Product
Sales Assessment Results
46
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real: your performance here is underwhelming. With an average score of 4.6, it’s clear you’re not hitting the mark. You’ve shown some capability to acknowledge customer objections, but you’re often vague and lacking the depth needed to truly connect. Your strongest techniques seem to stem from solution-focused selling, but you consistently miss the mark on empathy and engagement. You need to step up your game in building rapport and actively listening to your prospects. The patterns are clear: too much vagueness and not enough exploration of the customer's needs. Focus on developing a more consultative approach by asking open-ended questions and demonstrating curiosity about their specific challenges. I suggest diving deep into SPIN Selling and Solution Selling. These techniques will help you uncover the real needs of your prospects and articulate the value of your solutions more effectively. Remember, selling isn’t just about closing; it’s about creating relationships. Embrace that, and you’ll see a transformation in your results. Your memorable coaching moment? Sales is not a transaction; it’s a conversation. Make it count.
Question Breakdown
1.
6
/ 10Question:
"We don't really have the budget for this right now, are there any affordable options?"
Answer:
We have products that fit all price ranges. What price range are you looking to be in?
Feedback:
The response effectively acknowledges the budget concern and opens the door for more conversation by asking about the specific price range. However, it could benefit from a bit more empathy towards the prospect's budget constraints. A stronger approach would include a brief mention of how investing in your product can lead to greater savings or value in the long run, which would align with a solution-focused approach. Additionally, it could explore the implication of not addressing their needs now, potentially using the SPIN or NEAT selling techniques. Overall, it's a decent start, but it lacks depth in exploring the value proposition and building rapport.
Score: 6
2.
3
/ 10Question:
"I'm not sure if this aligns with our current priorities. Can you clarify how it helps with efficiency?"
Answer:
You started saying your problem was x-our product solves x -+ offers xyz.
Feedback:
The response does attempt to restate the prospect's problem and link it to the solution; however, it's vague and lacks clarity. It doesn't effectively address the specific concern about aligning with current priorities or how the product enhances efficiency. There’s no exploration of the prospect's priorities or a demonstration of understanding their context. Additionally, the communication is somewhat disjointed, making it hard for the prospect to follow. A more effective response would include specific examples of efficiency improvements and a direct inquiry about their current priorities to foster a collaborative discussion. Overall, it misses key elements of active listening, curiosity, and solution-focus.
3.
5
/ 10Question:
"I've heard mixed reviews about your product's reliability; can you provide proof of its performance?"
Answer:
Absolutely, let me demonstrate here. We also have several reviews & videos on our website.
Feedback:
The response acknowledges the objection but lacks depth in addressing the concern about reliability. While directing the prospect to reviews and videos is a good starting point, it would be more effective to provide specific metrics or testimonials that directly counter the reliability issue. Additionally, asking the prospect if they have specific aspects of reliability they are concerned about could open a dialogue and demonstrate active listening. The tone is appropriate, but the closing technique is missing; a summary or an invitation for further discussion could strengthen the response.
4.
3
/ 10Question:
"This seems like a big change for our team; what kind of support do you offer post-purchase?"
Answer:
We are always here after the sale to answer any questions & take care of any issues.
Feedback:
The response is too vague and lacks depth. While it assures support after the sale, it does not specify what type of support is offered (e.g., training, customer service, resources) or how it will help the team adjust to the change. It would benefit from a clearer outline of the support structure and perhaps an invitation for further questions to foster engagement. Overall, it lacks a solution-focused approach and doesn't fully address the customer's concern about the impact of the change.
A better response could include details about onboarding processes, available resources, and ongoing support initiatives to reassure the prospect. Additionally, asking a follow-up question could show curiosity and active listening, which are essential in understanding the prospect's needs better.
5.
3
/ 10Question:
"I need to run this by my team first; can you provide some materials I can share?"
Answer:
Are you not the decision maker? I can provide materials but I thought you were looking to take care of this today.
