Tires
Sales Assessment Results by Michael Mackey
73
Professional Closer
10 questions
Maximum score: 100
Completed in
You’ve put in a solid performance, scoring an average of 7.3. That shows you’re doing many things right, especially in your ability to address customer concerns with relevant information and solutions. Your strongest techniques include Solution Selling and Objection Handling, particularly when you provided guarantees and detailed explanations that clearly contrasted your offerings with competitors. That’s the kind of clarity prospects appreciate.
However, there’s a consistent pattern of missed opportunities to deepen engagement. You often fail to ask follow-up questions that could draw out more from your prospects and demonstrate active listening. This is where you can really elevate your game. Remember, sales isn’t just about providing answers; it’s about fostering a dialogue.
To push your performance higher, I recommend studying the Consultative Selling and NEAT Selling techniques. They’ll help you refine your approach to understanding customer needs better and encourage more collaborative dialogues.
Here’s your coaching moment: think of every interaction as a chance to build a relationship, not just close a sale. The best salespeople are those who listen as much as they talk. Make it your mission to turn every response into a conversation. That’s where the magic happens.
Question Breakdown
1.
5
/ 10Question:
"I'm worried about the long-term costs of these tires; how do they really compare against what I'm currently using?"
Answer:
These tires are an upgrade in longevity over what you’re currently riding on. They are going to also be much safer and carry a better mileage warranty with the manufacturer than the ones currently on your vehicle. The benefit is a longer lasting better riding tire than will require less frequent replacements saving you money in the long run.
Feedback:
The response addresses the concern about long-term costs by emphasizing longevity and safety, which are relevant factors for tires. However, it lacks a direct comparison to the current tires the prospect is using, which would provide a clearer perspective on cost-effectiveness. Additionally, it would benefit from asking a follow-up question to engage the prospect further and confirm understanding of their current tire performance. A more structured approach could enhance the explanation and make it more compelling.
2.
7
/ 10Question:
"I've had issues with my last set; can you guarantee these won't just wear out quickly?"
Answer:
The manufacturer of these tires has a guarantee of 80,000 miles which is far longer than the tires you currently have at 40,000. We can inspect your vehicle to insure there are no outside factors that are contributing to this wear as well to help you have the longest life possible out of your next set.
Feedback:
The response effectively addresses the objection by providing a concrete guarantee of 80,000 miles, which directly contrasts with the currently used tires. This comparison highlights the longevity of the new tires and addresses the prospect's concern about premature wear. Additionally, offering an inspection demonstrates a proactive approach to ensuring optimal performance, which builds trust. However, the response could be improved by including a follow-up question to further engage the prospect and understand their past issues better. This would show active listening and a collaborative approach to finding a solution.
3.
8
/ 10Question:
"My budget is tight right now; what flexible payment options do you offer?"
Answer:
I’m glad you asked, we offer a no money down 6 month payment plan with no interest if paid in full by the end of the promotional period. This allows you to get the tires you need while also not having to come out of pocket today. This offer also comes with $118 off select tire brands which also saves you more in the process!
Feedback:
The response effectively addresses the prospect's concern about budget by offering a clear and attractive payment plan with no upfront costs. Highlighting the interest-free option and the additional savings of $118 adds value to the proposition, making it more appealing. However, the response could be enhanced by including a follow-up question to further engage the prospect and assess their specific concerns or preferences regarding payment options. This would demonstrate active listening and a more collaborative approach to finding a solution.
4.
6
/ 10Question:
"I've been with my current tire supplier for years; why should I switch now?"
Answer:
You coming to me today means you have a desire for either better service or better price, and I can offer both. The combination of our unmatched warranty program, all inclusive tire package, and customer service cannot be beaten. We offer a price match guarantee so theres no reason to go back. You’re already here so lets get you taken care of!
Feedback:
The response acknowledges the prospect's loyalty to their current supplier but lacks a personalized approach that examines the specific reasons for the prospect's visit. While highlighting better service and pricing is good, it would have been stronger to include specific examples of how your offerings outperform their current supplier. The mention of a price match guarantee is a solid point, but it misses a follow-up question to further understand the prospect's needs or concerns, which would enhance engagement.
Additionally, the tone could be perceived as somewhat presumptive, as it assumes the prospect is dissatisfied without first qualifying their experience with their current supplier. Building rapport through curiosity and active listening would strengthen the response significantly.
5.
8
/ 10Question:
"What happens if I have a flat? How quickly can I get support from you?"
Answer:
We offer completely free flat repairs as part of our program and are open 8-6 monday through friday with a person dedicated to taking care of those emergency situations. In most cases we can have you out in as little as 20 minutes at any of our 18 locations. Would you like to come in to take care of that now?
