Skid steer sales
Sales Assessment Results
45
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real here; your performance is hovering under the bar, and it's time to take a hard look at what that means. You’ve got some glimmers of potential, especially with your understanding of customer needs and proactive questioning, but overall, you’re leaving a lot on the table. Your strongest techniques seem to lie in solution-focused selling, where you do attempt to pivot discussions toward addressing customer pain points. However, there's a consistent pattern of skimming the surface rather than diving deep into the specifics of what your prospects want. You tend to miss the mark when it comes to empathetic engagement and acknowledging customer concerns fully. Instead of just redirecting the conversation to your service, you need to ask about the customer's previous experiences and feelings. This is where you can create real rapport.
I suggest you dig into the SPIN Selling and Consultative Selling techniques. Mastering these will help you frame your conversations around Situation and Problem, allowing you to uncover the true needs of your prospects. Remember, effective sales are built on understanding and trust, not just delivering features.
Here’s your coaching moment: Every time a prospect raises a concern, think of it as an invitation to engage rather than a hurdle. The next time you catch yourself about to deliver a stock answer, pause and ask yourself, 'How can I turn this into a conversation that uncovers deeper needs?' That shift in mindset could be the game-changer you need.
Question Breakdown
1.
5
/ 10Question:
"I'm worried about the reliability of this skid steer compared to my current model."
Answer:
It has a common engine and hydraulic system, and our service department is second to none in case of something
Feedback:
The response addresses the concern about reliability by mentioning the common engine and hydraulic system, which suggests familiarity and proven performance. However, it lacks depth in exploring the prospect's specific concerns or experiences with their current model. A more effective approach would include asking clarifying questions about what aspects of reliability the prospect values most, or perhaps providing testimonials or case studies of similar customers who improved their operations with your skid steer. Additionally, while mentioning the service department is good, it could be bolstered by offering a specific example of how your service team has resolved an issue for another customer. Overall, the response is somewhat effective but could benefit from deeper engagement and exploration of the prospect's needs.
2.
5
/ 10Question:
"Can you explain how your support services compare to what I'm getting now?"
Answer:
We have the largest mobile service department in the state so we are able to service you how you want to be serviced. We come to you!
Feedback:
The response effectively highlights a key advantage of your support services—the ability to provide mobile service. However, it lacks detail and fails to compare your services directly to the competitor's offerings, which is crucial in addressing the objection. Consider incorporating specific examples of your support services, such as response times, service frequency, or customer satisfaction metrics. Additionally, asking the prospect about their current service experience could show curiosity and active listening, creating a more collaborative approach. Overall, while the response has a solid foundation, it could be improved with more depth and engagement.
3.
5
/ 10Question:
"With the current market conditions, I'm not sure if this is the right time to invest."
Answer:
It’s an investing to your business. Wouldn’t you agree that downtime because of equipment breaking down costs you more money?
Feedback:
The response attempts to pivot the focus to the cost of downtime, which is a good start in addressing the prospect's concern about market conditions. However, it lacks depth and fails to directly acknowledge the prospect's specific concern about timing. This could be improved by asking open-ended questions to further explore their situation and build rapport. Additionally, a closing technique could have been utilized to guide the prospect toward a decision. Overall, while the intent is there, it could benefit from a more collaborative and solution-focused approach.
Consider asking questions like, "What specific factors are making you hesitant right now?" to show curiosity and encourage dialogue.
4.
4
/ 10Question:
"I've had a bad experience with a previous skid steer purchase; how can I trust this will be different?"
Answer:
Have you asked around about Hayden-Murphy’s excellent service department? We are capable of servicing you how you want to be
Feedback:
The response attempts to address the customer's concern by redirecting them to inquire about the service department, which is a valid approach. However, it lacks depth and fails to acknowledge the customer's feelings about their previous experience. A more effective response would include empathy for their past issues, followed by specific examples of how Hayden-Murphy's service is different and better. Additionally, it could incorporate a question to engage the customer further, showing curiosity about their specific concerns. Overall, while the suggestion to ask around is a step in the right direction, it does not fully address the objection nor establish trust effectively.
Consider using a solution-focused approach that highlights specific services or guarantees that could alleviate the customer's fears.
Score: 4
5.
