Cell phones
Sales Assessment Results
52
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase—you’re struggling right now. An average score of 5.2 shows there’s a lot of room for improvement, and your performance in the test reflects as much. You’ve shown some willingness to engage and help customers, which is a positive trait, but there’s a glaring lack of depth in your responses. Your strongest technique appears to be a basic understanding of consultative selling, but you’re missing the mark on solution-focused communication and effective engagement.
There’s a consistent pattern of insufficient inquiry into the prospect's needs and budget constraints. You need to dig deeper and ask more probing questions to truly uncover what your prospects want. Every interaction is an opportunity—don’t just throw out surface-level reassurances; get to the heart of their concerns. You also need to articulate the unique value of your offerings clearly. Just mentioning features and policies isn’t enough if you don’t connect them to the specific benefits that matter to your prospect.
I recommend you focus on honing your skills in the SPIN Selling technique. It’s crucial that you learn to frame your inquiries in a way that uncovers the customer’s situation and needs while also addressing the implications of their problems. Additionally, practice the FAB Technique—Features, Advantages, Benefits—so that you can effectively communicate the value of your solutions.
Here’s your coaching moment: Remember, the art of selling isn’t just about talking; it’s about listening and engaging. Stop thinking of your role as merely transactional; instead, embrace the idea that you’re a partner in finding solutions. Your customers are not just looking for products; they’re looking for insights and guidance. Get curious! Ask questions that lead to deeper conversations. If you can shift your mindset from selling to serving, you’ll see a drastic change in your results.
Question Breakdown
1.
3
/ 10Question:
"Your price is higher than what we budgeted for this project; can you justify the extra cost?"
Answer:
With us you don't have to worry about a credit check or a long drawn out contract.
Feedback:
The response provided does not effectively address the prospect's concern about pricing. While mentioning the absence of a credit check and long contracts may appeal to some customers, it fails to justify the higher cost in relation to the value offered. A more effective approach would include highlighting specific features, advantages, and benefits that differentiate your product from cheaper alternatives, as well as engaging the prospect in a conversation about their specific needs and how your solution aligns with their budget. There was no inquiry into the prospect's budget constraints or an attempt to explore potential solutions together, which would be critical in a consultative selling approach. Overall, the response lacks clarity, relevance, and a solution-focused approach.
Score: 3/10.
2.
5
/ 10Question:
"I'm concerned about the integration process with our existing systems; how will you support that?"
Answer:
I will walk you through the complete process of making sure all of your information, apps, texts messages and all of your content transfers seamlessly to your new product.
Feedback:
The response shows a willingness to help with the integration process, which is a good start. However, it lacks specificity about the support provided during integration, such as timelines, troubleshooting, or training. A more engaging approach could have included asking questions about the current systems in place to show curiosity and a discovery mindset. Additionally, mentioning post-sale support would enhance the solution-focused approach. Overall, while the response is somewhat effective, it could benefit from more detail and an invitation for further discussion.
3.
6
/ 10Question:
"We've had issues with our current vendor's reliability; can you provide examples of your support offerings?"
Answer:
Of course. When you switch to our system you will have 3 different networks to back you up. At&t, T-Mobile and our own network built from the ground up by Dish Network.
Feedback:
The response addresses the concern about vendor reliability by highlighting the multiple network options available, which emphasizes redundancy and support. However, it could be improved by providing specific examples of support offerings, such as customer service availability, troubleshooting assistance, or any unique features that differentiate your service. Additionally, using a more consultative tone that invites further discussion or questions would enhance engagement. Overall, while it starts to address the objection, it lacks depth and clarity in solution-focused communication.
4.
6
/ 10Question:
"What if the phones don't meet our team's expectations—how will you handle that?"
Answer:
We have a 30 day return/exchange policy. My goal is to make sure we get the correct devices the first time. So there won't be a need for that. But if something does happen I will be right here to remedy the situation.
Feedback:
The response effectively addresses the concern about meeting expectations by mentioning the 30-day return/exchange policy, which reassures the prospect. However, it could improve by exploring the specific expectations of the team to better understand their needs and concerns (curiosity and discovery). The tone is appropriate, but it lacks a clear closing technique to reinforce confidence in the purchase decision. Overall, the response could benefit from a more solution-focused approach and a collaborative engagement to build rapport.
Score: 6/10
5.
5
/ 10Question:
"We have a tight deadline, and I’m worried about your delivery timeline; can you assure me it won't affect our project?"
