and does not ask any probing questions to better understand their needs or concerns. The communication tone is somewhat generic and doesn't fully engage the prospect, missing an opportunity to build rapport. Additionally, the closing technique feels abrupt without sufficiently qualifying the prospect's readiness to move forward. Overall, the response could benefit from a more consultative approach, showcasing the value of the parachutes in relation to their unique challenges and needs.
Score: 5/10
8.
7
/ 10Question:
"Could these parachutes potentially have a negative environmental impact that we haven't considered?"
Answer:
Thank you for sharing your concerns about the environmental impact of these new parachutes. I believe I’m able to help you and address any concerns you may have. To best answer that question and better understand your concerns, have you had issues or problems regarding the environmental impact of parachutes before? And if so, how did you attempt to resolve or prevent them in the past? This will help us come up with a collaborative solution to address your concerns while also allowing us to move forward so you can begin enjoying these new parachutes!
Feedback:
The response shows a good attempt at addressing the objection by acknowledging the concern and inviting the prospect to share their experiences. However, the communication could be more direct in addressing the environmental impact of parachutes specifically, perhaps by including information about sustainable materials or practices in the manufacturing process. The questions asked are thoughtful and encourage discussion, which is great for a consultative approach. However, it misses a stronger closing technique that could reinforce the value of moving forward despite concerns. Overall, the tone is appropriate for the industry, but it could be more informative and solution-focused.
Score: 7
9.
6
/ 10Question:
"We’ve had issues with previous implementations; what guarantees do you have to prevent similar problems?"
Answer:
Thank you for sharing that you e encounter issues in the past. Our goal is to understand what issues you’ve dealt with previous implementation and what sorts of guarantees would give you the confidence to be able to move forward with us.
What sorts of guarantees would you like and what issues have you dealt with so we can work together to solve them and give you the confidence to move forward and begin to enjoy the benefits of ours!
Feedback:
The response effectively acknowledges the prospect's concerns, showing active listening by thanking them for sharing their experience. However, it could be more focused on exploring specific solutions or guarantees related to parachute implementations. While the curiosity and discovery aspect is present in asking about the past issues and desired guarantees, it lacks a direct mention of any potential solutions or value propositions that could reassure the customer. Additionally, the tone is friendly and consultative but could be tightened up for clarity. Overall, it's a solid attempt but needs more emphasis on demonstrating value and potential assurances specific to the industry.
10.
3
/ 10Question:
"What specific technical integrations will we need to make to use your parachutes effectively?"
Answer:
There are only 2 specific technical integrations you must use. They are to buckle them correctly and to tighten the safety cord. Those are the only 2 technical integrations you will need. Now that you understand those, is there anything else you need to know or can we sign the contract?
Feedback:
The response oversimplifies the objection from the prospect about technical integrations. While the two integrations mentioned (buckling and tightening the safety cord) are important, they don't address the potential for more complex integrations that might be relevant depending on the customer's specific use case or system. The salesperson also fails to ask clarifying questions to discover more about the customer's needs or concerns, which is crucial for a collaborative approach. The closing attempt is premature, as it does not demonstrate a full understanding of the prospect's requirements or build rapport. Overall, the response lacks the depth and engagement expected in a technical sales conversation, especially in a high-stakes industry like parachutes where safety is paramount.
To improve, the salesperson should explore the customer's context more thoroughly, potentially using SPIN or NEPQ techniques to dig deeper into their needs. A better approach would include asking what systems they currently use or what specific challenges they anticipate with integration.