Digital marketing
Sales Assessment Results
57
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s get real for a second. Your average score of 5.7 tells me you’re not quite hitting the mark. You’ve shown flashes of brilliance, particularly when it comes to addressing objections and demonstrating some understanding of your prospects’ needs; that’s where your responses scored higher. Yet, there’s a consistent pattern of lacking depth and engagement across your answers. You’re missing the opportunity to really connect with your prospects and make them feel heard and valued. Instead, many responses came off as rushed or formulaic.
To elevate your game, I suggest diving deeper into solution-focused selling and consultative selling. These techniques will help you not only understand but also empathize with your prospects’ specific situations, allowing you to craft a more tailored and compelling pitch.
Now, here’s your coaching moment: remember, sales is not just about pushing your product; it’s about understanding your customer’s journey and being a partner in their success. When you engage with curiosity and authenticity, you’re not just selling; you’re building relationships. Lean into that, and you’ll see your scores—and your sales—skyrocket.
Question Breakdown
1.
3
/ 10Question:
"Our current budget is already allocated for this fiscal year, and I'm not sure if we can stretch it for your services."
Answer:
I understand. Our services are a profit center. An investment. They'll make yiu money.
Feedback:
The response does acknowledge the budget concern but lacks depth and fails to explore the prospect's situation further. It could benefit from a solution-focused approach by explaining how the services can generate a return on investment and asking questions to understand their budget constraints better. Additionally, the phrasing could be more professional and engaging. There's no closing technique employed, and it misses the opportunity to build rapport or demonstrate a collaborative approach. Overall, the response feels rushed and doesn't effectively address the prospect's concern.
2.
7
/ 10Question:
"We've implemented a digital marketing solution before, but it didn't meet our expectations; how is yours different?"
Answer:
We have a transparent dashboard that allows you to see all of your metrics and KPIs in one place - allowing us to show you proof if performance. We also take a results oriented approach, versus most other providers who try a branding approach or try to achieve virality.
Feedback:
The response addresses the concern about past experiences by highlighting the transparent dashboard, which directly relates to the prospect's need for visibility and accountability. However, it could benefit from deeper exploration of the specific pain points the prospect experienced with their previous solution. Asking follow-up questions to understand their expectations and challenges would show curiosity and active listening. Additionally, while mentioning a results-oriented approach is good, providing a brief example or case study of how this has worked for other clients would strengthen the value demonstration. Overall, the tone is appropriate for the digital marketing industry, but more engagement and personalization would enhance the response.
3.
6
/ 10Question:
"Switching our current process would require extensive training; can you assure us that the transition will be smooth?"
Answer:
Yes. We have a plethora of training resources and guidance built right into our dashboard and tools. We also provide 24/7 support.
Feedback:
The response addresses the concern about training and transition by highlighting the availability of training resources and support, but it lacks depth. It could have been more effective by exploring the prospect’s specific training needs or past experiences with transitions. Asking a question to discover their concerns or previous challenges would have demonstrated curiosity and a collaborative approach. Additionally, a more engaging tone and a closing technique to reinforce confidence in the transition process would enhance the response. Overall, while the response is clear, it misses an opportunity for deeper engagement and reassurance.
4.
5
/ 10Question:
"I’m concerned about how your platform will integrate with our existing CRM system; do you have proven success in similar scenarios?"
Answer:
Yes. All of the CRMs our clients have used up to this point have integrated with our platform. We haven't found one yet that we couldn't work with!
Feedback:
While the response does provide some reassurance regarding integration, it lacks depth and specificity. The salesperson should have explored the customer's specific CRM system to demonstrate understanding and tailored the response to address their concern more directly. A follow-up question asking about the specific CRM in use would have shown curiosity and a collaborative approach. Additionally, mentioning a proven success story or case study would have helped in demonstrating value and building trust. Overall, the response could benefit from a more solution-focused approach and active listening.
5.
6
/ 10Question:
"With so many urgent projects on our plate, I'm not convinced this is a priority right now."
Answer:
That's understandable. However, we can make the transition for you seamless. It can be a bit of a burden to make a switch like this, but it's much better than being stuck in the same place, working with the same subpar solutions. Wouldn't it make sense to start as soon as possible, so you see improvements now, versus later?
Feedback:
The response acknowledges the prospect's concern about urgency, which is a good start. However, it could be more effective by incorporating a SPIN or consultative approach to further explore the prospect's specific projects and how your solution could provide immediate relief or improvement. Phrasing could also be more empathetic towards the prospect's current workload while emphasizing the long-term benefits of acting sooner rather than later. Asking a follow-up question to understand the impact of current projects on digital marketing effectiveness would demonstrate active listening and curiosity. Overall, while the response has potential, it lacks depth and an engaging closing technique that encourages further dialogue.
