Mechanical design
Sales Assessment Results
57
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real—you've had a mix of highs and lows here, but that average score of 5.7 tells me you need to step it up. Your strongest moves are in curiosity and open-ended questioning, particularly when addressing objections. Those moments where you dug deeper show potential, but there’s a persistent pattern of missing the emotional connection with your prospects. You often fail to acknowledge their feelings and needs, which is crucial in sales. You need to add more empathy and specific solutions into your approach. I recommend you dig into the SPIN Selling technique to enhance your questioning and really understand your prospects' situations, problems, implications, and needs. Also, practice some Objection Handling Techniques to effectively navigate those tough conversations. Remember, the best salespeople are not just pushing products; they're solving problems. Here’s your coaching moment: the next time you're faced with an objection, pause and think—"How can I turn this into a conversation that builds trust and rapport?" Make them feel understood, and you'll see your success soar.
Question Breakdown
1.
3
/ 10Question:
"I'm really tied up with other projects right now; can we revisit this later?"
Answer:
What tools are you utilizing to assist with your current projects
Feedback:
The response doesn't effectively address the objection. While asking about the tools being used shows some curiosity, it fails to acknowledge the prospect's current workload or express understanding of their situation. A more empathetic approach could have involved validating their busyness and suggesting a specific time frame to revisit the conversation. Additionally, the response lacks a clear solution or value proposition that connects the prospect's needs with your offering. Overall, it misses the mark on engagement and rapport-building.
2.
7
/ 10Question:
"I already have a design partner, and I’m not sure if switching is worth the hassle."
Answer:
What type of value does your partner provide you with regarding design?
Feedback:
The response effectively addresses the objection by asking an open-ended question to explore the value the current design partner provides. This approach demonstrates curiosity and discovery, which is essential in understanding the prospect's needs. However, it could be enhanced by acknowledging their concern about the hassle of switching partners and perhaps offering a reassurance about the transition process. Additionally, a closing technique could be introduced to guide the prospect towards considering your services as a viable option. Overall, the response shows promise but lacks some depth in addressing the concern directly and collaboratively.
Score: 7
3.
7
/ 10Question:
"Last time we implemented a design solution, it didn’t go as planned, so I’m hesitant to try again."
Answer:
What did you learn from the previous mistakes? We will take this into consideration with our solution proposal to you.
Feedback:
The response effectively addresses the concern by asking about the lessons learned from past mistakes, which encourages the prospect to reflect and share valuable insights. This shows curiosity and a collaborative approach. However, it could have been enhanced by acknowledging the prospect's feelings of hesitation and reinforcing your confidence in the new solution. A closing technique could have also been employed, such as suggesting a trial or pilot program to alleviate concerns. Overall, a solid start but could use a bit more empathetic engagement and a stronger push towards a solution.
Score: 7
4.
5
/ 10Question:
"With everything going on in the economy, I'm concerned about making big investments right now."
Answer:
I understand your concerns regarding cash flow. Utilizing our services will enhance the value of the solutions we provide.
Feedback:
The response addresses the objection by acknowledging the prospect's concerns about cash flow, which is a good start. However, it lacks depth and specificity. There’s no exploration of how the services could help mitigate their economic concerns or provide a return on investment. A more effective approach would have included a stronger focus on value exploration—perhaps by highlighting a specific case study or metric showing how previous clients benefited during economic downturns. Additionally, asking a follow-up question to better understand the prospect's situation would demonstrate curiosity and active listening. Overall, while the response is somewhat effective, it lacks the necessary detail and engagement to fully address the objection.
Score: 5
5.
5
/ 10Question:
"I love what you’re offering, but it's a bit out of my budget for this quarter."
Answer:
That’s understandable. What do you budget for economic design solutions, and what factors are attributed to these factors?
