Forklifts
Sales Assessment Results

"We're already committed to a different supplier for our forklift needs."

Can they meet your service needs & expected timeframe of delivery?

The response does a decent job of addressing the objection by steering the conversation towards service and delivery, which are critical factors in the forklift industry. However, it lacks depth and engagement. It would be beneficial to acknowledge the prospect's commitment before probing about their current supplier's capabilities. Additionally, asking follow-up questions to delve deeper into their satisfaction with the current supplier could demonstrate curiosity and active listening. The tone is appropriate for the industry, but the response could benefit from a more collaborative approach to build rapport. Also, a closing technique, such as proposing a follow-up conversation or offering to share insights about your offerings, would strengthen the response. Overall, it's a good start, but more engagement and exploration of value are needed.

"The upfront cost is too high for our current budget constraints."

For my product , your initial investment will be higher, but the value you get from it will cost you so much less over the lifetime of the forklift. Buying new will offer you more longevity over the lifetime of the unit. We offer financing to help with upfront costs

The response addresses the concern about the upfront cost by emphasizing the long-term value and longevity of the product, which is a good approach. However, it could be improved by incorporating a more empathetic tone that acknowledges the prospect's budget constraints more directly. The mention of financing is a positive addition, but it would be beneficial to ask the prospect questions to uncover more about their budget limitations and to explore any potential objections or needs further. The closing technique is somewhat lacking; a more direct invitation to discuss financing options or a follow-up meeting could have solidified the engagement. Overall, there's a good foundation, but it lacks depth in curiosity and engagement. Score: 6

"We have concerns about the long-term maintenance costs of your forklifts."

Taylor is the best product in the industry. They are more reliable than any competitor, and any perceived maintenance costs far outweigh lost productivity because of a machine that is down

The response lacks depth in addressing the specific concern about long-term maintenance costs. While it makes a bold claim about reliability, it does not provide evidence or examples to support this statement, leaving the prospect with their concerns unaddressed. There is no inquiry into the prospect's specific maintenance worries or what they consider 'long-term.' The tone is somewhat dismissive, as it does not engage the prospect in a conversation about their needs. Additionally, the response could benefit from a collaborative approach, perhaps offering to discuss maintenance in more detail or how Taylor's support can alleviate those costs. Overall, it fails to demonstrate value effectively or ask thoughtful questions that could lead to a more productive dialogue. Score: 3

"Can you provide references from companies similar to ours that have used your forklifts?"

Not a problem. I have dozens of satisfied customers who would be happy to share their experience. I’ll send you a list of people in your industry who are using it the same way that you would

The response effectively addresses the concern by confirming the ability to provide references, which is essential for building trust in a B2B context like forklifts. However, it lacks a bit of clarity and specificity; mentioning a few specific companies or industries could enhance credibility. The tone is appropriate, but it could be warmer to build rapport. Additionally, a closing technique is missing – suggesting a follow-up call after providing the references could encourage further engagement. Overall, the response is solution-focused, but it could benefit from more curiosity about the prospect's specific needs regarding the references. To improve, consider adding a personal touch by asking what specific qualities or experiences they are looking for in a reference. This would show active listening and a collaborative approach. Score: 7

"We're not sure if we really need to upgrade our current forklifts right now."

I understand where you’re coming from. However, knowing the average lifespan of a forklift is around 12,000 hours, you currently have less than 40% life left on your machine. This is when the breakdowns and expenses start piling up. I wouldn’t want to lose any productivity due to machine breakdowns. With lead times being so far out still, I would seriously consider moving this higher on the to do list

The response effectively addresses the concern by providing relevant data about forklift lifespan and the potential costs associated with breakdowns, which demonstrates a solution-focused approach. The salesperson communicates clearly and maintains a professional tone appropriate for the industry. However, the response could benefit from a stronger closing technique, perhaps by suggesting a follow-up meeting or providing an offer for a consultation to assess their needs further. Although the salesperson acknowledges the prospect's perspective, asking more thoughtful questions about their current operations or specific pain points could enhance curiosity and discovery. Overall, the value exploration is solid, but building a more collaborative rapport could make the prospect feel more engaged in the decision-making process. Score: 7/10

"How do your forklifts compare in terms of energy efficiency versus competitors?"

