Pharmaceutical
Sales Assessment Results by Abubakar Alibaba
37
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance needs serious work. Averaging a score of 3.7 is a strong indicator that you’re falling short in effectively connecting with prospects. You’ve shown glimpses of understanding in acknowledging concerns, but your responses lack the depth and specificity needed to engage meaningfully. You consistently tiptoe around the issues without diving into the specifics that matter to your prospects. It’s critical to ask probing questions to uncover their real needs and fears rather than just stating generic reassurances. Your use of overly formal language, like calling prospects 'sir,' is distancing and doesn’t help in building rapport. This is a relationship game, and you need to be more personable. Focus on enhancing your consultative skills by practicing the SPIN Selling and Consultative Selling techniques. These will help you dig deeper into problems and tailor your solutions effectively. Remember, every interaction is an opportunity to build trust and show genuine interest. Here’s your coaching moment: don’t just sell; connect. Selling is not just about what you know; it’s about how well you understand and respond to your prospects' unique situations. Get out of your head and into their world.
Question Breakdown
1.
2
/ 10Question:
"I'm not sure if this will fit into my budget with the upcoming expenses we have planned."
Answer:
Okay sir, we have other exciting offers that might fit exactly into your budget and you’ll love it. We also have other payment plans where you can pay in installments
Feedback:
The response lacks depth and specificity. Merely stating that there are exciting offers and payment plans does not address the prospect's underlying budget concerns or provide a tailored solution. It fails to engage the prospect in a dialogue about their specific budget constraints and does not explore how your product can deliver value within their financial goals. Additionally, using 'sir' may come off as overly formal and impersonal, which can hinder rapport. Consider asking questions to uncover more about their budget situation and how you can align your offerings with their needs.
2.
3
/ 10Question:
"I've been using another supplier for years; switching feels risky, especially with our current product stability."
Answer:
We’ve been in operation for the past 7 years and our track record is optimum and it speaks for us. You won’t be disappointed with our service delivery sir.
Feedback:
The response addresses the prospect's concern by highlighting the company's experience, but it lacks depth and fails to connect with the prospect's underlying fear of risk associated with switching suppliers. Simply stating that your track record is 'optimum' does not address specific stability concerns that the prospect may have. Instead, you should consider asking about their current supplier's strengths and weaknesses, which would allow you to position your offering as a solution that enhances stability. Additionally, using 'sir' can come across as overly formal and may hinder rapport. Focus on demonstrating specific benefits and addressing their fears about the transition process more thoroughly.
3.
3
/ 10Question:
"What makes your product more efficient than the last one that didn’t meet our needs?"
Answer:
It is more efficient because we have filled the gaps/bridges from the previous product.
Feedback:
The response is vague and lacks specificity about how your product addresses the previous shortcomings. Simply stating that you have 'filled the gaps/bridges' does not provide clear value or demonstrate a concrete understanding of the prospect's previous experience. To improve, consider elaborating on the specific features or enhancements that make your product more efficient, and how these directly relate to the prospect's past issues. Additionally, asking questions to understand what specific needs were not met by the previous product would show curiosity and foster better engagement.
4.
4
/ 10Question:
"I need to see how this aligns with my team's existing workflows before making any changes."
Answer:
That’s okay sir. We’re happy to walk you through the process so that you can see how it fits with your workflow
Feedback:
The response acknowledges the prospect's concern about alignment with existing workflows, which is a positive start. However, it remains quite vague and lacks depth. Simply stating that you are 'happy to walk you through the process' does not provide any specific information or insight into how your solution integrates with their current operations. To enhance this response, you should proactively ask questions to understand their current workflows better and offer tailored examples of how your product can enhance or fit into those workflows. This would demonstrate curiosity and a consultative approach while building rapport. Additionally, avoid using 'sir,' as it can sound overly formal and detract from a personal connection.
5.
4
/ 10Question:
"Can you guarantee that your solution will integrate seamlessly with our current systems?"
