Sales
Sales Assessment Results by Hosea Zakaria Dunku
7
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here: your performance is not just lacking—it's struggling to stay afloat. With an average score of 0.7, it's clear that you’re missing the mark on addressing customer objections, which is vital in sales. There’s a consistent theme of failing to engage with the prospect’s concerns. Instead of building rapport, you’re offering vague responses that don’t connect with their needs or challenges. You need to immerse yourself in the customer’s perspective and practice empathy.
The strongest demonstrated technique is a basic acknowledgment of the need for clarity, but even that is a stretch. You must step up your game and focus on developing your objection handling skills. Dive into the Objection Handling Techniques and the Sandler Selling System. These will help you tackle objections head-on and foster a more collaborative conversation.
Here’s your coaching moment: remember that every objection is an opportunity to deepen the relationship and showcase your solutions. Don't shy away from the tough questions; lean into them. Build rapport by listening and responding thoughtfully. If you can turn these objections into conversations, you’ll not only improve your scores but also create lasting connections with your clients. It’s time to get to work.
Question Breakdown
1.
0
/ 10Question:
"We have a longstanding relationship with our current provider, and switching would require significant justification."
Answer:
No
Feedback:
The response does not address the objection at all, failing to provide any justification or engagement. It lacks understanding of the customer's perspective and does not attempt to build rapport or explore a solution. A more effective response would acknowledge the existing relationship and ask questions to uncover potential dissatisfaction or needs that could justify a switch.
2.
0
/ 10Question:
"The initial cost seems high, and I need to validate that the ROI justifies it over the long term."
Answer:
Yes
Feedback:
The response fails to address the objection regarding the initial cost and the need to validate ROI. It lacks any engagement, justification, or exploration of the customer's concerns. A more effective reply would acknowledge the cost concern and provide insight into the potential ROI or ask probing questions to understand their specific needs and expectations. This would demonstrate understanding and open a dialogue about value.
3.
0
/ 10Question:
"Can you guarantee that your solution will integrate seamlessly with our existing systems without major disruptions?"
Answer:
Yes
Feedback:
The response is overly simplistic and does not adequately address the customer's concern about integration and potential disruptions. A more effective approach would be to acknowledge the complexity of integration and ask questions to understand the existing systems better. This would demonstrate active listening and allow for a more nuanced discussion about how your solution can be tailored to meet their specific needs. Additionally, providing examples or assurances of support during the integration phase would help build trust and confidence.
4.
0
/ 10Question:
"We’re currently focused on other strategic initiatives, so I’m not sure if this aligns with our priorities right now."
Answer:
We should focus on our strategy to avoid distractions
Feedback:
The response fails to acknowledge the prospect's concern about alignment with their strategic initiatives. It does not engage in a discussion or ask questions to understand their priorities better, which is critical in consultative selling. A more effective approach would involve asking how their current initiatives are impacting their needs and exploring potential overlaps or ways your solution could support their strategy. This would demonstrate active listening and curiosity, creating an opportunity for collaboration.
5.
0
/ 10Question:
"The learning curve for our team could impact our productivity; how do you address that?"
Answer:
True
Feedback:
The response is not relevant and fails to address the prospect's concern about the learning curve and its impact on productivity. It does not provide any meaningful engagement, solution, or reassurance. A more effective approach would include acknowledging the learning curve, discussing the training and support provided, and asking questions to understand the specific challenges the team might face. This would demonstrate empathy and a commitment to ensuring a smooth transition.
6.
0
/ 10Question:
"I’m concerned about the potential hidden costs that might arise post-implementation."
Answer:
That's. cost included in the Budget
Feedback:
The response is vague and does not directly address the prospect's concern about potential hidden costs. It fails to provide clarity or reassurance, which is essential when dealing with financial concerns. A more effective approach would include an acknowledgment of the possibility of hidden costs, a discussion about transparency in pricing, and perhaps an explanation of how your company manages unforeseen expenses. Asking questions to uncover the prospect's specific worries would also demonstrate a deeper understanding of their concerns.
7.
1
/ 10Question:
"How does your company plan to stay ahead of evolving technology trends that could affect this solution?"
Answer:
Staying focus and getting the right technologies to work with to achieve it's goals
Feedback:
The response lacks clarity and does not directly address the prospect's concern about how the company plans to stay ahead of evolving technology trends. It is vague and does not provide specific strategies or insights that would reassure the prospect. A more effective response would involve outlining specific initiatives, research and development efforts, or partnerships that demonstrate the company's commitment to innovation. Additionally, asking the prospect about their own technology concerns could facilitate a more engaging and collaborative conversation.
8.
3
/ 10Question:
"I want to ensure that we have buy-in from all stakeholders before making a decision; what’s your approach to that?"
Answer:
Calling on a meeting with the stake holder to discus way forward
Feedback:
The response lacks detail and does not adequately address the prospect's concern about stakeholder buy-in. It is overly simplistic and fails to demonstrate an understanding of the importance of involving all parties in the decision-making process. A more effective response would include a strategy for facilitating discussions with stakeholders, such as outlining the steps to engage them, providing information that supports the decision, and offering to assist in the communication process. This would show a commitment to collaboration and understanding of their organizational dynamics.
9.
3
/ 10Question:
"What measures do you have in place for ongoing support to ensure compliance with industry regulations?"
Answer:
Training is one measure one will take ,to ensure compliance from all staff
Feedback:
The response only mentions training as a measure without providing any specifics about the ongoing support structure or compliance mechanisms in place. It lacks depth and fails to address the prospect's need for assurance regarding comprehensive support. A more effective answer would detail various support methods, such as regular audits, updates on regulations, dedicated support teams, and proactive communication strategies. Additionally, asking the prospect about their specific compliance challenges would demonstrate a collaborative approach and a commitment to understanding their needs better.
10.
0
/ 10Question:
"Given the current economic climate, we’re hesitant to commit to new investments without clear, measurable outcomes."
Answer:
Yes
Feedback:
The response does not address the prospect's concern about the economic climate and their hesitance to invest. It fails to engage in a discussion, provide justification, or explore options for demonstrating clear, measurable outcomes. A more effective response would acknowledge the concern and offer insights into how your solution can deliver quantifiable results, potentially asking questions to uncover specific metrics the prospect is interested in tracking. This would show that you understand their situation and are willing to work collaboratively to alleviate their concerns.