Answer:
I can absolutely guarantee it won't affect any of your projects timeline. If needed I will drive to some locations with my own device to make sure everything goes smooth.
Feedback:
The response attempts to address the customer's concern by providing assurance about the delivery timeline. However, it lacks depth in exploring the implications of the tight deadline and how it specifically relates to the customer's project. Instead of just stating a guarantee, it would be more effective to ask questions to understand the urgency better and to reassure the customer by outlining the steps that will be taken to ensure timely delivery. The tone is somewhat informal and could be more professional given the context. Overall, while there is an effort to reassure, the response misses an opportunity for a more collaborative and solution-focused approach.
Score: 5
6.
4
/ 10Question:
"With so many options available, why should we choose your phones over the competition?"
Answer:
Well. We do offer a wide variety of phones as our competitors. However with Boost you will the confidence that I have done my due diligence to give you the best deal of any one around me. Plus the reassurance that we will not lock you into a contract or perform a credit check, which you may not want to do if you're buying a product that needs no credit hits.
Feedback:
The response attempts to address the objection about having many options by highlighting the lack of contracts and credit checks, which is a good angle. However, it could be improved significantly. It lacks clarity and does not fully articulate the unique value proposition of the phones offered compared to competitors. There is no clear closing technique used, and the tone is somewhat defensive rather than confident. The salesperson should have asked more probing questions to understand the specific needs of the prospect better, which would have allowed for a more solution-focused approach. Overall, the communication feels a bit disjointed and could benefit from a more structured response that emphasizes the benefits and value of choosing Boost over others.
7.
6
/ 10Question:
"I need to consult with my finance team; can you give me more time before we finalize anything?"
Answer:
You can absolutely have more time, however this is a timed deal that will not be available in the next couple of days. To help out with the small financial purchase I am willing to waive some of your activation fees to get the phones to you today.
Feedback:
Your response acknowledges the prospect's request for more time but could be improved by emphasizing the value of making a decision sooner rather than later. While you mention a time-sensitive deal, it would be more effective to explore what specifically the finance team needs to discuss and to offer to assist in that process. Additionally, waiving activation fees is a good start, but you should further clarify the benefits of acting quickly, perhaps by highlighting how the offer ties into their overall goals or needs. Overall, your approach is solution-focused but lacks depth in curiosity and collaboration.
Score: 6/10
8.
5
/ 10Question:
"Our team is resistant to change; how can you help with employee adoption of your new phones?"
Answer:
I can take the time to help your employees with getting set up and showing them how seamless it will be to these changes.
Feedback:
Your response touches on an important aspect of employee adoption by offering support, which is a good start. However, it lacks depth and specifics on how you plan to facilitate this transition. Consider elaborating on the training process, follow-up support, or perhaps sharing success stories from other clients who faced similar resistance. This would help to better address the concern and demonstrate the value of your solution. Additionally, asking questions to understand their specific fears or challenges could foster a more collaborative approach. Overall, it's a decent response but needs more substance and engagement.
Score: 5
9.
6
/ 10Question:
"Can you explain how your product aligns with our long-term strategic goals?"
Answer:
You said you were looking for a long term solution, and I believe with the flexibility of being able to get a new device every year without your price going up would help keep you updated with new phones without changing your price year over year.
Feedback:
The response effectively addresses the prospect's long-term strategic goals by emphasizing the flexibility and cost-effectiveness of the offering. However, it could benefit from a more detailed connection to the specific strategic goals of the prospect, demonstrating deeper understanding and alignment. The communication is clear, but it lacks a collaborative tone and doesn't invite further discussion or questions, which would enhance engagement. To improve, consider asking more about their strategic goals and how your product can specifically support them. Overall, a solid response but needs more depth and discovery.
10.
6
/ 10Question:
"I'm not convinced your product is the best fit for our needs; what makes your solution unique?"
Answer:
Being able to use 3 different networks is what stand us apart from the competition. You won't be struggling to find service because you have 3 reliable ones at the same time.
Feedback:
The response effectively highlights a unique selling proposition by mentioning the ability to use three different networks, which addresses the prospect's concern about fit. However, it could be improved by expanding on how this feature translates to benefits for the customer, such as increased reliability and flexibility. The tone is clear, but it lacks a more engaging or consultative approach, such as asking follow-up questions to further understand the prospect's specific needs. Additionally, it doesn't incorporate a closing technique or invite the prospect to discuss their requirements further, which could enhance collaboration and rapport. Overall, a solid start but could benefit from more depth and engagement.