Marketing
Sales Assessment Results
41
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance in this test was underwhelming, and it shows. An average score of 4.1 isn't going to cut it in the competitive world of sales. You repeatedly missed the mark on critical techniques like objection handling and consultative selling, which are essential for building rapport and addressing customer concerns effectively. You tended to come off as aggressive or dismissive, often failing to empathize with your prospects' financial constraints or specific needs—this is a big problem.
However, there were a few glimmers of potential. You showed curiosity in some responses, which is a positive sign, but you need to transform that curiosity into proactive solutions. Your approach lacked depth and missed opportunities to reassure and engage your prospects meaningfully.
To elevate your game, dive into studying consultative selling and objection handling techniques. These will help you not only to understand your prospects better but also to build the trust necessary for successful sales conversations.
Here's your takeaway: remember that sales isn't just about pushing products; it's about problem-solving and building relationships. When a prospect expresses concern, lean in, listen, and provide them with tailored solutions. If you can master this, you'll see your scores—and sales—skyrocket.
Question Breakdown
1.
0
/ 10Question:
"I love what you’re offering, but can we really justify the monthly payments with our current budget limits?"
Answer:
Can you afford not to? You tell me.
Feedback:
The response is overly aggressive and does not address the prospect's concern about budget constraints. It fails to provide value or explore potential solutions for their financial limitations. A more consultative approach that acknowledges their concern and asks open-ended questions about their budget would be more effective. Additionally, it lacks empathy and doesn't build rapport with the prospect. Overall, the response does not align with effective objection handling techniques in a marketing context.
2.
2
/ 10Question:
"This sounds great, but how will it really fit into our existing workflows without causing disruptions?"
Answer:
Every change causes disruptions. We're her to support you. Are you committed to making it work though?
Feedback:
This response acknowledges the reality of disruptions during change, but it lacks a proactive solution-focused approach. Rather than simply stating that disruptions are inevitable, the salesperson should explore the prospect's existing workflows and how the solution can be seamlessly integrated. Asking about commitment is not the most effective way to build rapport or address concerns; instead, asking open-ended questions about their workflows would be more beneficial. Overall, the response does not effectively address the objection or demonstrate a collaborative mindset.
3.
4
/ 10Question:
"I’m concerned about the hidden costs of switching from our current vendor. Can you clarify that for me?"
Answer:
Can you tell me more about what you mean? Has that been a problem in the past when switching?
Feedback:
This response demonstrates some curiosity by asking the prospect to elaborate on their concern, which is a positive aspect. However, it lacks a proactive effort to address the fear of hidden costs. Instead of only asking for clarification, the salesperson could have provided insights or examples of typical costs associated with switching and how they are managed. A more effective approach would involve acknowledging their concern directly, explaining how your company handles cost transparency, and offering reassurance regarding the overall value of making the switch. Overall, while there is an attempt to engage, the response misses an opportunity to directly alleviate the prospect's fears.
4.
5
/ 10Question:
"Your solution seems appealing, but I’ve heard mixed reviews about the API availability. Is that resolved?"
Answer:
The api is pretty comprehensive and there's zapier on top of that. Can you tell me what your trying to connect?
Feedback:
This response acknowledges the prospect's concern by highlighting the comprehensiveness of the API and mentioning Zapier, which is a positive aspect. However, it lacks depth in addressing the mixed reviews directly. A more effective response would include specific examples or testimonials that demonstrate successful API functionality and how issues have been resolved. Asking about what the prospect is trying to connect is a good way to engage them, but it should be coupled with reassurances about the API's reliability and the support available for integration. Overall, the response shows some curiosity but misses an opportunity to provide a more compelling reassurance regarding the quality of the API.
5.
4
/ 10Question:
"I’m not sure if we can get universal team buy-in on this; it feels like a tough sell internally right now."
Answer:
As some one who's used most of the major crms out there I was relieved when I saw how this simplified my life. What do you think is going to be the biggest problem with getting buy in?
Feedback:
This response attempts to leverage personal experience, which can help build rapport, but it does not effectively address the prospect's concern about universal team buy-in. Instead of focusing on the salesperson's relief, it would be more beneficial to empathize with the prospect's situation and explore their internal challenges in detail. While asking about the biggest problem with getting buy-in is a step towards discovery, the response lacks an initial acknowledgment of the prospect's feelings or concerns, which is crucial for maintaining engagement and showing understanding. Overall, the response could benefit from being more solution-oriented and collaborative in addressing the objection.
6.
