Financial Services
Sales Assessment Results

"I'm not sure if we really need this service right now."

Do you know when you will retire and if all.of your income sources will support your current lifestyle?

The response attempts to probe deeper into the prospect's financial future, which is relevant for the financial services industry. However, it lacks clarity and empathy. The abrupt question about retirement might come off as confrontational rather than helpful. A more effective approach would acknowledge the prospect's concern first and then gently guide them to consider their future needs. Additionally, follow-up questions could explore their current situation further and build rapport. The response could have been more solution-focused by explaining how your service could bridge any gaps in their financial planning. Overall, while it shows some curiosity, it misses the mark on active listening and value exploration.

"Your fees seem higher than what we've seen from other providers."

That's a great concern and something that I adress upfront. Actually, the fees that we charge are very comparable to the fees you would pay if you were to purchase mutual funds on your own. The big difference is the service you will receive from me if we choose to work together. Things like income planning, professional money management and probably the most important, tax planning. What would you expect to pay for these services? Are these something you'd want to do on your own or do without?

The response does a decent job of acknowledging the objection and providing a comparison to the costs of managing investments independently, which helps to position the value of your services. However, it could benefit from more specific examples to illustrate how your services deliver superior value compared to competitors. Additionally, the closing question is somewhat vague and could be more directly tied to the prospect's needs and concerns. Asking for specific feedback on what services they value most could foster a more collaborative atmosphere. Overall, while there is a good attempt at active listening and a solution-focused approach, it lacks depth in value exploration and rapport building.

"We have a long-term relationship with our current financial advisor."

Well I certainly do appreciate loyalty. So what brings you here today then? What is he lacking that you are looking for?

The response effectively acknowledges the prospect's loyalty, which demonstrates active listening. However, it lacks a more empathetic tone that could further build rapport. Asking what the current advisor is lacking is a good approach to uncovering potential areas of opportunity, but it could be softened to avoid sounding confrontational. A more solution-focused approach would involve highlighting ways you can enhance their current experience rather than questioning the existing relationship outright. Additionally, a closing technique could be integrated by suggesting a follow-up meeting to discuss their needs in more detail. Overall, the response shows potential but misses some key elements in tone and value exploration, which are crucial for the financial services industry. Score: 6

"Can you guarantee that your service will result in better returns?"

Well, unfortunatly in thebfinancial industry they remove the word guarantee from our vocabulary. What I can tell you is that over the past 20 plus years serving clients, we have celebrayed many wins, worked through many challenging times but have always kept on track with the stated goals and many times have upped the goals because of positive results.

The response effectively addresses the concern by acknowledging the impossibility of guarantees in the financial industry, which is appropriate. However, the communication is a bit unclear due to typos, which can undermine professionalism. The mention of experience and past successes does provide some value exploration, but it lacks specific examples or metrics that could strengthen the argument. Additionally, there are no closing techniques or follow-up questions to further engage the prospect and discover their specific concerns. To improve, focus on clearer communication, provide quantifiable successes, and ask open-ended questions to explore the prospect's expectations further.

"I'm concerned about the security of my financial data with your company."

That is a concern and focus of all of us. We utilize the most modern tools to do our best to combat bad actors. When working with an advisor you have an extra level of security and the is the fact that in order to male any transactions, whe have to speak to each other. I know my clients and I would know if there were amy funny business going on. What other concerns do you have that we can address as we explore whether we're a good fit?

The response acknowledges the prospect's concern about security, which is a good start. However, it lacks specific details about the security measures in place, which would help to alleviate their fears more effectively. Mentioning modern tools is vague; it would be more convincing to name specific technologies or protocols (e.g., encryption, two-factor authentication). The questioning at the end is a nice touch, showing a willingness to engage and discover more about the prospect's concerns, but it could have been more tailored. Additionally, there are some typos (e.g., 'male' should be 'make') and informal language ('funny business') that could undermine professionalism in the financial services industry. Overall, while the intent is there, the execution could be clearer and more informative. Score: 5/10

"Our budget is tight this quarter, can we revisit this later?"

