ADT Home Security
Sales Assessment Results
69
Developing Closer
10 questions
Maximum score: 100
Completed in
You’ve shown a commendable grasp of several sales techniques, particularly with solution-focused approaches and demonstrating curiosity during customer interactions. Your ability to respond to objections effectively highlights a solid foundation in consultative selling and relationship building. However, there’s a recurring pattern where you miss opportunities to deepen engagement and curiosity. While you acknowledge customer concerns, the follow-up questions that could lead to richer conversations are often absent. This indicates a need for more probing and personalized dialogue.
To elevate your skills, I suggest diving into the SNAP Selling technique and honing your Closing Techniques. Both will help you simplify your messaging and create urgency in your proposals. Embrace the idea that every conversation is a chance to uncover more about your prospects’ needs.
Remember, your goal is not just to sell but to guide your prospects toward making informed decisions that benefit them. So, make it a practice to ask open-ended questions that invite discussion. The more you engage, the more you’ll uncover valuable insights, and the more effectively you can tailor your solutions. Keep pushing forward—your potential is evident, and with a bit more curiosity, you’ll hit those higher scores!
Question Breakdown
1.
7
/ 10Question:
"We're currently locked into a contract with our existing security provider, and I don't want to pay for two systems."
Answer:
How long do you have left in your contract? We can offer a contract buyout to make this transition easier on your wallet. The upgrade to ADT's superior equipment and monitoring will make this transition worth your time.
Feedback:
The response effectively addresses the objection by asking about the remaining contract duration, which demonstrates curiosity and discovery. Offering a contract buyout is a good solution-focused approach, indicating a willingness to help the prospect transition smoothly. However, the communication could be improved by acknowledging the prospect's concern more empathetically and providing a clearer explanation of the benefits of choosing ADT over their current provider. Additionally, a closing technique could have been utilized to encourage further engagement. Overall, it shows potential but lacks some depth in building rapport and exploring the value proposition.
2.
7
/ 10Question:
"How can I be sure that your technology will integrate seamlessly with our current systems without disrupting our operations?"
Answer:
Great question! That's actually one of the strengths of ADT's modular system. Because ADT uses well established brands like Google Nest and Kwikset, along with having full compatibility with Z-Wave equipment, this system will be easy and convenient for you to control with your phone app and even Google Hub! Is there any specific pieces of equipment you were curious about? Let's get a date scheduled for the technician to come out so you have a chance to see this yourself.
Feedback:
The response effectively addresses the concern by highlighting the compatibility of ADT's technology with established brands and Z-Wave equipment. It communicates clearly and maintains a friendly tone suitable for the security industry. However, while it partially explores the value, it could further enhance curiosity by asking more probing questions about the prospect's current systems and any specific integration concerns. Additionally, the closing technique could be strengthened by emphasizing the benefits of scheduling a technician visit, rather than jumping straight to scheduling. Overall, it shows a solid understanding of the technology but could improve on engagement and discovery.
3.
7
/ 10Question:
"Considering our tight budget this fiscal year, how can we justify the ROI of switching to ADT for our security needs?"
Answer:
The economy is definitely a bit tougher right now! One thing that may surprise you to learn though is that having an ADT security system will actually save you up to 20% off your homeowners insurance premium! On top of that, the smart thermostat we discussed will also save you 10% or more on your electric bill so your net cost should be about half of what you see in the sticker price. The 100% USA based monitoring, AI detection features in the cameras, alongside the emergency backups for power and WiFi outages really set ADT apart from all other options on the market today. Let's get you scheduled today so you don't miss out on our Christmas special right now!
Feedback:
The response begins well by acknowledging the prospect's budget concern, which demonstrates active listening. Highlighting the potential savings on homeowners insurance and electric bills effectively addresses the ROI aspect of the objection. However, it could benefit from a deeper exploration of the customer's specific needs and circumstances to personalize the value proposition further. The closing attempt is somewhat abrupt and could be softened by first confirming interest in the features discussed rather than directly pushing for a schedule. Overall, the response shows a decent understanding of the value ADT provides but lacks a more tailored approach and discovery questions to engage the prospect further.
