Internet
Sales Assessment Results

"We've been using our current provider for years, what makes you think we should switch?"

Cheaper prices faster speeds

The response is very basic and lacks depth. While mentioning 'cheaper prices' and 'faster speeds' addresses the objection in a superficial way, it fails to elaborate on the benefits or provide specific examples that demonstrate value. There is no clear communication of how these factors would specifically benefit the prospect or improve their current situation. Additionally, it does not ask any follow-up questions to explore the prospect's needs further or show active listening. There’s also no closing technique employed, which is crucial in turning an objection into an opportunity. Overall, this response could use more substance and engagement to be effective.

"Your price is significantly higher than what we currently pay, can you explain why?"

It's straight forward pricing the price doesn't go up every year

The response provided is quite lacking in several areas. Firstly, it fails to effectively address the prospect's concern about price comparison. Simply stating that the pricing is straightforward and stable does not explain the value or justification for the higher cost. There is no clear communication of value, nor does it engage the prospect in a collaborative discussion. Asking the prospect about their current solution and what specific features they value could help you understand their needs better and allow for a more tailored response. Additionally, there's no closing technique employed to encourage further conversation or exploration. Overall, the response lacks curiosity, active listening, and a solution-focused approach.

"I don't see the value in upgrading our internet service, we already have what we need."

Why pay more for less

The response fails to address the prospect's concerns about the value of upgrading their internet service. It does not provide any reasoning or benefits that justify the cost, nor does it encourage further conversation. The tone is dismissive, which could alienate the prospect rather than engage them. A more effective response would acknowledge their current satisfaction while exploring potential needs or future growth that could be addressed by an upgrade. Asking questions about their current usage or challenges could help uncover value, and a collaborative approach would build rapport. Overall, the response lacks clarity, curiosity, and a value proposition.

"We are in the middle of a budget cycle, so this isn't a good time for us to make changes."

You're already paying a bill why not get a better service

The response lacks effectiveness in addressing the prospect's concern about the budget cycle. It fails to acknowledge their situation and does not provide a clear, thoughtful argument for why considering a change now could be beneficial. Instead of offering a solution or showing curiosity about their budgetary constraints, the response comes off as dismissive. There is no closing technique or value exploration present, and it misses an opportunity to build rapport. Overall, this response could be improved by asking questions about their budget timeline and exploring how your service could align better with their goals. Additionally, the tone is somewhat abrupt and does not engage the prospect in a collaborative manner. Score: 2. This response needs a lot more finesse and consideration for the prospect's position.

"What guarantees do you have that your service will be more reliable than our current one?"

There's no contract ...see for yourself

The response lacks depth and fails to address the prospect's concern effectively. While stating 'there's no contract' implies low risk, it doesn't provide a strong assurance of reliability, which is the main issue raised by the prospect. Additionally, the phrase 'see for yourself' is vague and does not guide the prospect on how they can evaluate the service or what specific aspects to look for. More effective communication would include examples of reliability metrics, customer testimonials, or a clear outline of what makes the service superior. There's also no closing technique or engagement to encourage further discussion. Overall, this response misses the opportunity to build rapport and demonstrate value. Score: 2 for acknowledging the lack of a commitment, but it lacks the necessary detail and assurance.

"I need to consult with my team and get their input before making a decision."

I understand that we can reserve an installation for you it will kick you an email for you to review with everyone

The response attempts to address the objection by offering to reserve an installation, which is a good start, but it lacks clarity and a strong closing technique. The communication is somewhat vague and could be more persuasive by explaining the benefits of acting now while still allowing for team consultation. There’s no exploration of value or curiosity about the team's specific concerns. Additionally, it could have built rapport by acknowledging the importance of team input more effectively. Overall, it feels like a missed opportunity to engage more deeply with the prospect's needs. In summary, the response needs improvement in clarity, value demonstration, and collaborative engagement. Score: 4

"How do you compare in terms of customer support and responsiveness to issues?"

Same day service calls ...plus I'm local and you can always call me with out the automated system

The response addresses the objection by highlighting same-day service calls and local support, which is a strong start. However, it could be improved by providing more specific details about the customer support process, such as the average response time, support channels available, or customer testimonials to build credibility. The tone is friendly but could be more professional to align with the industry standards. A closing technique could also be beneficial to encourage further discussion or to set up a follow-up. Overall, the approach is solution-focused, but it lacks depth in value exploration and curiosity about the prospect's specific needs. Score: 6

"We're concerned about potential downtime during the transition to your service."

We recommend waiting to cancel your current service until after this is up and running

The response provided does address the concern about downtime by suggesting that the prospect should wait to cancel their current service. However, it lacks depth and specificity. It doesn't reassure the prospect about how you will manage the transition to minimize downtime, nor does it explore their concerns further. There are no questions to engage the prospect or to understand their specific fears regarding downtime, which is critical in building rapport. A more solution-focused approach could include discussing your migration plan, support during the transition, and perhaps even a guarantee or proactive measures to ensure their operations remain uninterrupted. Overall, clarity and a collaborative tone are missing here, leaving the prospect without a strong sense of value or security in making the switch. Score: 4

"Our current plan is sufficient for now, why should we consider a faster option?"

You may think it's sufficient until you try a much faster and efficient option

The response lacks depth and fails to effectively address the prospect's concerns. It does not provide specific value or benefits of the faster option, nor does it engage the prospect in a conversation. There is no curiosity or discovery, as no follow-up questions are posed to understand their needs better. Additionally, the tone could be perceived as dismissive, which may alienate the prospect. A more collaborative approach, perhaps asking about their current challenges or future goals, would have been beneficial. Overall, this response feels abrupt and unhelpful, missing the opportunity to explore the prospect's motivations further.

"Can you provide case studies or testimonials from businesses similar to ours that have had success with your solution?"

Sure check my Google reviews...but you can still get scheduled for next week all your neighbors are switching

The response fails to effectively address the prospect's request for case studies or testimonials, which is critical in building trust. Simply directing them to Google reviews lacks personalization and depth; it does not demonstrate understanding of their specific needs. The mention of neighbors switching is an attempt at urgency, but it comes off as dismissive rather than collaborative. There are no thoughtful questions asked to further engage or discover the prospect's concerns. Overall, the tone is somewhat casual for a business context, which may not resonate well. To improve, the salesperson should provide specific examples or offer to send tailored case studies that relate directly to the prospect’s business. Building rapport by acknowledging their request and expressing a willingness to assist would also enhance the interaction significantly.