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Sales Assessment Results by Adewale Oluwafemi
34
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s get real. Your performance on this test was below par, with an average score of 3.4. You’re missing the mark on key aspects of effective selling, especially when it comes to addressing customer objections. Clarity and specificity are your best friends, and right now, you’re treating them like distant acquaintances. Your responses often lack the detailed insights that build trust and confidence in your solutions. You need to focus on illustrating the value of your offerings with concrete examples, metrics, and tailored case studies to show that you truly understand your prospect's needs.
It’s clear you have the potential to improve, but you need to adopt a more solution-focused approach. I recommend diving deep into SPIN Selling and the Sandler Selling System. These techniques will help you formulate questions that uncover customer pain points and drive the conversation toward meaningful solutions.
Here’s your coaching moment: Sales isn’t just about talking; it’s about listening and responding to what your customers truly need. Get out there, engage authentically, and remember that each response is an opportunity to build trust and showcase the value you bring. The next time you face a customer objection, remember: clarity and confidence can turn hesitation into a sale.
Question Breakdown
1.
0
/ 10Question:
"I'm not sure if this upgrade will actually deliver the ROI we're looking for; can you provide specific performance metrics?"
Answer:
At least about 50%
Feedback:
The response lacks clarity and specificity. Simply stating "At least about 50%" does not effectively address the concern regarding ROI and performance metrics. It fails to provide detailed data or examples that would help the prospect feel confident in the upgrade's value. A more thorough response should include concrete metrics, case studies, or testimonials that substantiate the expected ROI. This response does not demonstrate active listening or a solution-focused approach, which are critical in addressing customer objections.
2.
0
/ 10Question:
"With the change in our budget cycle coming up, how can we justify this expense right now?"
Answer:
An increase
Feedback:
The response "An increase" is vague and does not address the prospect's concern about justifying the expense amidst a changing budget cycle. It fails to provide context, rationale, or specific examples that would help the prospect understand the value of the investment at this time. A more effective response should include a clear explanation of how this expense can lead to savings or revenue generation, along with potential ROI calculations. Additionally, engaging the prospect with questions about their budget considerations would demonstrate active listening and a collaborative approach.
3.
3
/ 10Question:
"We've had issues with integration in the past; what guarantees do you have that this will be different?"
Answer:
This includes
Proven methodology
Dedicated support team
Clear communication
Testing and monitoring
Feedback:
The response is incomplete and lacks strong assurance regarding the specific concerns about integration issues. While mentioning a "proven methodology," a "dedicated support team," and "testing and monitoring" hints at a structured approach, it does not provide concrete examples or guarantees that directly address the prospect's past experiences. A more effective response should delve into specific case studies or testimonials that demonstrate successful integration, as well as any metrics showing improvement. Furthermore, engaging the prospect by asking about their specific integration challenges could enhance understanding and build trust.
4.
4
/ 10Question:
"I'm concerned about the time it will take for our team to adapt to this new system amidst our current projects."
Answer:
This can be as a result of stress, therefore to ease adaptation there must be phase rollout, hand on training, dedicated support and feedback loop
Feedback:
The response identifies potential stress as a concern, which is a good start. However, it lacks specificity and clarity regarding the adaptation process. While mentioning "phase rollout," "hands-on training," and "dedicated support" indicates a plan, providing more details on how these elements will directly address the team's concerns and the timeline involved would strengthen the response. Additionally, engaging the prospect with questions about their current projects or specific stress points could demonstrate active listening and a more collaborative approach.
5.
3
/ 10Question:
"Can you clarify how your solution compares to what we've been using in terms of quality and support?"
Answer:
Service level agreement versus current support model
Feedback:
The response is too brief and lacks depth needed to effectively address the prospect's request for a comparison of quality and support. Simply stating "Service level agreement versus current support model" does not provide the necessary context or detail to clarify the benefits and differences between the solutions. A more comprehensive response should include specific features of your service level agreement that enhance quality or support, examples of how your support model has benefited other clients, and possibly metrics that demonstrate superior performance. Additionally, engaging the prospect by asking about their current support challenges could show active listening and a willingness to collaborate.
6.
5
/ 10Question:
"I'm feeling pressure from other departments to consider alternative solutions that might be cheaper; how do you address that?"
Answer:
I acknowledged cost concern but redirect the discussion towards value and long term return on sales. I provide a clear comparison of benefits , reliability and overall impact
Feedback:
The response demonstrates an attempt to address the cost concern by shifting the focus to value and long-term returns, which is a good approach. However, it lacks specificity and concrete examples that would help the prospect understand how your solution stands apart from cheaper alternatives. Including detailed comparisons or data points about ROI, testimonials, or case studies would strengthen your argument. Additionally, actively engaging the prospect by asking about their specific concerns or the alternatives they are considering could lead to a more collaborative discussion. Overall, the communication could be clearer and more impactful.
7.
6
/ 10Question:
"The practical benefits you've mentioned sound great, but can they be backed up with any real-life case studies?"
Answer:
Absolutely we have case studies: company x 30% efficiency boost, #10 saved annual
Company Y 99.9% uptime reduce support tickets by 40%
Feedback:
The response attempts to address the objection by providing two case studies, which is a positive step. However, it lacks clarity and detail in several areas. For instance, mentioning "company x" and "company Y" without elaborating on their specific industries, contexts, or how these results were achieved limits the impact of the response. Additionally, the phrasing of "#10 saved annual" is unclear and likely a typographical error, which detracts from credibility. To improve, consider clearly stating the names of the companies, the challenges they faced, and how your solution specifically contributed to their success. Engaging the prospect with questions about their specific concerns regarding case studies could also enhance the conversation.
8.
4
/ 10Question:
"What happens if we need a customization later on? Will that impact our overall costs significantly?"
Answer:
Typically customization might add 10-20% to cost depending on complexity
Feedback:
The response provides a rough estimate of the potential cost increase due to customization, which is a positive start. However, it lacks detail and context that would help the prospect understand the factors influencing customization costs. For instance, explaining the types of customizations that might be needed, how they can enhance the overall value of the solution, and any examples of previous customization projects would strengthen the answer. Additionally, engaging the prospect by asking about their specific customization needs or concerns could demonstrate a more collaborative approach and active listening.
9.
5
/ 10Question:
"We've recently faced pushback internally for previous implementations; how can I ensure buy-in from my stakeholders this time?"
Answer:
I can involve stakeholders early, address past concerns, show clear benefits and pilot test
Feedback:
The response effectively mentions involving stakeholders early and addressing past concerns, which are key steps in ensuring buy-in. However, it lacks depth and specific strategies on how to address those past concerns or what the clear benefits are. It would be stronger if it included examples of how previous feedback has been integrated into the current approach or specific metrics that demonstrate the expected benefits. Additionally, elaborating on the pilot test process and how it will mitigate risks could enhance the response. Overall, while there is an attempt to be proactive, it requires more specificity and clarity to instill confidence in the prospect.
10.
4
/ 10Question:
"The current vendor relationship has been stable; what makes your offering worth the transition risk?"
Answer:
We will ensure seamless migration and ongoing support
Feedback:
The response attempts to address the stability of the current vendor by mentioning "seamless migration" and "ongoing support," which are critical factors. However, it lacks depth and does not provide specific details on how your solution will mitigate transition risks or improve upon the existing relationship. Including insights into the unique benefits of your offering, examples of successful transitions, or metrics demonstrating enhanced value would strengthen the response. Additionally, engaging the prospect by asking about their specific concerns with the transition could foster a more collaborative conversation. Overall, the response needs to be more compelling and informative to instill confidence in the prospect's decision-making process.