Advanced attribution
Sales Assessment Results
36
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real, that performance was a bit of a train wreck. Scoring an average of 3.6 means you’re not just missing the mark; you’re barely on the target. You showed some attempts at engaging the prospect’s concerns, but they were often shallow and lacked the necessary depth to create meaningful dialogue. The good news? You’ve got a solid foundation to build on if you’re willing to put in the effort.
Your strongest moments came when you attempted to acknowledge the prospect's needs and concerns, but too often, you failed to follow up with solutions or clear value propositions. Instead of merely acknowledging issues like budget constraints or training time, you need to dive deeper. Ask clarifying questions, explore their processes, and provide specific examples of how your solution can alleviate their pain points.
You need to focus on techniques like Value Selling and Solution Selling. By highlighting the benefits over features and tailoring your approach to their specific context, you’ll start to build trust and credibility. Additionally, practicing your Objection Handling Techniques will be crucial in turning those tough conversations into opportunities.
Here’s your coaching moment: remember that empathy is your secret weapon. It’s not just about the sale; it’s about understanding and addressing the prospect’s emotional landscape. Your goal is to be a partner in their journey, not just a vendor trying to push a product. If you can shift your mindset to genuinely caring about their concerns, you’ll find that sales conversations become much more productive.
Question Breakdown
1.
2
/ 10Question:
"Our team is concerned about how this integration will disrupt our current workflow and processes."
Answer:
Understandable, with adding advanced attribution to your current strategy the workforce will not have to be stopped in any way. But I do understand the concern
Feedback:
The response lacks depth and specificity in addressing the prospect's concern about workflow disruption. While it's good to acknowledge the concern, it fails to offer a solution or reassurance on how to integrate the advanced attribution without disruption. Additionally, there is no exploration of the prospect's current processes or an invitation to discuss this further. Overall, it does not effectively engage with the prospect's issue or demonstrate value.
Consider providing examples of successful integrations and how your solution can enhance current workflows instead of causing disruption.
2.
4
/ 10Question:
"Given our budget constraints this fiscal year, I'm not sure we can justify the cost of your solution right now."
Answer:
I can understand that, when we talked earlier and you had mentioned that you know some avenues just aren't working, isn't it best to know for a fact what marketing spend is working, and is not? That way you can stop the overspending on ads, and give your higher ROI avenues the budget they need?
Feedback:
The response acknowledges the prospect's budget concern but does not directly address it or provide a solution. While it attempts to redirect the conversation towards the value of understanding effective marketing spend, it lacks specificity about how your solution can fit within their budget constraints or any potential for cost savings. It would be beneficial to ask clarifying questions about their budget and explore flexible pricing options or ROI projections that demonstrate how the investment could pay off. Incorporating a more empathetic tone while reinforcing the value and potential financial benefits of your solution would enhance the effectiveness of the response.
3.
4
/ 10Question:
"We've experienced failed implementations in the past, and I need to see a stronger ROI projection before moving forward."
Answer:
Based off of your prior letdowns, how far off is our ROI of 9 from what you want to see? I can 100% provide new projections, but you have to understand that I am going to use my best case studies and clients to show you the projection.
Feedback:
The response attempts to address the prospect's concern by asking for specifics regarding their previous ROI expectations, which is a good start. However, it lacks empathy and fails to acknowledge the emotional impact of past failures on the prospect's decision-making process. Instead of just focusing on new projections and case studies, the response should have also included reassurance about your implementation process and how you mitigate risks. Building trust is crucial here, so it would be beneficial to provide examples of successful implementations and how you've resolved issues in the past. Overall, the response feels somewhat transactional and doesn't fully explore the value or collaborative approach that could alleviate the prospect's concerns.
4.
5
/ 10Question:
"How does your solution compare in functionality and pricing with the competitor we are currently evaluating?"
Answer:
Our cost is slightly more. The functionality is going to be significantly more specific when it comes to reporting on what ads are driving results.
Feedback:
The response provides a basic comparison by mentioning that your solution is slightly more expensive and highlights the specificity of your reporting functionality. However, it lacks depth and does not effectively address the prospect's need for a comprehensive understanding of how your solution stacks up against competitors. \n\nTo enhance this response, consider providing specific examples of features that differentiate your solution from competitors, particularly in areas that directly impact the prospect's needs or pain points. Additionally, discussing the value that justifies the higher cost would be beneficial, as well as asking questions to better understand the prospect’s requirements and preferences. This approach would foster a more collaborative and engaging dialogue, helping to build trust and rapport.
5.
3
/ 10Question:
"With the current economic climate, what guarantees can you provide regarding the long-term value of this investment?"
Answer:
I do apologize but we simply aren't that type of agency to guarantee anything. We work with well over 30 banks, 40 colleges and 15 casinos. We are tried and true in our methods. If it helps we would be more than willing to throw in an extra $1,000 in ad spend for every $5,000 that you spend for the first two months.