Overall, this response is effective but could improve in curiosity and a collaborative approach.
4.
7
/ 10Question:
"I've heard mixed reviews about ADT's customer service; can you share how you handle support issues?"
Answer:
Customer service is definitely important so you know that when issues come up, they can be tackled quickly. To reassure you regarding ADT, I would point to ADT's customer service being 100% USA based so you'll never deal with the issues of working with someone foreign who you may have issues communicating with. In addition, ADT equipment has a lifetime warranty so you won't have to jump through lots of hoops to get something fixed. I will also be your point of contact for the next 90 days to personally oversee a smooth setup for you.
Feedback:
The response effectively addresses the customer's concern about customer service by highlighting the USA-based support and the lifetime warranty on equipment, which adds a layer of reassurance. However, it could have been improved by incorporating a solution-focused approach, such as asking the customer if they had specific experiences they would like to discuss or if they have any particular concerns that could be addressed. Additionally, while the mention of being a point of contact is a nice touch, it would have been beneficial to emphasize the proactive support ADT provides beyond just the initial setup. Overall, it's clear and communicates value, but some elements of curiosity and active listening could enhance the rapport with the prospect.
5.
5
/ 10Question:
"We have specific compliance requirements in our industry; how does ADT ensure these are met?"
Answer:
Compliance is a critical part of any service or product and security doubly so. The advantage of ADT is they have been in business over 100 years, longer than any other active company! They also use industry-leading 128 bit encryption on all their devices so you can have peace of mind with both the security of your home and your data being safe!
Feedback:
The response does address the importance of compliance, but it falls short of directly answering the prospect's specific question about how ADT ensures compliance with their requirements. While mentioning the company's longevity and encryption standards adds credibility and highlights security features, it lacks a direct connection to compliance practices. A more effective approach would include specific examples of compliance measures ADT implements, such as adherence to industry regulations or standards (e.g. HIPAA, PCI DSS, etc.), and possibly asking the prospect for details about their requirements to demonstrate curiosity and active listening. The tone is appropriate, but the closing technique could be improved by inviting further questions or discussion about their specific compliance needs. Overall, the response could be more solution-focused and collaborative.
6.
7
/ 10Question:
"What guarantees can you provide that your system will meet our scalability needs as we grow?"
Answer:
ADT can be guaranteed to meet your scalability needs because they have no limits on how much equipment can be added to your system. Unlike other home security companies, ADT also does not charge you anything additional for having multiple cameras or automation pieces of equipment on your order. So as you continue to add more equipment, you won't have to worry about needing to increase your budget due to increasing monthly costs. This consistency will you allow you to focus your attention on other tasks to continue growing.
Feedback:
The response effectively addresses the objection by highlighting ADT's scalability features, such as unlimited equipment additions and no additional charges for extra cameras or automation pieces. However, it could be improved by explicitly acknowledging the prospect's concern about scalability in a more personalized manner and asking a follow-up question to further explore their specific needs. The tone is appropriate, but it lacks a closing technique to reaffirm confidence in ADT's solutions. Overall, it communicates value but misses an opportunity for deeper engagement and curiosity about the prospect's growth plans.
7.
6
/ 10Question:
"My team is already overwhelmed with training for other initiatives; what training will be required for ADT's system?"
Answer:
ADT will take the stress out of training for you with their convenient, easy to use app for cell phones. Available on both the Apple and Google Play stores, everyone on your team you'd like can gain access to managing the system. Due to this ease of use, the only additional training necessary is the walkthrough with the technician on installation day. With how busy you're anticipating the team to be, let's take a look at the schedule to get a technician out there so you can check this part of your to-do list off.
