Wholesale auto
Sales Assessment Results
37
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance in this test was underwhelming. With an average score of 3.7, it's clear that there are significant gaps in your approach to sales conversations, particularly in the areas of empathy, rapport-building, and solution-oriented communication. You have shown glimpses of understanding how to engage prospects, but your responses often came off as vague, lacking warmth and curiosity.
You consistently missed the mark on addressing customer concerns by failing to acknowledge their feelings and provide tailored reassurance. Instead of fostering a collaborative dialogue, your responses felt more like a checklist—asking questions without connecting the dots or demonstrating genuine interest in the prospect's situation. This is particularly critical in the wholesale auto industry, where relationships matter.
To elevate your skills, I suggest you dive into the art of Consultative Selling and Objection Handling Techniques. These techniques will guide you in engaging more deeply with your prospects, encouraging them to share their concerns and collaborating on solutions that make them feel understood and valued.
Here’s your coaching moment: remember, sales isn't about pushing a product; it's about building trust. Start every conversation by acknowledging the prospect's feelings and concerns. Only then can you effectively guide them to the solutions that meet their needs. Empathy and connection are your new best friends—embrace them, and you’ll not only improve your scores but transform your sales approach.
Question Breakdown
1.
1
/ 10Question:
"I'm concerned about how this new auto model will fit within my budget, especially with my current monthly expenses."
Answer:
What is your current budget or current monthly expense ?
Feedback:
The response fails to effectively address the prospect's concern about budget compatibility. Instead of engaging in a conversation about their specific financial situation, it merely asks for details without empathizing or providing reassurance. A more effective approach would involve acknowledging the concern first, possibly by recognizing the importance of budget considerations, and then asking about their current budget in a way that emphasizes collaboration. Additionally, there should be an exploration of potential solutions that could fit their budget.
A better response could involve asking open-ended questions that encourage the prospect to share more about their financial situation while also suggesting flexible options or financing that might alleviate their concerns.
Overall, the communication lacks warmth and curiosity, which is crucial in building rapport in the wholesale auto industry.
2.
3
/ 10Question:
"Can you assure me that this vehicle will be more reliable than my last purchase?"
Answer:
Technology increase every year
Becoming more advanced and lessen the chance of failure with you older model, will free up time for more important issue like being in front of clients
Feedback:
The response attempts to address the reliability concern by mentioning advancements in technology, but it lacks clarity and direct assurance regarding the specific vehicle in question. It should have made a stronger connection to the prospect's previous experience with their last purchase and offered specific examples or data about the reliability of the new model. Additionally, the statement about freeing up time is somewhat tangential and does not directly relate to the prospect's request for assurance. A more effective response would involve acknowledging the concern about reliability, providing concrete evidence of reliability improvements, and perhaps even offering testimonials or warranty information to build trust. Overall, the communication is vague and does not sufficiently engage with the prospect's specific needs.
3.
4
/ 10Question:
"I need to discuss this with my team first; they have strong opinions about vehicle specifications."
Answer:
Do you have to get approval for all purchases that can Improve your current
Situation?
Feedback:
The response attempts to address the need for team approval but lacks empathy and fails to acknowledge the prospect's concern about needing to discuss the vehicle specifications with their team. Instead of asking about approval in a disjointed way, the salesperson should have acknowledged the importance of team input and suggested a collaborative approach. A more effective response would involve inviting the prospect to share what specific concerns their team might have, and offering to provide information or support to help persuade their team. This would demonstrate an understanding of the prospect's situation and build rapport.
4.
4
/ 10Question:
"I really like this car, but I’m worried it won’t have the features I need for my driving lifestyle."
Answer:
What is your current driving lifestyle ?
Feedback:
The response attempts to gather information by asking about the prospect's current driving lifestyle, but it lacks depth and does not show empathy or acknowledgement of the prospect's concern. A more effective approach would involve first acknowledging their liking for the car while then exploring specific features that may be relevant to their lifestyle. This could include asking about their daily use cases, driving conditions, and any particular features they deem essential. By doing so, the salesperson can not only demonstrate understanding but also guide the prospect towards how the car can meet their specific needs. Overall, it lacks a collaborative and solution-focused approach that is critical in the wholesale auto industry.
5.
3
/ 10Question:
"I already have a vendor I trust for auto purchases; why should I switch to your company?"
