Services
Sales Assessment Results

"Your price is higher than what we were expecting..."

I can understand that but overall cost should be the least of your concerns since we have multiple ways to make our service affordable for you to use.

The response acknowledges the client's concern about price, which is a good start. However, it falls short in effectiveness as it does not directly address the client's expectation or provide specific solutions or examples of how the service can be made more affordable. The communication is somewhat professional, but it could be more engaging and empathetic. There is no clear closing technique or an invitation to discuss further, which is necessary to guide the conversation towards a resolution. Additionally, it lacks a strong solution-focused approach. Overall, the response needs more detail and a stronger connection to the client's needs to be effective.

"We are already working with another provider who has been meeting our needs."

That is great to hear, most of our clients had no complaints with their other providers prior to us either, so I am glad to hear that your current provider is meeting your needs.

Your response fails to effectively address the concern. While acknowledging the current provider is a good start, you missed an opportunity to differentiate your services or ask probing questions to understand their needs better. The communication lacks professionalism and does not encourage a closing technique or offer a solution. Instead, it reads as dismissive. Next time, try to engage them by discussing potential gaps in service or offering a unique value proposition that could enhance their experience. Keep it positive and solution-focused!

"Can you provide more evidence that your service delivers on its promises?"

We could provide you with whatever you want to see in regards to our quality, so can anyone else in the industy. My question is what is it that you would really want from this service overall? Would you want to save time, money or both? If you only want to save time or money then we may not be a good fit since we will save you both time and money.

The response does attempt to engage the prospect by asking what they specifically want from the service, which is a good approach to uncover needs. However, it lacks a direct answer to the objection about providing evidence of service effectiveness. Instead of addressing the request for proof, it shifts the focus to a general discussion of saving time and money, which may seem evasive. Additionally, the tone can come off as defensive when stating that "anyone else in the industry" can provide evidence. A more effective response would include specific evidence, testimonials, or case studies to build credibility. Overall, while there are elements of engagement and questioning, the lack of direct evidence and clarity leads to a lower score.

"We're not looking to make any changes right now; our current system is working fine."

Understood. But are you really ok with "just fine" when it comes to your bottom line profits?

The response addresses the objection by challenging the idea of being satisfied with a system that is merely "just fine." However, it lacks a professional tone and may come off as confrontational. The closing technique is not utilized effectively, as it doesn't invite further discussion or exploration of needs. A more solution-focused approach would involve asking open-ended questions to understand their current satisfaction better and how improvements could benefit them. Overall, this response could be improved significantly.

"How do you justify the ROI for your service over the next year?"

The savings over the next year will exceed the investment by 25% or more, depending on how comfortable you are with pushing the limits of your team. Our team of experts can increase your ROI by 50% if you are willing to do the things we suggest in a timely manner

The response addresses the concern about ROI by providing a clear percentage that suggests a positive return, which is a good start. However, it could benefit from more specific examples or data to strengthen the justification. The communication is professional but slightly vague regarding how the savings are calculated or what specific actions are required from the team to achieve that ROI. The closing technique is somewhat weak; it could be improved by inviting further discussion or offering a concrete next step. Overall, the response is solution-focused but lacks depth and clarity. Suggestions for improvement: Include specific case studies or testimonials, clarify the actions required for achieving the ROI, and enhance the closing by proposing a follow-up meeting to discuss details.

"I’ve heard mixed reviews about your services; how do you address those concerns?"

In every industry, you will have a few clients who are not happy, but our satisfaction rate is superb compared to the competition. We do have a few clients who did not execute the plan we put together for them and those are the ones who usually see a lesser ROI with our service and may have a negative comments about our firm. Even with the ones who have made negative comments, we continued to work with them and I would be willing to bet that at least 50% of the negative comments are now happy clients. Are you willing to implement the strategies we suggest in a timely manner?

The response does a decent job of addressing the concern about mixed reviews by emphasizing the satisfaction rate compared to competitors. However, it could be more effective by directly acknowledging the specific mixed reviews rather than generalizing that unhappy clients often don't implement strategies. The tone comes across as slightly defensive rather than reassuring. While the closing question prompts engagement, it could benefit from a more solution-focused approach by offering examples of successful clients or testimonials. Overall, the communication is professional, but the effectiveness in addressing the concern and closing technique needs improvement.

"We don't have the budget allocated for this until next quarter; can you follow up later?"

Follow up is a given but if I could help you find a way for this to fit in your budget now, would you be willing to at least listen to my idea on how we could potentially get this started now versus waiting a quarter?

The response effectively addresses the concern by proposing a solution-focused approach to help fit the service into the current budget. The salesperson maintains professional communication and invites dialogue, which is a good closing technique. However, the response could be enhanced by briefly acknowledging the budget constraint before pivoting to potential solutions. Overall, it shows initiative and willingness to collaborate, but slight refinement for empathy could improve it further.

"Can you explain why your solution is better than a DIY approach we might take?"

Everything we do, our clients can do themselves, that is a fact. However, you can also represent yourself in court if you were arrested but most people choose to hire an attorney who specializes in their charge. Our firm specializes in the area you need the most help in, so your result with an experienced team will be much better than if you do it on your own, same as representing yourself in court will have a better outcome with an experienced attorney. Does that make sense?

The response effectively addresses the concern by using a relatable analogy about hiring an attorney versus self-representation, which helps illustrate the value of professional services. However, the communication could be more polished and less defensive, as it somewhat implies that the client lacks the capability to handle things on their own. The closing technique is weak; it ends with a question that doesn't prompt further engagement or commitment. Instead, it could have suggested a next step or a specific benefit of using the service. Overall, while the analogy is good, the execution leaves room for improvement in professionalism and closing.

"Our team is too busy to implement a new service right now; how can you help us manage that transition?"

Being busy is great! That is what we call a high class problem in our industry. The beauty behind our service is that we do it all from start to finish, so it will not take your team away from any of their current duties. We just need someone to open up the door for us and point us in the direction we ask. Now that you do not have to use any of your team to fulfill, aar eyou ready to get this started?

The response does a decent job of acknowledging the concern about being busy, labeling it as a 'high class problem' which can come off as slightly dismissive. While it does mention that the service will not take the team away from their duties, the closing question lacks an effective push towards commitment. The tone could be more professional and the spelling mistake ('aar' instead of 'are') detracts from the overall communication quality. Overall, the response is somewhat solution-focused but could be improved for clarity and professionalism.

"What guarantees can you provide to ensure we won't face issues after buying your service?"

We guarantee to put you in one of the 4 relief programs offered, and we will not stop working until we have you in one of the relief programs offered. That has been our guarantee since we started the company 15 years ago. Would you like to look over the agreement where it states that information?

The response effectively addresses the concern by mentioning a guarantee related to relief programs, which is a positive aspect. However, it lacks a more detailed explanation of what these relief programs entail and how they mitigate potential issues, which would enhance the reassurance provided to the customer. The communication is professional, but it could be more engaging or empathetic to better connect with the prospect's concerns. The closing technique invites the prospect to review the agreement, which is a good step, but it could be more assertive by asking a question that encourages a commitment or further discussion. Overall, a solution-focused approach is present, but more clarity on the solutions offered would strengthen it. Score: 6.