Automotive Repair
Sales Assessment Results by Andrew Wechter
15
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance in this test is alarmingly poor. An average score of 1.5 shows a complete disconnect between your understanding of sales techniques and their application. You acknowledge concerns, but then you drop the ball by failing to provide relevant, coherent responses. Your attempts to address objections are nonsensical and lack depth, which is critical in building trust with prospects.
You need to step up your game. Focus on mastering the Challenger Sale and Objection Handling Techniques. These will help you articulate unique insights and effectively address client concerns with clarity and confidence.
Here’s your coaching moment: imagine you’re in a conversation with a prospect. If you wouldn’t say something in a face-to-face meeting, don’t say it in your responses. Each interaction is an opportunity to build trust. You have the potential to turn this around, but it starts with taking your objections seriously and providing real value. Get to work.
Question Breakdown
1.
3
/ 10Question:
"I'm worried about the hidden costs involved in maintaining this repair service long-term."
Answer:
That’s a valid concern. Many people believe that there will be ongoing hidden costs that come unexpected. With proper maintenance on your vehicle, you’ll know ahead of time what needs to be addressed to keep your car safe and running well. We provide all that data to you free of charge.
Feedback:
The response acknowledges the prospect's concern but lacks depth in addressing hidden costs specifically related to the repair service itself. Instead of just referring to vehicle maintenance, it would be more effective to explicitly outline the transparency in pricing and any assurances regarding cost management over time. Additionally, providing examples or testimonials could enhance credibility. A stronger closing could have reinforced trust and encouraged further discussion. Overall, the answer needs more focus on the specific context of service costs rather than general vehicle maintenance.
2.
5
/ 10Question:
"How can I be sure your service levels will meet our urgent automotive repair needs?"
Answer:
We have been in business for 15 years. We have 10s of thousands of satisfied client who frequent our shop and trust us with their car. Our service is backed by a 3 year 36k warranty, which is triple then any other facility. Can I show you what other customers are saying about our facility?
Feedback:
The response provides some reassurance by highlighting the business's experience and customer satisfaction, but it lacks a direct answer to the prospect's specific concern about service levels meeting urgent needs. While mentioning the warranty is good, it would have been more effective to elaborate on how the service operates during urgent situations, such as response times, prioritization, and any emergency services offered. Additionally, asking to show customer testimonials is a positive step, but it could be strengthened by directly addressing how clients have benefitted from the service in urgent scenarios. Overall, the response needs to focus more on immediate service level assurances to fully address the objection.
3.
3
/ 10Question:
"My team is concerned about the impact this solution might have on our daily operations and workflow."
Answer:
Having a concern is valid. This is why our service is backed by an industry leading 3 year warranty. We also offer loaner cars free of charge, so that you are not inconvenienced while we make your vehicle safe.
Feedback:
The response begins by acknowledging the prospect's concern, which is a positive start. However, it fails to specifically address how the solution will impact daily operations and workflow. While mentioning the warranty and loaner cars is beneficial, it does not directly relate to the operational concerns of the prospect's team. It would be more effective to explain how the service integrates with their current processes, what support is provided during implementation, and how workflow disruptions will be minimized. Additionally, exploring any potential operational improvements that could arise from using your service would demonstrate value. Overall, the response needs more focus on the impact of the solution on daily operations to effectively address the objection.
4.
4
/ 10Question:
"With so many options out there, how can you demonstrate that your service provides the best ROI for our shop?"
Answer:
We offer a warranty that is 3x longer the industry standard. We offer a free loaner vehicle to use while your car is being serviced. We take pictures and videos of your car for full transparency, which is unlike any shop in the country.
Feedback:
The response touches on a few strong points, such as the extended warranty and the loaner vehicle, which are compelling selling features. However, it does not directly address the prospect's request for demonstration of ROI. Explaining how these features translate into financial savings or increased efficiency would provide a clearer value proposition. Additionally, including metrics or case studies that illustrate past client successes in terms of ROI could significantly strengthen the argument. Overall, the answer lacks a focused exploration of why these specific features lead to the best ROI, missing the opportunity to fully engage with the prospect's concern.
5.
0
/ 10Question:
"What happens if we need to scale our operations in the future—can your service accommodate that?"
Answer:
J
Feedback:
The response is nonsensical and does not address the prospect's objection at all. It fails to acknowledge or explore the critical concern regarding scalability of operations, which is a significant aspect for any business considering a service. A proper response should have included details on how the service can grow alongside the client's needs, examples of previous scalability success stories, or assurances on flexibility. This lack of a coherent and relevant answer demonstrates a lack of seriousness and understanding of the sales process.
6.
0
/ 10Question:
"I'm not sure how this integrates with the systems we currently have; can you reassure me about compatibility?"
Answer:
J
Feedback:
The response is completely nonsensical and does not address the prospect's objection in any way. It fails to acknowledge the concern regarding system integration, which is critical for any potential customer. A proper response should have included specific details about compatibility with existing systems, the ease of integration, or customer success stories showcasing seamless transitions. This lack of a coherent response reflects a serious misunderstanding of the sales process and the importance of addressing client concerns.
7.
0
/ 10Question:
"I've heard good things, but how do I convince my partners here that this is the right move for our business?"
Answer:
Uu
Feedback:
The response is nonsensical and fails to address the prospect's objection. It does not acknowledge the importance of convincing partners about the value of the service, which is crucial for gaining buy-in. A proper response should include strategies for presenting the benefits of your service to stakeholders, perhaps by highlighting specific features, success stories, or ROI metrics that would resonate with their interests. This lack of a coherent and relevant answer indicates a serious misunderstanding of the sales process and the necessity of addressing client concerns effectively.
8.
0
/ 10Question:
"Given the current economic climate, is now really the right time to invest in a new repair solution?"
Answer:
Jjj
Feedback:
The response is completely nonsensical and does not address the prospect's objection at all. It fails to recognize the significance of the economic climate in making investment decisions, which is crucial for any business considering a new solution. A proper response should have included insights into the potential benefits of investing now, how your service can provide cost savings or efficiencies even in tough times, or examples of how other clients have successfully navigated similar economic challenges. This lack of a coherent answer reflects a serious misunderstanding of the sales process and the importance of addressing client concerns effectively.
9.
0
/ 10Question:
"Past implementations have been tricky; how can you ensure this won't disrupt our business continuity?"
Answer:
Jjj
Feedback:
The response is completely nonsensical and does not address the prospect's objection at all. It fails to recognize the critical concern regarding business continuity during implementations, which is essential for any client considering a service. An effective response should have included specific strategies for ensuring a smooth transition, examples of successful past implementations, or assurances of support during the process. This lack of coherent communication reflects a serious misunderstanding of the sales process and the importance of addressing client concerns effectively.
10.
0
/ 10Question:
"I'm concerned about the training requirements for my staff—how much time will this take away from their regular duties?"
Answer:
Hjjj
Feedback:
The response is completely nonsensical and does not address the prospect's objection at all. It fails to recognize the importance of training requirements and their impact on staff duties, which is a critical concern for any client considering a service. An effective response should have included specific details about the training process, the time commitment involved, and how the service will support staff to minimize disruption. This lack of coherent communication demonstrates a serious misunderstanding of the sales process and the importance of addressing client concerns effectively.