Golf Carts
Sales Assessment Results
62
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's be real, your performance here is a mixed bag that reflects some serious potential but also leaves a lot of room for growth. You have moments where you show a solid foundation in understanding customer needs, especially when you effectively acknowledge concerns and offer solutions like demos or customization options. However, too often, your responses lack the depth and curiosity that could really elevate your game. You need to dig deeper into the prospect's situation and ask more follow-up questions—don’t just scratch the surface.
It’s clear that you have a grasp on basic techniques, but your approach could benefit from a more structured use of consultative selling and a little more storytelling to engage your prospects emotionally. They want to feel understood, not just sold to. You should definitely explore SPIN Selling and Solution Selling further; these techniques will help you ask the right questions and tailor your solutions more effectively.
Here’s your coaching moment: remember that every interaction is an opportunity to build a relationship, not just make a sale. Adopt a mindset of curiosity—ask 'why' and 'how' instead of rushing to close the deal. If you can cultivate that, you’ll not only improve your scores but also create lasting partnerships with your clients. Don’t settle for average; push for excellence!
Question Breakdown
1.
5
/ 10Question:
"We're currently allocating our budget for next fiscal year, can we revisit this then?"
Answer:
What if I could show you a way to make this a tax deductible advertising expense?
Feedback:
The response attempts to address the budget objection by introducing a potential tax benefit, which is creative and could capture interest. However, it lacks depth in exploring the prospect's current situation and needs. It would have been more effective to ask a follow-up question to understand their budget timeline or priorities better. Additionally, the response does not clearly communicate the immediate value or urgency of considering the purchase now, nor does it employ a closing technique that encourages further engagement. Overall, while there's a spark of a solution-focused approach, it falls short in terms of curiosity and active listening.
2.
4
/ 10Question:
"I’m concerned about how quickly we can implement these golf carts without disrupting our current operations."
Answer:
Let me handle that, we can have them incorporated into your current routine within a couple of weeks.
Feedback:
The response provided addresses the concern of implementation speed, but it lacks depth and reassurance. While stating that the golf carts can be incorporated within a couple of weeks is a good start, it would benefit from elaborating on the specific steps or support that will be provided during the transition. This could include mentioning a dedicated team for the implementation, training for staff, or a phased rollout to minimize disruption. Additionally, the tone could be more collaborative by acknowledging the prospect's concern more empathetically and inviting further questions. Overall, it feels a bit dismissive rather than engaging.
Score: 4/10 – Needs more detail and a collaborative tone to effectively address concerns.
3.
5
/ 10Question:
"With our ongoing projects, I’m not sure we have the resources to manage another purchase right now."
Answer:
Our buying process is so simple you won’t need to use any of your current resources for this purchase. We can submit a PO for you and have them setup and running immediately! What day should we deliver them?
Feedback:
The response attempts to address the objection by emphasizing the simplicity of the buying process, which is a good start. However, it lacks a deeper understanding of the prospect's situation and does not ask any follow-up questions to explore the concern further. It would be more effective to acknowledge their current projects and ask questions to uncover specific resource constraints. The abrupt push for a delivery date may come off as too aggressive without first confirming their interest or willingness to discuss further. Overall, while it shows some urgency and simplicity, it misses the mark on collaboration and discovery.
Consider incorporating a more consultative approach by asking about their current projects and how you can support them without adding pressure.
Score: 5
4.
6
/ 10Question:
"We have a long-standing relationship with our current vendor; why should we consider switching?"
Answer:
I completely understand your reluctancy to make the switch to our Golf Carts. I’d be happy to get you a detailed cost breakdown including the maintenance savings by switching to our superiors Golf Carts. Although I’m sure you’re happy with your current provider, I’m confident our product and customer service will make the switch worthwhile!
Feedback:
Your response does a decent job of acknowledging the prospect's concern, which is a great start. However, it could be more effective by specifically addressing the implications of sticking with their current vendor and exploring the unique value your golf carts can provide. Rather than just offering a cost breakdown, consider asking a few discovery questions to uncover any potential pain points with their current vendor. This would allow you to tailor your response better and demonstrate a solution-focused approach. Additionally, using a closing technique, such as creating urgency or summarizing the benefits, could strengthen your case. Overall, it's a solid foundation, but it needs more depth and engagement with the prospect's perspective.
5.
5
/ 10Question:
"Can you provide evidence that your golf carts will yield the ROI we need compared to our current solution?"
Answer:
Absolutely, our carts are proven to be the best in the industry with 100s of reviews from verified buyers! If I could provide you with that information today, would you be willing to pull the trigger?
Feedback:
The response does a decent job of acknowledging the objection regarding ROI by stating that the carts have '100s of reviews from verified buyers.' However, it lacks specific evidence or data that could substantiate the claim of ROI, such as cost savings, performance metrics, or comparisons with the current solution. The closing question is a bit presumptive and could be softened to build rapport. Using a consultative approach to explore the prospect's specific ROI expectations would have shown better active listening and curiosity. Overall, this response is more of a sales push than a collaborative exploration of the customer's needs.
