Project Operations
Sales Assessment Results
68
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's get real here. Your performance is hovering around a solid 6.8, which is not bad, but it’s not where it could be either. You’ve got some strong techniques in your toolkit, especially when it comes to solution-focused selling and value exploration. You know how to connect the dots between your solution and the client's pain points, which is a great start. However, there’s a consistent pattern of missing the mark on clarity and engagement. Your responses sometimes lack the punch needed to keep your prospects fully engaged and eager to move forward.
You’ve got curiosity, but it’s not consistently translating into probing questions that could uncover deeper insights into your prospects' needs. This is your chance to step up your game. I suggest diving into the Challenger Sale and Consultative Selling techniques. These approaches will help you not just understand your clients better, but also challenge their thinking in a way that positions you as a trusted advisor.
Remember, a key takeaway here is that you need to close the deal effectively. Don’t just leave your prospects hanging after presenting solutions; guide them toward the next steps. Closing techniques aren’t just for the end of a conversation; they should be woven throughout your discussions. Think of it this way: every interaction is a chance to bring them closer to a decision.
Now, go out there and take these insights to heart. Embrace the challenge and refine your approach—your prospects are waiting!
Question Breakdown
1.
7
/ 10Question:
"I love the features of your solution, but I'm worried about how it will fit into our existing workflows without causing disruptions."
Answer:
Your concern is quite common among the clients we work with. We will work with your systems in an external environment and get the solution working first without even touching your current systems. In many cases, when we do a project analysis in the beginning, we find quite a bit of extra workflow that is slowing your teams down that and is not even needed. We take a different process than most companies and start with understanding what your end result must be. From there, we then identify what steps are critical to making that outcome successful. Finally, we look at what your current challenges are. Those problems are really surface issues that are triggered by something not working at a deeper level. Once that is in a working format, we'll test it against your current systems processes and make adjustments. Only after your teams have completed your own analysis and make the needed adjustments, will we transition over. This way, not only do we prevent disruptions, but we'll also eliminate what is causing those disruptions in the first place. Your workflows will actually be simpler and perform better - streamlining your teams time to focus on tasks that are more valueable.
Feedback:
The response effectively addresses the concern about potential disruptions by outlining a structured approach that prioritizes the client's existing workflows. It employs a solution-focused approach, emphasizing understanding the client's goals and identifying critical steps for success. However, the communication could be clearer and more concise to enhance understanding and engagement. There is a good level of curiosity and discovery, but it could benefit from asking more open-ended questions to draw out the client's specific workflows and concerns. Overall, the response builds rapport and shows a collaborative approach, but it could be improved by integrating a more explicit closing technique to guide the client towards the next steps in the conversation.
To enhance clarity, consider summarizing key points in simpler terms and asking the prospect how they envision the transition working in their context. This would encourage more active listening and collaboration.
2.
7
/ 10Question:
"I see the value, but my budget for this quarter is already stretched thin; can we revisit this in a few months?"
Answer:
I understand your budget is tight, yet you've also indicated your teams are stressed and have asked you to simplify their workflow. What if we were able to eliminate 40% of your existing process, while creating better systems that actually add to your bottom line, and pay for our services each month? With our solution, your profits are not only rising but also your expenses are less than they are today!
Feedback:
The response effectively acknowledges the budget concern and highlights the potential benefits of the solution, which aligns with a solution-focused approach. It also incorporates value exploration by emphasizing the elimination of 40% of existing processes and the potential for increased profits. However, it lacks a clear closing technique and could benefit from asking a follow-up question to gauge the prospect's willingness to explore options or discuss a phased implementation. Overall, it shows good understanding but could be more engaging and collaborative by inviting further discussion. A strong point is the attempt to connect the value of the solution with the prospect's existing pain points, demonstrating active listening and an understanding of their needs.
3.
7
/ 10Question:
"We've been using our current vendor for years, how can I be sure your solution will provide a better return on investment?"
Answer:
I'd be happy to share case studies that show how we have worked with other clients. These studies also outline the initial problems and reflect the costs we have saved. Your current vendor has gotten you to where you are today. If you're looking to make changes, do you believe they can help you make these changes? Have they been asking you questions that help you identify your obstacles and process challenges? Do you know why these challenges occur? From our conversation, we've identified many of your challenges start with existing process being broken and needs to be completely adjusted to support your future growth. Our current clients rave about the amount of ROI they have seen since working with us.
