Marketing
Sales Assessment Results
49
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance is struggling, and it shows. With an average score of 4.9, it’s clear you’ve got some serious work ahead of you. You’ve demonstrated some strengths, particularly in your acknowledgment of objections and your attempts to engage prospects, which is commendable. However, the tone and depth of your responses are holding you back. You swing between being too casual and overly pushy, which can alienate potential clients instead of building rapport.
A consistent pattern that stands out is your reliance on techniques like offering money-back guarantees and referencing client reviews. While these are solid moves, you often fail to dive deeper into the prospect’s specific needs or concerns. Instead of building trust, you risk coming off as dismissive or unprofessional. You could greatly benefit from honing your skills in Value Selling and Consultative Selling. These approaches will help you transition from merely addressing objections to truly understanding and solving your prospects’ problems.
Remember, the sales game isn’t just about pushing a product; it’s about fostering relationships and demonstrating genuine value. Here’s your coaching moment: every conversation is an opportunity to listen and learn. Ask more questions, dig deeper into your prospects' needs, and shift from a transactional mindset to a collaborative one. If you can master this, you’ll not only improve your scores but also become a salesperson who people trust and want to work with.
Question Breakdown
1.
6
/ 10Question:
"I appreciate your proposal, but I'm seeing some similar services at a lower cost. How do you justify your pricing?"
Answer:
Hey totally hear you, we’re definitely not the cheapest, but I can tell you how many times a client has come to us from “cheaper” options that “cost” wayyyy more in lost opportunity, time, and ROI.
Our program is based on the being the highest ROI program on the market and if it’s not, we’ll give you your money back.
Sign here and we’ll get you moving in the direction asap
Feedback:
The response demonstrates a good understanding of the objection by acknowledging the concern about pricing. However, it could benefit from a more structured approach, perhaps using the Value Selling technique to highlight concrete benefits rather than relying on anecdotal evidence. While the mention of a money-back guarantee is a strong closing technique, the abrupt ending ('Sign here and we’ll get you moving in the direction asap') feels too pushy and lacks the collaborative tone that could foster trust. Asking a follow-up question to further explore the prospect's concerns about pricing could enhance engagement and demonstrate active listening. Overall, there's potential, but it needs refinement in terms of tone and depth.
2.
5
/ 10Question:
"We've tried similar marketing solutions before, and they didn't deliver the promised results. What makes yours different?"
Answer:
Yeap we hear that all the time, unfortunately the industry is full of folks that promise the world and deliver a giant pile of shit.
Biggest data point I can point to is that we’ve been at 2% churn in an industry that averages 33% (AND our clients have an open door to leave whenever the hell they want).
In the end, if we’re wrong you get your money back or you fire us. Simple.
Feedback:
The response is brash and informal, which might resonate with some prospects but could alienate others who prefer a more professional tone. While acknowledging the common objection is good, the language used is quite harsh and may come off as unprofessional. Instead of solely focusing on the negative aspects of competitors, it would be beneficial to highlight specific unique features or benefits of your solution that differentiate it from others. Additionally, the mention of low churn rates is a strong point, but presenting it more positively could enhance its impact. Offering a money-back guarantee is a solid closing technique, demonstrating confidence in your product. However, incorporating a question to further engage the prospect and understand their specific past experiences would demonstrate curiosity and active listening. Overall, the response could be improved by balancing assertiveness with professionalism and incorporating a more solution-focused approach.
3.
8
/ 10Question:
"Before moving forward, I need to ensure that your solution integrates well with our existing systems. Can you provide evidence of that?"
Answer:
Sure thing, can you clarify the systems you’re currently using and we’ll show you a sample integration from one of our clients that uses the same thing.
Feedback:
The response effectively addresses the prospect's concern by inviting them to specify their current systems, which demonstrates curiosity and a willingness to understand their needs. Offering a sample integration from a similar client is a strong move as it shows value and relevance. However, it could be improved by proactively mentioning the types of integrations your solution typically supports, which would further enhance the prospect's confidence. Overall, the tone is appropriate for the marketing industry and fosters a collaborative atmosphere.
Score: 8
4.
4
/ 10Question:
"I'm concerned about the level of support we'll receive after the purchase. What guarantees can you offer?"
Answer:
Great question: Well the first is that I guarantee nothing changes if nothing changes. The second is that, frankly, you SHOULDNT trust us. Trust our 100s of client reviews and testimonials. Third is if you do the work and you’re not happy after 30 days, we’ll give you your money back.
Feedback:
The response attempts to address the concern regarding post-purchase support but does so in a somewhat dismissive manner. By stating, "you SHOULDNT trust us," it undermines the credibility of the salesperson and the company. While it’s good to reference client reviews and offer a money-back guarantee, the tone lacks warmth and reassurance that the prospect is seeking. There’s an opportunity to engage more collaboratively by asking questions about their specific support needs. Overall, the response could have been more effective with a more positive and supportive tone, showcasing the commitment to customer success and clarifying how support will be provided.
Score: 4
5.
5
/ 10Question:
"We have a tight budget right now, and I'm not sure if we can allocate funds for this upgrade. Can you help me understand the ROI?"
Answer:
Sure thing, in the end it’s all about ROI right?
