electrical panel
Sales Assessment Results
46
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real. That performance was underwhelming at best, averaging a score of 4.6. You showed some awareness of customer pain points, but it lacked depth and engagement. Your strongest demonstrated techniques were identifying risks and emphasizing expertise, but these were overshadowed by a notable absence of collaboration and solution-focused discussions. You missed the mark on exploring budget constraints and didn't dig deep enough into customer needs or concerns. Consistently, you hesitated to ask the right follow-up questions that could have turned these interactions into valuable dialogues. I suggest you dive into Solution Selling and Consultative Selling. These techniques will help you understand your client's needs and craft tailored solutions that resonate. Remember, selling isn't just about pushing your product; it's about fostering relationships and providing value. Your coaching moment? Selling is a conversation, not a lecture. Get curious, ask questions, and listen actively. Make the customer feel heard and valued, and you’ll see your scores rise.
Question Breakdown
1.
3
/ 10Question:
"We've already allocated our budget for this fiscal year; how can we justify an additional expense?"
Answer:
The panel has wear and tear on it already, and I'm afraid if you leave it, the costs associated with a shutdown will far exceed the costs of replacing it now
Feedback:
The response identifies a potential consequence (shutdown) of not addressing the wear and tear, but it lacks a thorough exploration of the customer’s budget constraints. It does not provide a compelling justification for the additional expense or how the new panel would add value relative to the current budget. There is also no inquiry into the customer's financial flexibility or priorities, which would have shown curiosity and active listening. Overall, it needs to be more solution-focused and collaborative.
2.
4
/ 10Question:
"Our current electrical panel is functioning well enough; isn't upgrading just a luxury right now?"
Answer:
It seems like everything is working, but the main bus is showing signs of wear, and that is a shutdown waiting to happen. Why would you wait for an after hours call, when we can replace it for you now at a cost that is substancially less.
Feedback:
The response identifies a potential risk (shutdown) associated with the current panel's wear, which is good. However, it doesn't fully address the prospect's perspective on upgrades being seen as a luxury. The salesperson could have explored the prospect's current satisfaction level and priorities by asking questions about their future plans or pain points. Additionally, while the urgency is somewhat implied, a clearer emphasis on the long-term benefits and cost savings of upgrading, as well as reinforcing the value proposition, would strengthen the argument. Overall, while acknowledging the risk is a positive aspect, the response lacks a more collaborative, solution-focused approach and deeper discovery.
3.
5
/ 10Question:
"What guarantees do you provide that this new system will improve our efficiency as promised?"
Answer:
A new panel will last for 25-30 years, and the quality has only gotten better over time. It will basically guarantee that your business will run free of electrical disruptions for the foreseeable future
Feedback:
The response provides a good longevity estimate for the new panel, which addresses concerns about durability. However, it lacks specific guarantees or metrics that demonstrate improved efficiency, which was the primary concern raised. To enhance the response, the salesperson could have cited case studies or statistics from other clients to validate the claims about efficiency improvements. This would help build trust and provide tangible proof of value. Additionally, there is minimal engagement with the prospect's specific needs or concerns; asking follow-up questions to understand their current efficiency challenges would foster a more collaborative approach. Overall, while there are positive elements, the response needs more substance and alignment with the client's objection.
4.
5
/ 10Question:
"We have a longstanding relationship with our current vendor; how do we ensure a smooth transition without disrupting operations?"
Answer:
We take care of all permits and scheduling with the local distribution company allowing you to not even have to think or worry about the new system being installed. We are highly trained and organized in this line of work.
Feedback:
The response reassures the prospect by highlighting the seller's expertise in managing permits and scheduling, which is important for a smooth transition. However, it lacks deeper engagement with the prospect's concerns regarding the longstanding relationship with their current vendor. To improve, the salesperson could have addressed the emotional aspect of changing vendors by acknowledging the value of their current relationship and asking about any specific fears or concerns the prospect might have during the transition. This would demonstrate an understanding of the prospect's perspective and foster collaboration. Overall, while the response provides some assurance of a seamless process, it misses a chance for deeper discovery and connection.
5.
5
/ 10Question:
"If we invest in this upgrade, how do we know it will scale with future technology advancements?"
Answer:
By installing a new 200 Amp panel and replacing your old 100 Amp panel, we are giving you the flexability to grow and not have to worry about any future upgrades.
