Recruiting
Sales Assessment Results
55
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real: your performance is sitting at an average score of 5.5, which is just barely above mediocre. You show some promise, especially with techniques like consultative selling and SPIN Selling, but it feels like you’re holding back. You demonstrate empathy and acknowledgment of concerns, which is a great start, but you often miss the mark on delving deeper into those concerns. The pattern here is clear: you’re touching on the right points, but not exploring them enough to build real connection or trust.
To take your game to the next level, I suggest you focus on honing your skills in storytelling and value proposition selling. These techniques can help you illustrate your points more compellingly and showcase the unique benefits of your offerings in a way that resonates with your prospects.
Here’s your coaching moment: think of every interaction as an opportunity to engage in a meaningful dialogue, not just a transaction. Ask more probing questions, share relevant success stories, and be genuinely curious about your prospects’ challenges. Remember, sales is not just about selling; it’s about creating relationships and providing solutions that truly fit your clients' needs. Your next opportunities are waiting—go seize them!
Question Breakdown
1.
5
/ 10Question:
"I'm concerned about the reliability of your candidates; how can I trust that they'll fit our company culture?"
Answer:
All of our candidates come with a 90 day replacement search guarantee eliminating any risk for you
Feedback:
Your response touches on risk mitigation with the 90-day replacement guarantee, which is a great start. However, it lacks depth in addressing the core concern about cultural fit. You could enhance your response by asking follow-up questions to understand the specific aspects of your prospect's culture that are important to them. Additionally, sharing examples of past successful placements or testimonials could further build trust. Overall, while you provide a safety net, engaging more with the prospect's concerns would strengthen your response.
2.
5
/ 10Question:
"With the current economic climate, I'm hesitant to commit resources to a new recruiting solution right now."
Answer:
I totally understand your concern about the economy, that’s why we have a flexible pricing plans for all of our customers during these trying times. I can’t promise that the same pricing plans will be around in the future so I would take advantage of them now
Feedback:
Your response shows empathy, which is great, but it lacks depth in addressing the prospect's hesitation. While mentioning flexible pricing plans is a step in the right direction, it would be more effective to explore the specific pain points the prospect faces due to the economic climate. Consider asking questions to uncover their unique challenges and how your solution can alleviate those. Also, mentioning the urgency of current pricing without reinforcing value might come off as pushy rather than collaborative. Next time, aim for a more consultative approach that emphasizes understanding their situation and offering tailored solutions. Overall, you did well in acknowledging their concern but could improve on exploring the value of your offering in this context.
3.
3
/ 10Question:
"We have an established relationship with our current vendor; why should I consider switching to your service?"
Answer:
Well let me ask you this… what about your current vendor are you so happy with? There’s a reason you took my call
Feedback:
The response attempts to engage the prospect by questioning their satisfaction with the current vendor, but it lacks a constructive approach. It comes off as somewhat confrontational and doesn't effectively address the concern or demonstrate the value of switching to your service. A more solution-focused and collaborative approach would have been beneficial, such as asking about specific pain points or areas where the current vendor may be lacking. This would show active listening and curiosity about the prospect's needs. Additionally, the response lacks a clear closing technique or a path forward. Overall, it doesn't build rapport and misses the opportunity to showcase value.
Score: 3
4.
7
/ 10Question:
"I need to see clear ROI projections before I can justify a budget for your recruiting service."
Answer:
Totally understand and would be more than happy to get that for you! Let me ask you this though, what is the cost of keeping this position open?
Feedback:
The salesperson effectively acknowledged the prospect's concern about ROI, which is crucial in the recruiting industry. By asking about the cost of keeping the position open, they've utilized a consultative approach to uncover the implications of not filling the role, which aligns with SPIN Selling. However, the response could have been strengthened by offering initial insights or examples of past successes to demonstrate potential ROI and build confidence. Additionally, a clearer closing technique would help move the conversation forward. Overall, a good start, but there's room for improvement in demonstrating value and urgency.
5.
8
/ 10Question:
"I'm worried that implementing your solution will require too much training for my team."
Answer:
I totally understand your concern and it is valid - can you elaborate more on what part of the training you’re worried will take too much time?