Feedback:
The response acknowledges the prospect's concern about budget, which is a good first step. However, it could have been more effective by demonstrating empathy and exploring the implications of not investing in the solution. Additionally, instead of asking about budget, it might have been better to inquire about the specific pain points or challenges the prospect is facing. This would have opened the door for a solution-focused discussion and potentially uncovered ways to align the offering with their needs. Overall, the response lacks a clear strategy for moving toward a solution that addresses the budget objection directly.
Score: 5
6.
7
/ 10Question:
"I need to make sure this fits into my current workflow without causing disruptions."
Answer:
That is a great idea. Let me show you a simulation of your updated workflow process utilizing our services?
Feedback:
The response addresses the objection effectively by acknowledging the prospect's concern about workflow disruptions and offering a simulation as a solution. However, it could improve by asking a clarifying question to better understand their current workflow and specific pain points. This would demonstrate curiosity and active listening. Additionally, providing a brief overview of how the simulation can specifically alleviate their concerns would enhance the solution-focused approach. Overall, it's a good start but could use more depth in exploring the prospect's needs.
7.
6
/ 10Question:
"I see some competitors offering similar services at lower prices; why should I choose you?"
Answer:
Do the competitors offer value with their lower prices? Do they understand your processes or are they just trying to sell the most least expensive part?
Feedback:
The response does a decent job of redirecting the conversation back to the value offered rather than just price. However, it lacks a clear explanation of what specific value your services provide compared to competitors. Asking about the competitors' understanding of the client's processes is a good question, but it could be more effective if you included a direct comparison or your unique selling points. Overall, the response could benefit from a more structured approach that includes both a value proposition and a closing technique to steer the prospect toward a decision.
Score: 6/10.
8.
5
/ 10Question:
"I've heard mixed reviews about your company from industry peers, which gives me pause."
Answer:
I’m aware of these concerns and that is the reason I’m here now, to assure we provide the correct solutions to you for the appropriate price. Tell me about your specific concerns.
Feedback:
The response effectively acknowledges the objection by recognizing the mixed reviews, which is a good start. However, it lacks depth in addressing the concerns and doesn't provide any reassurance or evidence to counter the negative perceptions. Instead of just asking for specific concerns, it could have offered a brief overview of positive testimonials or case studies that demonstrate the company's reliability and success. Additionally, the tone is somewhat perfunctory and could be warmer to build rapport. Including a closing technique or suggesting a follow-up meeting could enhance the effectiveness of the response. Overall, while there is a good attempt at engagement, it misses the opportunity to proactively address the concern more thoroughly.
9.
6
/ 10Question:
"Wouldn't a more custom approach provide better value for my specific needs?"
Answer:
Our design is rooted in the principle of addressing your unique process. That will provide greater value than a generic solution would.
Feedback:
The response does address the concern by emphasizing that the design is tailored to the client's unique process. However, it lacks depth and specificity. It could be improved by providing examples of how this tailored approach has benefited other clients or by asking questions to further understand the specific needs of the prospect. The tone is appropriate, but it feels a bit one-dimensional. A closing technique could also help transition towards a commitment or next step.
10.
6
/ 10Question:
"I just need a bit more time to consider all the options before making a final decision."
Answer:
What factors influence your decision making the most? What is your purchasing timeline, and what is your budget?
Feedback:
The response shows a good attempt at engaging with the prospect by asking thoughtful questions about their decision-making process. However, it lacks a bit of warmth and doesn't fully address the concern regarding the need for more time. Instead of jumping straight into questions about budget and timeline, a more empathetic acknowledgment of their need for time would help build rapport. For example, saying something like, "I completely understand that this is an important decision, and it's great that you're taking the time to consider all options. Can you share what specific factors you're weighing?" This would demonstrate active listening and curiosity. Additionally, a closing technique could be used to gently guide them toward setting a follow-up time to revisit the conversation once they've had time to think. Overall, it's a decent effort, but it could be more solution-focused and collaborative.
Score: 6