Trash Removal
Sales Assessment Results
55
Needs Improvement
10 questions
Maximum score: 100
Completed in
Your recent performance shows a mixture of promise and areas for critical improvement. You displayed some solid curiosity in your responses, asking relevant questions that encourage dialogue. However, you consistently failed to provide compelling justifications for your service's value, which is essential for persuading prospects. You also missed opportunities to engage with their specific concerns and showcase unique strengths that set you apart. This pattern of lacking detail and not fully utilizing the art of storytelling or providing real-world examples is holding you back. I suggest you dive deeper into Value Selling and Storytelling in Sales. These techniques will help you articulate benefits and weave compelling narratives that resonate with your prospects. Remember, every prospect is looking for a reason to believe in your offering—give them that reason. Your coaching moment: Selling is not just about presenting information; it’s about creating a connection and painting a picture of value that prospects can envision in their own lives. Start thinking of your conversations as collaborative journeys, not just transactions.
Question Breakdown
1.
2
/ 10Question:
"Your pricing seems higher than what I'm currently paying; how do you justify that?"
Answer:
Our pricing is based off our level of service and its capabilities we provide to our customers.
Feedback:
The response fails to effectively justify the pricing by not addressing specific value propositions or differentiators that justify the higher cost. It lacks detail and does not engage with the prospect's concerns regarding their current pricing. A stronger approach would have included examples of service quality, reliability, or unique benefits that support the pricing. Asking questions to understand the prospect's current service experience could have also enhanced the conversation. Overall, it lacks curiosity, value exploration, and a collaborative approach.
2.
5
/ 10Question:
"We have an established relationship with our existing trash removal provider; why should we switch?"
Answer:
What does your current provider not offer that you wish they did?
Feedback:
The response effectively opens the door for dialogue by asking a relevant question, which shows curiosity and a willingness to understand the prospect's situation. However, it doesn't provide any justification for switching or highlight the unique strengths of your service. A more effective approach would involve not only asking about gaps in their current provider's service but also briefly sharing specific benefits or differentiators that your service offers. This would engage the prospect better and create a more collaborative conversation. Overall, while the question fosters discovery, it lacks a strong value proposition or solution-oriented statement to persuade the prospect to consider switching providers.
3.
6
/ 10Question:
"If we opt for your service, how will it affect our current workflow and operations?"
Answer:
There will be no change in your workflow, the switch will be smooth and we will be able to find out what your needs are by performing a brief waste assessment to determine if your current service levels are meeting your needs.
Feedback:
The response does provide a reassuring statement about the lack of disruption to the workflow, which is a good start. However, it could further enhance its effectiveness by elaborating on how the assessment will directly relate to their specific operations and highlight any unique advantages your service offers. Additionally, it would be beneficial to express understanding of the importance of their existing processes, potentially using a question to invite the prospect to share more about their current operations. This would demonstrate active listening and curiosity, fostering a more collaborative dialogue.
4.
5
/ 10Question:
"Can you provide specific examples of ROI from other clients who switched to your service?"
Answer:
Yes by performing our blue print waste assessment we determine if your current service levels are meeting your needs. For example if you currently have a 4 yard container going twice a week we can right size your container to a 8 yard content and pick it up once per week. You will still get the same amount of yards picked up and only paying for one pick up per week. We will be on your property less and you will save money on the reduced number of pick ups.
Feedback:
The response does a good job of explaining how your service can lead to cost savings through optimized container sizing and pickup frequency. However, it lacks specific ROI examples from other clients who have switched, which was the core of the objection. To strengthen your answer, you could include actual numbers or case studies showcasing previous clients’ savings or efficiency improvements. This would help substantiate your claims with real-world evidence, enhancing credibility and trust. Additionally, consider inviting the prospect to explore their specific situation further, demonstrating curiosity and a collaborative approach.
5.
6
/ 10Question:
"I need to know that your service won't disrupt our operations during peak hours; how can you ensure that?"
Answer:
We can set up your pick ups on a permanent route and with our new pick up technology you can track our trucks from you cellphone and get alerts when we are in route and once your container has already been serviced all from your cellphone. So you never have to worry where we are and you can continue to worry about other things besides your trash getting picked up on time.
Feedback:
The response effectively addresses the concern of operational disruption by highlighting a permanent route for pickups and the use of tracking technology. This reassures the prospect that they can monitor service without interference during peak hours. However, the answer could be improved by providing specific details on how the scheduling and routing are designed to avoid peak hours and how it has worked for other clients in similar situations. Additionally, inviting the prospect to share their peak hours or specific operational concerns would demonstrate curiosity and foster a more collaborative approach. Overall, while the technology aspect is a strong point, more emphasis on tailored solutions and discovery would enhance the response.
