Sales
Sales Assessment Results by Osagie Great Ayemere
25
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance on this test was far below expectations, averaging a mere 2.5. This isn’t just a bump in the road; it’s a wake-up call. You consistently missed the mark when addressing the prospect’s key concerns. Instead of addressing their worries with tailored solutions, you opted for vague reassurances that did nothing to build trust. You need to dig deeper into understanding the prospect's pain points and articulating how your solution can uniquely address them.
You did show some positive signs when you acknowledged budget concerns and attempted to engage on customer support, but those moments were overshadowed by a lack of specificity and clarity. This isn’t about providing surface-level responses; it's about crafting compelling, solution-oriented dialogues.
To elevate your game, I suggest you study Solution Selling and the AIDA Model. Solution Selling will help you identify pain points and offer customized solutions, while AIDA will guide you in capturing attention, building interest, creating desire, and prompting action.
Here’s your coaching moment: every interaction is a chance to build trust and demonstrate value. Don't just respond—engage, explore, and empower your prospects. Get back to the drawing board, refine your skills, and come back ready to knock it out of the park.
Question Breakdown
1.
0
/ 10Question:
"Our current vendor has been around longer and has a stronger market presence; why should we switch now?"
Answer:
How proximate are they to you when you need their service urgently.
After purchase, what after sales services are provided.
Feedback:
The response fails to directly address the prospect's primary concern about the vendor's market presence and the reasons for switching. Instead of providing a compelling reason to switch, it asks unrelated questions that do not build on the prospect's objection. To improve, focus on the unique benefits your solution offers, such as superior service, innovative features, or better pricing that justifies the switch.
Additionally, incorporate a solution-focused approach that addresses how your offering can better meet their needs compared to their current vendor, emphasizing value exploration and building rapport.
2.
2
/ 10Question:
"I’m worried about the integration complexity; we can't afford any disruptions during implementation."
Answer:
Mistakes or delays during implementation may happen, but I am not uncertain that I have everything in place to mitigate the risk of a mistake to an absolute zero.
Feedback:
The response does not effectively address the prospect's concern about integration complexity and potential disruptions. Instead of acknowledging the worry and providing reassurance, it presents a vague assurance that risks can be mitigated to zero without discussing specific strategies or support that would be provided during the integration process. A more effective response should include a clear outline of how your solution has been successfully integrated in the past, steps taken to ensure a smooth implementation, and how you will support them throughout the process. Additionally, use this as an opportunity to engage the prospect by asking about their specific concerns or past experiences with integration challenges.
3.
4
/ 10Question:
"Our budget is tight this quarter, and I’m not sure we can justify the expense right now."
Answer:
I’m glad to be speaking directly with the decision maker. If budget is a concern, we accomodate installmental payments. Allow me to send you a revised qouta with the barest minimum to start with so you can begin at a comfortable level.
Feedback:
The response acknowledges the budget concern, which is positive, but it lacks a deeper exploration of the prospect's needs and the value your solution delivers. Simply offering installment payments does not directly address how your product can save money, generate ROI, or provide significant benefits that justify the expense. To enhance the response, it would be beneficial to discuss potential cost savings or long-term value that outweighs the initial expense, and engage the prospect by asking more about their budget constraints and priorities. Additionally, ensure professional communication by correcting spelling errors (e.g., "accommodate" and "quota").
4.
2
/ 10Question:
"Can you guarantee that your solution will provide the ROI we need without unexpected costs?"
Answer:
I don’t just guarantee it, i make sure any solution that proves to provide unexpected cost, will be kept aside.. and thats all i get, I will come with options not far from your budget.
Feedback:
The response is vague and does not directly address the prospect's request for a guarantee regarding ROI and unexpected costs. While it attempts to reassure the prospect by stating that options will be offered that align with their budget, it lacks specificity about how ROI will be measured and safeguarded against unexpected costs. A more effective approach would involve explaining how the solution has delivered ROI for similar clients, outlining any guarantees or warranties offered, and discussing contingency plans for managing costs. It's important to actively listen to the prospect's concerns and provide a structured response that builds trust and confidence in the solution offered.
