Production Printers
Sales Assessment Results
61
Developing Closer
10 questions
Maximum score: 100
Completed in
Your performance shows some solid foundations, especially in providing reassurance and addressing concerns; however, there’s a consistent pattern of underwhelming depth in your responses. You excel at acknowledging customer needs, but you often miss the mark on deepening the conversation with targeted questions or a clearer articulation of value. You’ve demonstrated a grasp on approaches like solution selling and consultative selling, but your replies sometimes lack the necessary detail that could set you apart. I recommend focusing on the SPIN Selling technique to enhance your ability to probe into customer situations and implications. Additionally, brushing up on objection handling techniques will help you tackle objections with greater confidence and clarity. Remember, sales is not just about presenting solutions but also about uncovering the customer's unique situations and effectively demonstrating the value of your offering. So, the coaching moment here: it’s not only about what you say but also about how well you listen and engage in the dialogue. Dig deeper and ask better questions—your prospects will thank you.
Question Breakdown
1.
7
/ 10Question:
"I'm concerned about how this new printer will fit into our existing workflow and the disruption it might cause during implementation."
Answer:
We have met with the user community and this will streamline the jobs your are currently doing. You will be able to increase your output and expand the media types you can now print on taking you into some additional markets. We will be there through the entire implementation to help your operators take advantage of the new technology.
Feedback:
The response effectively addresses the concern by emphasizing the benefits of the new printer, such as streamlining processes and increasing output. However, it could be enhanced by directly acknowledging the prospect's fear of disruption and asking questions to further explore their specific workflow concerns. This would show active listening and curiosity. Additionally, providing a summary of how the implementation will be managed could strengthen the reassurance. Overall, a solid response, but it needs more emphasis on collaboration and understanding the customer's unique situation.
2.
5
/ 10Question:
"The price seems higher than what we're currently paying; how can you justify that increase in terms of value and ROI?"
Answer:
You are getting a significant jump in technology and the reduced operating costs will more then offset the slight increase in acquisition costs
Feedback:
The response touches on the value of reduced operating costs, which is good, but it lacks depth in addressing the objection directly. It would benefit from a more thorough explanation of the specific technological advancements and how they translate into tangible ROI for the prospect. Additionally, engaging the prospect with a question about their current costs or needs could demonstrate curiosity and active listening, making the response more collaborative. Overall, while the intention is there, more detail and engagement are needed to effectively justify the price increase.
3.
5
/ 10Question:
"We have a good relationship with our current vendor; what makes your solution worth the switch?"
Answer:
We value relationships with our customers and look forward to working closely with you and your team to do just that. We are first looking to improve your business and through regular business reviews and client based social events I look forward to building our relationship
Feedback:
The response attempts to acknowledge the importance of relationships, which is good, but it does not directly address the prospect's concern about switching from their current vendor. It lacks specific information about the unique value or advantages of your solution compared to their existing vendor. To improve, you could incorporate a comparison of how your solution can better meet their current needs, provide tangible benefits, or highlight how your services or features stand out. Additionally, asking a question about what aspects of their current relationship they value most could open a dialogue for deeper understanding and discovery. Overall, while the approach is friendly, it needs more focus on value and differentiation to effectively handle the objection.
4.
6
/ 10Question:
"With so many other projects on our plate right now, I don't see how we can prioritize this printer upgrade."
Answer:
We will take the burden off of your team as we provide a turnkey implementation. We will require limited engagement with your team primarily at the launch of the install. We will then only require your indolent through a few key emails and data sharing sessions. The implementation will require a maximum of three total hours of your time spread out across the week.
Feedback:
The response does address the objection by highlighting a turnkey implementation that minimizes the client's workload, which is a good approach. However, the language could be clearer and more concise. Phrases like 'take the burden off' are effective, but terms like 'indolent' may confuse the prospect and should be avoided for better clarity. Additionally, while the time commitment is presented, there could be more emphasis on the overall value of the printer upgrade and how it aligns with their current projects. Consider asking questions to further explore their concerns and to engage them collaboratively. Overall, the response is a step in the right direction but lacks some clarity and a stronger focus on value exploration.
Score: 6
5.
5
/ 10Question:
"I'm not sure if the features you offer will really deliver the practical benefits we need over our current setup."
Answer:
When we first met you shared with me the concern that your competitors were eating your lunch with there ability to print on thicker stock and you are looking to getting into offering an online portal for your customers. This will grow your business significantly over the next year.