Feedback:
The response highlights the capacity increase from upgrading to a 200 Amp panel, which addresses the prospect's concern about scalability. However, it lacks specific details on how the new panel is designed to adapt to future technology advancements, which is essential for building trust with the prospect. Mentioning features that support scalability, such as modular design or compatibility with future technologies, would provide more assurance. Additionally, engaging the prospect by asking about their anticipated future needs or technologies they might be considering could foster a more collaborative discussion. Overall, while the response acknowledges the concern, it doesn't fully explore the implications or provide a compelling value proposition related to future scalability.
6.
4
/ 10Question:
"Our team is already stretched thin; how will we manage the implementation without impacting daily operations?"
Answer:
This is a way for you staff to greatly improve efficiency as there will be less downtime with a new panel as opposed to putting a band-aid on the old panel.
Feedback:
The response addresses the objection by highlighting the efficiency gains and reduced downtime that come with the new panel. However, it fails to directly tackle the prospect's concern about managing implementation without disrupting daily operations. To improve, the salesperson could have acknowledged the current strain on the team and provided specific strategies for a smooth implementation. This could include details on scheduling installations during off-peak hours or offering support during the transition to minimize operational impacts. Additionally, asking questions to further understand the prospect's specific operational challenges would demonstrate active listening and build rapport. Overall, while the response mentions efficiency, it lacks a comprehensive and solution-oriented approach to the specific concern raised.
7.
5
/ 10Question:
"Can you clarify how this product complies with the new industry regulations we've been hearing about?"
Answer:
This is bringing you service up to code and giving you lots of space for expansion. It allows you to increase safety in the business because the new breakers we install in the panel are safer than the old ones.
Feedback:
The response addresses the objection by mentioning compliance with industry regulations and safety improvements with new breakers. However, it lacks specific details about how the product meets the regulations in question, which is crucial for building trust with the prospect. Additionally, the salesperson could enhance their response by referencing relevant standards or certifications that demonstrate compliance. Asking follow-up questions to gauge the prospect's understanding or concerns regarding the regulations would further engage them and show active listening. Overall, while there are positive elements in terms of safety and expansion, the response needs more substance and clarity around compliance with industry regulations.
8.
6
/ 10Question:
"I'm worried about the hidden costs associated with installation and ongoing maintenance; can you provide insights on that?"
Answer:
There are no hidden costs, the price we quote is the price you pay. We've been in business for over 20 years and know the cost associated with a job of this size. The ongoing maintenance will be significately lower with a new product installed as opposed to constantly fixing the old.
Feedback:
The response effectively addresses the objection by stating that there are no hidden costs, which is crucial for building trust. However, it could be improved by providing more specifics on what is included in the quoted price and highlighting examples of typical ongoing maintenance costs for both new and old systems. By sharing relevant case studies or testimonials from satisfied customers, it would add credibility to the claim of lower ongoing maintenance. Additionally, the response could benefit from engaging the prospect by asking about their previous experiences with hidden costs or any specific concerns they may have, demonstrating active listening and a collaborative approach. Overall, while the assurance of no hidden costs is a strong point, expanding the details and engaging the prospect more deeply would enhance the effectiveness of the response.
9.
5
/ 10Question:
"How do we ensure that all stakeholders are aligned on this decision, especially with our recent changes in management?"
Answer:
I can meet and explain the benefits to them in a meeting over zoom, how quick can we get that scheduled?
Feedback:
The response suggests a proactive approach by offering to meet and explain the benefits directly, which is a positive aspect. However, it lacks engagement with the prospect's specific concerns about alignment among stakeholders and the impact of management changes. To improve, the salesperson could ask clarifying questions to understand who the key stakeholders are, what their concerns might be, and how their perspectives can be addressed in the meeting. This would not only demonstrate curiosity but also build rapport and ensure a more tailored discussion. Overall, while the suggestion to schedule a meeting is a good step, the response would benefit from deeper exploration of the underlying issues.
10.
4
/ 10Question:
"Given our focus on ROI, can you provide specific metrics on how this investment will pay off in the long run?"
Answer:
By not having to call in after hours technicians and pay overtime on a service call, the ROI increase exponetionally the longer this product is in place.
Feedback:
The response attempts to highlight cost savings by emphasizing reduced need for after-hours support, which addresses the ROI concern partially. However, it lacks specific metrics or quantifiable data to convincingly demonstrate how the investment will pay off in the long run. Providing examples such as estimated savings over time, case studies, or comparisons with current costs would strengthen the argument significantly. The response also misses an opportunity to engage the prospect through follow-up questions about their current operational costs or ROI expectations. Overall, while there is a good premise in focusing on reduced costs, the delivery needs to be more detailed and focused on providing clear evidence of ROI.