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Sales Assessment Results by Jordan Coeyman
0
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real. You just bombed this test with a dismal average score of zero, and it's time to own that. Your responses were vague, lacked depth, and failed to address the customer's concerns meaningfully. Each answer missed the mark completely, leaving no room for engagement or rapport-building. You need to stop dodging the hard questions and start digging into the specifics that matter to your prospects.
There’s a pattern here that screams for attention: you’re not asking the right questions and you definitely aren’t showcasing the unique value of your solution. If you're going to succeed in sales, you need to master the art of objection handling and solution-focused selling. Dive into techniques like SPIN Selling and Solution Selling to help you uncover customer needs and articulate the value of what you’re offering.
Here’s your coaching moment: Remember, every objection is an opportunity to build trust and demonstrate your expertise. Stop viewing objections as barriers and start seeing them as stepping stones to deeper conversations. You’ve got a long way to go, but the path forward is clear. Get to studying and practicing those techniques, and turn that zero into a hero.
Question Breakdown
1.
0
/ 10Question:
"Our current vendor has been with us for years; switching now seems risky. How can we justify that?"
Answer:
1
Feedback:
The response lacks depth and does not effectively address the customer's concern about the perceived risk of switching vendors. It fails to provide a compelling reason to justify the change, nor does it engage in exploring the potential benefits of the new solution. There are no questions to uncover underlying concerns or build rapport. Overall, the answer does not demonstrate a solution-focused approach or value exploration, which are critical for overcoming this objection.
2.
0
/ 10Question:
"Your solution sounds great, but how does it actually improve our operational efficiency in real terms?"
Answer:
2
Feedback:
The response is too vague and does not directly address how the solution improves operational efficiency. It lacks specific details or examples that would resonate with the prospect's needs. Additionally, it doesn't ask any follow-up questions to clarify the prospect's concerns or express genuine interest in their operational challenges. Overall, it falls short in demonstrating a clear understanding of value and potential impact on the prospect's operations.
3.
0
/ 10Question:
"I love the features, but what about the hidden costs we might not see immediately?"
Answer:
3
Feedback:
The response is insufficient as it does not adequately address the prospect's concern about hidden costs. It lacks clarity and fails to communicate potential transparency in pricing or any reassurances about cost management. Furthermore, it does not engage the prospect with questions that could unveil their specific anxieties or past experiences related to hidden costs. A more effective answer would include specific examples of how costs are monitored and managed throughout the engagement, as well as inviting the prospect to share their experiences or concerns to foster a collaborative dialogue.
4.
0
/ 10Question:
"Can you guarantee that your support will be as reliable as what we're getting now?"
Answer:
4
Feedback:
The response does not effectively address the concern about support reliability. It lacks specific assurances or examples that demonstrate your commitment to reliable support. Additionally, there are no questions to engage the prospect further or understand their current support experience. A more effective response would provide clear evidence of your support processes and invite the prospect to share their expectations or concerns regarding support reliability.
5.
0
/ 10Question:
"Pricing seems higher than what we usually allocate for projects like this; how can we justify it to the stakeholders?"
Answer:
5
Feedback:
The response does not adequately address the customer's concern regarding pricing. It lacks specific details about the value and benefits of the solution relative to the cost, which are crucial for justifying the price to stakeholders. Additionally, the response does not include any questions to better understand the prospect's budget constraints or to engage in a dialogue about their specific needs. A more effective approach would involve highlighting the return on investment or potential cost savings while inviting the prospect to share their priorities and criteria for budget allocation.
6.
0
/ 10Question:
"We've tried similar implementations before and faced multiple issues. What makes your approach different?"
Answer:
6
Feedback:
The response does not directly address the prospect's experience with previous implementations and the issues they faced. It lacks specific differentiation of your solution that would reassure the prospect. Additionally, there are no questions to further explore the particular challenges they've encountered, missing an opportunity for curiosity and discovery. A more effective approach would include a clear explanation of unique features or methods that set your solution apart, as well as inviting the prospect to share details about their past experiences to build a more collaborative dialogue.
7.
0
/ 10Question:
"I’m worried about the learning curve for my team; how do you ensure they’ll adapt quickly?"
Answer:
7
Feedback:
The response does not sufficiently address the prospect's concern about the learning curve for their team. It lacks specific strategies or resources that could facilitate the learning process, such as training programs or support materials. Additionally, there are no questions to engage the prospect in discussing their specific concerns or past experiences with similar solutions. A more effective response would provide clear examples of how you ensure a smooth transition and invite the prospect to share their worries, fostering a collaborative dialogue.
8.
0
/ 10Question:
"Our budget planning for the next quarter is tight; can we negotiate payment terms that work for us?"
Answer:
8
Feedback:
The response does not address the prospect's concern about tight budget planning effectively. It lacks specific options for flexible payment terms or options to ease financial pressure. Additionally, it fails to ask questions that could clarify the prospect's budget constraints further or explore potential solutions collaboratively. A more effective answer would express understanding of their situation, propose solutions, and invite the prospect to share their priorities regarding payment terms.
9.
0
/ 10Question:
"What happens if we experience downtime? Can you explain your service level agreements clearly?"
Answer:
12
Feedback:
The response is completely non-responsive and does not address the customer's concern regarding downtime and service level agreements. It lacks any relevant information that would clarify the terms of service or provide reassurance about support during downtime. This demonstrates a failure to engage with the prospect's question effectively. A substantial answer would include specific details about uptime guarantees, response times, and support processes, along with an invitation for the prospect to express any additional concerns or questions. Overall, this response does not meet any criteria for effective objection handling.
10.
0
/ 10Question:
"We’re considering a competitor that offers similar features at a lower price; why should we choose you instead?"
Answer:
12
Feedback:
The response is entirely off-topic and does not address the customer's concern regarding the competitor's lower price and similar features. It lacks any relevant information to differentiate your solution or articulate its unique value proposition. This non-responsive answer fails to engage with the prospect's needs and misses a critical opportunity to highlight why your offering is advantageous. A solid response should include a comparison of value, benefits, and unique selling points, as well as invite the prospect to share more about their priorities.