In short if you do the work and you’re not happy w your ROI after 30 days, just let us know and welll give you 100% of your money back so that you’re totally protected.
Feedback:
The response attempts to address the objection by emphasizing ROI and offering a money-back guarantee, which is a positive approach. However, it lacks depth in exploring the customer's specific budget constraints and does not ask any follow-up questions to better understand their needs. The tone is somewhat casual, which might not resonate well with all prospects in a marketing context. A more collaborative approach, such as discussing how the upgrade can align with their budget or previous success stories, would enhance the effectiveness. Overall, the response does not adequately demonstrate curiosity or active listening.
6.
7
/ 10Question:
"I'm not entirely convinced that we need to make a change right now. What are the specific benefits we would gain?"
Answer:
Great question: based on everything we’ve talked about today am I right in understanding that we’ve got a lead flow issue? (Yes)
And that your current trajectory isn’t one you’re happy with, right? (Yes)
If that trajectory holds your business is losing money for another 3 months. I know you’re questioning whether or not you’ve got the budget to make the move right now, but the real question is do you have the budget to wait?
Feedback:
The response effectively addresses the objection by redirecting the conversation to the prospect's pain points. By confirming the lead flow issue and the unsatisfactory trajectory, the salesperson demonstrates active listening and curiosity. It also effectively employs a sense of urgency by questioning the budget to wait, which aligns with the Challenger Sale methodology. However, while the response is strong in terms of implication and urgency, it could benefit from explicitly outlining the specific benefits of making a change, as that was the core of the objection. This would enhance the solution-focused approach and provide clearer value exploration. Overall, it's a solid attempt but lacks some specificity on benefits.
Score: 7
7.
3
/ 10Question:
"There are several ongoing projects vying for my attention and budget. How can you ensure that this marketing strategy will take priority?"
Answer:
We’re a completely white glove service, so you’re not going to have to do anything but wait for the leads to show up and do what you do best.
In short based on what you’ve told me your current projects & priorities fit perfectly with our program
Feedback:
The response lacks depth and does not directly address the prospect's concerns about prioritization and budget allocation. While stating that it's a 'white glove service' is an attempt to alleviate burden, it doesn't provide concrete evidence or a compelling reason why this marketing strategy should take precedence over existing projects. Instead, the response should have included specific benefits, potential ROI, or a tailored solution that aligns with the prospect's current priorities. Additionally, it could have asked clarifying questions to further understand their situation and demonstrate active listening. Overall, the response feels a bit dismissive and does not effectively engage with the prospect's needs.
8.
3
/ 10Question:
"Our team has had bad experiences with vendors in the past, and it’s created a trust issue. How can you rebuild that trust with us?"
Answer:
Honestly we hear that all the time, the biggest thing is I’m not gonna sit here and tell you that it’s magical or that you’re gonna be driving a lambo overnight. This takes work and results vary, BUT if you’re not happy you simply request your money back within 30 days and we’re all square.
Feedback:
The response acknowledges the concern about trust, but it lacks empathy and a solution-focused approach. While mentioning the money-back guarantee is good, it could be framed in a more positive and reassuring way that emphasizes commitment to the client's success. Using a casual tone is not appropriate for addressing trust issues, as it downplays the seriousness of the prospect's past experiences. There is no exploration of the prospect's specific concerns or a collaborative approach to rebuilding trust. Asking thoughtful questions to understand their past experiences and what they need moving forward would have been beneficial. Overall, the response feels dismissive and does not engage effectively with the prospect's feelings.
Score: 3/10
9.
5
/ 10Question:
"Can you provide case studies or testimonials that demonstrate the success of your service in our industry?"
Answer:
Sure thing - here are 5 different folks that fit your profile along with contact info so you can connect with them separately as well
Feedback:
The response provided addresses the objection by offering case studies and contact information for previous clients, which is a good start. However, it lacks depth in communication. Simply providing names and contact info doesn't clearly demonstrate the success of the service or tailor the response to the prospect's specific needs. It would have been more effective to summarize key outcomes or insights from those case studies, perhaps highlighting metrics that illustrate success in a way that resonates with the prospect's goals. Additionally, there's no inquiry into the prospect's industry-specific concerns or interests, which would have displayed curiosity and a collaborative approach. Overall, while the intent is positive, the execution falls short on engagement and demonstrating value effectively.
Score: 5/10. Next time, spice it up with a story or some compelling outcomes to really catch their attention!
10.
3
/ 10Question:
"With so many marketing options available, how do I know we’re making the right choice with you?"
Answer:
You don’t, but if you’re not happy you’re not locked into any sort of contract and you can simply fire us or get your money back. Either way you’re taken care of and the risk falls on us, not you, to deliver
Feedback:
The response fails to effectively address the prospect's concern regarding the multitude of marketing options. While offering a no-risk guarantee can alleviate some fear, it lacks depth in demonstrating value or differentiation from competitors. It does not explore the prospect's specific needs or questions and misses an opportunity for further engagement. Additionally, the tone is somewhat dismissive, which can undermine rapport. A more consultative approach that acknowledges the complexity of the decision and highlights unique strengths or success stories would be more effective. Overall, it lacks clarity, curiosity, and a collaborative spirit.