Automotive
Sales Assessment Results
59
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance is a mixed bag, landing just below the mark at an average score of 5.9. You clearly have the potential to engage with prospects and show empathy, which is a strong foundation, but you need to sharpen your approach. Your strongest techniques lie in your ability to acknowledge customer concerns and build rapport, but there are too many moments where your responses lack depth and specificity. You sometimes come across as dismissive or overly general, which can turn off potential buyers.
It’s evident that you could greatly benefit from honing your solution-focused selling skills. You often mention features but fail to connect them directly to the customer's unique needs or pain points. Similarly, practicing the art of storytelling in sales could help you illustrate your points more effectively, making your offerings memorable and relatable.
Remember, every interaction is an opportunity to deepen your connection and build trust. Lean into the specifics—what makes your solutions uniquely suited to their challenges?
Here’s your coaching moment: don’t just throw features at your prospects; make sure each point you make resonates with their situation. They want to feel understood and valued, not just another number in your sales pipeline. Bring them into the conversation, ask open-ended questions, and listen actively. This is your path forward; embrace it.
Question Breakdown
1.
4
/ 10Question:
"I'm really worried about how this new vehicle will fit into our current budget, especially with my other expenses."
Answer:
I completely understand where you are coming from. We all have budgets and I am not here to take any food off the table. With that being said we have all sorts of vehicles that are determined to fit in any budget. How much were you planning on putting down to achieve your budget goal?
Feedback:
Your response acknowledges the prospect's concern about budget, which is good for building rapport. However, saying "I am not here to take any food off the table" may come off as dismissive and could be rephrased to sound more supportive. You mention having vehicles to fit any budget, but you should provide more specific examples or highlight the value and flexibility of your offerings to reinforce your point. Asking about their down payment is a good step towards understanding their budget better, but it could be complemented with questions about their overall financial goals or constraints to deepen the conversation. Overall, you need a more solution-focused approach that addresses their concerns with specific value points related to your offerings.
2.
4
/ 10Question:
"We've been using our current vendor for so long; can you explain why your offering is a better fit for us?"
Answer:
I wouldn’t be doing you any justice or satisfaction if I was not constantly offering products I felt would better your life. Everything we offer has a value that you will use and take advantage of. These products are customer tailored to YOU and will make your money stretch further
Feedback:
Your response mentions tailoring products to the customer's needs, which is a positive aspect. However, it lacks direct engagement with their specific loyalty to their current vendor. Instead of making a general statement about value, consider highlighting specific features or benefits of your offering that differentiate it from the competitor. Incorporating a question about what they value in their current vendor could also help uncover their needs and demonstrate that you are listening. Overall, focus more on specific comparisons and personalized solutions to build a stronger case for why your offering is a better fit.
3.
5
/ 10Question:
"I need to ensure that our team has the bandwidth to manage this upgrade without it affecting our operations."
Answer:
Absolutely! How much bandwidth are you currently using now? Our current customers have not experienced any affected operations and have improved productivity throughout their teams. Our competitions operate on an outdated technology and transitioning process as for ours we use up to date fast implementation technology to ensure you’re getting the best bandwidth for your team
Feedback:
Your response starts positively by acknowledging the customer's concern and asking about their current bandwidth, which shows curiosity and a desire to understand their needs better. However, it would have been more effective to delve deeper into the implications of their bandwidth limitations and how your solution can specifically address their challenges. While mentioning that current customers have not experienced disruptions is good, providing specific examples or case studies would strengthen your claim. Instead of focusing on competitors, it might be more beneficial to emphasize how your unique selling points directly alleviate their concerns about bandwidth and operational impact. Overall, you need to ensure that your communication is more tailored, solution-focused, and backed by evidence to build trust and credibility.
4.
5
/ 10Question:
"What if this new car doesn't meet my expectations for ease of use? I don’t want to complicate things."
