IIoT
Sales Assessment Results
44
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real: averaging a 4.4 isn't going to cut it in the competitive world of sales. Your responses have shown glimpses of understanding key concepts, but you're leaving a lot on the table. Your strongest technique seems to be recognizing the importance of addressing objections, but you consistently fall short on depth and engagement. You often brush off concerns instead of digging deeper to uncover the prospect's true needs. This is a critical mistake. Prospects want to feel heard and understood; your responses need to reflect that.
You tend to state the facts but miss the chance to personalize your approach or engage with the prospect. You really need to hone your inquiry skills—asking the right questions can transform your conversations from transactional to consultative. Consider studying solution-focused selling and consultative selling techniques. These will help you better understand your prospects' pain points and articulate how your solution can address them.
Here's your coaching moment: remember that every interaction is an opportunity to build relationships and trust. Don’t just sell; listen, empathize, and engage. If you can turn your focus from merely responding to truly connecting, you'll see your scores—and your sales—climb. Now, get out there and turn those insights into action!
Question Breakdown
1.
6
/ 10Question:
"I really like the idea of your IIoT solution, but how can I be sure it fits within my tight monthly budget?"
Answer:
Our products unlike others do not have any software fees or monthly fees and the products are value packed with features only included on other plcs costing 4-5 times.
Feedback:
The response does a decent job of addressing the budget concern by highlighting the absence of software and monthly fees, along with emphasizing the value of the product features. However, it lacks a more personalized approach that would involve asking questions to clarify the prospect's specific budget constraints or needs. Additionally, while it mentions that the products are value-packed, it could further elaborate on how this translates into cost savings or ROI for the prospect's specific situation. A closing technique could have also been employed to help guide the conversation toward a decision. Overall, while the response has some good points, it could benefit from a more solution-focused and collaborative approach, as well as better engagement through inquiry.
Score: 6
2.
4
/ 10Question:
"I've heard about other companies offering similar IIoT solutions at lower prices; what makes yours worth it?"
Answer:
Made in the USA and our support. You can always easily speak to a human at our offices if needed.
Feedback:
The response addresses the objection by highlighting a key differentiator: being made in the USA and offering accessible human support. However, it lacks depth in exploring the unique value proposition of the IIoT solution. It would benefit from elaborating on how these factors translate into tangible benefits for the customer, such as reliability, quality, or faster issue resolution. Additionally, there is no inquiry or engagement with the prospect to understand their specific needs or concerns further. Overall, while the response has the kernel of a good point, it misses the opportunity to fully communicate value and engage the prospect.
Consider including a brief story or example that illustrates how your support has helped other customers.
Score: 4
3.
5
/ 10Question:
"Honestly, I'm not sure my team has the time to learn a new system right now; can you guarantee the training won't slow us down?"
Answer:
Absolutely, if you can setup a router at your home, you can learn our product. Most teams are up and running in 30 mins.
Feedback:
While you provided a reassuring response, it lacked depth in addressing the concern about time. You brushed off the objection too quickly without exploring the potential implications of training on their productivity. It would have been more effective to ask questions about their current workload and understand their specific time constraints. Additionally, offering a detailed training plan or testimonials from other users could have added credibility to your claims. Overall, your tone was friendly, but the response could have been more solution-focused and collaborative.
4.
4
/ 10Question:
"What happens if we face issues after purchase? How responsive will your support be?"
Answer:
All you have to do is pick up the phone and give us a call. Our support team runs M-F but we do monitor emails on the weekends for emergencies.
Feedback:
The response provides a basic assurance regarding support availability, but it lacks depth. It does not effectively address the prospect's concern about responsiveness after purchase, nor does it highlight any specific service level agreements (SLAs) or examples of past support success. There is an opportunity to reassure the prospect by offering insights into the support process, escalation paths for urgent issues, and perhaps even a testimonial or case study to demonstrate reliability. Additionally, the response could benefit from a more empathetic tone and an invitation for further questions to foster a collaborative approach. Overall, it misses the mark on solution-focused engagement and curiosity about the prospect's specific needs regarding support.
Score: 4
5.
5
/ 10Question:
"I'm concerned about the long-term viability of your company. Can you provide any assurances?"
