Hvac
Sales Assessment Results
38
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance is like a lukewarm cup of coffee – not quite hot enough to wake anyone up. An average score of 3.8 tells me you're struggling to connect the dots between your offerings and the prospect's needs, and that's a major red flag. You often miss the mark when it comes to clarity and addressing specific concerns, which is key in sales. Your attempts to reference studies and provide reassurance are there, but they lack the necessary depth and connection to the prospect’s context. This isn’t just about throwing out facts; it's about engaging them in a way that resonates and builds trust.
You do have a couple of bright spots, like when you suggest a test trial or acknowledge the significance of the investment, but these moments are overshadowed by a lack of follow-up questions and a failure to really listen to what the prospect is saying. If you want to turn this around, focus on mastering solution-focused selling and consultative selling. These techniques will help you dive deeper into the prospect's challenges and tailor your approach accordingly.
Here’s your coaching moment: remember, sales isn’t a one-way street. It’s about collaboration and understanding. Make it a habit to ask insightful follow-up questions that invite dialogue and demonstrate that you value the prospect’s input. Get in the habit of engaging them, and watch how your scores—and your sales—start to rise.
Question Breakdown
1.
2
/ 10Question:
"I'm really concerned about the monthly payments on this new HVAC system; I've got a tight budget to manage this quarter."
Answer:
If you take the gas savings, paired with the hydro and extended warranty payment you had on your old system! It is offsetting 85% of your monthly payment
Feedback:
The response lacks clarity and does not directly address the prospect's concern about monthly payments. While it attempts to highlight savings, it fails to explain how these savings relate to the prospect's budget situation. Additionally, it doesn't ask any follow-up questions to explore the prospect's needs further or clarify their concerns. A more solution-focused approach that involves active listening and collaboration would strengthen the response.
2.
3
/ 10Question:
"How do I know this upgrade will actually improve our efficiency like you say?"
Answer:
As you see on our efficiency savings page, these are 3rd party studies done by our governement to offset our carbons footprint
Feedback:
The response attempts to reference third-party studies, which is valuable, but it lacks a direct connection to the prospect's question about how the upgrade will improve efficiency. It does not provide specific evidence or examples that directly address the concern, nor does it engage the prospect in a way that encourages further discussion. A more effective approach would involve sharing specific metrics or success stories related to similar upgrades, and asking follow-up questions to better understand the prospect's specific needs and concerns. Additionally, the tone could be more customer-centric, focusing on the prospect's experience and expectations.
3.
3
/ 10Question:
"My team is already overwhelmed with current projects; how will they adapt to a new system?"
Answer:
The automation of these new systems take the guess work out of it for you! The Artificial intelligence used for these systems will
Put you at ease
Feedback:
The response attempts to reassure the prospect by highlighting the automation and AI features of the new system, which is a positive direction. However, it does not directly address the specific concern about the team's existing workload and how they will manage the transition. There is a lack of clarity and connection to the prospect's situation. A more effective response would acknowledge the team's current challenges, discuss how the new system can be implemented with minimal disruption, and perhaps suggest training or support during the transition. Additionally, engaging the prospect with follow-up questions about their team's concerns would demonstrate active listening and a collaborative approach.
4.
4
/ 10Question:
"I need to make sure this decision aligns with our company's long-term vision—what if it doesn't?"
Answer:
We have 100% satisfaction guarantee! The assessment ensures that we have the right product to fix your solution! You have access for us to re evaluate anytime you see fit
Feedback:
The response attempts to address the prospect's concern by mentioning a satisfaction guarantee, which is a positive aspect. However, it does not directly connect the guarantee to the prospect's long-term vision or how the decision will align with it. Instead of solely focusing on satisfaction, it would be more effective to discuss how the proposed solution supports the company's strategic goals or to ask follow-up questions that uncover what specific aspects of the long-term vision they are concerned about. Engaging the prospect in a dialogue about their vision and illustrating how the product can seamlessly integrate into that vision would demonstrate a more consultative approach.
5.
5
/ 10Question:
"Can you guarantee that the installation won't disrupt our operations?"