Answer:
From what you have told me is that you needed 6 passenger vehicle this new one seats 7 so rest assured this gives you one extra just in case. You mentioned safety was a big deal to you well this 2025 is best in its class and has the highest 5 star safety rating. With that being said what am I missing that this would not meet your expectations?
Feedback:
Your response starts by acknowledging the customer's need for a vehicle that meets their expectations, which is a good approach. However, it primarily focuses on capacity and safety without addressing their specific concern about ease of use. You should consider discussing features that enhance usability, such as intuitive technology, user-friendly controls, or customer testimonials regarding ease of operation. Additionally, asking open-ended questions about what specific features or functionalities they are looking for could foster deeper engagement and show that you are attentive to their concerns. The question at the end is a positive touch, inviting dialogue, but needs to be more focused on ease of use to match the customer's primary concern. Overall, a more targeted approach is needed to effectively reassure the customer.
5.
6
/ 10Question:
"I'm concerned about the hidden costs that might come with maintenance in the long run."
Answer:
Every vehicle you have own in the past does have mechanical break down. Great part our vehicle is it comes with a 3 year 36k mile bumper to bumper warranty and a 5 year 60k powertrain warranty. What this means it lowers your overall cost of ownership for at least 5 years!! Which is more coverage then that you have on your current vehicle. So with this vehicle you would actually have a lower cost of ownership then the one you are driving! Best part about doing business with me is we offer products to extend this coverage even farther!
Feedback:
Your response does a good job of addressing the concern about hidden maintenance costs by highlighting the warranties offered, which can indeed lower overall cost of ownership. However, it would be more effective if you acknowledged the prospect's concern more directly before presenting the warranty information. This shows deeper empathy and understanding. Additionally, while you mention extending coverage, providing specific examples of what those extended warranties include could add tangible value to your proposition. Incorporating a question about their past experiences with maintenance or what specific hidden costs they are worried about could further engage the prospect and demonstrate active listening. Overall, while your response has some strong points, it could benefit from a more empathetic and exploratory approach.
6.
7
/ 10Question:
"How quickly can we finalize this if I get the green light from my team?"
Answer:
How soon are you looking to complete this? We have advanced technology where you can E-Sign everything from your phone. Which is the quickest way to get our products in your teams hand and they can start producing immediately. I know time is money for you!
Feedback:
Your response effectively engages with the prospect's urgency by asking how soon they are looking to complete the transaction. This demonstrates curiosity about their timeline. However, it would be beneficial to explicitly affirm their intention to expedite the process and reassure them about the efficiency of your solution. While mentioning E-Sign technology is a good point, elaborating on the features and benefits of this process would strengthen your message. Additionally, consider following up with a question about any potential obstacles they foresee in finalizing the decision, as this would show you are attentive to their needs and ready to assist. Overall, your approach is positive, but it could be more solution-focused and proactive in addressing potential concerns.
7.
7
/ 10Question:
"There are so many options out there; how is your vehicle truly different from the competition?"
Answer:
You are correct you have numerous of options to choose from. However let’s make sure we are comparing apples to apples! What are some of the other vehicles you are considering? Mid Size SUV to Mid Size SUV ours has the highest safety ratings, more awards won for reliability and technology, voted best in class in terms of family/utility wise, and the best one for you is the after sale ownership. We offer your first year of oil changes for free, free multi point inspections, unlimited car washes, and we will patch any tire for free that runs a flat. It’s not just when you buy from us that’s important we focus a lot on your ownership experience. Have you had a previous experience with a vehicle where you didn’t enjoy it? Have you had a vehicle where all you have to do is sign drive and put gas in it and we cover the maintenance for a year? These are big reasons why we continue to beat out the competition.
Feedback:
Your response does well to acknowledge the variety of options available to the prospect, which is important for rapport. By asking them to clarify what other vehicles they are considering, you demonstrate curiosity and a desire to engage in a meaningful dialogue. Additionally, emphasizing safety ratings, awards, and after-sales services showcases the value of your offering. However, your response could benefit from being more concise and directly addressing key differentiators without overloading the prospect with information. Rather than listing all the benefits at once, focus on a few standout features that are most relevant to their needs. A more structured approach, perhaps using a comparison framework, could enhance clarity. Also, encourage the prospect to share what specific features they value in their current options, which would help tailor your response further. Overall, a more streamlined and focused presentation of unique selling points would strengthen your argument.
