Drugs
Sales Assessment Results by Chinwendu L Chidi
18
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s get real: your performance in this test is falling short, and it shows a lack of understanding of fundamental sales techniques. You’re missing the mark on addressing customer concerns, engaging with their needs, and providing clear value propositions. Right now, you’re sounding more like a robot reading off a script than a sales professional who understands the art and science of selling. You’ve got to dive deeper into the specifics that matter to your prospects! Think SPIN Selling and consultative approaches—ask the right questions, identify their problems clearly, and show how your solutions bring value. The pattern here is clear: you need to connect the dots between your offerings and the prospect’s needs. Start practicing the AIDA model and the FAB technique; these will help you structure your responses better and highlight benefits over features. Remember, every interaction is an opportunity to build trust and rapport. This isn't just about selling; it's about understanding and serving your clients. Make this your mantra: "Listen first, then sell." You’ve got the potential, so harness it and turn these insights into action!
Question Breakdown
1.
0
/ 10Question:
"We have an existing supplier that has been reliable for us; why should I consider switching?"
Answer:
Because I have been in the business for 2yrs
Feedback:
This response does not effectively address the prospect's concern. It lacks detail and fails to provide a compelling reason for switching suppliers. There is no exploration of potential value or benefits that your service may offer compared to their current supplier. Additionally, it does not engage the prospect with questions or an understanding of their needs. Overall, the response lacks depth and fails to utilize any sales techniques effectively.
2.
0
/ 10Question:
"How do you ensure your drug quality consistently meets our stringent standards?"
Answer:
Knowing the demand in the market and meeting it
Feedback:
This response fails to address the prospect's specific concern about drug quality and compliance with stringent standards. It does not explain how the company ensures quality control processes, testing, or adherence to regulations. Additionally, it lacks any engagement with the prospect's needs or concerns and does not demonstrate an understanding of the importance of quality in the pharmaceutical industry. A more effective answer would involve specific examples of quality assurance measures taken and possibly asking questions to understand the prospect's standards better.
3.
1
/ 10Question:
"I'm concerned about the total cost of ownership—can you provide a breakdown of potential hidden costs?"
Answer:
Their are some hidden cost like transportation and other hidden cost
Feedback:
This response is vague and does not provide a clear breakdown of costs, which would have directly addressed the prospect's concern. It simply mentions "hidden costs" without elaboration or specific examples. A better response would include detailed information about potential hidden costs, how they compare to competitors, and an explanation of how your solution can help manage or mitigate these costs. Engaging the prospect with questions about their specific concerns or budgeting needs would also demonstrate better understanding and active listening.
4.
2
/ 10Question:
"With our tight budget this quarter, can you guarantee that we won't face any unexpected price increases if we go with your solution?"
Answer:
If you go with my solution the only thing that would be increasing is your profit
Feedback:
This response is overly simplistic and does not directly address the prospect's concern about potential price increases. Merely stating that profits will increase does not reassure the prospect regarding their tight budget or unexpected costs. A more effective answer would involve explicitly addressing pricing stability, any guarantees or contracts that ensure no unexpected increases, and possibly sharing how your solution can provide cost savings or value over time. Engaging the prospect with questions about their budgetary constraints would also demonstrate understanding and concern for their needs.
5.
2
/ 10Question:
"Implementing a new drug will disrupt our current processes; how can you minimize this disruption?"
Answer:
By making sure that a system is built to prevent lost
Feedback:
This response is vague and lacks clarity in addressing the prospect's concern about process disruption. It does not detail specific strategies or systems in place that would minimize disruption during implementation. A more effective response would include examples of support during the transition, training processes, or any technologies that facilitate a smooth integration. Additionally, engaging the prospect in a discussion about their current processes and how your solution aligns with their needs would demonstrate a more consultative approach.
6.
3
/ 10Question:
"What happens if we face compliance issues with your product down the line—how do you support us in that scenario?"
Answer:
Working over the year we have agreed a system to help solve this type of problems, we already collaborated with the appropriate authority
Feedback:
This response touches on collaboration with authorities, which is relevant, but it is vague and lacks specifics. It doesn't clearly explain how your company supports clients in compliance issues or what mechanisms are in place to address these problems. The answer could benefit from detail on specific support processes, such as regular audits, documentation, or training. Additionally, engaging the prospect by asking questions about their compliance needs or concerns would demonstrate a more consultative approach and active listening.
7.
4
/ 10Question:
"Your competitor has a lower upfront cost; how do you justify your pricing relative to theirs?"
Answer:
I just need my clients to know that lower prices can lead to getting fake products, I can assure you that our products are the best and they are regulated by the authority
Feedback:
This response highlights a critical concern regarding product authenticity, which is relevant in the pharmaceutical industry. However, it lacks depth and does not provide a solid justification for your pricing beyond simply stating that your products are the best. It would be more effective to offer specific examples or evidence of quality, such as certifications, quality control processes, or customer success stories. Additionally, engaging the prospect with questions about their priorities and concerns regarding cost versus quality would demonstrate a more consultative approach. Overall, while the mention of regulation is good, the response needs to explore more value propositions and effectively communicate how the benefits of your product justify the higher cost.
8.
3
/ 10Question:
"Can your product integrate seamlessly with our current systems, or will we need to invest in additional tools?"
Answer:
I can work with whatever the system already has, and I would also bring new ideas to share with the company
Feedback:
This response addresses the prospect's question about integration, but it lacks specificity and detail. Simply stating that you can work with existing systems does not reassure the prospect about the seamlessness of the integration process. It would be beneficial to mention any previous successful integrations with similar systems or specific methods you use to ensure compatibility. Additionally, offering to discuss the prospect's current systems and any potential challenges they foresee would demonstrate curiosity and a consultative approach. Overall, the response could be strengthened with more concrete examples and engagement with the prospect's needs.
9.
2
/ 10Question:
"I need to know that this change will improve our operational efficiency—what specific metrics can you share to support that?"
Answer:
By showing evidence of working experiences and share new ideas to help improve and empower the company
Feedback:
This response fails to directly address the prospect's request for specific metrics demonstrating improved operational efficiency. While mentioning evidence of working experiences and new ideas is a step in the right direction, it lacks clarity and specificity. To improve, you should provide concrete metrics from past clients, such as percentage improvements in efficiency or cost savings achieved through your solutions. Additionally, asking the prospect about their specific goals or metrics they currently track would demonstrate engagement and a consultative approach. Overall, the response does not effectively reassure the prospect of the changes' benefits.
10.
1
/ 10Question:
"Our team is already stretched thin; can you assure us that your implementation process won't add to our workload?"
Answer:
It would only improve the work load and bring more revenue to the company
Feedback:
This response fails to address the prospect's concern about their already stretched workload. Rather than providing assurance, it implies that the implementation will increase their workload instead of alleviating it. A more effective response would directly address how your implementation process is designed to be smooth and efficient, potentially involving dedicated support or training to minimize disruption. Engaging the prospect by acknowledging their current situation and asking questions about their specific pain points would demonstrate a better understanding of their needs.