pediatric medical daycare center
Sales Assessment Results
67
Developing Closer
10 questions
Maximum score: 100
Completed in
Alright, let’s break this down. You’ve got some decent skills in active listening and addressing concerns, which is a solid foundation, but let’s not get too cocky here. Your scores hover around a 7, which means you’re doing okay, but not great. You’re like a B student who thinks they can coast through life without trying harder. Sure, you’re acknowledging needs and inviting discussions, but where’s the sparkle? You need to amp up your value propositions and be a bit more empathetic—especially when parents are worried about their kids. You’ve got to show them why you’re the best, not just that you’re ‘good enough.’ Your closing techniques? Let’s just say they could use a kick in the pants because they’re weak and lack urgency. Overall, stop being a bystander in your own sales conversations and start driving them with confidence and clarity. Get it together, champ!
Question Breakdown
1.
8
/ 10Question:
"We already have a medical daycare provider that we are happy with, why should we switch?"
Answer:
I completely understand if you are happy with your current provider it feels like there’s no reason to change, but let me ask do you feel there’s anything they could be doing better? What would the ideal solution look like for you? If I could show you how tender care could meet or exceed those expectations would you give us a try?
Feedback:
This response does a good job of acknowledging the prospect's satisfaction with their current provider, which shows active listening. The salesperson effectively opens the floor for discovery by asking thoughtful questions about potential areas for improvement and what the ideal solution would look like. This approach encourages collaboration and demonstrates curiosity about the prospect's needs. However, it could be strengthened by emphasizing specific unique benefits or value that Tender Care offers, which would help in showcasing the potential for exceeding their current provider's service. Additionally, a more direct closing statement could enhance the urgency or importance of considering a switch. Overall, this is a strong response that could use a bit more focus on value exploration and a clearer closing technique.
2.
7
/ 10Question:
"Your facility seems great, but I’m concerned about the distance from our home, is there a way to accommodate that?"
Answer:
I totally understand how that could be an issue but you don’t have to worry about that we provide door to door transportation with a nurse escort all part of our service. How does that sound?
Feedback:
The response effectively addresses the concern about distance by clearly stating that transportation is provided, which alleviates the prospect's worry. However, while the tone is friendly, it could benefit from a bit more empathy to acknowledge the parent's anxiety about distance. The closing question is a good technique to engage the prospect further, but it could have included a follow-up question to discover more about their specific needs or concerns regarding transportation. Overall, the response is solution-focused and demonstrates value, but it could improve in active listening and curiosity.
Score: 7
3.
7
/ 10Question:
"I’m not sure if we really need a pediatric medical daycare, our child seems to manage fine with our current arrangements."
Answer:
I can totally see how you would feel that way, at the end of the day, it about you and your child. We offer a place where your child can get nursing care as well as all the development Therpaies under one roof. This means you don’t have to schedule any therapy appointments or go to multiple places to make sure your child’s getting the support that they can thrive! I have seen first hand the power of early interventions and therapies . You want the best possible outcome for your child right?
Feedback:
The response effectively acknowledges the parent's concern and emphasizes the value of having comprehensive care in one location. It also brings attention to the importance of early interventions, which is relevant to the industry. However, it could benefit from a bit more curiosity and discovery—asking the parent about their current arrangements could provide insight into their specific situation and help tailor the conversation to their needs. Additionally, a more collaborative tone could enhance rapport. Overall, the message is clear and addresses the objection, but it could be improved by engaging the prospect further and confirming their understanding of the current care situation.
Score: 7
4.
5
/ 10Question:
"Your pricing seems higher than what I’ve seen from other daycare centers, can you justify that difference?"
Answer:
I would totally understand how you can think that, but can you put a price on your child’s well being and your peice of mind having a place you can trust with qualified professionals. What if I told you there’s a very good chance our services would be no out of pocket cost.
Feedback:
The response does a decent job of acknowledging the pricing concern and pivoting to the value of child well-being and trust, which is essential in the pediatric daycare industry. However, it lacks a clear justification for the pricing differences. It could benefit from a more structured explanation of the unique features or benefits that justify the higher cost, such as specialized staff qualifications, safety measures, or enriched curricula. Additionally, the statement about potential no out-of-pocket costs could be elaborated on; it feels a bit vague and could lead to confusion. The closing technique is weak, as it does not directly invite further conversation or questions. Overall, while it touches on some key points, it misses deeper exploration of value and clarity.
5.
7
/ 10Question:
"Can you provide me with testimonials from other parents who have used your services?"
Answer:
I would be more than happy to do that we have had plenty of happy parents and kiddos. You can see on google we have some raven fans, but is there anything specific you would like to know I want to make sure I connect you with the right parent?
Feedback:
The salesperson effectively acknowledges the request for testimonials and expresses a willingness to provide them, which shows active listening. However, the mention of 'raven fans' is unclear and may confuse the prospect. The response could benefit from a more structured approach, perhaps by mentioning that the testimonials can be found on the website or in a specific format (like a brochure). The salesperson also asks a follow-up question, which indicates curiosity and a desire to connect the prospect with relevant individuals, enhancing the collaborative approach. Overall, while the response is fairly good, it could be clearer and more polished.