8.
7
/ 10Question:
"I have to make sure our company's vision aligns with this purchase, and I'm not convinced yet."
Answer:
Completely understand and I’d like to make sure doing business together is an equal partnership. If you do not mind me asking tell me more about your company and vision? If you are like ours we want to make sure we have the best product on the table that helps our customers, 24/7 support rain or shine we are here to help, ensuring you not only have a great buying experience but an ownership experience too. We want to make sure you are not treated as a customer but we want you to feel like you’re our only customer. What I mean by that is if there is an issue that arises we will never be to busy to stop and handle your issue. We want you to be 100 percent satisfied not during just your buying experience but your ownership too.
Feedback:
Your response demonstrates empathy and a desire to build a partnership, which is a positive approach. Asking the prospect to share more about their company and vision shows curiosity and a willingness to align your offering with their needs. However, the response could be more concise. Instead of a lengthy explanation, focus on specific ways your product aligns with their vision and values. Additionally, while emphasizing support and customer experience is valuable, integrating a question about what specific aspects of their vision they are concerned about would foster deeper engagement. This demonstrates active listening and can uncover any underlying objections they may have. Overall, streamline your message and ensure each point is directly relevant to their concerns to strengthen your response.
9.
6
/ 10Question:
"Can you guarantee that the training and onboarding for my staff will be hassle-free?"
Answer:
We have a very thorough well trained staff to ensure without a shadow of doubt we make your team the experts before we leave, what are some of the obstacles you see right now that you think your team would struggle with? I want to cater your onboarding plan with your staff. Because everyone is different but we want to tackle any issues you think would come up before we arrive. That way your team gets the best plan for success from mine. After we spend the 30 days with your team getting you guys dialed in. I will personally assign 2 of my professional reps to do ongoing training for the next year via Zoom!
Feedback:
Your response acknowledges the prospect's concern about hassle-free training and onboarding, which is a positive start. However, it could benefit from a more direct assurance regarding the ease of the process. Instead of stating that your staff is thorough without specifics, consider sharing examples of successful onboarding experiences or testimonials from previous clients. The question about potential obstacles is good for discovery, but it could be more effective if you provided a brief overview of the training process to build confidence. Additionally, highlighting the ongoing support and assigning dedicated representatives is a strong point, but ensure that these points are presented more concisely to maintain engagement. Overall, while your response shows a willingness to customize the onboarding experience, it needs more structure and clarity to instill confidence in the prospect.
10.
8
/ 10Question:
"I need to involve my partners in this decision, and I'm not sure they'll buy into it right away."
Answer:
Totally understand you need to have all parties involved to make a decision. That is important to us too. How many people are involved in the decision making and what are their opinions you think would sway them away from our product? One thing I’ve learned is most people are not buying in is not due to product but mainly due to not enough information. What information do you need from me to help your partners buy in? I have this Thursday all afternoon and evening free I would love to buy your partners lunch and show you a VIP in depth demo of product. I have a 12:45 pm and a 3:15 pm open which time works best for you and your team?
Feedback:
Your response demonstrates a strong understanding of the need for collaboration and partnership in decision-making, which is a positive approach. Asking about the number of people involved and their opinions reflects curiosity and a willingness to address concerns proactively. However, the response could be more concise; certain phrases could be streamlined to maintain engagement. While offering to provide additional information is valuable, ensure to articulate clearly what specific benefits or differentiators you can present that would resonate with their partners. The offer to buy lunch and conduct a demo is a great gesture that adds a personal touch, but it would be beneficial to clarify how this meeting will specifically address the concerns of their partners. Overall, this response is solid but could be improved with more focus and clarity in your propositions.