Score: 6
6.
5
/ 10Question:
"There are various stakeholders involved in the decision-making process; how can we ensure everyone will be on board?"
Answer:
We can provide informational documents and videos about our platform and tools. I have bo doubt that all the stakeholders involved will be on board when they see how easy and intuitive our solutions are, and how much of a time saver it will be for them!
Feedback:
While your response touches on providing informational documents and videos, it lacks a deeper engagement with the prospect's concern about stakeholder alignment. You should have acknowledged the complexity of involving multiple stakeholders and offered to facilitate discussions or workshops to address their specific needs and concerns. Additionally, expressing curiosity about who the stakeholders are could have shown your commitment to understanding their unique situation. Overall, the tone is positive but could benefit from a more collaborative and solution-focused approach, particularly in a digital marketing context where stakeholder engagement is crucial.
Score: 5/10
7.
7
/ 10Question:
"I need to ensure that this aligns with our strategic goals moving forward; can you clarify how this supports long-term growth?"
Answer:
Certainly. Our platform and tools will help you in a few ways with long-term growth. It will save all of your employees time, making them more efficient, so they can have more time to work on their highest ROI activities. It will increase your online presence and visibility, attracting more customers and increasing top line revenue. It will save the business money. We will help eliminate "vendor clutter" by bringing all of your digital tools in one place, and a more efficient allocation of your marketing and technology budget.
Feedback:
The response effectively addresses the objection by outlining several ways the platform can align with the prospect's strategic goals, particularly focusing on efficiency, cost savings, and increased visibility. However, it could improve by asking a follow-up question to further explore the prospect's specific goals or challenges, enhancing curiosity and discovery. Additionally, while the benefits are mentioned, they could be tied more explicitly to the prospect's long-term growth objectives for greater impact. Overall, the tone is professional and clear, but it lacks a collaborative approach to build deeper rapport.
To strengthen the response, consider integrating a closing technique to encourage further discussion or a follow-up meeting. Overall, this response is solid but could be more interactive and tailored.
Score: 7.
8.
6
/ 10Question:
"We’ve seen other digital marketing agencies promising high ROI, but they didn’t deliver; how can you build my trust in your claims?"
Answer:
We have numerous client reviews, testimonials and case studies we can provide to you, showing that's just what we've done for other clients.
Feedback:
The response addresses the concern about trust by mentioning client reviews, testimonials, and case studies, which is a good approach to build credibility. However, it could be improved by including a more personalized touch, such as asking about their specific ROI expectations or previous experiences with other agencies. This would demonstrate active listening and a solution-focused approach. Additionally, offering a specific example or a brief story about a past client’s success could enhance the value exploration. Overall, the response was clear but lacked depth and engagement to fully address the prospect's skepticism.
9.
5
/ 10Question:
"I’ve heard from colleagues that your platform is less user-friendly compared to others we are evaluating; how do you respond to that?"
Answer:
That's the first time I've heard that comment or complaint. We are constantly being told that our platform is more user friendly than our competitors' platforms. To assuage your concerns, what if we conduct a live onboarding and training for your staff - at no additional cost?
Feedback:
The response starts off weak by stating that it's the first time the salesperson has heard that particular complaint, which can come off as dismissive of the prospect's concerns. A more effective approach would have acknowledged the objection and asked clarifying questions to explore their specific concerns about user-friendliness. The offer for live onboarding is a good solution-focused tactic, but it could have been more impactful if it was presented after demonstrating understanding of the prospect's perspective. Overall, the tone is neutral, but it lacks warmth and curiosity. Asking questions to uncover more details about their experience with other platforms would have been beneficial.
Score: 5/10
10.
7
/ 10Question:
"With the current economic climate, we have to be conservative about new investments; can you provide a compelling argument for moving forward?"
Answer:
Certainly. You're already using other platforms and tools. We will immediately save you money by bringing everything you need into our platform - that will both save you money because of the economy of scale we're implementing, and it will save you indirectly -with everything the my need in one place, your staff will not be switching from one tool or platform to another. Our tracking shows that each person who uses our platform and tools saves and average of 5 hours a week. That's time that your staff can put back into high ROI activities in your business!
Feedback:
The salesperson effectively addresses the objection by highlighting cost-saving aspects and time efficiency of the platform, which are crucial in a conservative economic climate. However, the response could benefit from a stronger emotional connection and positioning of the value proposition in light of the prospect's specific concerns. There is a lack of curiosity and discovery in the response; asking about the prospect's current tools and specific pain points would have helped tailor the argument further. Additionally, the closing technique could be improved by inviting the prospect to share their thoughts or concerns about the proposal, fostering a more collaborative approach. Overall, the response is solid but could be enhanced with more engagement and a stronger focus on the prospect's unique situation.