Feedback:
The response fails to effectively address the prospect's concern about guarantees related to long-term value, as it outright states that no guarantees can be provided. While mentioning a track record with various institutions does lend credibility, it lacks an exploration of how the agency's methods have resulted in measurable benefits for past clients.
Instead of focusing solely on the inability to provide guarantees, it would be more effective to discuss how your solution can adapt to changing market conditions and continue delivering value over time. Additionally, the offer of extra ad spend is a good incentive, but it does not directly tie back to ensuring the long-term value of the investment, leaving a gap in the proposed value. A more solution-focused approach, highlighting past successes and addressing the prospect's need for reassurance more directly, would strengthen the response significantly.
6.
5
/ 10Question:
"I need to ensure that all stakeholders are aligned before any decision is made; how do you support that process?"
Answer:
I can appreciate that you want all hands on deck for this project. I can attend whatever meeting that you need to have with the stakeholders to address questions.
Feedback:
The response acknowledges the prospect's need for stakeholder alignment, which is a positive start. However, it lacks depth by only offering to attend meetings without providing additional insights on how you would facilitate alignment or engagement among stakeholders. To improve the response, consider outlining specific strategies for collaboration, such as providing informational resources, conducting workshops, or offering to create a tailored presentation that addresses stakeholder concerns. This would demonstrate a proactive approach and show that you value their decision-making process. Engaging in a dialogue about their current stakeholder dynamics and how best to support them would also enhance rapport and trust.
7.
2
/ 10Question:
"The maintenance costs associated with advanced attribution tools are often overlooked; can you clarify what those might be?"
Answer:
I'm not sure, I'd have to ask a colleague for specific maintenance costs. Do you have specific maintenance costs in mind?
Feedback:
The response falls short of effectively addressing the prospect's concern about maintenance costs. Rather than providing an immediate answer or at least some general context about common costs associated with advanced attribution tools, it shows a lack of preparation and knowledge. Asking the prospect about their specific maintenance costs is a weak attempt to shift the responsibility back to them and does not demonstrate a solution-focused approach. To improve this response, it would be beneficial to research typical maintenance costs and articulate them, or offer to follow up with detailed information to ensure the prospect feels informed. Additionally, it would be more engaging to express a willingness to collaborate on understanding their specific needs regarding maintenance costs.
8.
5
/ 10Question:
"What evidence do you have that your product can adapt as our business scales and evolves?"
Answer:
Absolutely, so your credit unions AUM is right at the 700million mark ad you had mentioned, as of now we work with banks that have from 3 location and 50million AUM. all the way to banks with 30 locations and 3 billion AUM. And as you know with advanced attribution, the more data the better it works. The big question is, how big are you aiming to get?
Feedback:
The response begins well by acknowledging the prospect's situation and referencing your experience with a range of clients, which helps establish credibility. However, it lacks specific evidence or examples demonstrating how your product has adapted to growing businesses in the past, which is crucial for building trust. Instead of only asking about the prospect's growth ambitions, it would be more effective to provide concrete examples of successful scaling with existing clients, including metrics or case studies that showcase your solution's flexibility and effectiveness over time. This would further engage the prospect and align the conversation with their needs for growth. Overall, the response could benefit from a more solution-focused approach that emphasizes adaptability.
9.
0
/ 10Question:
"I’m worried about the time investment required for training our team on this new platform; how do you address that?"
Answer:
You're worried about people knowing how to read reports? Maybe get a new team
Feedback:
The response is dismissive and lacks professionalism, failing to address the prospect's legitimate concern about the time investment for training. Instead of providing support or reassurance, it suggests a drastic and unhelpful solution by implying the need to 'get a new team.' This approach does not foster trust or rapport and shows a lack of empathy for the prospect's situation. To improve, the salesperson should have acknowledged the concern and offered specific strategies for training, such as providing comprehensive training resources, dedicated support, or scheduled sessions to ease the transition. A solution-focused and collaborative approach is essential in these discussions.
10.
6
/ 10Question:
"Can you share how your solution ensures compliance with industry regulations that we must adhere to?"
Answer:
Absolutely, we are compliance certified to work with banks, we use liveramp which is a gov regulated database
Feedback:
The response provides a basic assurance of compliance by stating that the solution is certified to work with banks and mentions the use of a regulated database. However, it lacks depth and specificity regarding how these certifications and the use of a government-regulated database translate into practical compliance measures. To enhance this response, it would be beneficial to elaborate on specific compliance frameworks or regulations your solution adheres to, and how these ensure that your clients meet their regulatory obligations. Additionally, you might consider inviting questions or discussing the prospect's specific compliance concerns, which would demonstrate a more collaborative approach and enhance trust. Overall, the response could benefit from further elaboration and a more engaging tone.