Tires
Sales Assessment Results
62
Developing Closer
10 questions
Maximum score: 100
Completed in
Your performance has shown potential, but let's be real: averaging a 6.2 means there's significant room for improvement. You excelled in moments of consultative selling, particularly when you engaged prospects with open-ended questions and acknowledged their needs. These are your strong suits, but they were too often overshadowed by missed opportunities for deeper exploration and reassurance.
You consistently showed curiosity and a willingness to listen, but there were too many instances where your responses lacked depth, particularly in providing specific evidence or solutions tailored to customer concerns. This pattern of being too surface-level is holding you back.
To elevate your game, I suggest you dive deeper into Solution Selling and Value Proposition Selling. Understand that your role is not just to respond but to empower prospects with information that sways their decisions. Learn to articulate the specific benefits and differentiators of your products clearly and compellingly.
Remember, sales is more than just a transaction; it’s about building trust and understanding. The next time you’re faced with an objection, think of it as an invitation to engage deeper. If you can turn objections into conversations that reveal needs, you’ll not only improve your scores but also close more deals. You've got the foundation; now, let's build on it.
Question Breakdown
1.
5
/ 10Question:
"I’m worried about the reliability of these tires; how do I know they won’t fail in a few months?"
Answer:
What’s making you think they might fail? Perhaps we should explore a premium name brand tire that might make you feel more comfortable?
Feedback:
The response raises a valid question to uncover the prospect's specific concerns about reliability, which is a good start in addressing the objection. However, it could be more effective by providing reassurance about the quality and reliability of the tires in question before suggesting a premium brand. This approach could benefit from citing any warranties, customer testimonials, or safety ratings that demonstrate the tires' reliability. Additionally, while exploring the option of a premium brand is a potential solution, it could come across as dismissive if the buyer's concern isn't thoroughly understood first. Overall, the response lacks a strong solution-focused approach and could benefit from more active listening and value exploration.
For a score, I would rate this a 5 for its attempt to engage but needing more depth and assurance.
2.
7
/ 10Question:
"What if these tires don’t fit my vehicle properly?"
Answer:
As long as you are going with the original equipment size, they are guaranteed to fit or we will replace them for free.
Feedback:
The response effectively addresses the concern about fitment by highlighting a guarantee, which is a strong reassurance for the customer. However, it could be enhanced by asking a clarifying question to ensure the customer feels heard and to explore their specific vehicle needs further. The tone is straightforward, but a more conversational approach could help build rapport. There’s a missed opportunity for a closing technique or a follow-up question to guide the customer toward making a decision. Overall, it's a solid start but could use a bit more engagement and curiosity to elevate the conversation.
3.
6
/ 10Question:
"I’ve heard mixed reviews about the performance of your brand compared to others; can you explain the differences?"
Answer:
Sure, our brand is guaranteed to last longer and cost less than the competition. What is the most important feature in a brand for your use?
Feedback:
The response addresses the objection by providing a guarantee on longevity and cost-effectiveness, which is relevant to the tire industry. However, it lacks depth in explaining the differences in performance explicitly, which would be crucial in addressing the mixed reviews the prospect mentioned. The question asked at the end is a good attempt to engage the prospect and discover their priorities, but it would be more effective if it included some specific performance metrics or testimonials to back up the claims made. Overall, the tone is clear, but it could be more informative and reassuring regarding the brand's performance.
Areas for improvement include:
1. Providing specific comparisons or data to support the claims.
2. Addressing the concern about mixed reviews more directly.
3. Adding a closing technique to guide the prospect towards a conversation about their needs and potentially scheduling a follow-up.
4.
6
/ 10Question:
"We have a tight budget right now; can you provide a better price or financing options?"
Answer:
Sure, you can tell me what you’d like to pay and I will fit a solution to that price. We have several financing options with no interest as well as buy one get one free.
Feedback:
While your response acknowledges the budget concern, it could benefit from a more consultative approach. Instead of simply asking the prospect what they want to pay, consider exploring their specific needs and the implications of their budget constraints. For example, you could ask about the importance of tire quality versus price, and how financing could ease their upfront costs. This would show active listening and curiosity. Additionally, the mention of financing and promotions is good, but ensuring that the value of your products is highlighted will help justify the cost. Overall, aim for a more collaborative and discovery-driven conversation to build rapport and trust.
Score: 6/10 for addressing the objection but lacking depth and exploration of value.
5.
4
/ 10Question:
"I need to make a decision quickly, but I’m also considering other brands; how can you help me choose?"