6.
5
/ 10Question:
"With our budget constraints, can you break down the total cost of ownership for your service?"
Answer:
Certainly, we can offer all sorts of contract terms for our service and break down the cost for each pick up to maximize your service level to accommodate all different types of budgets while assuring you are still getting the best value for your service while staying with in your budget.
Feedback:
The response addresses the budget constraint by acknowledging the ability to offer various contract terms and breaking down costs. However, it lacks specific details on what factors contribute to the total cost of ownership, such as frequency of pickups, container sizes, or additional services. Providing examples or a sample breakdown could enhance clarity and demonstrate transparency. Additionally, asking the prospect about their specific budget constraints or needs would show curiosity and foster a more collaborative conversation. Overall, while it demonstrates an understanding of budget concerns, it could benefit from more specificity and engagement.
7.
8
/ 10Question:
"I have concerns about the reliability of your service; what guarantees do you offer?"
Answer:
We have a 99% on time pick up reliability rating. We have one of the largest and youngest fleets in the Industry. With all our business units scattered strategically throughout the metroplex if we ever have a truck break down on route we have our own technicians who can repair trucks on site or have the capability to dispatch additional resources. Not only that we do offer our new pick up technology alerting you of where we are at and if we have any delays in your pick up.
Feedback:
The response successfully addresses the prospect's concern about reliability by providing a strong statistic regarding on-time pickup rates (99%), which establishes credibility. Mentioning the large and young fleet reinforces the company’s commitment to reliability. Additionally, discussing the ability to repair trucks on-site and dispatch additional resources demonstrates preparedness for potential issues, which can further reassure the prospect. However, while the details about pickup technology are helpful, they could be more closely tied to the prospect's specific concerns; for instance, discussing how these alerts can provide peace of mind or prevent service disruptions. Overall, the response is solid but could benefit from a more personalized touch to fully engage the prospect.
To strengthen the response, consider inviting the prospect to share specific reliability concerns they may have experienced in the past, fostering a more collaborative dialogue.
8.
7
/ 10Question:
"We have a committee that needs to approve this, and I’m not sure they’ll see the value; how can you help with that?"
Answer:
I can help them see the value by sharing our findings in our blue print waste assessment we provide for your business that is specific to your needs. I can show them how the assessment will show them the cost savings by right sizing your containers. I can also show them what the money they will save by switching to our service.
Feedback:
The response effectively addresses the prospect's concern about the committee's approval by emphasizing the tailored nature of the blue print waste assessment. By stating that the assessment will highlight cost savings and demonstrate value specific to their needs, it shows a solution-oriented approach. However, it could be enhanced by suggesting ways to facilitate the presentation to the committee, such as providing a visual presentation, detailed reports, or even an executive summary that succinctly outlines the benefits. Additionally, asking about any particular reservations the committee might have could foster more engagement and demonstrate curiosity. Overall, while the response conveys a good foundation, it could be more proactive in addressing the committee's potential concerns and increasing collaboration with the prospect.
9.
7
/ 10Question:
"What happens if we need to adjust our service level after signing on?"
Answer:
That is one of the easiest things to do. With our online capabilities you can do it all from your cell phone through our mobile app or by calling me directly. Since I am your single point of contact on your account you can send me an email, text or give me a call and I can adjust accordingly.
Feedback:
The response effectively addresses the prospect's concern by highlighting the ease of adjusting service levels through a mobile app or direct communication. Establishing yourself as the single point of contact adds a personal touch and reassures the prospect of personalized service. However, the response could be strengthened by providing specific examples of adjustments that can be made, such as increasing or decreasing pickup frequency or changing container sizes. Additionally, inviting the prospect to share potential scenarios they foresee needing adjustments for could foster a more collaborative approach and demonstrate curiosity about their specific needs. Overall, while the response is clear and communicates accessibility, it could benefit from more detailed examples and engagement.
10.
4
/ 10Question:
"I've heard mixed reviews about your customer support; can you address that?"
Answer:
Yes like all large companies we do have call centers that you can call as a last resort. However we offer a single point of contact where I can handle all your needs from operations, billing and accounting.
Feedback:
The response acknowledges the concern about mixed reviews regarding customer support but falls short in addressing the issue comprehensively. While it mentions the availability of call centers and a single point of contact, it lacks details on how this approach enhances customer support. Providing examples of positive customer experiences or testimonials could bolster credibility. Additionally, inviting the prospect to share specific concerns they have heard could foster a more collaborative discussion. Overall, the response could benefit from a stronger assurance of support quality and an exploration of the prospect's specific worries about customer service.