Feedback:
The response effectively acknowledges the prospect's concern, demonstrating empathy and understanding, which is crucial in building rapport. By asking for more details about the specific aspects of training that are worrisome, the salesperson is showing curiosity and a desire to address the concern collaboratively. This aligns well with consultative selling principles. However, the response could be strengthened by including a reassurance or a brief mention of how the solution is designed to be user-friendly or how support will be provided during the transition. Overall, it lacks a bit of a solution-focused approach that could help alleviate some of the concern right away.
6.
4
/ 10Question:
"Can you guarantee that your candidates will have the specific skills we need within our tight timeframe?"
Answer:
Absolutely and again, they all come with a 90 day replacement search guarantee
Feedback:
The response lacks a thorough explanation or reassurance regarding the candidates' specific skills within the tight timeframe. While mentioning a 90-day replacement guarantee is a good start, it doesn't directly address the prospect's concern about skills and timing. The salesperson could enhance the response by elaborating on their vetting process and how they align candidates with the client's specific needs. This would demonstrate both confidence and understanding of the client's situation. Additionally, incorporating a question to engage the prospect further could help build rapport and clarify their exact requirements. Overall, the response feels a bit too assertive without enough supportive information.
Score: 4/10
7.
5
/ 10Question:
"We're currently focusing on other urgent priorities; how can we justify taking on a recruiting initiative now?"
Answer:
Recruiting never stops - if you truly want your organization to stay ahead of the competition you should always be looking to partner with a team like mine to help bring you the best of the best while you’re focusing on the urgent priorities you mentioned
Feedback:
The response does address the objection by emphasizing the importance of continuous recruiting to maintain a competitive edge. However, it lacks depth and doesn't engage the prospect with questions to better understand their specific situation or to explore the implications of not recruiting now. It also misses an opportunity to clearly outline the added value of partnering with your team during busy periods. A more consultative approach could have strengthened the response, perhaps by asking about their current priorities or sharing a relevant success story. Overall, it could have been more solution-focused and collaborative.
Score: 5
8.
5
/ 10Question:
"What if your proposed solutions don’t meet our expectations, given our recent experiences with past implementations?"
Answer:
Again, the 90 replacement search guarantee eliminates any risk to you
Feedback:
The response attempts to address the concern by highlighting a risk-reduction mechanism (the 90 replacement search guarantee), which is a good start. However, it lacks depth in addressing the customer's specific fears regarding past experiences. It would be more effective to acknowledge their concerns more empathetically and then explain how your solutions are tailored to avoid past pitfalls. Additionally, asking questions to uncover more about their previous implementations could demonstrate curiosity and a collaborative approach. Overall, the response could benefit from more engagement and reassurance, rather than a simple guarantee.
Score: 5
9.
6
/ 10Question:
"Our department is facing resource constraints; how can we manage the additional workload from your recruiting process?"
Answer:
Our recruiting process is meant to take work off of your shoulders - we do the heavy lifting while you focus on your day to day tasks. The only time we need from you is for interviews
Feedback:
The response effectively addresses the concern by clarifying that the recruiting process is designed to alleviate workload rather than add to it. However, it could benefit from a more detailed explanation of how the process works and what specific tasks the recruiting team handles to enhance understanding and trust. Additionally, asking a follow-up question about the specific resource constraints the department is facing would demonstrate curiosity and active listening. The tone is appropriate for a recruiting context, but incorporating a more collaborative approach could strengthen rapport. Overall, the response could be improved by exploring more value and being a bit more consultative in nature.
10.
7
/ 10Question:
"Can you provide proof of your industry expertise and success in our specific market before I can move forward?"
Answer:
I’ve been in the recruiting biz for 5+ years and have placed everything from call center reps to CTO’s for Fortune 500 companies with a >90% retention rate across all of my clients
Feedback:
The response provides a solid foundation by mentioning experience and specific achievements, such as the high retention rate, which demonstrates success. However, it could have been enhanced by offering more concrete examples or case studies that relate directly to the prospect's specific market. Clear communication and a confident tone are present, but incorporating a closing technique or inviting further discussion could strengthen the engagement. Overall, the response is effective but lacks depth in demonstrating tailored expertise for the prospect's unique needs.