Financial services
Sales Assessment Results
36
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real: this performance is not cutting it. An average score of 3.6 signals a serious need for improvement across the board. You consistently failed to effectively engage with prospects' concerns or objections. Instead of fostering a collaborative environment, your responses often came off as dismissive or confrontational. There’s a clear pattern of not digging deep enough into the prospect's needs or providing solid evidence to back your claims. It's like you're trying to sell ice to an Eskimo without even acknowledging the cold!
You need to sharpen your skills in objection handling and consultative selling. These techniques will help you understand customer needs better, allowing you to tailor your responses and build trust. Start practicing how to address objections with empathy while clearly articulating the unique benefits of your service.
Here's your coaching moment: sales is about connection, not just conversation. Instead of just telling prospects what they should think, engage them in dialogue. Ask questions, listen actively, and respond with tailored solutions. Remember, every 'no' is an opportunity to learn and pivot. So get out there, practice, and turn those objections into conversations that lead to sales.
Question Breakdown
1.
0
/ 10Question:
"We've been looking at other financial service providers, and their pricing seems more competitive than yours. How would you justify the additional costs?"
Answer:
If the cost is your main concern my product may not be for you !
Feedback:
This response dismisses the prospect's concern outright, which does not address the objection effectively. Instead of acknowledging their price sensitivity and justifying the value of your service, it creates a negative impression and lacks empathy. A more effective response would involve highlighting the unique benefits of your service, demonstrating how those benefits outweigh the costs, and engaging the prospect in a discussion about their needs and priorities. Overall, the communication is unprofessional and does not foster a collaborative approach.
2.
2
/ 10Question:
"Our current relationship with our vendor has been stable, and I'm concerned about the risks involved in switching to a new provider. Why should we consider making a change?"
Answer:
If you have had your vendor for a while are they still fighting for your business and making sure you get the best bang for your buck . Our industry is evolving and if you're stuck in old products I'm afraid it's a disservice to you
Feedback:
This response highlights potential issues with the current vendor but lacks a clear, empathetic acknowledgment of the prospect's concerns about risk. Instead of fostering a collaborative dialogue, it comes off as confrontational. A more effective approach would include asking open-ended questions to understand their needs better, articulating the unique benefits of your service, and addressing the specific risks associated with switching. Building trust and demonstrating how your solution mitigates those risks would be crucial in this scenario.
3.
4
/ 10Question:
"With budget constraints this fiscal year, we need to be cautious about any new investments. How can you demonstrate that your service will yield a positive ROI?"
Answer:
I completely understand your concern when would be a good time for us to meet face to face and explore the best options for you in your current situation
Feedback:
While your response shows some empathy by acknowledging the prospect's concern, it lacks a direct answer to their specific request regarding demonstrating positive ROI. Instead of focusing on scheduling a meeting, it would be more effective to provide a brief insight or examples of how your service has delivered ROI to similar clients. This would help to build confidence in your solution. Additionally, consider asking more probing questions to uncover specific budgetary concerns or investment criteria, thus fostering a more collaborative discussion. Overall, your answer needs to directly address the objection with evidence and insights rather than just suggesting a future meeting.
4.
5
/ 10Question:
"I understand your solution offers many benefits, but can you explain how it will ensure compliance with the latest regulations?"
Answer:
Our industry is highly regulated and your best interest and compliance is #1 priority for me
Feedback:
Your response acknowledges the importance of compliance, which is a positive step. However, it lacks specific details about how your solution ensures compliance with regulations. A more effective answer would include examples of compliance features, processes, or certifications that your solution offers. Additionally, ask the prospect about their specific compliance concerns to tailor your response to their needs. This would demonstrate both understanding and a solution-focused approach.
5.
5
/ 10Question:
"Our team is busy with other critical projects, and I’m not sure we have the bandwidth to implement your solution right now. How can we manage that?"
Answer:
I will do all the leg work and simply bring you options so we aren't taking unnecessary time away from your daily tasks as your advisor I will be very mindful of your time
Feedback:
Your response attempts to address the prospect's concern about bandwidth by offering to handle the legwork and be mindful of their time. However, it lacks specificity about how you would manage the implementation process and what steps you would take to minimize disruption. It would be beneficial to provide examples of previous implementations where you successfully managed the workload and ensured a smooth transition. Additionally, you could ask the prospect about their current projects to better understand their situation and tailor your approach accordingly. Overall, while you demonstrate some consideration for their time, expanding on your strategy and engaging in a dialogue would strengthen your response.