Feedback:
The response effectively addresses the objection by offering case studies that demonstrate past success, which aligns well with the need for proof of ROI. The use of questions shows curiosity and encourages the prospect to reflect on their current vendor's effectiveness, which is a helpful consultative approach. However, the response could be more concise and focused on explicitly stating how the proposed solution specifically addresses the prospect's needs. Additionally, a more structured closing technique could have been employed to guide the conversation towards a next step. Overall, the tone is appropriate, and there is a good balance of value exploration and solution focus, but there is room for improvement in clarity and closing.
Score: 7
4.
6
/ 10Question:
"The team is already busy with other projects; how will we find time to implement your solution?"
Answer:
Your teams can continue to focus on the projects they are already scheduled to work on. We will meet with you to identify your vision and craft the expected outcome. Our teams will then analyze your processes, identifying what works and what does not. Your teams won't need to be involved during the early stages of the work. We may find, they don't need to be involved at all because of the automation we use will eliminate their need to be a part of the end process. You'll have the opportunity to bring in team members as you see fit during the process and most importantly, help with the testing.
Feedback:
The response does a decent job of addressing the concern about the team's busy schedule by emphasizing that their involvement is minimal initially, which can alleviate the burden. However, it lacks strong engagement with the prospect's perspective and doesn't ask insightful questions to further explore their specific situation. Additionally, it could benefit from a more collaborative tone, inviting the prospect to discuss their needs and how your solution can integrate into their current workload. The explanation about automation is relevant but could be clearer in explaining the value and benefits directly linked to the prospect's concerns. Overall, it could use more emphasis on active listening and curiosity to enhance rapport and understanding.
Score: 6
5.
7
/ 10Question:
"Your pricing is higher than what we've seen from competitors; what makes your solution worth the extra cost?"
Answer:
Many of our competitors are using competitive pricing by automating click-based processes. They are taking your existing workflow as is, without changes. This means your employees are still performing the tasks. The value you receive from us starts with understanding the expected outcome. Our solution will only include the necessary steps to complete the tasks without all the extra processes left over from past software or manual steps your employees added. When we automate the solution, it will complete work without employee oversight. Your employees can then focus on more productive revenue-generating activities without needing to focus on back-end tasks. Would more revenue and clients be worth your investment with our solution?
Feedback:
The response effectively addresses the objection by highlighting the value of your solution compared to competitors, specifically focusing on the automation and efficiency gains. However, it could benefit from a clearer communication style, possibly breaking down the points into more digestible parts. The closing question is a good touch, as it prompts the prospect to consider the return on investment. Active listening could be improved by acknowledging the prospect's concern about pricing directly before diving into the solution. Overall, a solid response but could use more empathy and clarity.
6.
7
/ 10Question:
"I need to check with my finance team; they’re always concerned about ongoing monthly payments and budget impacts."
Answer:
I'd be happy to share case studies created by our clients that show how they have achieved better ROI - less costs and more revenue. If we can show how the cost of our services makes your company more revenue while streamlining your operations and includes our monthly costs, would that be of interest? What additional information can we share to help them?
Feedback:
The response effectively addresses the concern by offering case studies that demonstrate ROI, which is a strategic approach for a project operations context. It acknowledges the prospect's need to involve their finance team and shows a willingness to provide relevant information that could alleviate their concerns. The tone is professional and aligns well with the industry. However, while the response is good, it could be improved by directly acknowledging the prospect's hesitation about ongoing payments and emphasizing how the investment could lead to long-term savings or efficiencies. Additionally, the closing question could be more specific to encourage a deeper dialogue about the finance team's concerns. Overall, it shows a solution-focused approach but lacks some elements of curiosity and discovery.
7.
7
/ 10Question:
"I've heard mixed reviews about your company’s support post-purchase; how do I know I won’t be left hanging after I buy?"
Answer:
Thank you for this feedback and for sharing this concern.
