Building materials
Sales Assessment Results by Nwanze Josephine Chidera
38
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get straight to the point: your performance was lacking, and the average score of 3.8 reflects that. You have a tendency to provide assurances without any concrete backing, which leaves prospects skeptical rather than confident. There's a clear absence of engagement; you need to be asking questions to understand their concerns deeply, and you consistently miss the mark on employing effective closing techniques to guide the conversation towards a commitment.
Your strongest technique appears to be the attempt to engage with questions, but even that has fallen short of truly addressing the objections at hand. Instead of just scratching the surface, dive deeper into the specifics of your prospects' worries and provide compelling evidence to back up your claims.
To move forward, I suggest you study the SPIN Selling technique, as it will help you uncover and address customer needs more effectively, and also work on your closing techniques to ensure you’re leading the conversation toward a commitment.
Here’s your coaching moment: sales is about building trust and relationships, not just throwing out statements. Focus on understanding your prospect’s unique situation and tailor your responses to address their specific concerns. Engage them in a conversation, and remember, it’s not just about what you say, but how you make them feel understood and valued. Get to work!
Question Breakdown
1.
2
/ 10Question:
"I'm concerned about the long-term durability of your materials compared to what we're currently using."
Answer:
Our materials are very strong and from a trusted producer. These days we have issues of POP ceiling falling on house occupants but with our product, we guarantee top quality and safety also. Our product is also durable and lasts for a long while. You can make whatever designs you want with our POP cements
Feedback:
The response lacks a focused approach to addressing the specific concern about long-term durability. While it mentions strength and safety, it fails to provide concrete evidence or examples to support these claims, which is essential for building trust in the building materials industry. There is no engagement with the prospect's perspective, nor are any questions posed to explore their concerns further. Additionally, there is no clear closing technique employed to move the conversation forward. Overall, the answer does not effectively explore the value or build rapport with the client.
2.
4
/ 10Question:
"How do I know that switching suppliers won't disrupt our ongoing projects?"
Answer:
Switching suppliers would not disrupt your ongoing projects because we are quite affordable and we deliver promptly. We can also provide you with trusted artisans to ensure that your project is delivered and at accurate time also
Feedback:
The response attempts to address the concern about disruption but fails to directly explain how the transition process will be managed to ensure continuity in ongoing projects. While mentioning affordability and prompt delivery is positive, it does not specifically tackle the prospect's worry about disruption. Additionally, it would be beneficial to ask clarifying questions to understand the prospect's specific concerns further. No closing technique is employed, which would help transition the conversation towards a commitment. Overall, the answer lacks a detailed strategy for managing the changeover and does not sufficiently reassure the prospect.
3.
3
/ 10Question:
"What if these new products end up being more expensive in the long run due to maintenance costs?"
Answer:
Our materials are high quality and low maintenance. You would not have to spend a fortune to maintain your POP ceilings if you use our product
Feedback:
The response touches on quality and low maintenance but fails to provide any concrete evidence or specific examples that would reassure the prospect regarding potential long-term costs. It lacks engagement with the customer's concern about maintenance costs and does not explore the implications of such costs in greater detail. Additionally, it would benefit from a closing technique to guide the conversation towards a commitment. Asking clarifying questions to better understand the prospect's worries would also enhance the interaction.
4.
5
/ 10Question:
"Can you guarantee timely delivery, or will we face delays like we have with our current supplier?"
Answer:
We guarantee timely delivery as we are a major distributor of the said product
Feedback:
The response provides a direct assurance of timely delivery, which is a good start. However, it lacks depth and supporting details to reinforce the claim. Mentioning that you are a major distributor is positive, but it would be more effective to include specific metrics or examples of your delivery track record to build trust. Additionally, engaging with the prospect by asking about their past experiences with delays could help to further understand their concerns. A closing technique could also be employed to move the conversation toward a commitment or next steps.
Overall, the response does not fully address the prospect's concerns or build enough confidence in your reliability.
5.
4
/ 10Question:
"I need to ensure that your materials meet all our compliance standards without extra costs."