Feedback:
The response does a decent job of referencing a previous conversation, which shows some level of active listening and understanding of the prospect's needs. However, it doesn't directly address the specific objection about the practical benefits of your features compared to their current setup. Instead of reiterating their concerns, the response could benefit from a more tailored approach that connects the features of your product directly to the prospective customer's needs and how those features will solve their problems. Asking a follow-up question to explore their current setup and what features they find lacking would demonstrate curiosity and discovery. Overall, while there are some positive elements, the answer lacks clarity and a direct solution-focused approach. Score: 5
6.
7
/ 10Question:
"What guarantees do you provide for support after the sale? I've had bad experiences in the past with service levels."
Answer:
We have a standard SLA that commits to a guaranteed uptime of 99% and a response time of 2 hours. This will improve your current situation by over 2.5 hours response and 27% uptime. We also provide a 3 strikes gaurantee as I mentioned if you experience the same problem 3 times within one calendar month we will provide a like for like exchange upon the 4th call.
Feedback:
The response effectively addresses the customer's concern by providing specific details about the Service Level Agreement (SLA) and the guarantees offered, which is crucial in the production printer industry where uptime is critical. However, while it highlights the improvements over the customer's past experiences, it lacks a more empathetic tone that acknowledges the customer's previous frustrations. Additionally, it could have included a closing technique that invites further discussion or reassures the customer about the long-term support. Asking a follow-up question to understand more about their past experiences could have demonstrated curiosity and active listening. Overall, it's a solid response, but it could be enhanced with a more collaborative approach and a touch of empathy.
7.
7
/ 10Question:
"Is there a way to customize this printer to better fit our specific production needs without significantly increasing costs?"
Answer:
The control panel is fully customizable to meet your specific workflow at the device. We have also included a business process optimization session where we will align the hardware with your wrong system and set up some automated output workflows all included in the solution
Feedback:
The response effectively addresses the objection by highlighting the customization options available for the control panel and mentioning the included business process optimization session. However, it lacks a clear articulation of how these solutions directly impact cost, and there could be a better emphasis on the value this customization brings to the prospect's specific production needs. Additionally, the communication could be more conversational and engaging to build rapport. Asking follow-up questions about their specific production needs could have enhanced curiosity and discovery. Overall, a solid response but could benefit from more clarity on cost implications and a deeper exploration of the prospect's requirements.
8.
6
/ 10Question:
"Given the current economic climate, how can we be sure this investment won't lead to budget overruns later?"
Answer:
I understand there are concerns with your business growth and economic constraints. We have positioned you for significant growth in the two markets that we discussed. I have also commuted to locking in your operational costs for the life of the machine. You can also take comfort in the fact this model is a new release this year and has a life expectancy of 10 years.
Feedback:
The response addresses the objection by acknowledging the concern about economic constraints and budget overruns, which is a good start. However, it could be more effective by explicitly discussing how the investment aligns with the prospect's budget priorities and includes a plan for potential contingencies. The communication is clear, but it lacks a sense of urgency or a closing technique that could prompt further discussion or commitment. Additionally, it could benefit from more curiosity and discovery by asking questions about their specific budget concerns or plans to mitigate risks. Overall, while there are some positive elements, the response could be improved in terms of engagement and solution exploration.
9.
7
/ 10Question:
"How do you handle compliance with environmental regulations, especially if we decide to go with your product?"
Answer:
We are energy star compliant and much like your company we make an annual contribution to local reforestation. We have also provide you with a print reduction software which will help you not only reduce your carbon footprint but gamify the experience for your end user community to increase adoption.
Feedback:
The response effectively addresses the concern regarding environmental compliance by mentioning Energy Star certification and local reforestation contributions. However, while it touches on the benefits of the print reduction software, it could further explore how this directly aligns with the prospect's specific compliance needs and potential regulatory requirements. The tone is appropriate, but a more collaborative approach with questions about the prospect's current compliance challenges could enhance the engagement and rapport. Overall, a solid response with room for improvement in curiosity and discovery.
10.
6
/ 10Question:
"I need more time to discuss this with my team; I don’t want to rush into a decision without their input."
Answer:
I completely understand if you don’t mind me asking could you share with me what it is you would like to discuss so that I might be able to provide you with all the information you need. Please understand that I have taken advantage of some significant programs that expire are the end of this month so you may forfeit those if we take too long
Feedback:
The response effectively acknowledges the prospect's need for time, which shows active listening and understanding. However, it could be improved by exploring the prospect's concerns in more detail. Instead of just asking what they want to discuss, the salesperson could use SPIN Selling techniques to probe deeper into the situation and potential implications of delaying the decision. The mention of expiring programs adds urgency, but it could be better framed as a collaborative opportunity rather than a pressure tactic. Overall, the response is on the right track but lacks some depth in curiosity and solution focus.
Score: 6/10