Feedback:
The response addresses the objection by highlighting the ease of use of ADT's system and minimizing the training burden, which is good. However, it could be improved by asking follow-up questions to understand more about the team's current training load and specific concerns they might have regarding the transition. This would demonstrate curiosity and active listening. Additionally, while the suggestion to schedule a technician is a good move toward closing, it could be more effective if it included a sense of urgency or reassured the prospect about the transition process. Overall, the communication is clear and the tone is appropriate, but it lacks depth in exploring the prospect's specific needs.
Score: 6
8.
7
/ 10Question:
"Can you explain how ADT compares to other providers in terms of long-term value and reliability?"
Answer:
Knowing the money you spend for your security system will go far and last you is a crucial piece when evaluating the system. What you'll love about ADT is their consistent pricing that stays locked in at the same rate for the entirety of the contract term. This means no surprises to your budget. All the equipment comes included with a lifetime warranty so you have peace of mind that should any issues arise, they will be addressed immediately and without breaking the bank. Finally, ADT put their money where their mouth is with a unique 6 month moneyback guarantee for the system in the event they cannot fix a hardware issue. I can have a technician come out for installation this Saturday so you can have confidence again in your system.
Feedback:
Your response does a solid job of addressing the objection regarding long-term value and reliability. You highlight ADT's consistent pricing, the lifetime warranty on equipment, and the money-back guarantee, which effectively communicates value. However, it could benefit from a more direct comparison to competitors to strengthen the value proposition. Additionally, while offering a technician for installation is proactive, it may come off as slightly premature in the conversation. Instead, consider inviting the prospect to discuss specific features or concerns they have with other providers. This would showcase curiosity and active listening, further building rapport. Overall, you're on the right path but could enhance the engagement by inviting more dialogue.
9.
8
/ 10Question:
"I’m concerned about the environmental impact of adding more technology; what sustainability practices does ADT have in place?"
Answer:
It's refreshing to hear your concern for our planet! Knowing the company your working with is ethical is important. ADT equipment is the longest lasting out there so there won't be the constant swapping and disposal of batteries and other tech waste you see with other companies. ADT has won awards within the security industry for their recycling and climate initiatives so you can feel good about the environmental impact of your security company. ADT even has their own solar team to help homeowners save money and reduce their carbon footprint so I can connect you with them once we're all set on the security side here.
Feedback:
The response effectively addresses the prospect's concern about environmental impact by highlighting ADT's sustainability initiatives, such as long-lasting equipment and recycling programs. It also mentions the solar team, which is a relevant solution that aligns with the customer's values. The tone is positive and engaging, making it relatable. However, the response could be enhanced by asking a question to further explore the customer's specific sustainability concerns, which would demonstrate curiosity and active listening. Overall, the response is clear and solution-focused, but it lacks a closing technique to guide the conversation towards the next steps.
Score: 8
10.
8
/ 10Question:
"With everything else going on in the company, do we really need to prioritize this security upgrade right now?"
Answer:
I understand you have a lot of things on your plate right now. Is there something specific you feel is more important than security right now? Upgrading the security system will allow you to better manage your operations through the convenience of smart doorlocks for employee access, smart thermostats for utility savings and ease of use. The cameras will allow you around the clock access to make loss prevention efforts easier thanks to the AI detection and motion recording. This will all add up to easing the stress of your current tasks while allowing you to focus on other items with the longevity of this system. When is a good time to schedule so you can start taking advantage of these benefits for your business?
Feedback:
The response addresses the objection effectively by acknowledging the prospect's current challenges. It asks a thoughtful question to prompt further discussion, demonstrating curiosity and discovery. The mention of specific benefits like smart door locks, thermostats, and AI detection adds value exploration, showing how the upgrade can alleviate stress and improve operations. However, while the response is solution-focused, it could benefit from a stronger closing technique, perhaps by emphasizing urgency or an immediate next step more assertively. Overall, the communication is clear and the tone is appropriate for the industry. There’s a good blend of empathy and salesmanship, but it could be even more compelling with a clearer call to action.
Overall, this response is solid but has room for improvement in closing.