Answer:
We can sit with your operations manager to mitigate any down time if any to ensure a smooth transition to the new product without description of your current affairs
Feedback:
The response addresses the prospect's concern about potential disruption during installation by suggesting collaboration with the operations manager, which is a positive step. However, the phrasing is unclear, particularly the phrase "without description of your current affairs," which detracts from the overall effectiveness. It would be beneficial to clarify how you plan to minimize downtime and ensure a smooth transition, perhaps by providing an outline of the installation process or offering examples of past successful installations with minimal disruption. Additionally, asking follow-up questions to understand the prospect's specific operational concerns would enhance engagement and demonstrate active listening.
6.
4
/ 10Question:
"We just signed a long-term contract with another vendor; how can we justify switching now?"
Answer:
You reached out because you are not satisfied the new vendor can support your needs! Let’s review both contracts and see which one fits your needs and or we can pick up the slack in what the other company can’t help you with
Feedback:
The response attempts to address the prospect's concern by suggesting a review of both contracts, which is a step in the right direction. However, it lacks clarity and does not empathetically acknowledge the significance of the long-term contract they've signed. Rather than implying dissatisfaction with their current vendor, it would be more effective to ask questions to understand their experience with the current vendor and what specific needs are not being met. This would help in framing the conversation around how your solution can provide additional value. Strengthening the tone to show understanding of their situation and the implications of switching would enhance rapport and trust.
7.
4
/ 10Question:
"I'm worried that our maintenance costs will skyrocket with a more complex system; can you address that?"
Answer:
Our systems comes with 19 years of parts labor and maintenance! It is my problem for the next 10 years a the we can look at a service contract by then!
Feedback:
The response attempts to address the prospect's concern about rising maintenance costs by highlighting the long warranty period. However, it lacks clarity and professionalism, as the phrase "it is my problem for the next 10 years" can come across as dismissive or untrustworthy. Additionally, the response does not offer any specific reassurance about the complexity of the new system and how it may impact maintenance costs.
A more effective approach would involve explaining how the new system is designed for reliability and ease of maintenance, possibly providing examples of reduced maintenance needs or costs from similar installations. Engaging with the prospect by asking about their current maintenance experiences and how those costs have impacted their operations could also foster a more productive dialogue. Overall, the response does not fully address the prospect’s concerns and lacks a collaborative tone.
8.
3
/ 10Question:
"Will this new system really provide the immediate satisfaction we need, or will it take time to see results?"
Answer:
It does take 90 days to market to start seeing your return on investement which is slated around year 7 of a 10 year product
Feedback:
The response attempts to address the prospect's concern about immediate satisfaction by acknowledging that it takes time to see a return on investment, but it lacks a customer-centric focus. Mentioning that it takes 90 days to see results is a good start, but saying the return is slated around year 7 may raise further concerns about the long-term satisfaction and immediate needs of the prospect. More effective communication would involve explaining how the system can deliver value or improvements even before the 90-day mark, and perhaps providing examples of quick wins or benefits that customers typically experience shortly after installation. Additionally, engaging the prospect with follow-up questions about their specific needs could foster a more collaborative dialogue.
9.
6
/ 10Question:
"I've had issues in the past with new tech not integrating well; how can I be sure this will work smoothly with our existing setup?"
Answer:
We can run a test trial once installed for 14 days to ensure everything is operating smoothly without taking your current product offline
Feedback:
The response addresses the prospect's concern by offering a test trial, which is a positive step toward validating the integration of the new technology. However, it could be improved by providing more specifics about how the trial will be conducted, what criteria will be used to measure success, and how it addresses the concerns about compatibility with existing systems. Additionally, it would be beneficial to reassure the prospect about the support available during the trial and to ask open-ended questions to explore any additional concerns they may have about the integration process. This approach would demonstrate active listening and a more collaborative mindset.
10.
4
/ 10Question:
"Our committee is divided on this decision; how can you help us get everyone on board?"
Answer:
This is a large investement for your committee and the fact that you can have a discussion would open the window to allow me to entertain any concerns in person
Feedback:
The response acknowledges the significance of the investment, which is a good start, but it lacks clarity and a structured approach. It does not provide a clear strategy for how to facilitate discussions among committee members or address their differing opinions. A more effective response would involve proposing specific methods to engage with the committee, such as offering to present key benefits tailored to their concerns, facilitating a joint meeting, or providing materials that speak to each member's interests. Additionally, asking questions about the specific concerns of committee members would demonstrate active listening and a collaborative approach. Overall, the response could be more solution-oriented and proactive in fostering alignment among decision-makers.