Answer:
Yes, our materials meet your compliance standards without extra costs. As a major distributor of the product, we give the most minimal price you can get the product for. So, you can trust that our materials meet your compliance standards without extra costs minimal and no extra cost
Feedback:
The response attempts to assure the prospect that the materials meet compliance standards without extra costs, which addresses the concern. However, it lacks specific details or documentation to support the claim of compliance, such as certifications or examples of past successful implementations. The phrase "without extra costs minimal and no extra cost" is redundant and unclear, detracting from the professionalism of the response. It would also be beneficial to engage the prospect by asking about their specific compliance requirements or concerns. Additionally, incorporating a closing technique could help move the conversation forward toward a decision.
6.
1
/ 10Question:
"Our team is already stretched thin; will additional training be required to use your products effectively?"
Answer:
Not at all.
Feedback:
The response is inadequate as it offers a flat assurance without providing any supporting details or context. It fails to address the underlying concern about the potential need for training and does not engage the prospect in a conversation about how your products might fit into their existing processes. Additionally, it lacks a closing technique or any attempt to build rapport. This response does not reassure the prospect about the ease of transition and does not explore the implications of their team being stretched thin. Overall, it misses the opportunity to demonstrate understanding and provide value.
7.
4
/ 10Question:
"Can you provide evidence of how your materials improve operational efficiency over our current options?"
Answer:
We have pictorial evidence of the strength of our materials as compared to other products
Feedback:
The response provides a mention of pictorial evidence, which can be a positive aspect; however, it does not directly address the specific concern about operational efficiency. The prospect is looking for information on how your products can enhance their workflow, reduce costs, or improve productivity compared to their current options. Just mentioning strength does not capture the full scope of operational efficiency. Additionally, there is no engagement with the prospect to ask about their specific needs or circumstances, which could help tailor your response. A closing technique is also absent, which is essential for guiding the conversation toward a decision. Overall, this response lacks depth and does not effectively demonstrate the value of your products in relation to the prospect's operational efficiency needs.
8.
5
/ 10Question:
"What if we invest in your solution and it doesn’t integrate well with our existing systems?"
Answer:
Can you tell us about your existing system?
Feedback:
The response demonstrates curiosity by asking about the prospect's existing system, which is a positive approach to understanding their specific needs and concerns. However, it falls short of directly addressing the objection regarding integration challenges. It would have been more effective to provide reassurances about the ease of integration and possibly share examples of successful integrations with similar systems. Additionally, incorporating a closing technique or summarizing the benefits of your solution in relation to their system could help move the conversation forward. Overall, while the question shows engagement, it lacks a comprehensive solution-focused answer to the objection.
9.
6
/ 10Question:
"I'm worried about making a change now when our current supplier has been reliable, even if the costs are higher."
Answer:
You can give us a trial and compare our proposed materials to that of your current supplier. We promise that our materials will integrate more into your system. Why? Having researched your system and seen the loopholes, we have painstakingly reached out to you to help curb the problems and bring it to a stop. So, we guarantee that you can trust us absolutely. Remember, affordable does not mean inferior and expensive does not guarantee quality.
Feedback:
The response attempts to address the prospect's concern by suggesting a trial, which is a positive approach as it allows them to experience the product firsthand. However, it lacks clarity in explaining how the trial process would work and what specific benefits the products would offer compared to the current supplier's reliability. The mention of having researched their system is good, but it would be more effective to provide specific examples of identified issues and how your products can resolve them. Additionally, there is a missed opportunity to ask questions to better understand the prospect's satisfaction with their current supplier and their criteria for reliability. A clearer closing technique could also enhance the response to guide the conversation towards a decision. Overall, while there are some positive elements, more specificity and engagement would strengthen the response.
10.
4
/ 10Question:
"How will this decision affect our relationship with our existing vendors?"
Answer:
We guarantee that this shift will not negatively impact your relationship with other vendors. Loyalty is a great trait sometimes you break loyalty to get quality.
Feedback:
The response attempts to address the prospect's concern by assuring them that the shift will not negatively impact their relationships with existing vendors. However, it lacks specific reasoning or examples to support this claim, which would help build trust. The phrase "loyalty is a great trait sometimes you break loyalty to get quality" seems somewhat dismissive of the prospect's concerns about loyalty and relationships, which could alienate them. It would be more effective to explore the prospect's current vendor relationships further and ask questions about any specific fears they might have regarding their vendors. Additionally, incorporating a closing technique to guide the conversation forward would strengthen the response. Overall, more engagement and reassurance would enhance the effectiveness of the response.