Marketing
Sales Assessment Results by Priscillia Emmanuel
0
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s be real here: you’re starting at square one, and that’s okay because it’s a learning opportunity. Across the board, your responses were vague, lacking detail, and completely missed the mark on understanding your prospect’s needs. You didn’t ask the right questions or provide compelling evidence to support your claims, which is crucial in building trust and showing value. It’s clear that you need to dive deeper into solution-focused selling and objection handling techniques.
You have a lot of room to grow, and I suggest you focus on honing your skills in SPIN Selling and Solution Selling. These techniques will help you uncover your prospect’s pain points and provide tailored solutions that resonate with their specific needs.
Here’s your coaching moment: think of every interaction as not just a chance to sell but to understand and connect. Ask questions, listen actively, and bring data to the table. Challenge yourself to go beyond surface-level responses. You’ve got this—now go out there and prove it!
Question Breakdown
1.
0
/ 10Question:
"I'm concerned about the long-term ROI of this marketing solution compared to our current vendor."
Answer:
We will uplift the sales to meet up
Feedback:
The response is vague and does not directly address the prospect's concern about long-term ROI. There is a lack of clarity and specificity, which is essential in the marketing industry to build trust. The salesperson should have provided data or examples showing how their solution can deliver better ROI than the current vendor. Additionally, there was no use of inquiry to understand the prospect's current ROI or pain points, indicating a missed opportunity for curiosity and discovery. Overall, the response lacks an effective solution-focused approach.
2.
0
/ 10Question:
"How will your platform ensure compliance with the latest industry regulations as we scale?"
Answer:
We will do aggressive marketing both online and offline.
Feedback:
The response fails to address the prospect's concern about compliance with industry regulations. Instead of providing a relevant solution or explanation regarding how the platform ensures compliance, the answer diverts to marketing strategies, which are not pertinent to the objection. This indicates a lack of understanding of the prospect's needs and a weak approach to objection handling. There was no inquiry to explore the prospect's specific compliance concerns or to demonstrate any value related to regulatory adherence.
3.
0
/ 10Question:
"The implementation process seems complex; can you guarantee minimal disruption to our daily operations?"
Answer:
Yes I guarantee
Feedback:
The response is overly simplistic and fails to provide any substantive details that would reassure the prospect about the implementation process. A more effective answer would include specific strategies or support plans that will ensure minimal disruption, along with examples or case studies of successful implementations. Additionally, there is no inquiry into the prospect's specific concerns regarding disruption, which would demonstrate active listening and a collaborative approach to addressing their needs.
4.
0
/ 10Question:
"We're on a tight budget this fiscal year; how can we justify this expense to stakeholders?"
Answer:
By doing more investments
Feedback:
The response lacks clarity and does not effectively address the prospect's concern about justifying the expense to stakeholders. Simply stating 'by doing more investments' does not provide any specifics on how the proposed solution can yield a return on investment or how it can be aligned with budget constraints. A more effective approach would involve providing data, potential cost savings, or revenue growth projections, as well as asking questions to uncover the prospect's specific budget concerns. Overall, this answer does not demonstrate a solution-focused or collaborative approach to the objection.
5.
0
/ 10Question:
"What support will be available if we run into technical issues during integration?"
Answer:
Could try to fix if I am knowledgeable enough,
Feedback:
The response is inadequate as it lacks confidence and clarity regarding the support available for technical issues during integration. It does not provide any assurance or detail about the types of support offered, such as customer service availability, technical resources, or escalation processes. A more effective answer would include specific support options and how they can help ensure a smooth integration. Additionally, the response does not demonstrate active listening or an understanding of the prospect's need for reliable support, which is critical in maintaining trust in the sales process.
6.
0
/ 10Question:
"Our team is already stretched thin; how will this new solution impact our current workload?"
Answer:
Will be productive and supportive to the team
Feedback:
The response is vague and does not adequately address the prospect's concern regarding their current workload. Simply stating that the solution will be "productive and supportive" lacks specificity about how it will actually alleviate stress or improve efficiency for the team. A more effective response should include concrete examples of how the solution can streamline processes or reduce manual tasks, as well as an inquiry into the specific workload challenges the prospect is facing to show understanding and empathy. Overall, this response fails to demonstrate a solution-oriented approach and does not engage the prospect meaningfully.
7.
0
/ 10Question:
"Can you provide evidence of your solution's effectiveness in improving productivity and efficiency?"
Answer:
Yes I can
Feedback:
The response is overly simplistic and lacks any detail or evidence to support the claim of effectiveness. It does not provide specific data, case studies, or examples that would validate the solution's impact on productivity and efficiency. Additionally, there is no inquiry into the prospect's specific needs or metrics for productivity improvement, which indicates a missed opportunity for engaging the prospect meaningfully. Overall, this answer does not demonstrate a solution-focused or collaborative approach to the objection.
8.
0
/ 10Question:
"What happens if we decide to upgrade or pivot our marketing strategy in the next year?"
Answer:
I will accommodate the new change
Feedback:
The response is overly simplistic and does not provide any specific information about how the salesperson's solution can adapt to changes in the marketing strategy. It lacks detail about the flexibility of the solution and what support or resources will be available during the transition. Moreover, there is no inquiry into the prospect's potential upgrades or pivots, which would demonstrate curiosity and an understanding of their future needs. A more effective approach would involve discussing adaptability, providing examples of past flexibility, and asking questions to better understand the prospect's strategic planning. Overall, this response does not effectively address the objection or build confidence in the solution's adaptability.
9.
0
/ 10Question:
"How does your pricing compare to competitors, especially considering our tight budget constraints?"
Answer:
Don't get
Feedback:
The response is completely unresponsive and fails to address the prospect's inquiry about pricing in comparison to competitors. It provides no relevant information, context, or insight that could help the prospect understand how your solution fits within their budget constraints. This response demonstrates a lack of engagement, understanding of the prospect's needs, and basic sales communication skills. A more effective response would involve discussing pricing structures, any unique value propositions, and perhaps offering a way to accommodate the budget sensitivities. Overall, this answer is wholly inadequate.
10.
0
/ 10Question:
"Can you walk me through the approval process within your company to ensure we align with our internal champions?"
Answer:
Yes
Feedback:
The response is overly simplistic and does not provide any detail regarding the approval process within the company. A more effective answer would include specific steps involved in the approval process, timelines, and how the salesperson can assist the prospect in aligning with their internal champions. Additionally, there is no inquiry or engagement with the prospect about their internal processes or champions, which indicates a missed opportunity for collaboration and building rapport. Overall, this response does not effectively address the objection or provide the necessary information to build trust.