Cleaning
Sales Assessment Results
37
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance is falling way short of expectations, and it shows in your average score of 3.7. You’re clearly struggling with engagement, active listening, and providing value in your responses. The feedback consistently points out a lack of warmth and empathy, especially vital in the cleaning industry where trust is your currency. You need to stop being dismissive and start exploring your prospect's needs with genuine curiosity. Your attempts to probe deeper are commendable, but without a solid follow-up that addresses their concerns, they fall flat.
You’ve dabbled with SPIN Selling and a few solution-focused techniques, but it’s clear you need to dive deeper into consultative and solution-focused selling. These techniques will not only help you understand your prospects better but will also equip you to offer tailored solutions that resonate with their specific pain points. It’s time to invest some serious effort into mastering these.
Remember, sales is not just about pushing your agenda; it's about collaboration and building relationships. The next time you're faced with a prospect's objection, don’t just acknowledge it—empathize with it. This is your moment to shine and demonstrate that you understand their situation intimately. Transform that sales conversation into a partnership, and watch how it changes the game for you.
This is your wake-up call. Dig in, refine your approach, and remember that every interaction is an opportunity to build trust and rapport. You’ve got this, but only if you’re willing to put in the work.
Question Breakdown
1.
2
/ 10Question:
"We're currently evaluating our cleaning solutions, but I'm worried my stakeholders won't see the ROI in switching vendors right now."
Answer:
What’s at steak if you keep your current ones?
Feedback:
This response misses the mark on several levels. First, it doesn't effectively address the concern about ROI for the stakeholders; instead, it seems a bit confrontational or dismissive by asking about the stake involved. A more effective approach would have been to ask questions that explore the prospect's current challenges and the potential value of your solution, which could help paint a clearer picture of ROI. Additionally, there's a lack of active listening and curiosity about their evaluation process. Building rapport and demonstrating understanding of their situation is crucial in the cleaning industry, especially when stakeholders are involved. Overall, the response could benefit from a more solution-focused and collaborative approach.
2.
5
/ 10Question:
"Our last cleaning service failed to meet compliance standards, which has made us hesitant to try a new provider."
Answer:
Can you please specify the compliance standards they were being measured by
Feedback:
The response shows a good effort to probe deeper into the prospect's concerns by asking for specific compliance standards. However, it lacks a bit of warmth and assurance, which are crucial in the cleaning industry where trust and reliability are key. Instead of just asking a question, the salesperson could acknowledge the frustration of the past experience and reassure the prospect about the new service's commitment to compliance. A more solution-focused approach could also outline how the new provider ensures compliance and addresses the prospect's hesitance. Overall, it needs more engagement and empathy to build rapport and explore the value of the new service effectively.
3.
5
/ 10Question:
"We have a tight budget this fiscal year and I'm not sure we can allocate funds for a new cleaning solution despite the potential benefits."
Answer:
I understand your point of view, may I ask what are the adverse consequences if you don’t hire a crew?
Feedback:
The response demonstrates some curiosity by asking about the consequences of not hiring a crew, which aligns with the SPIN Selling technique (specifically the Implication question). However, it misses an opportunity to address the budget concern more directly, such as exploring potential cost savings or the return on investment from the new cleaning solution. It lacks effective communication on how the solution can fit into the tight budget, and there is no collaborative approach or value exploration. Overall, while it opens up the conversation, it doesn't provide a compelling case for moving forward.
4.
2
/ 10Question:
"There are ongoing projects that are consuming our resources, and I don't think we can implement this new cleaning system successfully right now."
Answer:
I understand. Can I keep you in our emailing list for future opportunities?
Feedback:
The response fails to address the objection directly. It does not offer any solution to the prospect's concern about resource allocation and implementation challenges. Instead of exploring potential alternatives or ways to integrate the new cleaning system into existing projects, the salesperson quickly shifts to a passive request to stay in touch. This shows a lack of engagement and understanding of the prospect's current situation. A more effective approach would include asking questions to uncover specific barriers to implementation and discussing how the new system could alleviate some of the resource strains. Overall, the communication lacks urgency and does not demonstrate an understanding of the cleaning industry’s needs.
Score: 2/10 for minimal engagement and no attempt to provide value or solutions to the objection.
5.
3
/ 10Question:
"Can you guarantee that your cleaning products will integrate well with our existing systems and processes without causing disruptions?"
Answer:
Yes, I can. And this will all be written in your contract.