Unfortunately, all it takes is one bad experience or a misunderstanding. We have grown as a company and as part of our growth, we've learned to communicate more. You'll hear more from us than we initially did with our first customers. We have learned we needed to improve our post-implementation communications. We've learned to bring the customer along on the journey while being more open to feedback. Once we implement the solution, our journey begins to aid your organization in solving new challenges. Our support teams are actively engaged, as any changes we make in new processes may bring opportunities to simplify your current systems even further. I'd be happy to discuss the concerns you've heard. Perhaps we have an opportunity to not only address your concerns but work with our current customers to improve their experiences even more.
Feedback:
The response effectively acknowledges the concern about post-purchase support by recognizing the importance of communication and customer feedback. However, it could be more impactful by directly addressing the mixed reviews and providing specific examples or metrics that demonstrate improvements in support. The tone is appropriate, but there is a missed opportunity to include a closing technique to encourage further dialogue or a follow-up meeting. The overall structure is clear, and it shows a willingness to engage, but it could benefit from more curiosity and discovery questions to encourage the prospect to elaborate on their concerns. Additionally, demonstrating value through specific improvements or customer testimonials would strengthen the response. Overall, it shows an understanding of the need for support but lacks direct evidence to ease the prospect's worries.
8.
7
/ 10Question:
"We’re in a transition phase at the company right now; I’m not sure if this is the best time to bring in a new solution."
Answer:
Every company goes through transitions of growth and change. It's a part of every business process. Your existing customers still need to be serviced, with your employees currently performing that service. Our automation service will eliminate your employee's need to perform the day-to-day tasks they are currently struggling with. Once our solution is in place, your employees will be freed up to be able to focus on the new transition activities along with new revenue opportunities while reducing costs.
Feedback:
The response effectively addresses the objection by acknowledging the transition phase, which is crucial in demonstrating understanding. It also clearly communicates the benefits of the automation service, highlighting how it can relieve employees of daily tasks, thus allowing them to focus on more strategic activities. This is a solid solution-focused approach. However, the response could have been improved by asking questions to better understand the specifics of the transition phase and the prospect's concerns. This would demonstrate curiosity and active listening. A closing technique could also be incorporated to prompt further discussion or commitment. Overall, it's a decent attempt but lacks a bit of engagement and exploration of the prospect's unique situation.
9.
8
/ 10Question:
"Can you provide evidence that your solution has worked for other companies like mine in the past?"
Answer:
Absolutely, we have worked with a client in the towing industry. I'd be happy to share their case study since that's comparable. They went from a team of 25 agents answering calls to a team of 10 - taking calls and managing the overall process of the fleet organization. We found they were having challenges capturing the addresses and getting that information over to fleet teams. As a solution, we have systems collecting the data in real-time, pulling data in the fleet system to identify the closest team and then notifying that operator. They are en route by the time the agent ends the call with the client and the client also knows who they will be meeting and approximate time of arrival. It has improved overall customer satisfaction as well as rework, substantially reducing overall costs.
Feedback:
The response effectively addresses the objection by providing a relevant case study from a comparable industry, demonstrating how the solution has had a positive impact. The salesperson clearly communicates the benefits of the solution, emphasizing improved efficiency, customer satisfaction, and cost reduction. However, the response could be enhanced by explicitly connecting the towing industry case study to the prospect's specific needs in project operations. Asking questions to further explore the prospect's particular challenges would also demonstrate curiosity and active listening. Overall, it's a solid response with room for improvement in personalization and engagement.
10.
5
/ 10Question:
"I’m concerned about how my team will adapt to using your platform; will there be adequate training and support offered?"
Answer:
Absolutely - your teams will be apart of our teams engagement. We will do loom videos on tasks and explain how the systems work. These can be included for your team's onboarding with SOP's We've gone to the degree of customization and have a solution that allows your team to be involved as much or as little as you'd prefer.
Feedback:
The response attempts to address the concern about training and support, which is a good start. However, it lacks clarity and professionalism in its communication. Phrases like 'apart of our teams engagement' are awkwardly worded and could confuse the prospect. The mention of 'loom videos' is a positive detail, but it could be strengthened by emphasizing how these resources will directly alleviate their concerns. Additionally, it would be beneficial to highlight any ongoing support beyond onboarding, which reassures the prospect of continued assistance. Overall, the response could benefit from a more structured and polished approach, demonstrating a clear understanding of the importance of training in the adaptation process.
Closing techniques are not utilized here; a strong closing statement reinforcing commitment to their team's success could enhance the response.
Score: 5