3
/ 10Question:
"The price point is a bit high for us; are there any special payment terms or discounts available?"
Answer:
I would have offered it up front of there were instead of waiting for you to ask. But I respect you doing your due diligence. It never hurts to ask.
Feedback:
This response is dismissive and implies a lack of understanding of the prospect's financial concerns. While acknowledging the prospect's inquiry is a positive note, it fails to proactively address the objection regarding price and special payment terms. A more effective approach would involve offering potential solutions or alternatives, such as flexible payment options or discounts, while demonstrating empathy for their budget constraints. Overall, the response lacks a collaborative tone and does not explore value or reassure the prospect about the investment.
7.
5
/ 10Question:
"Before moving forward, we need to ensure this aligns with our future integration plans. Can it scale effectively?"
Answer:
Is there a specific concern there? This is built to scale. That's its whole purpose. Can you tell me more what you mean?
Feedback:
This response briefly acknowledges the prospect's concern about scalability, which is positive. However, it lacks depth in addressing the prospect's specific needs regarding future integration. Simply stating that the solution is built to scale does not provide enough reassurance or detail on how it aligns with their plans. A more effective approach would involve offering examples of successful scalability or integration with similar companies. Asking for further clarification is helpful, but it should be paired with a strong statement about the solution's capabilities and relevance to the prospect's unique situation. Overall, the response could benefit from a more proactive and informative stance.
8.
5
/ 10Question:
"How do we know we won't face a steep learning curve that impacts our team’s productivity?"
Answer:
It's very user friendly. The software is basically point and click. All you need to do is make the executive decision around how you'd like it work. You saw the video of the 10 year old launching her own ads. I'm sure your team will do fine and we'll be here to support you. Were there any specific concerns you had around learning curves?
Feedback:
This response touches on the user-friendliness of the software, which is a good start. However, it lacks depth in addressing the prospect's specific concerns about potential learning curves affecting productivity. Instead of just asserting that the software is easy to use, a more effective response would include examples of how other teams have successfully adopted the software, possibly highlighting training or support resources available. Mentioning the video with the child is a creative touch, but it may come off as trivializing the prospect's legitimate concerns. The inquiry about specific concerns is a positive step towards discovery, but it could be better framed within a context that reassures the prospect about support mechanisms. Overall, the response has some positive elements but falls short in fully addressing the concern and providing reassurance.
9.
6
/ 10Question:
"What if we encounter compliance issues during implementation? How do we mitigate that risk?"
Answer:
We've done everything we can to be ahead of compliance standards at the state and federal level as well as with the ad networks. But, if something were to come up, we can pivot advertising based on any government compliance and we have account reps at Facebook where we can ask questions and resolve our clients problems because we're a Certified Facebook ad team. So when or of something comes up were equipped to handle it.
Feedback:
This response offers some reassurance by emphasizing proactive measures taken to meet compliance standards at both state and federal levels. Highlighting the relationship with Facebook and the certification adds credibility. However, it could be improved by directly addressing the prospect's concern about potential compliance issues during implementation. Providing specific examples of how previous compliance challenges have been navigated or resolved would enhance the response's effectiveness. Additionally, using simpler language and clearer structure could improve clarity. Overall, while the response demonstrates some understanding and offers solutions, it lacks depth in addressing the prospect's concerns more comprehensively.
10.
7
/ 10Question:
"We've had failed implementations in the past, what guarantees can you offer that this will be different?"
Answer:
Can you tell me more about what happened before? I'd love to address the underlying concern here. That said. We do offer a 100% money back guarantee. In the past when we've had clients who for whatever reason had a slower launch or who themselves reduced to implement the system we've always worked it out so that they were happy. Sometimes, they realize they just weren't ready to do this now and we refund them. We'd rather they came back when they're ready. And sometimes they just needed a no cost extension and we've worked for free for a few months to get them caught up from a slow start. So we'll make sure you're cared for either way.
Feedback:
This response effectively opens the conversation by asking the prospect to elaborate on their past experiences, which demonstrates curiosity and a desire to understand their concerns. Mentioning the 100% money-back guarantee is a strong point, as it provides reassurance. Furthermore, sharing examples of how the company has successfully handled similar situations adds credibility and addresses the prospect's fear of failure. However, the response could be improved by streamlining the message to enhance clarity and impact. It should focus more on the specific guarantees offered, such as support and flexibility during implementation, rather than detailing past scenarios without a direct connection to the prospect's concern. Overall, the response is well-rounded but could benefit from a more concise delivery.