Outdoor lighting
Sales Assessment Results
42
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s be real, your performance on the test was underwhelming, averaging a score of 4.2. You’ve shown glimpses of understanding the sales process, but your responses often fall short in depth and engagement. You have a decent grasp on acknowledging customer concerns, which is a positive foundational skill. However, you need to dig deeper and really explore the prospect's needs instead of just skimming the surface. The biggest pattern here is a lack of detail and interaction; you’re missing opportunities to ask follow-up questions that could build rapport and trust.
To elevate your game, I strongly suggest you focus on Solution Selling and Consultative Selling. These techniques will help you identify and address pain points more effectively while fostering a collaborative relationship with your prospects.
Here’s your coaching moment: Sales isn’t just about presenting features; it’s about telling a story that resonates with your prospects’ needs and engaging them in a meaningful dialogue. Remember, every customer interaction is an opportunity to build a connection and demonstrate value. Get in there and show them what you can really do!
Question Breakdown
1.
2
/ 10Question:
"How does your product's reliability compare to that of our current vendor?"
Answer:
Our product has one of the longest warranties in the industry because they work. Our competitors only come with a one year warranty.
Feedback:
The response provided is overly simplistic and does not directly address the prospect's concern about reliability. While mentioning the warranty is relevant, it lacks depth in explaining how the product's reliability has been tested or proven in real-world scenarios. It also misses an opportunity to ask follow-up questions to better understand the prospect's specific concerns or experiences with their current vendor. Additionally, the tone could be more engaging and collaborative. Overall, the response does not effectively explore the value of your product or build rapport with the prospect.
2.
3
/ 10Question:
"Can you clarify how your lighting solutions improve energy efficiency without sacrificing quality?"
Answer:
Yes great question, because we only use LED in all of our lights it’s cuts energy by over half.
Feedback:
The response starts strong by acknowledging the question but then lacks depth and detail. While stating that LED lights cut energy usage by over half is a valid point, it does not adequately explain how this improvement in energy efficiency is achieved or how it impacts the quality of the lighting. Additionally, it misses the opportunity to ask follow-up questions to engage the prospect further and address any potential concerns they may have about quality. A more thorough explanation and a collaborative tone would enhance the response significantly.
3.
5
/ 10Question:
"What specific support do you offer during installation, and how does it measure up to industry standards?"
Answer:
We set the standard for installation quality. I am personally on every install to see that you get exactly what you were promised.
Feedback:
This response indicates a strong commitment to quality by mentioning personal involvement in installations, which can help build trust. However, it lacks specific details about the type of support provided during installation, such as training, resources, or tools that may be available to the customer. Additionally, it would be beneficial to reference industry standards explicitly to reinforce credibility. Engaging the prospect with follow-up questions about their specific needs or concerns would have enhanced the collaborative approach. Overall, while the commitment to quality is clear, further detail and interaction are necessary to fully address the prospect's objection.
4.
4
/ 10Question:
"I’m concerned about the hidden costs after purchase—what can you assure me of in terms of total cost of ownership?"
Answer:
Great question, with our lifetime warranty including maintenance you never have to worry about future expenses.
Feedback:
The response addresses the concern of hidden costs by highlighting the lifetime warranty and maintenance, which is a positive aspect. However, it lacks detail about what is covered under the warranty and how it specifically relates to total cost of ownership. Additionally, it would be beneficial to provide examples or data that illustrate the overall cost savings compared to competitors over time. Engaging the prospect with follow-up questions about their particular budgeting concerns would create a more collaborative dialogue. Overall, while the answer provides some assurance, it could be strengthened with more details and exploration of the prospect's needs.
5.
4
/ 10Question:
"How do your products adapt to the latest trends in outdoor lighting technology?"
Answer:
With our current lights they allow you to change all of the colors independently which is the latest technology.