Feedback:
The response effectively addresses the concern about flat repairs by detailing the free service provided and the availability of support during business hours. Mentioning the quick turnaround time of 20 minutes enhances the appeal and demonstrates efficiency, which is critical for prospects worried about being stranded. However, the response could benefit from a slight tone adjustment; asking the prospect if they would like to come in now may come across as a bit pushy without first gauging their interest. Including a question to understand their specific concerns about flat tires could foster a more collaborative dialogue. Overall, a strong response with room for improved engagement.
6.
8
/ 10Question:
"I've heard your competitors offer better warranties; how does your warranty hold up?"
Answer:
Most of my competitors offer a prorated warranty based on the mileage used. Ours is a flat free replacement for 3 years and half off for 3 more years for a total of 6 years coverage. I am confident none of my competitors offer this. We strive to offer coverage for the entire life of the tire while most only return pennies on the dollar. How many miles are year are you putting on your vehicle? If its a lot, those other warranties won’t hold a candle to ours!
Feedback:
The response effectively contrasts the competitor's prorated warranty with a clear explanation of your flat free replacement warranty for 3 years and half off for an additional 3 years. This highlights the strength of your warranty coverage, emphasizing its value over competitors. The mention of returning 'pennies on the dollar' is a striking way to illustrate shortcomings in competitor offerings. However, the tone could come off as somewhat dismissive of competitors; focusing more on the value to the prospect rather than disparaging others might create a more positive impression. The follow-up question about annual mileage is a good touch, as it engages the prospect and encourages dialogue about their specific needs, but it could be framed in a more exploratory way to enhance curiosity. Overall, it shows a solid understanding of the warranty's value but could benefit from a more collaborative tone.
7.
8
/ 10Question:
"Can you tell me how these tires will actually improve my vehicle's performance in real terms?"
Answer:
These tires have the best ratings in mileage,traction, noise, and comfort of any in there class. What this means for you is better performance in rain, much greater longevity, and a far more comfortable ride without that nasty road noise some tires make. Is there a specific aspect of performance that matters most to you so we can lock in the absolute best tire for your needs?
Feedback:
The response effectively highlights the features of the tires, mentioning key performance areas such as mileage, traction, noise, and comfort. This addresses the prospect’s concern by focusing on tangible benefits that improve vehicle performance, such as better handling in rain and increased comfort. The follow-up question about specific performance aspects is a strong addition, as it demonstrates curiosity and engages the prospect in a dialogue tailored to their needs. However, the response could be enhanced by providing specific data or examples that illustrate how these tires outperform competitors in those areas, which would strengthen the argument and provide more value. Overall, a solid response with room for deeper exploration of the prospect's specific performance expectations.
8.
7
/ 10Question:
"I'm not sure I can justify this expense right now; what's the ROI on these tires?"
Answer:
Sure, these tires have a larger up front cost, but in return they well last much longer, they will help improve gas mileage further saving you money in the long run, and they will provide the best ride quality over the cheaper options. We also offer financing to lessen the impact of the cost over 6 months with no interest.
Feedback:
The response addresses the objection by acknowledging the upfront cost while emphasizing the long-term benefits, such as longevity and improved gas mileage, which contribute to a positive ROI. However, it could be enhanced by offering specific figures or examples to quantify the savings over time, making the ROI more tangible for the prospect. Additionally, while mentioning financing options is helpful, a follow-up question to further explore the prospect's budget concerns or what specific ROI metrics they are interested in would foster a more collaborative approach. Overall, a solid response but could use more depth and engagement.
9.
8
/ 10Question:
"I need to get these installed right away; how fast can you deliver and fit them?"
Answer:
Great news, I have the tires in stock and can install them right away. I have a tech on standby if you would like to come in now. We’ll have you out the door in about an hours time. Would that work for you? If not, what is a good time for you?
Feedback:
The response effectively addresses the prospect's urgency by confirming the availability of tires and offering immediate installation, which is crucial for a customer in need. The mention of having a technician on standby adds a personal touch and demonstrates readiness to serve. However, the follow-up question about whether the proposed timing works could be phrased more collaboratively to ensure the prospect feels in control of the decision. Additionally, it could benefit from reinforcing the value of the quick turnaround, such as emphasizing how it can help them get back on the road sooner. Overall, a strong response with a minor opportunity for enhancing engagement.
10.
8
/ 10Question:
"What if my preferred tire size isn't in stock?"
Answer:
We have a local warehouse that stocks most sizes we don’t have in store. Let me check on that for you right now. If available we can usually have them here same day within a few hours. Was there a certain time frame that you needed to have them installed by?
Feedback:
The response effectively addresses the prospect's concern by confirming that there is a local warehouse with most sizes in stock and offers to check the availability immediately. This shows a proactive approach and a willingness to assist the prospect. Additionally, the mention of same-day availability within a few hours is a strong selling point that adds urgency and value. The follow-up question about the installation timeframe is appropriate, as it further engages the prospect and clarifies their needs. However, it could be enhanced by briefly emphasizing the reliability of your supply chain or customer satisfaction related to stock availability, which would further build trust. Overall, a solid response that effectively addresses the objection with room for deeper engagement.