Answer:
Absolutely sir, we’ve upgraded our systems to the latest updates to provide optimum solutions and support
Feedback:
The response attempts to convey confidence in the product's ability to integrate with existing systems, which is a positive starting point. However, it lacks specificity and does not effectively address the prospect's request for a guarantee. Simply stating that systems have been upgraded does not provide assurance or address potential concerns about the integration process. To improve, consider discussing specific integration features or support offered during the transition. Asking the prospect about their current systems and any particular challenges they face could also demonstrate a more consultative approach. Additionally, using 'sir' can come off as too formal, which may inhibit rapport building.
6.
5
/ 10Question:
"I’m concerned about the support available if we encounter issues after implementing your solution."
Answer:
If any issue comes up we have support group in place to quickly assist
Feedback:
The response acknowledges the prospect's concern about post-implementation support, which is a good start. However, it lacks detail and specificity that would help to alleviate the prospect's fears. Simply stating that there is a support group available does not provide assurance about the level of support, response times, or the expertise of the support staff. To improve, consider providing more information about the support process, such as types of support available (e.g., 24/7 assistance, online resources, training), and perhaps share any success stories or testimonials from current clients regarding your support. Additionally, engaging the prospect with questions about their specific support needs or previous experiences can help build rapport and show genuine interest in their concerns.
7.
4
/ 10Question:
"Our management is hesitant to invest without concrete proof of ROI in the first quarter."
Answer:
We can share roi data before proceeding
Feedback:
The response acknowledges the prospect's concern about ROI, which is essential in the pharmaceutical industry where investments are scrutinized. However, it is very brief and lacks detail. Simply stating that you can share ROI data does not provide immediate reassurance or address their hesitancy effectively. Instead, consider elaborating on what type of ROI data you can provide, how it has helped other clients, and potentially share case studies or success stories that illustrate the value your solution has delivered. Additionally, asking questions to understand their specific ROI expectations or previous experiences with ROI assessments could demonstrate a more consultative approach and foster engagement.
8.
4
/ 10Question:
"I need to ensure this won’t disrupt our operations or require extensive training for my team."
Answer:
It won’t require extensive training we will provide support each step of the way
Feedback:
The response acknowledges the prospect's concern about potential disruption and training, which is a positive aspect. However, it lacks specific details that could alleviate the prospect's fears effectively. Simply stating that there won't be extensive training and that support will be provided does not address how you plan to facilitate a smooth transition. It would be beneficial to outline the training approach, such as how training will be delivered (e.g., online, in-person) and what resources will be available (e.g., manuals, FAQs). Additionally, engaging the prospect with questions about their current training processes and specific concerns can demonstrate a more consultative approach and build trust. Overall, the response needs to be more detailed and supportive to fully address the prospect's concern.
9.
4
/ 10Question:
"How do you handle regulatory compliance compared to what we’re currently using?"
Answer:
We handle all regulatory requirements officially and ensure full complaince
Feedback:
The response acknowledges the prospect's concern about regulatory compliance, which is crucial in the pharmaceutical industry. However, it lacks depth and detail that would effectively reassure the prospect. Simply stating that you handle regulatory requirements officially and ensure full compliance does not give specific information about how your process compares to their current system. To improve, consider outlining your compliance processes, any certifications or audits you undergo, and how these measures enhance their current approach. Engaging the prospect with questions about their specific compliance challenges or what they currently value in their compliance processes can also help demonstrate a consultative approach and build rapport.
10.
4
/ 10Question:
"I'm worried that if we commit now, we might miss out on better options that could emerge soon."
Answer:
Our approach is flexible and scalable
Feedback:
The response attempts to address the prospect's concern about committing too early by mentioning flexibility and scalability, which is a positive aspect. However, it lacks depth and specificity. Merely stating that the approach is flexible and scalable does not directly address the prospect's worry about potentially missing out on better options. To improve, consider elaborating on how your solution adapts to changing needs or mention any ongoing developments that could reassure the prospect. Engaging the prospect with questions about their criteria for evaluating new options or their specific concerns about timing would show curiosity and foster a more collaborative approach. Overall, the response needs to be more detailed to effectively alleviate the prospect's fears.