To improve, consider providing concrete data or case studies that demonstrate ROI and engage the prospect with questions about their current solution and desired outcomes.
Score: 5/10.
6.
6
/ 10Question:
"I need to ensure that any new purchase aligns with our company's strategic goals for this year."
Answer:
Totally understand that, I’d actually prefer that since our company depends on referrals to be successful I want to be sure you’re completely satisfied! What information can I provide you with to help you research these are the right Golf Carts for your company?
Feedback:
The response demonstrates a good understanding of the prospect's concern by acknowledging the importance of alignment with their strategic goals. However, it lacks depth in addressing the objection. It would benefit from a more structured approach that focuses on exploring the prospect's strategic goals in detail (using techniques like SPIN or NEAT) and how the golf carts can specifically support those goals. Additionally, while the offer to provide more information is helpful, it could be more proactive by suggesting specific data or examples that align with their objectives. Engaging the prospect with thoughtful questions about their goals would enhance curiosity and discovery. Overall, the tone is friendly and appropriate for the industry, but the response could be more solution-focused and collaborative in nature.
7.
7
/ 10Question:
"Is it possible to get a customized solution that fits our specific operational needs?"
Answer:
Absolutely, we can build the carts with accessories to fit your specific needs! Can you provide me with a list of all the options you think you’ll need? I’ll review and email you with anything else I think may benefit your specific needs! Once we have a plan, we should be able to deliver in 2-3 weeks.
Feedback:
The response effectively addresses the customer's concern about customization by confirming that the golf carts can be tailored to meet their operational needs. The salesperson invites the prospect to share their specific requirements, which demonstrates curiosity and a willingness to collaborate. However, the response could benefit from a more structured approach, potentially by briefly outlining some common customization options or asking probing questions to discover the prospect's needs further. It lacks a closing technique to guide the prospect toward the next step, such as scheduling a follow-up call or meeting, which would strengthen the engagement. Overall, it's a good start but could be improved with more detailed exploration of needs and a clearer path forward.
8.
8
/ 10Question:
"How do your golf carts handle compliance with current environmental regulations?"
Answer:
All of our carts are electric so meet and exceed environmental regulations! It’s great to be dealing with a company who takes the environment into consideration. Take a look at this brochure with all of the specifics and models, once we narrow that down we can start your custom order! What’s your time frame for this purchase?
Feedback:
The response effectively addresses the concern about environmental compliance by emphasizing that all carts are electric, which is a strong point. However, it could benefit from more detail about how they specifically meet and exceed regulations, perhaps mentioning any certifications or features that address environmental concerns. The tone is positive, and the transition to discussing the brochure and custom orders is smooth, showing a good closing technique. The question about the time frame is a solid move towards closing the deal, demonstrating curiosity and discovery about the prospect's needs. Overall, the response is clear and solution-focused, but it could enhance value exploration by providing more specific information.
Score: 8
9.
8
/ 10Question:
"I’m worried about the potential risk to my position if this investment doesn't meet our expectations."
Answer:
Completely understand your concern as this is a large purchase. What if I could offer you a demo to use for a couple of weeks to be sure it fully meets your company’s needs? Typically we don’t offer that, but I want to be sure you’re completely satisfied with your purchase so we can do business in the future not just today!
Feedback:
The response effectively addresses the customer's concern by acknowledging their worries about the investment and showing empathy. Offering a demo is a strong solution-focused approach that allows the prospect to test the product, reducing perceived risk. The tone is appropriate and builds rapport by emphasizing future business potential, indicating a desire for a long-term relationship. However, the response could benefit from asking a follow-up question to further explore the prospect's specific expectations or concerns regarding the product. Overall, this response is well-crafted and demonstrates active listening, but a little more curiosity could enhance it further.
10.
8
/ 10Question:
"Can you confirm that your support and service will be available post-purchase, especially during implementation?"
Answer:
Of course, I’ll personally be here for the delivery and training process. Our company is very hands on, we don’t just “take your money and run” as stated before we want a customer for life not just today! Also this is my personal cell phone number so you can call or text me anytime you have a question. Would you like to start your order today or will you need to discuss the purchase with someone else first?
Feedback:
The response effectively addresses the prospect's concern about post-purchase support by emphasizing personal involvement and accessibility, which builds trust. The tone is friendly and reassuring, suitable for the golf cart industry where customer relationships matter. However, the closing question could be softened to ensure it doesn't seem pushy. Instead of jumping straight to asking if they want to start the order, it would be better to ask if they have any further questions or if they'd like to discuss specific concerns about implementation. This would demonstrate active listening and curiosity about the prospect's needs. Overall, the response shows a good understanding of the importance of support in building long-term relationships, but it could benefit from a more collaborative approach in the closing.
Score: 8