Top Score Challenge
Sales Assessment Results
53
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real here: your performance needs a serious wake-up call. Averaging a score of 5.3 screams mediocrity, and it’s time to step up. You’ve shown some sparks of understanding in your responses, particularly when it comes to recognizing customer concerns, but your execution often falls flat. The strongest techniques you've demonstrated are your ability to acknowledge objections and communicate some benefits, yet you consistently miss the mark on deeper engagement and curiosity. You have a tendency to lean into a more aggressive tone rather than collaborating with your prospects. This isn’t a boxing match; it's about building relationships.
To turn things around, you should really dive into consultative selling and objection handling techniques. Asking open-ended questions to explore the prospect's concerns could transform your conversations from confrontational to collaborative. Think about ways to build rapport instead of just pushing for answers.
Remember, in sales, curiosity is your best friend. Embrace it. Your coaching moment? It's not just about what you say; it’s how you make the customer feel. Always aim to engage deeply and genuinely, and you'll start seeing a shift in your effectiveness. You’ve got the potential; now it’s time to unlock it.
Question Breakdown
1.
5
/ 10Question:
"I'm really concerned about how this will fit into my monthly budget; it's a bit higher than I expected."
Answer:
Thanks for pointing that out. Staying within budget is important indeed. Now, the real question is what is going to cost you not doing this right now. How much would it cost you to have to repeat your semester in college? Something to think about…
Feedback:
The response acknowledges the budget concern, which is a positive start, but it quickly shifts to a more aggressive approach by asking about the cost of not participating in the program. While the intention is to make the prospect consider the implications of inaction, it could be perceived as confrontational rather than collaborative. A more effective response would include asking open-ended questions to explore their budget constraints further, showing empathy for their situation, and aligning the solution with their needs. This approach would foster a more consultative relationship. Additionally, the closing technique used here isn't particularly effective given the context; instead, a softer approach could help build rapport.
Overall, the response lacks depth in curiosity and discovery, as it doesn't seek to understand the prospect's specific budget limitations or explore potential adjustments.
Score: 5
2.
7
/ 10Question:
"Can you explain how this will actually improve my performance? I need to see a clear benefit."
Answer:
Well, studies show that the number one indicator for exam success is not knowledge or intelligence, but confidence. And by joining this challenge, you’ll have so much much practice (in a fun way, by the way), that your confidence will go though the roof, allowing you to get ready to crush that exam, no matter what comes your way.
Feedback:
The response effectively addresses the objection by linking confidence to exam success, which is relevant to the prospect's concern about performance improvement. It communicates the benefit clearly, emphasizing the fun aspect of the challenge, which can be appealing. However, it could have gone deeper into specific outcomes or metrics that demonstrate how increased confidence translates to tangible performance improvements. Additionally, asking a follow-up question to further engage the prospect could have strengthened the collaborative aspect of the conversation. Overall, it’s a solid response but could benefit from more specificity and engagement.
3.
5
/ 10Question:
"I appreciate the features, but I'm not sure my team will actually adopt it given our current tools."
Answer:
The cool thing about it it that it doesn’t interfere with what you have going. It’s the perfect compliment to it, to make things easier for you.
Feedback:
The response does provide a positive angle by emphasizing that the product complements existing tools, which is a good start. However, it lacks depth in addressing the prospect's concerns about team adoption. The salesperson could have employed a consultative approach by asking questions to understand specific hesitations or barriers to adoption. Additionally, incorporating a closing technique, such as suggesting a pilot program or offering a demonstration, could have strengthened the pitch. Overall, the communication is clear, but it misses an opportunity for deeper engagement and exploration of value.
Score: 5/10 for being somewhat effective but lacking in curiosity and a solution-focused approach.
4.
4
/ 10Question:
"I've heard good things about your competitor; why should I choose you instead?"
Answer:
Because this is the only challenge out there that allows you to practice with mini-test in such a fast and easy way, and have them ready within minutes, even if you previously don’t know anything about the subject.
Feedback:
The response highlights a unique feature of the offering, but it lacks depth in addressing the prospect's concern about the competitor. It does not engage the prospect in a dialogue or ask any probing questions to understand their needs or preferences. A more effective approach would include a comparison of benefits, perhaps using the SPIN or Solution Selling techniques, to address why the prospect should choose this challenge over the competitor. Overall, the response could have benefited from more curiosity and a collaborative tone to build rapport.
