Providing professional advisories
Sales Assessment Results by Ishaya Salama Garba
0
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be blunt: your performance here is a significant concern. An average score of zero shows that you're missing the mark across the board. You have displayed a lack of detail and clarity in addressing key objections that prospects have, which is a death knell in sales. Engaging with the prospect, demonstrating curiosity, and offering tailored solutions are all crucial components of effective selling that you’ve overlooked. You need to step up your game and embrace techniques like Solution Selling and Consultative Selling. These methods will help you focus on understanding your customer's needs and building a collaborative dialogue. Remember, it's not about throwing out vague phrases; it’s about creating a meaningful connection and offering concrete, specific solutions. This is your wake-up call: sales is a two-way conversation, not a monologue. Start asking better questions, and you might just find the answers you need to succeed. Get to work!
Question Breakdown
1.
0
/ 10Question:
"We have budget constraints this fiscal year; can you justify the ROI for your advisory services?"
Answer:
Cut cost
Feedback:
The response "Cut cost" fails to address the objection effectively. It does not provide any justification for the ROI of the advisory services, nor does it engage the prospect in a meaningful way. A more robust answer would outline specific benefits and potential savings or revenue enhancements that justify the investment. Additionally, it lacks curiosity, discovery, and active listening, as it does not consider the prospect's perspective on budget constraints. Overall, this response does not demonstrate a solution-focused approach or build rapport effectively.
2.
0
/ 10Question:
"How do you plan to ensure compliance with our strict industry regulations during implementation?"
Answer:
Stick to the organization ethics and regulations
Feedback:
The response "Stick to the organization ethics and regulations" is vague and fails to provide a clear plan or specific actions for ensuring compliance with the prospect's strict industry regulations. It does not address the prospect's concern in a meaningful way and lacks detail that would demonstrate understanding and preparedness. A more effective answer would outline concrete steps or methodologies the advisory service employs to ensure compliance, along with examples or case studies if applicable. Additionally, it should involve asking questions to further uncover the prospect's specific compliance requirements and concerns, fostering a collaborative dialogue.
3.
0
/ 10Question:
"I'm concerned about the integration complexity with our existing systems; how will this affect our daily operations?"
Answer:
Positive outcome and growth
Feedback:
The response "Positive outcome and growth" is overly simplistic and fails to directly address the prospect's specific concern about integration complexity. It does not provide any details on how the advisory services will facilitate a smooth integration with existing systems or what steps will be taken to minimize disruptions to daily operations. An effective response should outline a clear plan for integration, address potential challenges, and reassure the prospect about operational continuity. Additionally, engaging the prospect with questions to understand their specific integration worries would demonstrate curiosity and a collaborative approach.
4.
0
/ 10Question:
"Given the rapid changes in market conditions, how can we be sure your solutions will remain relevant in the long term?"
Answer:
It's reliable and unique
Feedback:
The response "It's reliable and unique" is vague and does not adequately address the prospect's concern about the long-term relevance of solutions in changing market conditions. It lacks specificity and fails to provide examples or evidence of how the advisory services adapt to market changes. A more effective response would incorporate insights into market trends, highlight adaptability features, and offer concrete strategies for maintaining relevance. Additionally, engaging the prospect with questions about their specific concerns would demonstrate a collaborative approach and a deeper understanding of their needs.
5.
0
/ 10Question:
"We've had previous advisories that didn't meet expectations; what guarantees can you provide regarding performance?"
Answer:
Am determined and smart inclined
Feedback:
The response "Am determined and smart inclined" is vague and does not address the prospect's concern about previous advisory experiences. It fails to provide any specific guarantees or evidence of performance that could reassure the prospect. A more effective answer would include concrete examples of past successes, clear performance metrics, and a commitment to accountability. Additionally, it should involve asking questions to better understand the prospect's expectations and concerns, thereby fostering a collaborative dialogue.
6.
0
/ 10Question:
"Can you explain the hidden costs involved that might not be apparent in your initial proposal?"
Answer:
Revenue growth
Feedback:
The response "Revenue growth" does not adequately address the objection regarding hidden costs. It fails to provide any details or clarity on potential hidden costs associated with the advisory services. An effective response should include a breakdown of possible additional expenses, addressing transparency in pricing and any variables that may impact the overall cost. Additionally, engaging the prospect with questions about their concerns regarding costs would demonstrate curiosity and a collaborative approach. Overall, this response lacks the necessary detail and relevance to reassure the prospect about potential hidden costs.
7.
0
/ 10Question:
"What measures do you have in place to support us throughout the onboarding process without disrupting our workflow?"
Answer:
By reaching out to personal clients
Feedback:
The response "By reaching out to personal clients" is unclear and does not directly address the prospect's concern about supporting them during the onboarding process without causing workflow disruptions. It fails to specify any measures, strategies, or resources that would be implemented to ensure a smooth onboarding experience. A more effective response would detail specific support mechanisms, such as dedicated onboarding teams, training sessions, or phased implementations, and reassure the prospect that their workflow will be prioritized. Additionally, engaging the prospect with questions about their specific workflow concerns would demonstrate curiosity and a collaborative approach.
8.
0
/ 10Question:
"We need assurance that all stakeholders will approve this decision; how do you propose to facilitate that buy-in?"
Answer:
Friendly and flexible
Feedback:
The response "Friendly and flexible" is vague and does not directly address the prospect's concern about facilitating stakeholder buy-in for the decision. It lacks detail on specific strategies or methods to assure stakeholders' approval. A more effective answer would outline a clear approach, such as organizing stakeholder meetings, providing detailed presentations, or engaging in one-on-one discussions to address concerns. Additionally, engaging the prospect with questions about their stakeholders' specific concerns or priorities would demonstrate curiosity and a collaborative mindset. Overall, this response fails to convey a solution-focused approach and lacks the necessary depth to instill confidence in the prospect.
9.
0
/ 10Question:
"Can your service levels adapt to our team's bandwidth limitations, especially during peak project periods?"
Answer:
Yes
Feedback:
The response "Yes" is overly simplistic and fails to address the prospect's concern about how service levels can specifically adapt to their team's bandwidth limitations during peak periods. It does not provide any details, examples, or strategies that illustrate the adaptability of the advisory services. A more effective response would explain how the advisory services can scale, offer additional resources, or implement flexible strategies to meet varying needs. Furthermore, engaging the prospect with questions about their specific bandwidth challenges would demonstrate curiosity and foster a collaborative discussion.
10.
0
/ 10Question:
"How do you handle changes in the project scope, and what impact would that have on our overall timeline?"
Answer:
One step at a time
Feedback:
The response "One step at a time" is vague and does not address the prospect's concern about handling changes in project scope or how it may impact the overall timeline. It fails to provide any specific strategies or processes that would be employed to manage scope changes effectively. A stronger answer would outline a clear approach to scope management, including communication protocols, agility in project planning, and how adjustments would be handled while minimizing disruption. Additionally, asking the prospect questions about their previous experiences with scope changes could demonstrate curiosity and build rapport. Overall, this response lacks the necessary detail and clarity to instill confidence in your ability to manage their project effectively.