Feedback:
The salesperson's response is lacking depth and does not fully address the customer's concern about integration with existing systems and processes. Simply stating that it will be covered in the contract does not provide reassurance or demonstrate understanding of the potential complexities involved. A more effective response would include asking questions to explore the customer's current systems and specifics about their concerns, as well as discussing how the products have successfully integrated with similar setups in the past. This would show active listening and a solution-focused approach. Overall, the response lacks engagement and curiosity.
6.
5
/ 10Question:
"Given the current economic climate, I’m concerned about committing to a long-term contract with another cleaning vendor."
Answer:
We understand your concern, and I want to show you that this is a great investment to save you not only time but also money in the long run. We have a 100% moneyback guarantee if you don’t see the value in the end of contract
Feedback:
The response acknowledges the prospect's concern about the economic climate, which is a good start. However, it could be more effective by incorporating a clearer exploration of the specific implications of committing to a long-term contract and how your service uniquely addresses those concerns. The mention of a money-back guarantee is a positive aspect, as it reduces risk for the prospect, but the response lacks a deeper solution-focused approach and does not engage with the prospect's specific situation through questions. Additionally, there's no clear closing technique employed in this case. Overall, while the response has potential, it could benefit from a more consultative approach and active listening to deepen the engagement.
7.
2
/ 10Question:
"I need to ensure that my team will adopt this new cleaning solution without significant training or resistance to the change."
Answer:
Absolutely. Cleaning solutions are Magic ball and easily adjustable for any company to adopt.
Feedback:
The response falls short in several key areas. Firstly, it lacks clarity and substance, failing to address the prospect's concern about training and resistance effectively. Saying that the cleaning solutions are 'Magic ball' is vague and does not provide any concrete reassurance or evidence of ease of adoption. Additionally, there are no questions asked to explore the prospect's specific needs or concerns further. This response does not demonstrate active listening, nor does it reflect a solution-focused approach. Overall, it appears dismissive rather than collaborative and lacks a structured closing technique.
To improve, consider offering specific examples of how other teams have successfully adopted the solution with minimal training, or propose a pilot program to ease the transition. Engaging the prospect in a dialogue about their specific concerns would also enhance the response.
8.
4
/ 10Question:
"Our current vendor relationship has been stable, so I need to demonstrate that switching will provide significantly better value to my superiors."
Answer:
Yes, I understand that. Creating a relationship with your vendor is a priority because it creates trust.
I can assure you that you’re superiors will notice the significant value we bring to your company.
Feedback:
The response acknowledges the importance of the current vendor relationship, which is a good start. However, it lacks depth in addressing the specific concern about demonstrating superior value. There is no exploration of the prospect's pain points, and it misses an opportunity to ask insightful questions that could uncover areas for improvement in their current vendor relationship. Instead of just assuring them, you could have provided examples or data that illustrate your value proposition, making it more compelling. The communication is clear but could benefit from a more engaging tone to build rapport. Overall, the closing technique is absent, and the response feels more like a statement than a collaborative conversation.
Score: 4
9.
4
/ 10Question:
"There’s uncertainty around our company’s direction, and I fear any long-term commitments might backfire if we undergo restructuring soon."
Answer:
Not a problem. If we do need to restructure, we can always circle back to our current agreement and reassess if we need to
Feedback:
The response acknowledges the prospect's concern about uncertainty and long-term commitments, but it lacks depth and fails to explore the implications of potential restructuring. It doesn't ask probing questions to clarify the prospect’s situation or feelings about the commitment, which is crucial in consultative selling. Additionally, it could benefit from a more empathetic tone, showing that you understand their predicament. A more effective approach would involve discussing flexible options or trial periods that alleviate their concerns and demonstrate a commitment to their needs. Overall, the response does not instill confidence or emphasize the value proposition effectively, leading to a lower score.
10.
5
/ 10Question:
"We need to see a clear comparison of your offering against competitors before I can present this to the decision-making committee."
Answer:
It sounds like you have quite a bit of proposals already. What are you hoping that I offered that your other Vendors are not so that I can type my proposal around that.
Feedback:
The response shows an attempt to engage the prospect by asking about their specific needs, which is good. However, it fails to directly address the request for a comparison with competitors. A more effective response would have acknowledged the need for a clear comparison and then asked questions to uncover the key differentiators the prospect is looking for. Additionally, it could benefit from a solution-focused approach by offering to provide a tailored comparison that highlights unique value propositions. Overall, the tone is somewhat casual, which may not resonate with all prospects in a B2B context.
To improve, the salesperson could have summarized their strengths briefly and offered to create a side-by-side comparison to meet the prospect's needs, thereby showing proactive engagement.
Score: 5/10