chemical solutions
Sales Assessment Results
43
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here: your performance is currently falling short of where it needs to be, and that average score of 4.3 is a wake-up call. You have the potential, but right now, you’re missing the mark on key aspects of sales engagement. Your strongest technique seems to be your ability to highlight cost-saving benefits, which is a good start. However, this alone isn't enough to win over prospects, especially when you neglect to address their specific concerns and demonstrate curiosity.
A consistent pattern running through your responses is a lack of depth and engagement. You’re throwing out facts, but what’s missing is the empathy and questioning that build trust. Whether it’s addressing integration issues or budget constraints, you’re often giving surface-level answers instead of exploring deeper into the prospect's situation. It’s as if you’re playing it safe, but in sales, safety doesn’t win deals.
To elevate your game, dive into SPIN Selling and Consultative Selling techniques. These approaches will help you ask the right questions to uncover true needs and build a collaborative dialogue. Focus on understanding the implications of your prospects' concerns—this is where the real trust is built.
Here’s your coaching moment: Sales isn't just about talking; it’s about listening and engaging. If you want to see a change in your outcomes, start treating every interaction as a chance to connect—ask questions, show genuine interest, and provide tailored solutions. Embrace the art of curiosity; it’s not just a nice-to-have, it’s a must-have. Get to work on this, and you’ll see the transformation.
Question Breakdown
1.
1
/ 10Question:
"I'm concerned about how this chemical solution will integrate with our current systems; we can't afford any disruptions."
Answer:
This solution will replace the 4 chemicals you already use, save you money and be the solution to take the place of 4.
Feedback:
The response fails to effectively address the prospect's concern about integration and potential disruptions. While mentioning cost savings is relevant, it does not provide any insight or reassurance regarding how the solution will integrate with existing systems. There are no questions asked to uncover more about the current systems or to understand the specific concerns further. This lack of curiosity and discovery could lead to a perception of dismissiveness. Overall, the response lacks clarity, empathy, and a solution-focused approach to the objection raised.
2.
4
/ 10Question:
"With the current budget limitations, I'm worried about how we'll manage monthly payments without compromising other priorities."
Answer:
You only pay for the solution as you use it. there is not a monthly fee.
Feedback:
The response addresses the budget concern by highlighting that there are no monthly fees, which is a positive start. However, it lacks depth and does not explore the prospect's specific financial constraints or priorities further. It would benefit from asking questions to understand their budget limitations better and to reassure them about managing their financial commitments effectively. Additionally, the tone could be more empathetic to acknowledge their situation. Overall, the response misses an opportunity for deeper engagement and solution exploration.
3.
5
/ 10Question:
"Can you guarantee that your solution won't disrupt our team's workflow? We've had issues before with newer implementations."
Answer:
I will provide proper in person training on the new solution and show the team how our solution will allow them to get their job done quicker than the time it takes for them to get the job done by the solution you are using.
Feedback:
The response acknowledges the concern about potential disruptions by mentioning in-person training, which is a positive aspect. However, it does not directly address the prospect's request for a guarantee against disruption. Additionally, while it mentions that the new solution will improve efficiency, it lacks specific details on how this transition will be managed to prevent workflow interruptions. Asking the prospect about their specific concerns related to past implementations or what disruptions they experienced could have demonstrated curiosity and a collaborative approach. Overall, the response feels more like a statement than an engagement, missing an opportunity to build trust and provide reassurance.
4.
4
/ 10Question:
"If we decide to go with your chemical solution, how will it impact our existing vendor relationships?"
Answer:
Every distributor and vendor you already use, carries our product.
Feedback:
The response provides some relevant information by stating that existing distributors and vendors already carry the product, which helps alleviate concerns about potential conflicts. However, it lacks depth and does not directly address the prospect's underlying concern about the impact on vendor relationships. The salesperson should have explored the specific relationships the prospect has and how the solution could fit into their current vendor ecosystem. Asking questions to understand those relationships better and expressing empathy toward the prospect's situation would have fostered a more collaborative dialogue. Overall, while the response offers a point of reassurance, it misses an opportunity for deeper engagement and exploration of the prospect's specific concerns.
5.
4
/ 10Question:
"I'm not sure if this is the right time for us to invest in a new solution with the market being so uncertain right now."