Feedback:
The response lacks empathy and fails to acknowledge the prospect's need to involve their team in the decision-making process. Instead of questioning the prospect's authority, it would have been more effective to ask open-ended questions about their team's concerns or needs, thereby fostering a collaborative approach. Additionally, offering to provide tailored materials that address potential questions or objections from their team would have demonstrated a solution-focused mindset. Overall, the tone comes off as confrontational rather than supportive.
Score: 3
6.
6
/ 10Question:
"What if my team doesn't adopt this product? What kind of training do you offer to help with that?"
Answer:
We offer in house training as well as video training your team can watch at their convenience.
Feedback:
The response addresses the objection by providing a clear solution regarding training options, which is good. However, it could be enhanced by exploring the prospect's specific concerns about adoption. Asking questions like, "What specific challenges do you think your team might face with adoption?" would demonstrate curiosity and a deeper understanding of the prospect's situation. Additionally, elaborating on the benefits of the training and perhaps a success story from another client could add more value. Overall, while the response is clear, it lacks engagement and a collaborative approach to fully address the concern.
Score: 6
7.
5
/ 10Question:
"We've had issues with similar products in the past; how can you assure us this won't be another disappointment?"
Answer:
We offer a guarantee. Our product will perform or we’ll fix or replace it. No questions asked.
Feedback:
While the response does provide a guarantee, it lacks depth in addressing the customer's past experiences and concerns. It would be more effective to acknowledge their previous disappointments, ask questions to understand the specifics of those issues, and then explain how your product is different and how it has been improved. This could also involve sharing testimonials or case studies. Overall, it feels a bit transactional rather than consultative. Consider using a more engaging tone and providing a clearer value proposition.
Score: 5
8.
4
/ 10Question:
"With so many options available, why should we choose your solution over others?"
Answer:
You should choose us because we have a proven track record, many years of experience & we do what we say we will do. We can provide multiple client reviews as well.
Feedback:
The response touches on some important aspects, like a proven track record and client reviews, which are relevant to building trust. However, it lacks depth in addressing the prospect's specific needs or pain points. It doesn't effectively differentiate the solution or provide a compelling reason to choose this particular option over others. There's no exploration of the unique value proposition or how the solution specifically meets the prospect's needs. Additionally, it could benefit from a more engaging tone and some curiosity-driven questions to better understand the prospect's concerns and decision-making criteria. Overall, it's a decent start but needs more substance and engagement to be effective.
9.
5
/ 10Question:
"Can you explain how this product integrates with our existing systems? I worry about technical challenges."
Answer:
We know your system well & designed our product to work seamlessly with your system & we’ll train you to use it. You can also watch videos anytime.
Feedback:
The response provides some reassurance about integration and training, but it lacks depth in addressing the prospect's technical concerns. It would have been more effective to ask follow-up questions to understand their specific systems and challenges better. Additionally, offering evidence or examples of successful integrations with similar systems could have enhanced credibility. Overall, the communication is clear, but it misses an opportunity to engage in a more collaborative and solution-focused dialogue.
To improve, consider using a consultative approach by asking about their current systems and any particular issues they foresee. Incorporating a closing technique, such as summarizing the benefits of integration, could also strengthen the response.
10.
6
/ 10Question:
"We're currently focused on another project; is there any urgency to make a decision on this right now?"
Answer:
Yes. This price today was specifically for you but only if you purchase in the next few days. After that, the price does increase.
Feedback:
The response addresses the objection by creating a sense of urgency, which is effective in sales. However, it could have been improved by exploring the prospect's situation further to understand their current project better and how your offering might align with it. Asking questions about their timeline and needs would have demonstrated curiosity and active listening. Additionally, while the urgency is mentioned, it lacks a deeper value exploration or a rationale behind the urgency, which could have reinforced the need for immediate action. Overall, the tone is appropriate, but engaging the prospect more thoughtfully would strengthen the response.