Event Production
Sales Assessment Results
64
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's be real: you're sitting at a 6.4 average, and that's just not going to cut it if you want to rise to the top of your game. You have some solid moments, particularly with consultative selling techniques—your ability to acknowledge client concerns and propose strategy sessions shows potential. However, there’s a consistent pattern of holding back on specifics and not fully engaging your prospects. You’re missing opportunities to showcase your expertise and to ask those open-ended questions that drive deeper conversations.
To push your performance higher, dive into the art of storytelling in sales and the SNAP Selling technique. Storytelling will allow you to illustrate your value through engaging examples, while SNAP Selling will help you simplify your approach and align closely with your clients' needs.
Here’s your coaching moment: remember that every conversation is a chance to be more than just a salesperson. Be a partner, a consultant—show genuine curiosity about your prospects’ challenges. When you bring that energy and focus, you’ll not only boost your scores but also build lasting relationships. Now get out there and own it!
Question Breakdown
1.
6
/ 10Question:
"We need to ensure that your service aligns with our compliance requirements. Can you provide details on that?"
Answer:
Absolutely, we have a list of past and current clients that have made the same request. If we could get a list of your requirements so that we can ensure we meet each one of the requirements with your approval of course before we move forward.
Feedback:
The response does demonstrate a willingness to collaborate and align with the client's compliance needs, which is good. However, it could be more effective by directly addressing the compliance requirements upfront instead of solely referring to past clients. It would be beneficial to offer specific examples of how your services have successfully met compliance in the past or to provide any documentation that outlines your compliance measures. Additionally, a more open-ended question could invite further discussion about their specific requirements, which would show curiosity and a commitment to understanding their needs better. Overall, this response could improve in clarity and directness regarding compliance, and the proactive approach could be stronger.
2.
5
/ 10Question:
"Our budget allocation is tight this fiscal year; what can you suggest to maximize ROI with your services?"
Answer:
Well there are a number of things that can be done in order to effectively ensure a profitable event. The bottom line is if we do not have a positive ROI for you then you would not hire us back. So we want to ensure repeat business from you as we have had with all of our clients. I would say we immediately set up a strategy meeting to go down the list of each item you want to provide for your upcoming event and we can figure out exactly what your company wants to focus on at the top priority for its event and we can go through each item to ensure we are both on the same page to ensure a great event.
Feedback:
The response acknowledges the budget concern and emphasizes the importance of ROI, which is good. However, it lacks specific suggestions on how to maximize ROI and could have included some ideas or examples relevant to event production. The tone is somewhat generic and could benefit from a more engaging and collaborative approach. Suggesting a strategy meeting is a solid move, but it would be more effective if it were framed as a way to explore tailored solutions rather than just a checklist. Overall, while there are positives, the lack of detail and proactive solutions holds it back.
3.
7
/ 10Question:
"We've had issues with a vendor in the past regarding implementation timelines; how can you reassure us this won't happen again?"
Answer:
That's why a strategy session is important before we agree on moving forward so that we can not only meet but exceed your expectations and make sure that you are happy. We don't like to overpromise and underdeliver with any of our clients. Let's figure out a time to sit down and go through all of the details for your event.
Feedback:
The response effectively addresses the concern by emphasizing the importance of a strategy session to ensure that expectations are met. It communicates a clear understanding of the prospect's past issues with vendors and reassures them about your commitment to delivering on promises. However, it could benefit from a more explicit acknowledgment of the specific past issues they've faced, which would show active listening and empathy. Additionally, while the suggestion for a strategy session is good, incorporating a closing technique that encourages urgency or a specific next step could strengthen the approach. Overall, this is a solid response with room for improvement in empathy and urgency.
4.
7
/ 10Question:
"I'm concerned about how your team will support us post-purchase, especially during peak event season. What are your support options?"
Answer:
We have a full staff that is available to your company. Ideally we would love to have a long term commitement moving forward so that we could have a concierge like relationship where you feel comfortable in reaching out to us 24/7 with any questions. We have support from basic questions that are needed all the way to website coding that we could provide to make your event a success pre, during and post event.
Feedback:
Your response does a good job of addressing the concern about post-purchase support by emphasizing the availability of your staff and the desire for a long-term relationship. However, it could benefit from being more specific about the types of support offered and examples of how you've successfully helped clients during peak seasons in the past. This would not only reassure the prospect but also demonstrate your expertise in the event production industry. Additionally, consider framing the support options in a way that aligns with their specific needs, showing that you've listened to their concerns. Overall, you touched on key elements but could enhance clarity and specificity for better impact.
5.
8
/ 10Question:
"Given our current vendor relationship, why should we consider switching to your service now?"
Answer:
I've heard you mention that you weren't happy with the turnaround deliverables from some of your current vendors. Let's set up a strategy session so that we can go through where those companies have dropped the ball and how we could make sure that we provide you with successful deliverables where you are happy and we can even give you a discounted incentive if we end up coming up with a contract that works for both of us.
