Liquor
Sales Assessment Results
25
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your test results are underwhelming, and a 2.5 average score isn’t going to win any sales awards. Your responses generally lack depth, engagement, and a strong focus on the customer’s needs. It’s clear you’ve got potential, but right now, you’re missing the mark when it comes to connecting with prospects and addressing their objections effectively.
Your strongest demonstrated technique seems to be an attempt at inquiry, but the execution is lacking. You need to be asking the right questions and genuinely listening to the answers. The patterns in your performance show a consistent failure to address customer concerns directly and empathetically. You often revert to vague responses and a transactional mindset, which is a major turn-off for prospects.
To move forward, you should dive deeper into SPIN Selling and Value Selling. These techniques will help you better understand customer situations, problems, and the value of your offerings. Learn how to craft responses that are not just informative but also engaging and relevant to the customer's unique circumstances.
Remember, sales is about building relationships, not just pushing products. So, your coaching moment? Shift your focus from features to how your product enhances the customer's life. It’s time to roll up your sleeves, dig in, and start making those connections. You’ve got this; now go out there and make it happen!
Question Breakdown
1.
1
/ 10Question:
"I'm really on a tight budget right now; how can I justify spending on liquor when I have other bills?"
Answer:
Investment
Feedback:
The response "Investment" is too vague and lacks substance to effectively address the objection. It doesn't acknowledge the prospect's current situation or provide any justification or value related to the liquor purchase. A more effective approach would involve recognizing the budget constraints, perhaps by suggesting lower-priced options or emphasizing the enjoyment and value that a quality liquor can bring to special occasions. Additionally, incorporating a collaborative tone and asking questions to explore the prospect's specific needs would enhance the response significantly. Overall, the response lacks clarity, engagement, and a solution-focused approach.
2.
2
/ 10Question:
"I love the taste of your brand, but I heard from a friend that it's not as affordable as others on the market."
Answer:
Premium. Larger dollar margin back into till
Feedback:
The response is too vague and lacks effective communication. It doesn't directly address the customer's concern about affordability or explore the value proposition of the brand. Instead of simply stating 'premium' and mentioning margins, it would be more effective to acknowledge the customer's taste preference and then explain why the higher price is justified (e.g., quality ingredients, craftsmanship, unique flavor profiles). There are no questions to engage the customer further or to clarify their perspective. Overall, this response doesn't create a compelling argument for why the product is worth the investment.
A better approach would have included an acknowledgment of their love for the taste, followed by a comparison of the value offered by your brand versus cheaper alternatives.
3.
2
/ 10Question:
"I’m not sure if I want to switch from my usual brand; it feels risky to try something new right now."
Answer:
Buy 4 get 1
Feedback:
The response to the objection is quite weak and lacks depth. While the 'Buy 4 get 1' offer is a form of promotion that might entice some customers, it doesn't address the prospect's concern about the risk of switching brands. A more effective approach would include asking questions to understand why they are hesitant to switch, perhaps using the SPIN Selling technique to explore their Situation and the implications of sticking with their current brand. Acknowledging their feelings and providing a compelling reason why your brand could be a better choice would demonstrate better active listening and a solution-focused approach. Overall, it feels more transactional rather than consultative.
Score: 2/10 for not addressing the customer's concern and lacking engagement.
4.
3
/ 10Question:
"I get that your liquor is high quality, but how does that really benefit my gatherings?"
Answer:
Dollar value return, category growth , data doesn’t lie. Rate of sale
Feedback:
The response is quite vague and lacks a clear connection to the prospect's concern about how the liquor benefits their gatherings specifically. Instead of focusing on dollar value return and rate of sale, it would be more effective to highlight how high-quality liquor enhances the experience at gatherings (e.g., taste, enjoyment, and memorable moments). There is no engagement with the prospect's needs or thoughtful questions to further explore their perspective, which could have helped in crafting a more tailored response. Overall, the communication feels more technical than customer-centric, missing an opportunity to build rapport and demonstrate value in a relatable way.
5.
3
/ 10Question:
"With so many options out there, why should I choose your brand over a cheaper competitor?"