Feedback:
The response acknowledges the objection but lacks depth in explaining how the ability to change colors independently fits into broader trends in outdoor lighting technology. It would be beneficial to elaborate on other innovations, such as smart technology integration or energy-efficient features that align with current market trends. Additionally, the response misses an opportunity to engage the prospect by asking questions about their specific interests or needs related to outdoor lighting technology. A more detailed and inquisitive approach would enhance the overall impact of the response.
6.
5
/ 10Question:
"What guarantees do you provide regarding product performance over time?"
Answer:
We offer a full lifetime parts and labor warranty
Feedback:
The response effectively addresses the objection by mentioning a full lifetime parts and labor warranty, which is a significant selling point. However, it lacks depth in explaining what conditions the warranty covers and how it specifically relates to product performance over time. Providing examples of past performance or customer testimonials could enhance credibility. Additionally, the response could be improved by inviting the prospect to share any specific performance concerns they may have, which would demonstrate active listening and foster a more collaborative dialogue. Overall, while the warranty is a strong feature, more detail and engagement are needed to fully address the prospect's concerns.
7.
4
/ 10Question:
"I need to understand how your solution integrates with our existing systems; can you walk me through your compatibility checks?"
Answer:
Yes for sure. Your current system is using all LED Lights already so our lights are an easy add in or upgrade. They are fully compatible with all of your existing equipment.
Feedback:
The response acknowledges the question, which is a positive start. However, it lacks details about how the integration process works beyond simply stating that the lights are compatible. It would be beneficial to explain the specific steps taken during the compatibility checks, any testing that is done, and any support provided during the integration process. Asking follow-up questions about the prospect's current setup would also demonstrate active listening and encourage a collaborative dialogue. Overall, while the message conveys compatibility, it could be strengthened with more detailed insights and engagement.
8.
5
/ 10Question:
"Our budget is tight this quarter; can you demonstrate clear ROI before I can bring this to my team?"
Answer:
With our current pricing structure you would be able to resell everything we offer for a really nice 20-30% ROI
Feedback:
The response addresses the budget concern and introduces a potential ROI, which is a good start. However, it lacks depth regarding how this 20-30% ROI is calculated and what specific factors contribute to this figure. Providing examples of similar clients who have achieved this ROI or detailing the benefits that lead to such returns would strengthen the argument. Additionally, engaging the prospect with follow-up questions about their specific financial goals and constraints would create a more collaborative dialogue. This response could be improved by incorporating a solution-focused approach and demonstrating curiosity about the prospect's situation.
9.
5
/ 10Question:
"How do your warranties and service level agreements stack up against competitors?"
Answer:
We offer a full lifetime service warranty with Maintenance. We are currently the only company that offered this service
Feedback:
The response highlights a strong offering with a full lifetime service warranty that includes maintenance, which is a positive aspect. However, it falls short in comparing these warranties and service level agreements (SLAs) with those of competitors. It would be beneficial to provide specific examples of how your warranty differs from competitors' offerings, such as coverage details, response times for service requests, or any unique features that would make your warranty stand out. Additionally, engaging the prospect with questions about what specific aspects of warranties or SLAs are most important to them would demonstrate active listening and foster a collaborative discussion. Overall, while the warranty is a strong feature, more context and engagement are needed to fully address the prospect's concerns.
10.
5
/ 10Question:
"Given our current vendor relationship, what compelling argument would justify switching to your offering?"
Answer:
Probably the best answer I would have is that we are offering you the best warranties in the business allowing you to sell our products with some of the highest margins in the industry. Plus I’ll be there with you on all of your transactions to make sure we are leveraging every thing we can to produce those results.
Feedback:
The response attempts to address the objection by highlighting strong warranties and high margins, which can be compelling points. However, it lacks a structured argument that directly compares the benefits of your offering to the current vendor's drawbacks. It would be more effective to include specific examples of how your warranties and support surpass what the competitor provides. Additionally, mentioning any unique features of your products or services that contribute to overall value would strengthen the argument. Engaging the prospect by asking about their current vendor's weaknesses or their satisfaction level could foster a more collaborative dialogue. Overall, while the response includes relevant points, it needs more specificity and a stronger comparative approach to be compelling.