POS software
Sales Assessment Results

"I'm really concerned about the monthly payments; what if it strains my budget?"

I totally hear you. Some of my best customers had this same concern but after looking at the system they felt comfortable knowing that the system is going to save them over 10 hours per week so the system ends up paying for itself.

The response acknowledges the prospect's concern about budget, which is a good start. However, it lacks depth in exploring the specific implications of the monthly payments on their budget and doesn't ask any follow-up questions to clarify their situation. Additionally, while mentioning the time savings is valuable, it would benefit from more explicit connection to the financial impact of those savings. A more solution-focused approach could involve discussing potential ROI or offering flexible payment options. Overall, it communicates well but misses an opportunity for deeper engagement and exploration of the prospect's needs. Consider asking questions like, 'Can you share more about your budget constraints?' or 'What features do you think would provide the most value for your business?' to foster a collaborative dialogue and demonstrate curiosity about their specific needs. Score: 6

"I've heard mixed reviews about your software compared to others; how do you stack up?"

Typically people go to leave reviews when they’ve had a bad experience. It’s when they are more likely to leave reviews. What exactly did you see that is causing concern? I’d love to connect you with one of our many happy customers so you can have a real conversation with them and ask them what their experience has been like working with us.

The response does a fair job of addressing the objection by acknowledging the mixed reviews and shifting the focus to positive customer experiences. However, it could be improved by providing specific evidence or examples that counter the negative feedback rather than just suggesting that reviews are biased. Additionally, while the offer to connect with a happy customer is a good collaborative approach, it would be stronger if you demonstrated more curiosity by asking more open-ended questions about the specific concerns of the prospect. The tone is generally appropriate for the industry, but it lacks a bit of warmth. Overall, it effectively opens the door for further discussion but could have done more to explore the value and handle the objection more thoroughly.

"I need to run this by my team first; can you provide more in-depth technical details?"

I can totally get you the information you need. However, what do you think your team will say? It’s typically a lot easier to show your team if I’m on the call too and can run them through the ins and outs of the system with you and be there to help answer any of their questions. What do you think your team will say if they saw exactly what you did today?

The response addresses the objection by acknowledging the need for more information, which is a good start. However, the initial question about what the team might say could come off as slightly dismissive and could be rephrased for greater empathy and curiosity. Asking open-ended questions to understand the team's specific concerns would enhance the discovery process. The suggestion to join the call is excellent, as it emphasizes a collaborative approach, but it could be framed more strongly as a solution to their concern. Overall, the response is clear and indicates a willingness to help, but it lacks depth in exploring the team's needs and overcoming the objection more effectively.

"The last system we implemented took longer than expected—how can I be sure yours won’t?"

I know that is one of the most difficult things to understand when you are implementing a new software. Are you more concerned about the amount of time it will take or having to do it all on your own? The great thing about us is that we take a real hands on approach to helping you get up and going. Our team will do phone calls, screenshares, and spend as much time as they need to with you. You’ll have a dedicated onboarding specialist and they’ll have a team of trainers that will even help you load all of your data into our system so you don’t need to start from scratch.

The response effectively acknowledges the concern about the implementation time, which shows active listening and understanding of the prospect's perspective. By asking a clarifying question about whether the concern is more about time or support, the salesperson demonstrates curiosity and discovery, which is good practice. The emphasis on a hands-on approach and dedicated support is strong, aligning with a solution-focused approach. However, the response could benefit from a more explicit closing technique to encourage the prospect to move forward or schedule a follow-up. Overall, it communicates clearly and maintains a reassuring tone appropriate for the industry, but lacks a stronger call to action. Score: 7/10

"Given my past experience with POS systems, how can I trust yours will meet my needs?"

If you don’t mind me asking, can you tell me more about your previous experience that you feel didn’t really meet your needs? I know that our system will meet your needs because you and I have spent a lot of time together over the last couple of weeks and I’ve been able to really understand the issues you are running into and know that the system we are providing to you solves those issues and will make your life easier. As we discussed, our system will save you ten hours a week. Is there anything else we haven’t talked about yet that might also be making you question how good a fit it is for your business?

The response effectively opens a dialogue by asking for more details about the prospect's past experiences, showcasing curiosity and a solution-focused approach. However, it could have been more structured by clearly addressing the objection before reiterating the benefits of the product. While it does mention that the system can save ten hours a week, it lacks a strong closing technique to reinforce the value proposition. Additionally, it could benefit from a more confident tone, especially to instill trust given the prospect's concerns. Overall, it shows good listening and engagement but misses the opportunity for a more assertive reassurance regarding the reliability of the product. Consider integrating a brief testimonial or case study to strengthen trust further and address the objection directly. This would enhance the collaborative approach and build rapport more effectively. Overall, a solid effort but with room for improvement in structure and confidence.