5
/ 10Question:
"My team is already familiar with the current equipment; how will this change impact their productivity?"
Answer:
I think you can agree that equipment downtime costs you more money and possible future jobs, right?
Feedback:
The response does address the objection by highlighting the cost implications of equipment downtime, which is relevant to productivity. However, it lacks depth in exploring the prospect's specific situation and concerns regarding their team's familiarity with the current equipment. A more effective approach would involve asking follow-up questions to understand their current productivity levels and how new equipment could enhance their operations. Additionally, the tone could be more collaborative rather than assuming agreement. Overall, it demonstrates some understanding but misses an opportunity for deeper engagement and exploration of value.
6.
3
/ 10Question:
"Is there any flexibility in pricing, considering our budget constraints this fiscal year?"
Answer:
Are you paying cash or using the financing?
Feedback:
The response to the objection lacks depth and does not effectively address the prospect's concern about pricing flexibility. Rather than directly acknowledging their budget constraints, the response shifts the focus to payment methods without exploring potential solutions or options for financial assistance. A more effective approach would involve asking questions that delve into their budget limitations, perhaps offering tailored financing solutions or suggesting ways to maximize value within their constraints. Additionally, active listening and demonstrating empathy toward the prospect's situation would have strengthened the rapport. Overall, this response could benefit from a more collaborative and solution-focused approach.
7.
2
/ 10Question:
"I have multiple stakeholders to convince; can you help me prepare for their concerns?"
Answer:
When can I bring a machine for them to demo and look at?
Feedback:
The response fails to address the prospect's primary concern about multiple stakeholders and their specific needs. Instead of asking about a demo, the salesperson should have acknowledged the challenge of getting buy-in from multiple people and offered to help prepare for those discussions. This could include providing tailored materials or insights into common concerns of similar stakeholders. The lack of curiosity and discovery is evident, as there are no follow-up questions to understand the stakeholders' specific concerns. Overall, this response does not effectively engage the prospect or demonstrate a solution-focused approach.
8.
5
/ 10Question:
"I need to see how this skid steer offers more value than the alternatives I'm considering."
Answer:
Can you see the value With our fair pricing up front and the comfort of knowing you’re backed by the best service department in the state?
Feedback:
The response touches on pricing and service, which are important factors, but it lacks depth in addressing the customer's specific concerns about value compared to alternatives. It would be more effective to ask probing questions to uncover what aspects of value the prospect is prioritizing (e.g., performance, durability, maintenance costs). This would allow for a more tailored response that highlights the unique benefits of your skid steer over competitors. Additionally, a stronger closing technique could be employed to reinforce the value proposition. Overall, the response could benefit from more curiosity and discovery to fully engage with the prospect's needs.
9.
7
/ 10Question:
"With so many ongoing projects, how soon do you think we can implement this solution?"
Answer:
How would you like the machine set up for the project and when would be ideal delivery date?
Feedback:
Your response is proactive and shows an understanding of the customer's need for timely implementation. By asking about their preferred setup and delivery date, you're digging deeper into their requirements, which is great. However, it could be improved by acknowledging their concern about ongoing projects first—something like, 'I understand you're busy with several projects. To make this as seamless as possible, how would you like the machine set up for your current projects, and when would be the ideal delivery date for you?' This builds rapport and shows empathy. Overall, good job on engaging them further, but add a bit more acknowledgment of their situation to strengthen your response.
10.
4
/ 10Question:
"I'm not yet convinced this model will deliver a strong ROI given our specific needs."
Answer:
Is this the correct size machine for you Mr prospect or should we look into other models?
Feedback:
The response lacks depth in addressing the prospect's concern about ROI. While asking if the machine is the correct size is a good follow-up question, it doesn't directly tackle the ROI objection. It would have been more effective to explore the prospect's specific needs and how this model can meet them, perhaps using a solution-focused approach by presenting data or examples of ROI from similar clients. Overall, there's a missed opportunity to demonstrate value and engage the prospect in a deeper conversation about their needs.
To improve, consider asking more probing questions to uncover the specific reasons behind their need for a strong ROI and then align the features and benefits of the model accordingly.
Score: 4. This response shows some curiosity but lacks a comprehensive solution-focused approach.