Trucking Service
Sales Assessment Results
57
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance is hovering around average, and that’s not going to cut it if you want to excel in sales. You’ve shown some flashes of brilliance, particularly when you utilized consultative selling techniques. Your ability to recognize customer concerns and offer tailored solutions is commendable, especially in your stronger responses where you tackled integration challenges with credibility. But here's the rub: you consistently miss the mark on diving deeper into the customer's specific needs and implications of their concerns. This is a pattern that’s holding you back.
You need to study the art of solution-focused selling and the NEPQ Socratic style. Both will help you ask the right questions and uncover the deeper issues that lead to stronger connections with your prospects. Remember, it's not just about what you're selling; it's about understanding what your customer truly needs.
Here’s your coaching moment: every interaction is an opportunity to build trust and rapport. Instead of jumping straight to solutions, take a moment to explore the customer's experiences and expectations. The goal is to create a dialogue that feels collaborative rather than transactional. You’ve got the foundation, now it’s time to build on it. Get out there and show that you are not just another salesperson – you’re a trusted advisor.
Question Breakdown
1.
6
/ 10Question:
"I'm concerned about the reliability of your service during peak seasons; can you assure me that my shipments will be prioritized?"
Answer:
I understand your concern completely as the push for peak season has everyone busy. However I would dedicate our trucks for you specifically to you and we are available 24/7. How many trucks would you like me to assign to your account through peak season?
Feedback:
The response acknowledges the customer's concern about reliability during peak seasons, which shows active listening. However, it could benefit from further exploration of the customer's specific needs and a more solution-focused approach. While offering dedicated trucks is a good start, the response lacks a clear assurance of reliability and doesn't address the potential implications of service disruptions. It would be helpful to explain how the company handles peak season challenges and perhaps provide examples or metrics that demonstrate past reliability. Additionally, instead of jumping straight to assigning trucks, asking a few more clarifying questions about the customer's shipment needs or previous experiences could build more rapport. Overall, the tone is appropriate for the trucking service industry, but there's room for improvement in demonstrating value and exploring the client's needs more deeply.
Score: 6
2.
5
/ 10Question:
"How can I be certain your pricing won’t fluctuate unexpectedly due to seasonal demands?"
Answer:
That's a great question, I can assure you that our pricing will not fluctuate due to seasonal demands during 2025, however if there is something that causes a steep jump in inflation, or a huge demand due to something unknown such as a constraint in the diesel fuel availablity as an example that may cause a price increase we will discuss this with you fairly and honestly to help ensure that the fluctuations would be minimal and that if the fluctuations change if you would be able to upcharge your customer or choose to absorb the increases that my occur we would give you as much lead time as possible for you to make the best informative decision for your company.
Feedback:
The response does address the concern about pricing fluctuations, but it lacks clarity and conciseness. While the mention of discussing potential increases is good, the explanation about inflation and diesel fuel constraints is overly complex and may confuse the prospect. Additionally, offering a proactive approach to communication is positive, but it could be presented more straightforwardly. Overall, the tone is appropriate for the trucking industry, but the message could benefit from simplifying the language and focusing on key assurances about pricing stability. Consider emphasizing a commitment to transparency and consistency more clearly.
In terms of closing techniques, this response could have benefited from exploring the prospect's specific concerns further or offering a follow-up to discuss contractual options to ensure pricing stability. This would have demonstrated curiosity and discovery, as well as a collaborative approach to finding a solution that meets their needs.
3.
5
/ 10Question:
"I’ve heard mixed reviews about your company’s handling of complex logistics; how do you ensure consistent quality?"
