Automotive sales
Sales Assessment Results
50
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance here is lacking depth and engagement, with an average score of 5 indicating there’s serious room for improvement. You’ve shown some flashes of understanding, especially when it comes to addressing specific concerns like post-sale support and budget constraints, but you’re missing the mark on critical engagement and trust-building. Your strongest technique so far seems to be addressing time concerns with clear timelines, but even that could use a touch more personalization.
There’s a consistent pattern of providing surface-level responses without digging into the implications of the customer’s concerns or offering tailored solutions. You need to step up your game in the areas of Solution Selling and Consultative Selling, both of which focus on understanding customer pain points and providing real solutions that resonate with their situations.
Here’s your coaching moment: think of every interaction as a conversation, not just a transaction. Engage with your prospects by asking open-ended questions that invite them to share their fears and needs. This will not only help you build trust but also showcase your value as a salesperson who truly listens. Remember, it’s not just about answering questions; it’s about creating a dialogue that leads to meaningful connections and ultimately, sales.
Question Breakdown
1.
0
/ 10Question:
"I'm concerned about the total cost of ownership; how can I be sure there won't be hidden fees down the line?"
Answer:
Get everything in writing, do your research
Feedback:
The response lacks depth and does not directly address the prospect's concern about hidden fees. Simply suggesting to get everything in writing and do research does not instill confidence nor provide a solution. It fails to explore the implications of hidden fees or reassure the customer with specific information on how to avoid them. There is no demonstration of value or inquiry into the customer's specific worries, which is critical in automotive sales. Overall, this approach misses an opportunity to engage meaningfully and build trust with the prospect.
2.
3
/ 10Question:
"We've had issues with our previous vehicle purchase not meeting our reliability expectations; how do I know this one won't be the same?"
Answer:
This one comes with a Lifetime Warranty for unlimited years and miles. Aside from routine maintenance you should be good with just putting in gas and go.
Feedback:
While the mention of a Lifetime Warranty is a positive point, the response lacks depth in addressing the prospect's specific reliability concerns. Simply stating the warranty does not reassure the customer about the vehicle's reliability based on their past experiences. It would be more effective to provide evidence or testimonials of reliability, as well as inviting further discussion on the prospect's previous issues to understand their concerns better. Additionally, some mention of the vehicle's features or quality assurance processes could enhance trust. Overall, the response needs to engage more thoughtfully with the prospect's worries to build confidence.
3.
5
/ 10Question:
"I really like this model, but my partner thinks we should consider a competitor that offers a lower price. What can you say to justify the difference?"
Answer:
This vehicle provides more safety for your family at a comparable price, but also gives you the peace of mind with our Lifetime Warranty. If price is an issue we will refund you the difference if you get an offer on the same vehicle within 48 hours of making your purchase with us.
Feedback:
This response attempts to address the price objection by highlighting safety features and the Lifetime Warranty, which are valuable points. However, it could be improved by providing more specific comparisons to the competitor's offerings, such as unique features or benefits that justify the price difference. Additionally, mentioning customer testimonials or safety ratings could strengthen the argument. The refund offer is a strong move, but clarifying how that works would add transparency. Overall, it lacks an emotional connection that could resonate with both the prospect and their partner, potentially leaving the concern unaddressed. Encouraging a discussion about what the partner values most could further engage the prospect.
4.
8
/ 10Question:
"What kind of support do you provide after the sale, especially if I run into issues with the car?"
Answer:
Our service center is open 6 days a week, we have 24/7 roadside assistance that covers towing, winching, lockout and fuel. If you should run into any issues we will tow your vehicle up to 100 miles to the nearest dealership, and because you are under warranty rest be assured everything you’re worried about that could go wrong will be covered. Plus here’s my number you can call me anytime and I’ll help you figure out what steps are needed to take for you to get up and running right away.
Feedback:
This response effectively addresses the prospect's concerns about post-sale support by outlining specific services offered, such as the service center hours, 24/7 roadside assistance, and towing coverage. Mentioning the warranty reassures the customer that potential issues will be taken care of. However, it could be improved by inviting further questions or providing examples of common issues that have been resolved in the past, which would further build trust. Additionally, expressing empathy for the prospect's concerns could enhance the connection. Overall, it's a solid response, but there's room for deeper engagement and reassurance.
5.
4
/ 10Question:
"I need to present a solid case to my boss about why this car is worth the investment; can you help with the ROI justification?"
Answer:
Because you travel a lot. Our EV model gets up to 300 miles of ranger mpgE and with you staying local you’ll be able to handle your normal day to day business without having to stop for gas. With these savings you be spending Pennie’s on the dollar in what it would cost you fuel savings. Not only that but if you lease the vehicle you can write it off through your business.