Total score: 7/10 for good engagement but lacking clarity and professionalism.
6.
8
/ 10Question:
"What kind of medical staff do you have on-site, and how often are they available?"
Answer:
We have Registered Nurses, LPNs, CNAs, and therapists all available at anytime of the day. We have very strict staffing ratios of 3-1 and we want to make sure there is someone always available to our Director of Nursing is always available to answer questions. Is there anything specific you would be looking for as far as availability?
Feedback:
The response does a good job addressing the concern about medical staff availability by listing the types of professionals present and emphasizing strict staffing ratios, which signals a strong commitment to care. However, it could be improved by including specific hours of availability or a brief mention of how this staffing impacts the quality of care provided. The closing question shows curiosity and invites further discussion, which is great for engagement. Overall, the tone is appropriate for the healthcare industry, but more value exploration could enhance the response.
Score: 8/10
7.
7
/ 10Question:
"I need to consult with my spouse before making any decisions, can I get back to you later?"
Answer:
Of course, we always want this to be a family decision. If there was one thing holding you back from making the decision today, do you know what that would be? I might not have done the best job giving you all the information? Also what is it that your spouse would want to know I want to make sure I provide you with all the information for you both to make the best decision for you and your family.
Feedback:
The response effectively acknowledges the prospect's need to consult with their spouse, demonstrating respect for family decision-making. The salesperson's question about what might be holding the prospect back shows curiosity and a desire to understand their perspective better. However, there could be a more empathetic tone that acknowledges the importance of the spouse's input without seeming too pushy. The closing technique used is somewhat effective, as it invites further exploration of concerns, but it could be more focused on value and reassurance. Asking what information the spouse would need is a good strategy for value exploration, but it could have been phrased more collaboratively. Overall, the response is solid but lacks some finesse in tone and clarity in engaging the prospect's partner in the conversation.
8.
5
/ 10Question:
"How do you handle emergencies, and what is your protocol if my child were to need immediate medical attention?"
Answer:
We have strict procedure when it comes to emergencies, each situation requires a different response. We will call EMS if needed and have one of our staff ride in the ambulance if necessary typically the paramedics do not know what to do with our children so our staff will be with them until they are admitted in the hospital. If ems is not necessary we will take one our buses and drivers with nurse escort and bring them to the appropriate hospital or physician.
Feedback:
The response provides some useful information regarding emergency procedures; however, it lacks clarity and reassurance. It would benefit from a more structured explanation of the steps taken during an emergency, emphasizing the child's safety and the staff's qualifications. The tone could be warmer and more empathetic to address parental concerns effectively. A closing statement inviting further questions would enhance the engagement. Overall, the lack of clarity and the somewhat abrupt tone limits the effectiveness of the response.
9.
7
/ 10Question:
"What happens if my child’s needs change and they demand different services than what you offer?"
Answer:
I totally understand sometimes one approach is not ideal for everyone. That’s why we work with you and the dr to develop an individual care plan for your child to make sure we are meeting all those needs and services. Do you know what change you would like or services that you think your child needs? I would love to see if working together we can make the past plan for you and your child .
Feedback:
The response effectively acknowledges the parent's concern about changing needs, which is crucial for building trust in a pediatric care setting. The communication is clear and maintains a supportive tone appropriate for parents. However, the closing technique could be stronger; rather than asking if the parent knows what changes they want, a more open-ended question about their child's specific needs might foster a deeper conversation. Additionally, while the mention of working with the doctor is good, it could be enhanced by explaining how the care plan is flexible and can adapt as needs change. Overall, there's a solid foundation, but it could benefit from elaborating on the adaptability and focusing more on collaborative exploration of the child's needs.
10.
6
/ 10Question:
"I’m concerned about the level of social interaction my child would have with other kids at your facility, can you elaborate on that?"
Answer:
I can understand your concern, can you elaborate more so I can better understand? That’s one of the great benefits of our centers is the social interaction with staff and peers. It is very beneficial for development of children. Home health isolates your child and makes them feel alone, are you worried about germs or getting sick? I can assure you we have strict protocols for infection control. We use hospital grade disinfectants and check temperature before arrival each day.
Feedback:
The response starts well by acknowledging the parent's concern, which shows active listening. However, it could be more effective in directly addressing the concern about social interaction rather than redirecting the conversation to infection control and home health isolation. While the mention of infection control is important, it somewhat shifts focus from the main issue at hand. A better approach would involve providing specific examples of how children interact socially in the facility, perhaps mentioning group activities or playtime. Additionally, asking follow-up questions about the parent's experiences or preferences regarding socialization could foster a more collaborative approach. Overall, the response could benefit from a stronger focus on the core objection and more detailed exploration of how the facility promotes social interaction.
Score: 6/10