5.
1
/ 10Question:
"I need to discuss this with my team; can you provide me with detailed documentation to support your claims?"
Answer:
Yes
Feedback:
The response is overly simplistic and does not effectively address the prospect's request for detailed documentation. A more effective approach would have involved acknowledging the need to consult with their team and offering to provide tailored documentation that highlights key points of interest. This could include case studies, testimonials, or specific data that demonstrates the value of your solution. Additionally, engaging the prospect by asking what specific information would be most helpful for their team can show that you understand their needs and are willing to support them in the decision-making process.
6.
4
/ 10Question:
"We’ve had trouble with customer support in the past; how will you ensure we receive timely assistance?"
Answer:
Here, let me show you that we have improved on our customer service.
I will text them right here.. and we will find out they reply faster than they usually do.
Feedback:
The response attempts to demonstrate the improvement in customer support by offering to text a support representative, which is a step in the right direction. However, it lacks depth and fails to address the prospect's specific concerns adequately. Instead of just proving responsiveness in real-time, it would be more effective to share specific strategies or systems your company has implemented to enhance customer support, such as dedicated account managers, 24/7 support lines, or training programs for support staff. Additionally, providing testimonials or case studies from other satisfied customers could further reassure the prospect. Overall, while it shows initiative, the response requires more structure and a clearer emphasis on the support improvements made.
7.
4
/ 10Question:
"There are several competing solutions in the market; how does yours maintain its competitive edge?"
Answer:
We provide consulting, besides that options, and untop of that we also provide after sales support.
Feedback:
The response touches on key aspects like consulting, options, and after-sales support, which are important competitive advantages. However, it lacks specificity and clarity. To effectively address the concern about competitive solutions, the response should include details about how these services differentiate your offering from competitors. For example, discuss the expertise of your consulting team, unique features of your after-sales support, or specific success stories that demonstrate your solution's effectiveness compared to others in the market. Strengthening your communication and ensuring grammatical accuracy will also enhance professionalism and clarity.
8.
0
/ 10Question:
"What’s the long-term value of your product, especially as our needs evolve and grow?"
Answer:
I’ll sell you this, and will wait for you to make a complaint about it, and I am not uncertain that a complaint would never come.
Feedback:
The response is dismissive and does not engage with the prospect's concern about long-term value. Instead of addressing how your product can adapt to their evolving needs, it implies a lack of confidence and responsiveness. A more effective approach would involve discussing the product's scalability, adaptability, and the support offered over time. You should also highlight specific examples of how your solution has met the changing needs of similar clients, showcasing its long-term benefits. This response severely lacks professionalism and does not foster trust or rapport with the prospect.
9.
4
/ 10Question:
"I'm concerned about compliance; how do you ensure your solution meets the latest industry regulations?"
Answer:
Currently, we have our persons in these industries who shares with us what new regulations has been put in place, and we don’t fail to comply with it.
Feedback:
The response indicates that the company is aware of industry regulations and has personnel keeping track of changes, which is a positive point. However, it lacks specificity and clarity. To improve, you should provide more details about the compliance process, such as how updates are communicated to your team, any certifications or audits your solution undergoes, and examples of how you've successfully maintained compliance in the past. Additionally, engaging the prospect by asking about their specific compliance concerns would demonstrate active listening and a collaborative approach.
10.
4
/ 10Question:
"We have an existing system in place; what will it take to get buy-in from stakeholders for a transition?"
Answer:
That’s something I will manage, from stakeholders engagement to implementation planning.
Feedback:
The response demonstrates a level of confidence in managing stakeholder engagement and implementation planning, which is positive. However, it lacks detail and does not actively address the prospect's concern about gaining buy-in for the transition. A more effective approach would involve outlining specific strategies for stakeholder engagement, such as identifying key stakeholders, addressing their concerns, and demonstrating how your solution will benefit them. Additionally, incorporating a collaborative approach by asking questions about their current system and what specific concerns stakeholders may have could help build rapport and engagement.