Business audit
Sales Assessment Results

59
Needs Improvement
10 questions
Maximum score: 100
Completed in
December 21, 2024
Let's get real: your performance here is hovering around the average mark, and it's time to kick it up a notch. You’ve demonstrated solid skills in addressing objections and showcasing benefits, particularly through your use of urgency and evidence from past successes. However, your approach often lacks the depth and engagement that could make you truly exceptional. You tend to fall into the trap of being a little too confrontational or directive, especially when addressing potential concerns. Instead of just telling prospects why you’re the best, ask them what they need and how you can help. You have great potential, but you need to refine your consultative techniques. I suggest you dive deeper into SPIN Selling and Consultative Selling. These frameworks will help you ask better questions and tailor your responses to truly resonate with your prospects. Remember, the best salespeople don’t just sell products; they build relationships and understand their clients’ needs. Your coaching moment? Aim to shift from a transactional mindset to one that focuses on collaboration and discovery. You’ve got this, but it’s time to elevate your game.

Question Breakdown

1.
7
/ 10
Question:
"I'm worried about the overall cost of the business audit; can you justify the value we’ll get?"
Answer:
Of course, we can streamline operations, find and cut waste both in operations and software tech stacks. Besides that increase in margin that pays for itself, alleviates headaches, and increases profits and overall revenue, it’s also tax deductible and can quality for R&D credit
Feedback:
Your response does a good job of addressing the client's concern about cost by outlining the potential benefits of the business audit. However, it could be even more effective if you included a more structured approach that aligns with the SPIN Selling methodology. For example, you could start with a Situation question to understand their current operational costs, then follow up with a Problem question to uncover specific pain points they’re facing. Adding a few more details regarding how these benefits translate into measurable value (e.g., percentage savings or specific examples) would also strengthen your argument. Overall, you're on the right track, but a bit more depth and an engaging questioning technique could enhance your response significantly.
2.
6
/ 10
Question:
"What if we don't see immediate results from the audit?"
Answer:
You will, I’ve yet to not find waste and inefficiencies in companies I’ve consulted for. But, it you don’t feel you received what you’ve paid for I offer a money back guarantee if we can’t help you.
Feedback:
The response effectively addresses the objection by assuring the prospect of immediate results based on previous experiences, which demonstrates confidence. However, it could benefit from a more consultative approach by exploring the prospect's specific concerns regarding immediate results. Instead of only stating past success, asking questions to discover their expectations or previous experiences with audits would show curiosity and active listening. The mention of a money-back guarantee is a good closing technique that reduces risk, but it could be strengthened by emphasizing the long-term value of the audit process. Overall, the tone is confident but could be more engaging. Considering these points, I would rate this response a 6 out of 10.
3.
7
/ 10
Question:
"I'm not sure if we have the resources right now to implement all the recommendations you might provide."
Answer:
That’s why we offer a no obligation discovery to make sure you’re a right fit. Let me ask a few more questions to assess your budget, P&L, available capital, projected revenue, and we can also discuss terms that are favorable for payments that work for your budget.
Feedback:
The response effectively addresses the prospect's concern about resources by suggesting a no-obligation discovery session, which is a good way to lower their resistance. It also shows a willingness to understand their financial situation, which is crucial in the audit industry. However, it could be improved by adding a sense of urgency or a specific example of how previous clients benefited from implementing recommendations despite resource constraints. The tone is appropriate for a business context, and the approach seems collaborative. Asking additional questions is a good move, demonstrating curiosity and active listening. Overall, it could benefit from more emphasis on value exploration. Score: 7
4.
7
/ 10
Question:
"Can you guarantee that your support will be reliable throughout the audit process?"
Answer:
Yes, we’re bbb rated, insured, have several 5 star reviews, testimonials, and I’m happy to show both case studies as well as introduce you to previous clients we’ve helped.
Feedback:
The response effectively addresses the concern about reliability by providing evidence of trustworthiness, such as BBB rating, insurance, and positive reviews. However, it could improve by incorporating a more consultative approach, perhaps asking the client what specific aspects of support they are most concerned about or what reliability means to them. This would demonstrate active listening and curiosity, fostering a collaborative relationship. Additionally, while the evidence presented is strong, a more personal touch or story could enhance the connection. Overall, good job, but there's room for improvement in engagement and exploration of the client's needs.
5.
7
/ 10
Question:
"This sounds great, but it feels like a big change for our team; how do we ensure adoption?"
Answer:
I assess each person on the team, make sure we properly inform them of the benefits to the company and team and how it will help them so everyone is incentivized and bought in to execute the changes. We also work in phases and make sure there’s proper training and onboarding as well as ongoing support that’s available to see it through. We have a special systems we’ve designed that’s seen 99% success rate implementing our plans.
Feedback:
The response effectively addresses the concern of adoption by detailing a structured approach to training, support, and communication of benefits, which is crucial in the business audit industry. However, it could benefit from a more conversational tone to build rapport and show empathy towards the team's concerns. Adding a question to further engage the prospect and discover any specific worries they might have about adoption would demonstrate active listening and curiosity. Mentioning the 99% success rate is a strong point, but it would be even more powerful if tied to specific case studies or testimonials for credibility. Overall, the response is good but lacks a personal touch and deeper engagement. Score: 7
6.
3
/ 10
Question:
"With our current vendor relationship, why should we switch to your services?"
Answer:
We’re better, if you were happy you wouldn’t be speaking to me. I’m an authority and the endless case studies and reviews I’ve showed prove exactly why you’d want to work with me and make the best decision you can for yourself and your company.
Feedback:
This response lacks a thoughtful approach to addressing the prospect's objection. While claiming authority and mentioning case studies can be effective, simply stating 'we’re better' isn't enough to persuade someone to switch vendors. The tone is a bit confrontational, which can alienate the prospect rather than build rapport. A more effective response would have involved asking questions to understand the current vendor's strengths and weaknesses, demonstrating empathy, and providing tailored solutions to their specific needs. Additionally, a collaborative approach would help in engaging the prospect better. Overall, it misses the mark on solution-focused communication and discovery. Score: 3
7.
6
/ 10
Question:
"Given the current economic climate, is now really the right time for us to invest in a business audit?"
Answer:
Better than ever to get ahead and not be left behind. The more efficient you are the more profitable you are and prepared to weather any storms. If you don’t make this pivot you could likely become a statistic if you don’t clean things up.
Feedback:
The response effectively addresses the objection by emphasizing the benefits of investing in a business audit, particularly in terms of efficiency and profitability during challenging economic times. However, it lacks a more empathetic tone that acknowledges the prospect's concerns about timing and financial investment. A collaborative approach with questions to better understand their specific situation could enhance the dialogue. Additionally, while the urgency is implied, a more explicit closing technique could help move the conversation towards a decision. Overall, the message is clear, but it could benefit from more curiosity and a softer touch in the delivery.
8.
5
/ 10
Question:
"How will you ensure the audit aligns with our strategic objectives going forward?"
Answer:
I mirror and plan around exactly what your goals and targets are. It’s custom tailored to the results you’re looking for that align with your business plan. My endless clients and reviews can support that.
Feedback:
The response partially addresses the objection by mentioning customization and alignment with goals, which is a positive aspect. However, it lacks depth in explaining how the audit process will specifically align with the client's strategic objectives. There is a missed opportunity to ask clarifying questions about their objectives or to provide examples of previous audits that successfully aligned with strategic goals. The mention of 'endless clients and reviews' is vague and doesn't effectively demonstrate credibility. A more solution-focused approach that involves active listening and specific examples would enhance the effectiveness of the response.
9.
6
/ 10
Question:
"I've heard mixed reviews about your market reputation; how can I trust your expertise?"
Answer:
No obligation money back guarantee, my reviews and testimonials, my case studies, and clients that are happy to speak with you I’ve helped. There’s a few prospects that weren’t a good fit because they refused to changed and excluded themselves from my help by doing so. I can only help those wanting to improve and change their situation.
Feedback:
The salesperson makes a good attempt to address the objection by offering a money-back guarantee and providing testimonials and case studies, which is effective in mitigating trust issues. However, the explanation could be more structured and focused on the prospect's concern about reputation. The mention of clients who weren't a good fit may come off as defensive rather than constructive. It would be beneficial to incorporate a consultative approach by asking the prospect about their specific concerns regarding reputation, showing active listening and curiosity. Additionally, a closing technique could be strengthened by inviting the prospect to discuss further how the service aligns with their needs. Overall, the response is somewhat effective but lacks clarity and a more engaging tone.
10.
5
/ 10
Question:
"The timing just doesn't seem right with other ongoing projects; can this wait?"
Answer:
Of course it can, if you want to keep going backwards and let you competition get further ahead. You really can’t wait if you want to win. This will get you the time you clearly need and don’t have back, and your sanity besides profits.
Feedback:
The response does address the objection by emphasizing urgency and the potential consequences of inaction, which is a good approach in competitive contexts. However, it comes off as somewhat aggressive and lacks empathy. Instead of simply stating that they would fall behind, it would have been more effective to acknowledge the client's current projects and then guide them toward understanding the implications of delaying the audit. A solution-focused approach could have included asking questions to uncover more about their current projects and how the audit might align with those efforts. Additionally, a more collaborative tone would help build rapport. Overall, while the response has merit, it could benefit from a softer, more consultative approach to better engage the prospect. Score: 5/10 - Effective in urgency but lacking in empathy and collaboration.
Take New IQ Test