Answer:
Sure, tell me what brand you like best and not only will we beat their price but I can provide several alternatives at better price points than the competition.
Feedback:
The response attempts to address the objection by offering a price advantage, which is a common tactic in competitive industries like tires. However, it lacks depth in exploring the customer's specific needs and preferences. The salesperson should have asked probing questions to understand why the prospect is considering other brands, which would align better with a consultative or solution-focused selling approach. This would also demonstrate active listening and a collaborative spirit. The tone is somewhat transactional and could benefit from building rapport. Additionally, simply stating that they can beat the price doesn’t differentiate the brand or product effectively. More focus on value exploration and understanding the customer's decision criteria would improve the response.
6.
6
/ 10Question:
"I’m not sure your tires will provide the durability I need for my daily commute; what evidence do you have?"
Answer:
Sure, let’s discuss your specific situation.
What type of tires do you have now? How long is your commute? What is your ideal price point? We have thousands of customers with testimonials offered depending on your needs.
Feedback:
The response demonstrates a commendable effort to engage the prospect by asking open-ended questions to understand their specific situation better. This shows a good application of consultative selling methods. However, it could be improved by directly addressing the durability concern with specific evidence, such as data on tire longevity, warranty information, or relevant testimonials. While the follow-up questions are helpful, they lack a direct response to the initial objection, which is critical in objection handling. Overall, the response is a solid start but needs more depth in providing evidence to alleviate the prospect's concerns immediately.
Score: 6
7.
7
/ 10Question:
"There are several stakeholders involved in this decision, and I need to ensure everyone is on board; can you help with that?"
Answer:
Sure, who are the other parties and what is the most important to you as a stakeholder?
Feedback:
The response effectively addresses the objection by inviting the prospect to share details about the other stakeholders involved in the decision. This shows curiosity and a willingness to collaborate. However, the response could be improved by including a brief acknowledgment of the complexity of involving multiple stakeholders, which would demonstrate active listening and empathy. Additionally, it would be beneficial to mention how you can assist in facilitating discussions or providing necessary information to help align all parties. Overall, the response is on the right track but could benefit from more depth.
Score: 7
8.
7
/ 10Question:
"My current supplier has been reliable for years; what assurances can you give me to switch now?"
Answer:
I agree a reliable supplier is a rare quality. Are there any areas where they could improve? Perhaps we could offer a solution that would be reliable and improve on the areas where they are falling short.
Feedback:
Your response effectively acknowledges the prospect's loyalty to their current supplier, which is a good approach in building rapport. You ask a thoughtful question to explore potential areas for improvement, demonstrating curiosity and a willingness to understand their needs better. However, you could strengthen your response by offering specific examples of your product's reliability or additional benefits that could incentivize the switch. Consider using a closing technique to lead the conversation towards a potential trial or meeting. Overall, great start, but a bit more specificity and direction would enhance your response.
9.
7
/ 10Question:
"With the economy being uncertain, is it really worth investing in these tires at this time?"
Answer:
Typically tires aren’t something that can be optional if you are driving regularly. Most of our customers consider tires a necessity so we try to formulate the best tire for them at the best price. Can you tell me a little about your situation so we can make the purchase as economical as possible?
Feedback:
The salesperson effectively addresses the objection by emphasizing that tires are a necessity for regular driving, which helps to frame the purchase as essential rather than optional. This aligns with a solution-focused approach. However, the response could be improved by providing a stronger value proposition specific to the customer's needs or concerns about the economy. Asking for more information about the customer's situation is a positive step towards curiosity and discovery, but the initial part of the response could be more engaging and empathetic regarding the economic concerns. Overall, it's clear and communicates the necessity of tires well, but it could benefit from a little more reassurance and tailored value exploration.
Score: 7
10.
7
/ 10Question:
"I don’t have time to deal with extensive installation processes; how quickly can these tires be ready to use?"
Answer:
I can definitely relate to being short on time around the holidays. With family, work, and leaving some time for hobbies, spare can time can be hard to come by. We offer drop off and pickup service for free so it will cost you zero time to have your tires installed with us. What other concerns or questions do you have or can we go ahead and make the appointment?
Feedback:
The response does a good job of empathizing with the prospect's time constraints, which is a strong start. However, it could be improved by providing a clear timeframe for the installation, as that was the core of the objection. While the offer of drop-off and pickup services is a valuable solution, it could be emphasized more directly to assure the prospect that their time will be respected. The closing question is appropriate, but it may come off as a bit abrupt after addressing their concern. A softer transition could enhance the collaborative approach. Overall, effective communication with some room for improvement in clarity and solution focus.