5.
7
/ 10Question:
"I need to discuss this with my manager first; can you provide something to help persuade them?"
Answer:
Sure. What do you think are the main questions he/she might have?
Feedback:
The response shows good curiosity and encourages discussion, which is a positive approach. However, it could be improved by explicitly acknowledging the objection and providing some initial value that could help the prospect in their conversation with their manager. Additionally, following up with a question about the manager's priorities or concerns would enhance the discovery process. Overall, it's a solid start, but it lacks a bit of depth in addressing the concern directly and offering immediate support.
6.
4
/ 10Question:
"What kind of ongoing support do you offer? I'm worried about post-purchase assistance."
Answer:
We offer a 30 day money back guarantee with full support via email.
Feedback:
The response provides some information about support, specifically mentioning a 30-day money-back guarantee and email support. However, it lacks depth and does not fully address the prospect's concern about ongoing post-purchase assistance. A more effective response would have included specifics about the types of support available after the initial purchase (e.g., phone support, tutorials, community forums, etc.) and perhaps a reassurance that the company values customer satisfaction in the long term. Additionally, the tone could be more engaging to build rapport and trust. Overall, there's a missed opportunity to explore this concern further, which is crucial for a strong relationship in the competitive environment of the Top Score Challenge industry.
7.
6
/ 10Question:
"This sounds great, but I have some immediate financial priorities to tackle first."
Answer:
Good to know. When it comes to finances, knowing what to prioritize is very important indeed. Would you mind if I ask you to elaborate just a little more in that? That way we could work on solid plan to tackle this while protecting your finances.
Feedback:
The response effectively acknowledges the prospect's concern about financial priorities, which demonstrates active listening and empathy. However, it could be improved by incorporating a more solution-focused approach, such as offering a brief insight into how your product or service could help alleviate some of those financial pressures or suggesting a flexible payment option. The question asked is appropriate for curiosity and discovery, but it lacks a direct connection to the value your offering could provide in the context of their financial situation. Overall, it's a solid start but requires more depth in addressing the objection directly and presenting a collaborative solution.
Score: 6
8.
5
/ 10Question:
"I've used similar products before without success; how is this different?"
Answer:
Because no other challenge out there uses AI to create the mini-test in such a tailored way that is so easy to create and take.
Feedback:
The response addresses the concern by highlighting a unique feature of the product, specifically the use of AI for tailored mini-tests, which is a good start. However, it lacks depth and does not explore the customer's past experiences or the specific reasons for their lack of success with similar products. It could benefit from asking follow-up questions to understand those experiences more clearly, thus allowing for a more solution-focused approach. Additionally, it misses an opportunity to demonstrate value beyond just the feature, such as potential outcomes or benefits. Overall, while the response has merit, it falls short in curiosity, discovery, and a collaborative approach.
Consider incorporating a question like, "Can you share what didn't work for you in the past?" This could open a dialogue that better positions your product as a solution to their specific challenges.
9.
7
/ 10Question:
"How quickly can this be implemented? I have a tight timeline to meet."
Answer:
Right away. While some people have taken the whole challenge within an hour, our typical student does it within 3 days or less. That speed is the cool thing about it that makes this experience so different.
Feedback:
The response effectively addresses the concern about implementation speed by providing specific timeframes, which is great. However, it could be improved by asking a follow-up question to clarify the prospect's exact timeline and any specific constraints they might have. This would demonstrate curiosity and active listening. Additionally, incorporating a closing technique to prompt further engagement would enhance the effectiveness. Overall, it communicates well but misses some opportunities for deeper engagement and exploration of the customer's needs.
Score: 7
10.
3
/ 10Question:
"Is there any flexibility on the price if I commit to a longer-term plan?"
Answer:
It depends. How much longer are we talking about here?
Feedback:
The response lacks a proactive approach to addressing the customer's concern about price flexibility. While asking for clarification on the duration of the commitment is a step in the right direction, it doesn't provide any value or reassurance to the customer. A more effective response would include a willingness to explore pricing options and discuss potential benefits of a longer-term plan, leveraging a solution-focused approach. Additionally, it would be beneficial to incorporate active listening by acknowledging the prospect's need for flexibility and expressing a desire to find a mutually beneficial solution. Overall, this response could use more enthusiasm and alignment with the customer's needs.