Of course but you do know there is no out of pocket expense to make this change. I've got everything prepared and can make it easy by sending it over via dicusign so we can just put thos to bed and cross it off the list. When later comes, we can celebrate our success

The response acknowledges the prospect's concern about budget constraints but fails to deeply explore the implications of the tight budget or to ask follow-up questions that could uncover more information. The mention of 'no out of pocket expense' is a good attempt to alleviate the budget worry, but it lacks detail on how this arrangement benefits the prospect. The tone is somewhat casual and might not align perfectly with the typically formal nature of financial services. While the closing technique is friendly, it could be more assertive in encouraging immediate action. Overall, there's a missed opportunity for value exploration and a collaborative approach to address the budget concern more effectively.

"What makes your financial services different from those offered by the bank?"

That's easy, the bank's services focuses on transactions and sales. Our services focus on ling term cuatomer service and a needs based approach. Think of us working together as a marriage of sorts where we are committed to each other and I will aleays be looking out for your best interests. Is that the type of relationship that you would see value in?

The response attempts to differentiate your services from the bank by highlighting a focus on long-term customer service and a needs-based approach, which is a good start. However, the effectiveness is diminished by some spelling errors and a lack of clarity. The analogy of marriage is an interesting approach to emphasize commitment, but it could be perceived as overly personal for a financial services context. The closing question is good for gauging interest, but it could have been more directly tied to the value proposition. You should also provide specific examples of how your services have positively impacted clients, which would better demonstrate value. Overall, while there are some positive elements, the execution needs refinement for clarity and professionalism.

"We're currently satisfied with our existing investments, why change?"

Simple, I have proven to you by using the zys simulator that they aren't aligned with your risk and goals and if you continue on this path you will be destitute. I have shown you my plan and the results will have you living a financially abundant life. What isnsatisfying about having a financial advisor and investments that don't meet your needs?

The response addresses the objection by highlighting the misalignment of the current investments with the prospect's goals and risk tolerance, which is a good start. However, the tone comes off as aggressive and alarmist, which can create defensiveness rather than openness. The use of the word 'destitute' is particularly strong and could alienate the prospect. Additionally, the question at the end lacks curiosity; it feels more like an accusation than an invitation for dialogue. Instead of building rapport, it risks pushing the prospect away by implying they are not aware of their own situation. A more collaborative and empathetic approach, focusing on understanding their satisfaction and exploring the potential benefits of change, would be more effective. Overall, while the response demonstrates some understanding of the prospect’s needs, it falls short in tone and engagement.

"I need to consult with my partner before making any decisions."

You told me that when we first met and that is why we did just that and your partner has been involved every step of the way.

The response attempts to remind the prospect of previous discussions but lacks effectiveness in addressing the current objection. It doesn't directly acknowledge the prospect's need to consult with their partner again, which could make them feel dismissed. A better approach would include asking if there are specific concerns their partner might have or if you could join a call to address any questions together. This would show active listening and a collaborative mindset. Overall, the tone is somewhat dismissive, which is not appropriate in financial services where building trust is crucial. Score: 4/10

"How do I know your team has the expertise to handle my specific financial needs?"

For over twenty years I have deceloped a team of profwasionals and the xyz cuatomer care process that efiiciently handles all clients needs and service requests. We have a track record of 100% customer satisfaction and have never had a client leave. We are more than prepared to handle you and tour needs. It's what we do.

The response attempts to address the prospect's objection by highlighting experience and customer satisfaction, which is good. However, it contains several spelling and grammatical errors (e.g., 'deceloped,' 'profwasionals,' 'efiiciently,' 'cuatomer'). This undermines the credibility of the message, especially in the financial services industry where precision is crucial. Additionally, while the response states confidence in their ability to handle the prospect's needs, it lacks specifics about how they would approach the prospect's unique situation. There are no questions that invite further discussion or discovery about the prospect's specific needs, nor does it build much rapport. A closing technique to encourage a further conversation or meeting is also absent. Overall, the response needs clarity, professionalism, and a more tailored approach to the prospect's concerns.