Answer:
this is the best time to do it because of the savings you will get by using less chemical and being able to do more with it. By eliminating 4 different chemicals and using only one.
Feedback:
The response attempts to counter the prospect's hesitation by emphasizing potential cost savings, which is a relevant point. However, it lacks a deeper understanding of the prospect's specific concerns about timing and market uncertainty. It would have been more effective to empathize with their situation and ask questions to uncover their thoughts on the current market conditions. The response also misses opportunities to explore the implications of waiting versus acting now. Overall, it feels somewhat dismissive of the prospect's concerns rather than fostering a collaborative dialogue to address their needs and hesitation.
6.
5
/ 10Question:
"Last time we tried a new vendor, it took forever to onboard; how will your process differ?"
Answer:
Our onboarding process is simple and quick. As soon as we have an agreement and I submit the information. You are onboarded.
Feedback:
The response attempts to assure the prospect that the onboarding process is simple and quick, which is good. However, it lacks detail on what specifically makes the process different or faster compared to their previous experiences. Providing a specific timeline or mentioning any support or resources available during onboarding could enhance the response. Additionally, asking about the prospect's past onboarding challenges would show curiosity and help address their concerns more effectively. Overall, the answer feels somewhat flat and could benefit from a more engaging and collaborative approach.
7.
6
/ 10Question:
"What kind of technical support do you offer post-purchase? We need to ensure we have help if things go sideways."
Answer:
we offer 24/7 365 customer support
Feedback:
The response provides a clear and concise answer regarding the availability of technical support, which is a positive aspect. However, it lacks depth in addressing the prospect's need for reassurance about handling potential issues. It would be more effective to elaborate on the types of support available (e.g., phone, email, on-site) and any additional resources like documentation or training sessions. Engaging with the prospect by asking about their specific concerns or previous experiences with support would demonstrate curiosity and a collaborative approach. Overall, while the response conveys essential information, it misses the opportunity to build trust through a more comprehensive and engaging explanation.
8.
5
/ 10Question:
"I understand the urgency, but how can I justify this expenditure to the team given our tight budget?"
Answer:
by switching to this solution, it will save you on your labor cost by allowing the job be done much faster than the current solution you are using.
Feedback:
The response attempts to address the budget concern by highlighting potential labor cost savings and improved efficiency, which are relevant points. However, it lacks a deeper exploration of the prospect's justification needs and does not directly address how to communicate this expenditure to their team. It would be beneficial to ask questions about what criteria the prospect uses to justify expenses or what specific concerns their team may have. Additionally, acknowledging the tight budget situation with empathy would create a more collaborative tone. Overall, while the answer provides some value, it misses opportunities for deeper engagement and understanding of the prospect's perspective.
9.
4
/ 10Question:
"How will your solution help us improve our compliance with industry regulations?"
Answer:
Our products are EPA registered.
Feedback:
The response mentions that the products are EPA registered, which is relevant information indicating a level of compliance. However, it fails to elaborate on how the solution specifically aids in improving compliance with industry regulations beyond just being registered. A more effective approach would involve explaining the features or processes that support compliance, such as documentation, tracking capabilities, or training on regulatory standards. Additionally, the salesperson could have asked the prospect about their current compliance challenges or what specific regulations they are concerned about. This would demonstrate curiosity and a commitment to understanding the prospect's needs more deeply. Overall, the response lacks depth and engagement, missing an opportunity to build trust and demonstrate value in compliance support.
10.
5
/ 10Question:
"I just want to make sure that your solution aligns with our long-term goals; can you provide some clarity on its future development?"
Answer:
We are an industry leader who is constantly innovating and looking for ways of improvement. Not to mention, It will allow you to save money, because you eliminate 3 solutions and only have 1 which allows you to do what the 3 you are using do.
Feedback:
The response touches on the company's status as an industry leader and mentions innovation, which is relevant to addressing the prospect's concern about long-term goals. However, it lacks specific information about the future development of the solution itself, which is what the prospect is seeking clarity on. Additionally, while the cost-saving aspect is mentioned, it does not connect directly to how that savings aligns with the prospect's long-term objectives. A more effective response would include a detailed vision of future enhancements or developments of the product and how it will continue to meet the evolving needs of the prospect's organization. Engaging the prospect with questions about their long-term goals could also create a more collaborative dialogue and build trust.