Answer:
I’m sure you are comfortable with current vendor but you really need consider the value I can bring now and going forward If you were being taken care of you and I would t need to be talking right now
Feedback:
The response acknowledges the prospect's comfort with their current vendor but lacks a clear articulation of the specific value that your company can offer. It comes off as somewhat dismissive of the relationship the prospect has built, which is crucial in the wholesale auto industry. Instead of simply stating that they need to consider your value, a more effective response would highlight unique advantages your company provides, such as better pricing, superior customer service, or innovative products. Also, the phrasing is unclear and could be more assertive to engage the prospect in a conversation about their needs and how they are being met by their current vendor. Establishing a collaborative dialogue that invites the prospect to discuss their experiences with their vendor would help in building rapport and trust.
Overall, the communication could benefit from a stronger focus on demonstrating value, utilizing empathy, and fostering a more engaging discussion.
6.
3
/ 10Question:
"With all the economic changes lately, how do I know this investment will be worth it?"
Answer:
How long have you had a car payment?
Each year they increase with reliability and technology. I can show you how to increase your investment going forward
Feedback:
The response begins with a question about the prospect's car payment duration, which does not directly address their concern regarding the worth of the investment amidst economic changes. It lacks empathy and clarity in acknowledging the prospect's worries about the economic climate. Instead of asking about car payments, a more effective approach would have been to acknowledge the prospect's concern and discuss how the new vehicle could provide value and reliability despite economic fluctuations. Additionally, stating that reliability and technology improve each year is vague; providing specific examples, data, or testimonials would strengthen your case. Overall, the response is too focused on gathering information rather than providing reassurance and a compelling argument for the investment's value.
7.
5
/ 10Question:
"What if my colleagues aren’t on board with this choice? That could complicate things."
Answer:
Maybe we should schedule a time for all of us to get together to make sure everyone understands how this will improve your current situation
Feedback:
The response attempts to address the concern by suggesting a collaborative meeting, which is a positive step toward engendering teamwork and inclusion. However, it lacks an empathetic acknowledgment of the prospect's worry about their colleagues not being on board. A more effective approach would have included validating their concern and asking specific questions about what reservations their colleagues might have. This would help uncover objections early on and provide an opportunity for tailored solutions that can address those concerns. Additionally, the suggestion for a meeting could be framed as a chance to explore the benefits collectively rather than just a necessity. Overall, while the intention is good, the lack of engagement with the prospect's feelings and the vagueness of how the meeting will directly address their concerns limits the effectiveness of the response.
8.
4
/ 10Question:
"I’m unsure about the long-term maintenance costs; do you have transparent pricing for that?"
Answer:
Absolutely we can figure your current maintenance cost vs future costs
Feedback:
The response shows a willingness to address the prospect's concerns about long-term maintenance costs, which is a positive aspect. However, it lacks specificity and clarity in communication. Instead of merely stating that you can compare current and future costs, you should provide more information on what that entails and invite the prospect to discuss their specific maintenance concerns. A more effective response would include offering detailed information about the new vehicle's maintenance costs, comparisons with similar models, or even a transparent breakdown of pricing and services. Additionally, engaging the prospect with open-ended questions about their current experiences with maintenance would demonstrate active listening and collaboration. Overall, the response feels abrupt and does not fully reassure the prospect about their concerns, missing an opportunity to explore value and build rapport.
9.
5
/ 10Question:
"I’ve heard mixed reviews about your customer service; can you assure me that support will be reliable?"
Answer:
What are your main concerns or expectations about customer service ?
We can then discuss how I will handle your needs going forward
Feedback:
The response acknowledges the prospect's concern about customer service, which is a positive step. However, it lacks direct reassurance and fails to provide any evidence or examples to address the mixed reviews. A more effective approach would involve first acknowledging the validity of the prospect's concerns and offering specific information about improvements in customer service, such as training initiatives, customer satisfaction metrics, or testimonials from satisfied customers. Additionally, while asking about their main concerns is a good way to engage the prospect, it could be enhanced by directly addressing how those concerns will be met with your company's approach. Overall, while the intent is to engage and understand their perspective, the response could be more proactive in reassuring the prospect about the reliability of support.
10.
5
/ 10Question:
"I just don’t have the time to deal with another purchase right now; can this wait?"
Answer:
If you want to get ahead of your competition, this can’t wait. What do we need to do to sit down and get this handled for you I can make this as quick as needed to get completed
Feedback:
The response attempts to create urgency by emphasizing the need to act quickly to stay ahead of the competition, which is a valid approach. However, it lacks empathy towards the prospect's concern about time constraints. Instead of simply pushing for a quick resolution, it would be more effective to first acknowledge their busy schedule and express understanding of their situation. A better response would involve asking open-ended questions to uncover specific reasons for their time limitations and offering flexible solutions that align with their availability. This would demonstrate active listening and a customer-centric approach, ultimately building rapport. Overall, the response feels more like a sales pitch than a collaborative conversation.