Feedback:
The response effectively addresses the concern by acknowledging the prospect's dissatisfaction with their current vendor, which shows active listening and empathy. By proposing a strategy session, the salesperson demonstrates a collaborative approach and invites discovery, which aligns well with consultative selling techniques. Additionally, offering a discounted incentive is a good tactic to create urgency and value, but it could be clearer how this directly ties into solving the prospect's specific pain points. However, the response lacks a stronger closing technique to guide the prospect toward scheduling the session. Overall, it's a solid response but could be enhanced with more emphasis on the unique value proposition and a clearer closing technique.
6.
6
/ 10Question:
"Your proposal looks good, but can you explain how your offering compares to a competitor we’re currently considering?"
Answer:
We can most definitely compare Apples to apples on any proposal you have received from another vendor. What we bring is not only stability but also experience to the table we have been doing events globally for the past 2 decades. We don't think of ourselves as a company but as a family. We have had several companies that have continued to work with us for over 20 years so although there might be some companies that could compare with the same equipment and some of the same offerings we have a extensive background where we would just be better than anyone that is out there. We don't want to just have your business we want to be able to grow your business.
Feedback:
The response effectively highlights the company's long-standing experience and stability, which are important factors in the event production industry. However, it lacks a direct comparison to the competitor's specific offerings, which would have provided a clearer answer to the prospect's query. While the message conveys a warm, family-oriented tone, it could benefit from a more structured approach that includes specific differentiators and perhaps even a question to engage the prospect further. For instance, asking what specific aspects they value in the competitor's proposal could open up a more collaborative discussion. Overall, the response is positive but could be more focused on the competitive comparison and exploring the prospect's needs.
7.
7
/ 10Question:
"With several ongoing projects, how do you plan to ensure that your service gets the priority it needs with our team?"
Answer:
That is simple we will assign a dedicated person on our staff to be your go to person and he will be able to offer you the priority you deserve as part of our family. There is no project that is more important than another. We will setup a strategy session so that we know exactly what you are expecting from us and what we are expecting from your team as well so we are all on the same page.
Feedback:
The response effectively addresses the prospect's concern about prioritization by proposing a dedicated point of contact, which is a strong solution-oriented approach. It communicates willingness to engage in a strategy session, showing a collaborative mindset. However, it could have been enhanced by emphasizing the value of their service and how the dedicated person would streamline communication and execution. The tone is friendly and reassuring, suitable for the event production industry, but could benefit from a bit more enthusiasm to convey commitment. Overall, it demonstrates active listening, but lacks a bit of curiosity in exploring the specific needs of the client's ongoing projects.
Score: 7
8.
5
/ 10Question:
"I’m worried about the scalability of your services for future events; can you elaborate on that?"
Answer:
Sure thats simple. As your company grows and scales in size then we will grow with you. Perhaps at the present time you are not needing to stream services globally but once you are ready to provide that service to your network we will be there ready to implement services to make sure that you don't fall behind to your customers and stay ahead of the line amongst your competitors.
Feedback:
The response addresses the prospect's concern about scalability by affirming the ability to grow alongside their company. However, it could be improved with more specific examples or details about how scalability will be managed. The tone is generally appropriate, but it lacks a bit of warmth and engagement, which is crucial in the event production industry where relationships matter. There are no questions asked to further explore the prospect's specific needs or to encourage a dialogue, which would demonstrate active listening and curiosity. Additionally, while there is a mention of future services, the response could benefit from illustrating value more clearly. Overall, while the response is on the right track, it feels somewhat generic and could use a more collaborative approach to fully address the prospect's concerns.
Score: 5/10 for addressing the objection but lacking depth and engagement.
9.
7
/ 10Question:
"There's a lot of internal discussion around budget and approval; how can you help us navigate this with our stakeholders?"
Answer:
We will first have meeting with you so that we know exactly what your budget is and we will break everything down in writing so that you can provide a itemized report to your stakeholders of what is being spent where. If we can save you money then that would be our #1 priority so that you are looked upon as a hero in hiring us.
Feedback:
The response effectively addresses the budget concern by proposing a meeting to understand the client's financial constraints and offering an itemized report to facilitate discussions with stakeholders. This approach demonstrates a solution-focused mindset and active listening to the client's needs. However, the tone could be more collaborative; instead of framing it solely around the client being a 'hero,' emphasizing partnership and shared goals might resonate better. Additionally, asking open-ended questions about the specific challenges they face with stakeholders could enhance curiosity and discovery. Overall, it's a solid response but lacks some finesse in rapport-building and exploration of value.
To improve, consider incorporating a question like, 'What specific concerns do you anticipate from your stakeholders?' to engage them further in the conversation.
10.
6
/ 10Question:
"We need this solution implemented immediately, but I have concerns about the timeline for deployment and training requirements."
Answer:
We can most definitely prioritize training your team so that we can jump right into action. We have staff on our team that is ready to dive in and learn everything they need to from you in order to provide you immediate results. Let's do this!
Feedback:
The response does a good job addressing the urgency of the timeline by emphasizing the willingness to prioritize training. However, it lacks depth in addressing the specific concerns about the timeline for deployment and training requirements. It would benefit from asking clarifying questions to understand the prospect's exact timeline and expectations better. Additionally, while the tone is enthusiastic, it could use a bit more professionalism to match the event production industry's standards. Overall, it's positive but needs more focus on the details of the implementation process and a more consultative approach.
Consider integrating a specific timeline for deployment and training to reassure the prospect. A collaborative question could also help explore their concerns in detail.