Feedback:
This response attempts to address the ROI justification by highlighting the fuel efficiency of the EV model and potential savings. However, it lacks a structured approach to ROI by not quantifying the savings or providing specific calculations that could further convince the boss. Also, the phrasing could be clearer; for example, 'Pennie's on the dollar' is informal and may not resonate with a business decision-maker. It would be beneficial to explore other cost-saving aspects like maintenance, resale value, or incentives that may apply. Engaging the prospect with questions about their current travel expenses could also help tailor the response to their specific situation.
6.
5
/ 10Question:
"Can you explain why I should choose your dealership over the one down the street that has a reputation for excellent service?"
Answer:
We have recently rebranded ourselves and strive to be the best with customer satisfaction. We treat all of our clients like family and really pride ourselves on providing above average service. Any issues that arise will be handled accordingly ensuring that the client always feels heard and taken care of.
Feedback:
The response touches on customer satisfaction and emphasizes a family-like approach, which is positive. However, it lacks specific differentiators that set your dealership apart from the competition. Mentioning unique services, testimonials, or awards that underscore your commitment to excellence could strengthen your position. Additionally, inviting the prospect to share what they value most in a dealership experience would have showcased curiosity and engagement. Overall, while the sentiment is good, it needs more concrete evidence and a collaborative touch to truly resonate with the prospect.
7.
6
/ 10Question:
"I'm on a tight budget this quarter; would you be able to work with me on the payment terms?"
Answer:
We can give you up to 90 days before you make your first payment this way you have time to figure out your finances while enjoying your new purchase.
Feedback:
The response directly addresses the prospect's concern about their tight budget by offering a specific solution—delaying the first payment for up to 90 days. This shows some flexibility and consideration for the prospect's financial situation. However, the answer could be improved by exploring additional options for payment terms or financing plans that could better accommodate the prospect's budget. Asking questions about their budget constraints or what payment terms would work best for them could demonstrate active listening and a collaborative approach. Overall, while the offer is a good start, deeper engagement and exploration of options would enhance the effectiveness of the response.
8.
6
/ 10Question:
"How long will it take to process the paperwork, and can I rely on timely delivery of the vehicle?"
Answer:
The paperwork is simple generally we can complete most of it before you arrive if you just send me a couple documents before hand and we’ll have the vehicle ready for delivery upon arrival.
Feedback:
The response effectively addresses the concern about paperwork processing by mentioning that much of it can be completed in advance, which can save time. However, it lacks clarity on the actual time frame for processing and delivery, which is critical for the prospect's reassurance. Providing a specific estimate (e.g., 'most paperwork is completed in about 30 minutes') would enhance trust. Additionally, expressing confidence in the timely delivery and perhaps sharing any processes in place to ensure that could further alleviate the prospect's worries. Overall, while the answer is a step in the right direction, it needs more specificity and assurance to be fully effective.
9.
7
/ 10Question:
"My schedule is really packed; how much time will I need to allocate for the purchase process and paperwork?"
Answer:
Generally most of our guest are able to get in and out under 90 minutes but because we prepared most of your paperwork ahead of time and have already cleaned your vehicle… we can get you in and out in about 30 minutes.
Feedback:
This response effectively addresses the prospect's time concern by providing a specific timeframe for the purchase process, which is crucial for someone with a packed schedule. Mentioning the preparation of paperwork in advance adds to the reassurance that the process will be efficient. However, it could be enhanced by inviting the prospect to discuss any specific time constraints they may have or asking if they have any other concerns regarding the process. This would demonstrate active listening and a more personalized approach. Overall, it's a solid response but could benefit from deeper engagement with the prospect's situation.
10.
6
/ 10Question:
"Given recent changes in the economy, I'm hesitant about making a big purchase right now; what can you say to ease my worries?"
Answer:
There’s never been a better time to buy than now. Vehicle prices have been going up about 3% year over year but luckily for you we have huge rebates to offset cost in which you currently qualify for. Also because the interest is 0% and you qualify… it’s basically free money and since you told me your budget, I don’t see any reason to not move forward once we’ve met it.
Feedback:
This response does a decent job of addressing the prospect's hesitation by highlighting the current market conditions, such as rebates and 0% interest rates, which can be appealing. However, it lacks a more empathetic approach that acknowledges the prospect's concerns about the economy. It would be more effective to ask open-ended questions about their specific worries, thus engaging them in a dialogue. Additionally, providing examples of how others in similar situations have successfully made purchases could further alleviate their fears. Overall, the response could benefit from a more collaborative and understanding tone to build rapport and trust.