Answer:
we have been manufacturing our products for over 20 years here in the USA. Our failure rate is .0001%
Feedback:
While your response mentions the company's longevity and an impressive failure rate, it lacks a deeper engagement with the prospect's concern about long-term viability. You could enhance your response by addressing how your company's stability and future plans (e.g., investments in innovation, market adaptability) contribute to its viability. This would demonstrate a solution-focused approach and foster trust. Additionally, you missed an opportunity to ask a follow-up question to explore their specific concerns further, which could have shown active listening and a collaborative approach. Overall, your response was somewhat effective but could use more depth and involvement.
Score: 5
6.
4
/ 10Question:
"I need this solution up and running quickly, but I've heard that implementations can take longer than expected—what's your typical timeline?"
Answer:
We have the products in stock and then can ship within a business day. If you are deploying these in numbers we can pre program the units during production so they are a plug and play solution
Feedback:
Your response touches on product availability and shipping speed, which is a good start, but it misses addressing the core concern about the overall implementation timeline. You could have acknowledged the prospect's worry about implementation times and provided a clearer overview of your typical deployment process and timeline. Additionally, mentioning any support or resources your team offers during the implementation phase would demonstrate a solution-focused approach. Overall, while you've provided some relevant information, it lacks depth in addressing the objection fully.
Try to incorporate more details about the entire process from shipping to setup to reassure the client.
Score: 4
7.
5
/ 10Question:
"How do I know that your IIoT system can integrate smoothly with our existing infrastructure?"
Answer:
We have a public API and support most all major integrations. It’s usually as simply as pointing your software to poll data from our unit.
Feedback:
The response addresses the objection by mentioning the public API and the ease of integration, which is a good start. However, it lacks depth and clarity, particularly in explaining how the integration process works and how it specifically relates to the prospect's existing infrastructure. There is also no inquiry into the specifics of the prospect's current setup, which would demonstrate curiosity and discovery. This could help build rapport and tailor the response further. Additionally, a more solution-focused approach could involve sharing examples of successful integrations with similar systems, thus exploring the value more effectively. Overall, while the response is somewhat effective, it could benefit from more engagement and detail.
8.
3
/ 10Question:
"I’m not convinced that we have a big enough pain point to justify this investment right now; could you help me see the value?"
Answer:
We are the leading IO experts for data acquisition and remote monitoring. How can you make smart decisions without this data? Nobody likes making assumptions.
Feedback:
The response does not effectively address the prospect's concern about not having a significant pain point. Instead of providing clarity on how the investment could create value, it comes off as somewhat dismissive and fails to engage in a consultative manner. A more effective approach would involve asking probing questions to uncover potential pain points or inefficiencies that the prospect may not be aware of, demonstrating how your solution can directly address those issues. The tone could also be more collaborative rather than authoritative. Overall, the response lacks the curiosity and discovery needed to explore the prospect's needs and build rapport.
Score: 3/10
9.
4
/ 10Question:
"I feel like we have too many ongoing projects at the moment to add something new; can we delay this decision?"
Answer:
Sure, but don’t kick the can down the road when you can easily have our devices deployed and gathering data for you as early as next week.
Feedback:
The response is somewhat dismissive of the prospect's concern about their ongoing projects. While it does attempt to create urgency by mentioning quick deployment, it lacks empathy and doesn't explore the underlying issues or implications of delaying the decision. Additionally, it doesn't ask any questions to uncover more about the prospect's current projects or needs. A better approach would have been to acknowledge their concern first, then discuss the potential benefits of moving forward now, perhaps by framing it within their current projects to demonstrate value. Overall, the response feels too aggressive and lacks the consultative approach necessary in the IIoT industry.
10.
4
/ 10Question:
"My boss is very cautious about new technologies; how can you help me persuade them to move forward?"
Answer:
Absolutely, I would be happy to jump on a call and discuss his concerns. With the value we have discussed, this is a no brainer to move forward.
Feedback:
The response is somewhat effective in addressing the objection by offering to discuss the boss's concerns, which shows a willingness to engage. However, it lacks depth and specificity. It doesn't provide any immediate value or insights that could help persuade the boss. Instead of just suggesting a call, it would be more impactful to ask questions that uncover specific concerns or to offer examples of how similar companies have successfully navigated similar hesitations. The tone is somewhat casual, which may not resonate well in a cautious environment. Additionally, there's no clear closing technique utilized to encourage a next step. Overall, the response misses an opportunity to explore value and address the concern directly.
Score: 4/10.