Answer:
I'm sorry you have heard mixed reviews, would you like for me to provide you with references of our current customers who can attest to the service we provide? We offer dry van service and specialize in dropped trailer projects to customers like you that need help with complex logistics whether you need dropped trailers with free time or if you need multi-stop deliveries. Either way we have a team of employees who have many years of experience who excel in communication. I could give you a discount on the first 10 shipments so you can see the best that our service can be. When would you like to start
Feedback:
The response acknowledges the prospect's concern about mixed reviews but could benefit from a more structured approach. While offering references is a good start, it lacks depth in addressing the underlying issue of quality assurance in complex logistics. Providing details about specific quality control measures or success stories would add credibility. The communication is clear, but the tone could be more empathetic to build rapport. The mention of a discount is a strong closing technique, but it feels a bit abrupt and could be better integrated into the conversation. Asking more probing questions to understand the prospect's specific concerns would show curiosity and active listening. Overall, while there are some positive elements, there are significant areas for improvement in demonstrating value and building trust.
4.
7
/ 10Question:
"With multiple projects in the pipeline, how can I be sure I’ll receive the support I need during implementation?"
Answer:
Understanding your multiple projects in the pipeline I wouldn't want to add any pain to this for you, but offer you a solution. I can assure you that I would put someone on my team to communicate with yours and have them go through every step of the way so we could learn your process as your team member would learn ours. We would like to make this as seemless as possible as I understand how difficult it can be juggling multiple projects and getting everything done the way you would prefer. Should I set up a call between your team member and mine to discuss what would be the best way for you to get the support needed?
Feedback:
Your response effectively acknowledges the prospect's concern about support during implementation, which is a strong start. You demonstrated an understanding of their situation and provided a solution that involves collaboration between teams, which aligns with a consultative selling approach. However, the wording could be clearer, and you might want to emphasize the specific resources or experience your team has to reassure them further. Additionally, framing the call setup as a next step is good, but it could be more assertive to encourage a sense of urgency or importance. Overall, a solid effort but could use more clarity and confidence.
Score: 7
5.
8
/ 10Question:
"Before moving forward, I need to know if you can integrate with our current logistics software seamlessly."
Answer:
Absolutely and I understand that can be a deal breaker with many people. We have the capability of integrating with your current logistics software. In fact we utilize EDI. Is that something your system offers because that is a true game changer which frees up your employees to focus on more important matters. Would you prefer my team members reach out to yours to set up the links to make this happen?
Feedback:
The response effectively addresses the prospect's concern about integration by affirming the capability and mentioning EDI, which adds credibility. However, it could be improved by providing more details or examples of successful integrations to reinforce confidence. The question about the prospect's system is a nice touch for discovery, but it could be framed in a way that emphasizes mutual benefit more clearly. Overall, the tone is friendly and professional, suitable for the trucking service industry. A closing technique is present, suggesting a next step.
Strengths: 1. Clear acknowledgment of the objection, 2. Solution-focused approach, 3. Clear communication.
Areas for Improvement: 1. More detail on integration success stories, 2. Refine the discovery question to highlight benefits.
6.
6
/ 10Question:
"The project I’m planning is critical for our growth; I need to avoid any disruptions, can you guarantee timely deliveries?"
Answer:
We understand how critical transportation can be in the entire supply chain and we love the fact that you want to grow and we have grown with every customer such as yourselves so you can succeed with growing your brand. Disruptions are not good for anyone and as we know there are disruptions we do our best to solve the problems as any disruptions occur to be as fast and seamless as possible. We can guarantee ontime deliveries and as a matter of fact should we have a service disruption we will discount your load that we may have not delivered on time. How does that sound to you?
Feedback:
The response acknowledges the prospect's concern about disruptions and highlights the importance of timely deliveries in the trucking service industry. However, it could improve clarity and conciseness. While it mentions a discount for late deliveries, it lacks specific examples or metrics that could reinforce reliability and build trust. Additionally, asking a follow-up question at the end encourages dialogue but could be more engaging to elicit the prospect's thoughts. Overall, the tone is supportive but could be more assertive in demonstrating confidence in service reliability.
Score: 6 out of 10 for addressing the concern, but needs clearer communication and stronger value exploration.