6.
5
/ 10Question:
"There are multiple stakeholders in our decision-making process, and I need to convince them that this investment aligns with our long-term strategic goals. How can you support that?"
Answer:
We can run some illustrations to give you visuals to share with stake holders and I will be more than happy to cater you guys and do a lunch and learn
Feedback:
Your response suggests a proactive approach by offering visuals and a lunch-and-learn session, which can help engage stakeholders. However, it lacks depth in addressing how these illustrations connect to the prospect's long-term strategic goals. You should aim to understand those goals more clearly and align your proposal with them. Consider asking questions to uncover these specific goals and demonstrate how your solution supports them effectively. Building a narrative around how your offering can help achieve their strategic objectives would enhance your credibility. Overall, while your offer to help is a good start, more focus on strategic alignment and tailored solutions is needed.
7.
4
/ 10Question:
"Can you provide evidence or case studies showing how your solution has delivered value in similar organizations?"
Answer:
Absolutely ... I recently worked with a group and we were able to apply a no risk strategy that far exceeded their current products
Feedback:
Your response starts positively by agreeing to provide evidence, which is a good approach. However, it lacks specific details or examples that would substantiate your claim. While mentioning a no-risk strategy is a step in the right direction, it is crucial to elaborate on what that strategy entails and how it has delivered tangible value to similar organizations. To strengthen your response, consider sharing specific data, metrics, or brief case study summaries that illustrate the successful outcomes achieved. Additionally, asking the prospect if they have specific types of success stories they are looking for could foster a more collaborative dialogue. Overall, while you convey confidence, more depth and specific evidence are needed to effectively address the objection.
8.
4
/ 10Question:
"What guarantees do you offer in terms of post-purchase support and training to ensure a smooth transition?"
Answer:
I will personally deal with all transfer requests as well as suitability and compliance between transfer company and recipient company
Feedback:
Your response indicates a willingness to handle transfer requests and compliance, which is a positive aspect. However, it lacks specific details regarding the guarantees you offer for post-purchase support and training. To enhance your answer, consider outlining specific support services available, such as dedicated training sessions, ongoing customer service, or specific resources that facilitate a smooth transition. Additionally, it would be beneficial to acknowledge the prospect's concerns directly and ask if they have particular areas of support they are most interested in. This would help create a more collaborative dialogue and demonstrate your commitment to their success.
9.
3
/ 10Question:
"I’ve heard mixed reviews about your company’s reputation in the industry. Can you address those concerns?"
Answer:
I strive for excellence and 100% client satisfaction and depend highly on referrals . Though some people are impossible to please I give 1000% to all my clients
Feedback:
Your response does indicate a strong commitment to client satisfaction, which is a positive aspect. However, it lacks a direct engagement with the prospect's concern about mixed reviews. Instead of focusing on your personal dedication, it would be more effective to acknowledge the mixed feedback and provide specific examples of positive outcomes, testimonials, or improvements made in response to any past criticisms. This approach would build trust and demonstrate transparency. Additionally, consider asking the prospect if they have specific reviews or concerns they’d like to discuss to foster a collaborative dialogue. Overall, while your passion is evident, your response needs to directly address the reputation concern more effectively.
10.
4
/ 10Question:
"I'm not convinced that your solution addresses our specific pain points. What makes it uniquely suited to our needs?"
Answer:
As a broker . I do not have to offer you this or that product our strategy and products I recommend will be very specific to your needs
Feedback:
Your response attempts to clarify your role as a broker, indicating that your recommendations are tailored to the prospect's needs. However, it lacks specific examples of how your solution directly addresses their unique pain points. To improve, you should actively listen to the prospect's concerns and explicitly connect the features and benefits of your service to those specific pain points. Consider asking open-ended questions to better understand their needs and then present clear, relevant solutions that demonstrate your value. Overall, this response does not fully engage the prospect or provide the necessary assurance that your solution is uniquely suited to their situation.