Answer:
Banner support, marketing support , high margin yield
Feedback:
The response to the objection lacks depth and does not effectively address the prospect's concern about choosing your brand over cheaper competitors. While mentioning "banner support" and "marketing support" is a step in the right direction, it does not clearly articulate how these factors translate into unique value for the customer. High margin yield is a benefit, but it should be framed to show how it positively impacts the retailer's bottom line or customer experience. There is no inquiry into the prospect's specific needs or preferences, which would have demonstrated curiosity and active listening. Additionally, there is no closing technique applied to guide the conversation towards a decision. Overall, the response feels more like a list of features rather than a compelling value proposition.
Score: 3/10
6.
2
/ 10Question:
"I want something nice for an upcoming party, but I also need to keep things within my means; is there any way to make this work?"
Answer:
Bonus deal , & or LUC or rebate leverage. What ever speaks their language
Feedback:
The response lacks clarity and fails to effectively address the prospect's concern about balancing quality and budget. While mentioning a 'bonus deal' and 'rebate leverage' hints at a solution-focused approach, it is vague and doesn't communicate how these options can specifically meet the customer's needs. Additionally, there is no inquiry to further understand the customer's preferences or budget constraints, which would have demonstrated curiosity and active listening. A more structured response using techniques like Value Selling or the AIDA model would be more effective in this context. Overall, the response does not build rapport or provide a clear path toward closing the sale.
7.
2
/ 10Question:
"I appreciate your offer, but I just don't see how this fits into my lifestyle without feeling like an indulgence."
Answer:
Investment, margin storey ect vary per customer - features tell, benefits sell
Feedback:
The response provided is quite vague and lacks effective engagement with the customer's concerns. It fails to directly address the objection about feeling indulgent, which is central to the prospect's hesitation. Instead of focusing on features and benefits, it would have been more effective to empathize with the customer's lifestyle and explore how the product can fit into it without feeling like an indulgence. There is no demonstration of curiosity or discovery, and it lacks a collaborative approach. Overall, it comes off as dismissive rather than engaging.
A more tailored response could involve asking questions about their lifestyle or suggesting ways to enjoy the product in moderation, which would show active listening and a solution-focused approach.
The closing technique is also absent, leaving the conversation open-ended without a clear direction.
In summary, the response does not adequately address the customer's perspective and does not foster a meaningful dialogue.
Score: 2 for minimal effort in addressing the objection, but lacking depth and clarity.
8.
4
/ 10Question:
"I'm worried about the environmental impact of the production process; how do you address sustainability?"
Answer:
Reiterate social & environmental standards.
Feedback:
While reiterating social and environmental standards is a good start, your response lacks depth and specificity. It's important to tailor your answer to address the prospect's specific concerns about sustainability in the liquor industry. Consider providing examples of sustainable practices the company employs, such as sourcing materials responsibly or using eco-friendly packaging. Additionally, engaging the prospect with questions about their values could create a more collaborative dialogue. Overall, your response missed the opportunity to explore solutions and demonstrate genuine concern.
Score: 4 for effort but it needs a more proactive and detailed approach.
9.
1
/ 10Question:
"I’ve had a bad experience with a brand before; how can I trust that I won't be disappointed again?"
Answer:
If B2B Produce data growth, ensure RRP & position is correct
Feedback:
The response does not effectively address the customer's concern about their past negative experience. It lacks a clear connection to the customer's feelings and does not offer reassurance regarding the new brand's quality or reliability. Instead of providing a solution or asking questions to explore the customer's specific experience further, it jumps to data and position without context, which may confuse the customer further. To improve, the salesperson should acknowledge the customer's feelings, provide a compelling narrative about the product's quality, and possibly even suggest a trial or guarantee to build trust.
Overall, this response is off-target for the liquor industry and does not engage the customer meaningfully.
10.
5
/ 10Question:
"I have some friends who prefer different types of liquor; how can I cater to everyone's tastes without breaking the bank?"
Answer:
Funnel Questioning to find answer starting with - How much are you wanting to spend?
Feedback:
The response starts with a funnel questioning technique, which is a good approach to explore the customer's budget. However, it lacks depth in addressing the customer's concern about catering to diverse tastes. It would have been more effective to first acknowledge the challenge of meeting different preferences, then follow up with questions about the specific types of liquor they are considering. This would show active listening and a solution-focused approach. Additionally, providing suggestions or examples of value packs or mixed selections could enhance the collaborative aspect of the conversation. Overall, the response is a bit too narrow in scope and doesn't fully engage with the customer's needs.
Consider incorporating a broader range of questions that explore the types of liquor their friends enjoy, as well as potential budget-friendly options that cater to those tastes.
Score: 5