7.
6
/ 10Question:
"I want to ensure that my team will be comfortable transitioning to your service; what training do you offer?"
Answer:
Absolutely - we feel that our team needs to coincide with your team. How would you like to have our team members meet with your team? We can train either in person at your office, or zoom or just over the phone to integrate with your TMS system and mine
Feedback:
The response effectively acknowledges the prospect's concern about the transition and shows an understanding of the importance of collaboration between teams. However, it could have been enhanced by elaborating on specific training programs or resources that would be provided, which would demonstrate a solution-focused approach. The tone is professional but could benefit from a bit more warmth to build rapport. Asking a follow-up question about their specific needs or preferences would show curiosity and a more consultative approach to explore the solution further. Overall, it’s a good start but lacks depth in demonstrating value and collaboration.
8.
3
/ 10Question:
"Given the current economic climate, how can I justify this investment to my stakeholders?"
Answer:
This will be a great investment which offers cost savings along with excellent service your stakeholders will love us. The ROI in your investment with us will pay you back 10 fold. What are the next steps you would like us to take to make this happen so we can partner with you.
Feedback:
The response lacks a thorough understanding of the objection presented. While it offers a positive outlook on investment and mentions cost savings and ROI, it fails to address the specific concern about justifying the investment to stakeholders in the current economic climate. A more effective approach would have included exploring the implications of the economic situation on their business and presenting tailored evidence or case studies to support the claim. Additionally, it needed to ask thoughtful questions to understand the stakeholders' priorities better, which would have showcased active listening. The closing technique used is overly assumptive and does not create a collaborative dialogue. Overall, the response is too vague and does not build rapport effectively.
Score: 3.
9.
6
/ 10Question:
"How do we handle unexpected compliance requirements that might arise during the transportation process?"
Answer:
As those unexpected requirements arise we will make this as seamless as possible to continue your transportation process and keep it moving as smooth as possible. After all we are a world class service provider. Do you have a particular person who handles the requirements on your team? Would you like to start as soon as tomorrow?
Feedback:
Your response is a good start, but it lacks depth in addressing the concern about unexpected compliance requirements. While you mention making the process seamless, it could benefit from specifics on how you handle such situations, perhaps by sharing examples or processes. The question about the team member is insightful for collaboration, but asking if they want to start tomorrow feels a bit rushed, especially without fully exploring their needs. Consider using a consultative approach to dig deeper into their specific compliance concerns before suggesting next steps. Overall, there's potential, but it needs a more solution-focused and detailed approach.
10.
5
/ 10Question:
"I’ve had a bad experience with a vendor in the past; how can I be sure your service won’t lead to similar issues?"
Answer:
We would like to ensure that you do not have a bad experience in any way. I'm sorry you have had issues in the past. Could you elaborate as to what happened? With the unpredictability of other trucking companies I can understand your concerns. When there is an issue that may not be handled the way you would like, please contact me as I can assure you that we do not tolerate bad experiences. This is a difficult business to be in and the best experience is the way we want you to feel when dealing with our trucking company. We would love to get you started so you can leave those past experiences behind. Let me know the date you would like us to start and we will schedule a call with our team members and yours to integrate our services, train and finally drop trailers at your facility. We look forward to a beautiful relationship
Feedback:
The response has some positive elements, such as acknowledging the prospect's past experience and expressing empathy. However, it lacks a clear structure and does not adequately address the specific concerns raised. The salesperson should have utilized a solution-focused approach, perhaps by highlighting specific measures taken to ensure service quality, including examples of success or testimonials from other customers. The tone is somewhat vague and could benefit from clearer communication about how issues are actively resolved. The closing invitation is present, but it could be more assertive in guiding the prospect towards a decision. Overall, while the intent is good, the execution misses the mark on addressing the concern directly and demonstrating value effectively. A score of 5 reflects the need for improvement in clarity and solution-focused selling.