Double glazing
Sales Assessment Results
28
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s be real here; your performance is underwhelming, and it's time to face the music. An average score of 2.8 isn’t going to win you any sales awards, and it certainly won’t build a pipeline. The primary takeaway from this exercise is that you’re struggling with empathy and specific value articulation. You need to stop skirting around the prospect's concerns and start addressing them head-on. Acknowledging their comfort with existing suppliers, their budget constraints, and their operational worries is crucial. Instead of vague reassurances, offer concrete solutions that demonstrate you understand their situation.
Your responses often lack the depth required to build trust. You mention experience and accreditations but fail to connect these to the prospect's specific issues. This is a missed opportunity to turn doubt into confidence. You need to study techniques like Consultative Selling and Value Proposition Selling to emphasize relationship-building and highlight the unique benefits of your offering.
Here’s your coaching moment: every sales conversation is a chance to build a bridge, not a wall. When you approach a prospect, remember that they’re not just looking for a product; they want a partner who understands their challenges and can provide real solutions. Start listening actively and responding with empathy. Your success depends on it.
Question Breakdown
1.
2
/ 10Question:
"I'm concerned about how this will impact our current supplier relationships; we're already comfortable with them."
Answer:
I get that but wouldn’t you want to save more to gain more
Feedback:
The response fails to directly address the prospect's concern about supplier relationships and lacks empathy. Instead of simply questioning their desire to save, it would have been more effective to acknowledge their comfort with existing suppliers and frame the potential benefits of switching in a way that respects their current situation. There’s no exploration of the value of your offering or how it could complement or enhance their existing relationships. This approach could alienate the prospect rather than build rapport.
2.
3
/ 10Question:
"The cost does seem a bit high compared to alternatives; can you justify the value we would get from this investment?"
Answer:
Your not only buying our product but your also gaining our wealth of knowledge and
Feedback:
The response begins to touch on the value of knowledge, but it lacks specific details that would justify the higher cost of your double glazing products. It is important to clearly articulate the unique benefits and advantages that set your offering apart from cheaper alternatives. Additionally, the response is incomplete and ends abruptly, which undermines clarity and professionalism. Instead, consider using a structured approach to emphasize long-term savings, increased energy efficiency, or warranty and support associated with your products to effectively justify the investment.
3.
3
/ 10Question:
"Given our tight timelines, I'm worried about the disruption installing new double glazing might cause to our operations."
Answer:
We have the best teams in the market who work cleanly and in a timely manner
Feedback:
The response touches on the competency of the installation teams, but it fails to directly address the prospect's concerns about disruption to operations during the installation process. There’s no acknowledgment of the prospect's specific worries or a reassurance about minimizing disruption. It would be more effective to detail how the installation process is designed to be efficient and to provide a timeline that aligns with the prospect's needs. Additionally, mentioning any previous successes in similar situations would help build trust and credibility with the prospect.
4.
1
/ 10Question:
"With our focus on efficiency, I'm not sure we can take on additional training for our staff right now."
Answer:
There is no such things as bad feedback, there’s always space to improve
Feedback:
The response does not effectively address the prospect's concern about the additional training burden. It lacks specificity and relevance to the objection raised. Instead of acknowledging the prospect's focus on efficiency and their hesitation about training, it vaguely discusses feedback without connecting it to a solution. A stronger response would reassure the prospect about the ease of implementation and potential for minimal disruption, possibly by highlighting any existing training resources or support that could alleviate their concerns. Overall, this answer fails to engage with the prospect's perspective meaningfully and does not build rapport.
5.
3
/ 10Question:
"Our budget for this fiscal year is tight; how flexible are your payment terms?"
Answer:
The terms are what is set by the lenders, that being said I would do my upmost to accommodate
Feedback:
The response acknowledges the lender's terms but lacks a proactive approach to addressing the prospect's budget constraints. Instead of merely stating that the terms are set, it would be more effective to explore potential flexible options that could fit within the prospect's budget. This could include discussing installment plans, deferred payments, or any promotional offers that may ease their financial concerns. Additionally, showing empathy towards their situation and offering to work collaboratively on a solution would strengthen the rapport with the prospect.
6.
4
/ 10Question:
"We've had issues with prior installations that didn't meet our expectations, how do I know this will be different?"
Answer:
We have been trading for a number of years and with this we have a in depth knowledge on the proper way to install we also have multiple governing accreditations
Feedback:
The response attempts to build credibility by mentioning years of experience and accreditations, which is a good start. However, it does not directly address the prospect's specific concerns about prior installation issues. It would have been more effective to acknowledge their past experiences and express understanding of their frustration. Additionally, sharing specific examples of successful installations, customer testimonials, or a guarantee on service would provide reassurance. The focus should be on how your approach or solutions differ from their previous experiences and how you plan to meet or exceed their expectations.
7.
4
/ 10Question:
"Data privacy is a big concern; how do your products handle compliance, especially in our industry?"
Answer:
We use external data protection software to keep everything secure and compliant
Feedback:
The response provides a basic assurance by mentioning the use of external data protection software. However, it lacks depth and specificity regarding how this software ensures compliance with industry standards, particularly in relation to the prospect's particular concerns about data privacy. It would be more effective to elaborate on the specific features of the software, any certifications it holds, and perhaps how it has successfully addressed similar concerns for other clients in the industry. Additionally, expressing a willingness to discuss this further or provide documentation could enhance trust and transparency. Overall, while the response touches on a good point, it misses opportunities for a more comprehensive answer that addresses the prospect's concerns more effectively.
8.
1
/ 10Question:
"I'm hesitant about making a change right now because of potential impact on team morale and productivity."
Answer:
There will always be that person who you can never please, and I say let them go, you don’t need dead wait holding you and your business back
Feedback:
This response fails to address the prospect's concern about team morale and productivity in a constructive manner. It dismissively suggests letting go of employees, which could lead to feelings of distrust and defensiveness from the prospect. A more effective approach would involve acknowledging the importance of team morale and reassuring the prospect about how your solution can be implemented smoothly with minimal disruption. Additionally, discussing strategies or support provided during the transition could demonstrate empathy and a collaborative mindset, ultimately fostering a more positive discussion.
9.
4
/ 10Question:
"What if the product doesn’t fit our current building structure; how adaptable is your solution?"
Answer:
We have industry leading technical surveyors to get around obstacles
Feedback:
The response mentions industry-leading technical surveyors, which is a step toward addressing the prospect's concern about adaptability. However, it lacks detail on how these surveyors specifically assess and customize solutions for different building structures. A more effective answer would include specific examples of how the product has been successfully adapted in similar situations, demonstrating the ability to meet diverse structural requirements. Additionally, inviting the prospect to share details about their building structure for a personalized solution would enhance the collaborative approach and show active listening. Overall, while there is a positive aspect regarding expertise, the answer could be significantly strengthened with more depth and specificity.
10.
3
/ 10Question:
"Can you provide examples of how this has succeeded long-term for other companies in similar positions?"
Answer:
Let our online reviews speak for themselves selfs. I am also willing to show your previous jobs we have done
Feedback:
The response attempts to direct the prospect to online reviews, which can be helpful, but it lacks specificity and a proactive approach. Simply suggesting that reviews speak for themselves does not provide concrete evidence or examples of successful long-term outcomes. It would be more effective to mention specific case studies, highlighting how your double glazing solutions have positively impacted similar companies, including quantifiable results or testimonials from satisfied customers. Additionally, offering to present a structured overview or a detailed presentation would demonstrate your commitment to addressing the prospect's concerns and further build trust. Overall, the response is too vague and does not effectively engage with the prospect's need for detailed examples.