"I'm just not sure if switching from our current vendor is worth the hassle right now."

You know what, I hear this all the time. What is it that is keeping you from seeing how important this is for you to do right now? The thing it typically hear from those I work with that end up delaying the change is that they always wish they would have started this earlier. Most of the time, the opportunity costs of not switching end up costing you more. By making the change now you’ll be able to start taking advantage of all the positives and benefits along with the new website which will lead to new sales.

The response addresses the customer's objection by acknowledging their concern about the hassle of switching vendors, which is a positive start. However, it could have been more effective by asking more probing questions to uncover the specific fears or doubts the prospect has about switching. The statement about hearing similar concerns from others is relatable, but it lacks a personal touch or a deeper exploration of the prospect's unique situation. The mention of opportunity costs is a solid point, but it could be reinforced with specific examples or data that highlight the benefits of switching in their context. The overall tone is appropriate and maintains engagement. Additionally, a more structured closing technique could have been employed to guide the prospect toward a decision. Overall, while the response has some strong elements, it could benefit from a more solution-focused approach and greater emphasis on curiosity and discovery.

"The integration with our existing tools seems complicated—how seamless is it really?"

Where are you really experiencing these issues? And what are the issues? Our system is really as seamless as it gets. If you remember, we take a very hands on approach in onboarding so you aren’t left to do it on your own. Do you have anyone there to help you or would it all be on your shoulders? If it’s just on you, remember you’ll have your customer success manager and team of trainers helping you every step of the way.

The response effectively addresses the concern about integration complexity by asking clarifying questions to uncover the specific issues the prospect is facing. This demonstrates curiosity and a solution-focused approach. The mention of a hands-on onboarding process and support from a customer success manager helps to build value and reassure the prospect. However, the communication could be clearer and more concise, and it could benefit from a stronger closing technique to encourage further dialogue or commitment. Overall, the approach is collaborative and acknowledges the prospect's perspective, but the effectiveness could be improved with a more confident assertion of the solution's benefits. Score: 7

"Can you ensure that your system will be easy for my staff to adopt without extensive training?"

I can’t promise it’s going to be an easy because your team does need to be willing. However, I can promise that our team will do all that we can to help make this successful. At the end of the day, we have a 96% onboarding success rate and typically the only time we don’t onboard successfully is if there is a pivot within the business that is making the business close before we were able to to visit.

The response addresses the concern but lacks a clear commitment to ease of adoption. While it's good to emphasize the support your team will provide, it could be more effective to share specific methods or resources that facilitate training, like user-friendly documentation or hands-on workshops. You mentioned a high onboarding success rate, which is great, but it could be more impactful if you linked it to ease of use and included a success story or testimonial. Additionally, the tone could be more positive by focusing on how your solution has helped similar clients with staff adoption. You missed an opportunity to ask a follow-up question to explore their specific concerns further, which could show curiosity and foster a collaborative approach. Overall, the response is on the right track but needs more assurance and detail about the training process to instill confidence.

"I’m worried about the economic climate affecting our budget—how do we justify this expense?"

What about the economic climate? I know I had others that were worried four years ago as well but the big cost that will lead to more expense is employee turnover or inefficiencies. Our system will help you cover both of those and keep you from needing to go out and hire new employees to every day.

The response lacks depth and fails to engage with the prospect's concern adequately. It starts with a dismissive question, which does not directly address the objection about budget justification. While it mentions employee turnover and inefficiencies as potential pain points, it does not explore these issues further or connect them back to how the POS software can create cost savings. Active listening and curiosity are missing, as the salesperson should have asked more probing questions to uncover specific budget concerns. The communication could be more empathetic and tailored to the prospect's situation. Overall, the response does not effectively demonstrate value or build rapport.

"I’m feeling the pressure of other priorities right now; can this wait until next quarter?"

I know you mentioned that you have a lot going on right now with your kids wedding next month and you having just hired a new manager. This can always be such a busy time of year. Is there anything else going on? If I remember right, you were worried that your current system isn’t going to be able to help you get through some of the busy times that are around the corner. I know that our system is going to be able to solve these issues for you. And our team will be able to hold your hand and help you do this so you aren’t left trying to do it on your own. If you had a team there helping you with it would that help you feel better about it?

The response acknowledges the prospect's current situation, showing empathy, which is excellent for building rapport. However, it lacks a strong closing technique or urgency to encourage immediate action. While you effectively restate the prospect's pain points, there's a missed opportunity to explore their feelings about waiting and the potential implications of delaying the decision. Asking 'Is there anything else going on?' is vague and could have been more targeted to uncover deeper concerns. Overall, the response needs more structure to directly address the objection and create a sense of urgency. Consider incorporating a stronger value demonstration about how the POS system can alleviate their current pressures and the benefits of implementing it sooner rather than later. Score: 6