We offer a variety of power plants in our lineup. Battery, propane, and diesel. If fuel consumption has you concerned not only for costs, but employees health and safety, I would consider buying electric which would drastically reduce your costs for fuel. And maintenance

The response addresses the concern about energy efficiency by mentioning the different power sources available. However, it lacks specific comparative data or insights about how your forklifts stack up against competitors in terms of energy efficiency. The tone is clear but could be more engaging. There is a missed opportunity to ask the prospect about their current usage or concerns, which would demonstrate curiosity and active listening. The suggestion to consider electric forklifts is good, but it would be more impactful to provide concrete examples or data to showcase the value of this option. Overall, while there's a decent attempt to explore solutions, the response needs more depth and interaction to be compelling. A closing technique is absent, and without inviting further discussion or questions, the response feels somewhat one-sided. A score of 5 reflects moderate effectiveness but highlights significant areas for improvement.

"Our team is resistant to change; they prefer the forklifts they're used to."

I totally understand, every operator has different preferences. Once they drive it for a Few days, they’re going to wonder what took them so long to make the switch. Ours have the most spacious cabs in the industry, offering. Better comfort. They also have the best visibility, which will help with efficiency and lack of damage to both the product and machine. Our manufacturer is located in the US, unlike my competitors, so parts availability is extremely faster than anyone else to keep you up and running

This response effectively addresses the concern about resistance to change by acknowledging the operators' preferences and emphasizing the benefits of the new forklifts. However, it lacks a collaborative approach by not engaging the prospect in a discussion or asking questions to discover more about their specific concerns. The tone is appropriate for the industry, but it could be improved by asking about their current forklifts’ features and how they align with the prospect's needs. The closing technique is also missing; inviting the prospect to a demo or trial could enhance the response. Overall, you're on the right track with value demonstration, but more engagement and curiosity would strengthen your approach.

"What kind of warranty or service agreement do you offer with your forklifts?"

The warranty is a standard 1 year, 2,000 hours. For service we recommend you sign a service agreement that allows us to perform preventative maintenance at the manufacturer’s recommended intervals and has us perform repairs in the event of a breakdown. We charge $155/ hour, portal to portal.

The response provides clear information about the warranty and service agreement, addressing the prospect's concern effectively. However, it lacks a customer-focused tone and could benefit from more warmth and engagement. The mention of the service charge could be softened with a value proposition explaining the benefits of preventative maintenance. There is no closing technique or follow-up question to gauge the prospect's interest or understanding. Overall, the communication is clear but could be more engaging and solution-oriented. A potential follow-up could explore the prospect's current maintenance practices or concerns about downtime to foster a collaborative approach.

"We're looking to make a purchase in six months, not now; can you follow up later?"

May I ask why wait the 6 months? Is there something preventing you from being able to move forward sooner than that? If payments are an issue, I work with several lenders who offer the ability to delay payment

The response does a decent job of addressing the concern by asking why the prospect is waiting six months, which shows curiosity and a desire to understand the underlying reasons. However, it could improve in terms of tone; it comes off a bit pushy without a strong rapport established. In forklift sales, where building trust and understanding the customer's timeline is crucial, a softer approach would likely yield better results. The suggestion about lenders is a good value exploration, but it should be framed more positively, perhaps by emphasizing how it can ease the purchase now rather than focusing on potential issues. Overall, while there's a foundation here, it lacks warmth and collaborative engagement.

"What training do you provide for our operators to ensure safety and efficiency with your forklifts?"

We have a great safety coordination team who can get any of your employees OSHA certified. During this training, your employees will be trained specifically on the machines inside of your own facility and they will become intimately familiar with them. We can repeat every 3 years when their certification is due for renewal, or do a 1 time “train the trainer” program which allows you to perform the OSHA certification in the future and no additional expense to the company. That option does cost more initially, but can offer huge flexibility with any sort of staff turnover and obviously no additional expenses in the future. We offer this on all of the products that we sell.

The response effectively addresses the concern about operator training by highlighting the OSHA certification process and the hands-on training tailored to the customer's facility. It communicates clearly and maintains a professional tone appropriate for the forklift industry. However, it could benefit from a stronger closing technique to encourage further engagement. Additionally, it would be advantageous to ask a follow-up question to gauge the prospect's specific training needs or concerns, demonstrating curiosity and discovery. Overall, the value of the training options is explored well, but building more rapport and encouraging discussion would enhance the response.