Website Design
Sales Assessment Results by Jaurex Vasquez
55
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance is hovering around mediocrity, and that’s not where a top-notch salesperson should be. There’s some potential in your responses, particularly when you acknowledge concerns and highlight your understanding of compliance and transparency. However, you keep falling short in depth and specificity. Your responses often lack the concrete examples and detailed strategies that would make them truly compelling. You need to ask more probing follow-up questions to engage your prospects and gather the insights that could elevate your pitches.
It's clear you’ve got the basics down, but you’re not digging deep enough to create a strong value proposition. You should focus on mastering techniques like Solution Selling to pinpoint pain points and tailor your responses more effectively. Additionally, the Challenger Sale approach could help you challenge your prospects’ thinking and differentiate your offering from competitors.
Remember this: selling is about building trust and demonstrating value. Every response is an opportunity to instill confidence and demonstrate why your solution is the best choice. You’ve got to move beyond surface-level responses and show your prospects that you understand their unique challenges and can provide tailored solutions. Lean into specifics, engage more deeply, and don’t shy away from showcasing the value you offer. This is your moment to transform from average to exceptional. Make it count!
Question Breakdown
1.
3
/ 10Question:
"We're concerned about whether the site will really drive the ROI we need in this fiscal year."
Answer:
We understand your concern and want to also make sure that the new website design is developed with a purpose of not only driving conversions and leads, but also increasing sales by improving lead quality through educating our users more about your services on your new site.
Feedback:
The response begins to address the concern by recognizing ROI, but it lacks specificity and does not provide concrete evidence or examples to support the claims about increased conversions and sales. It would benefit from asking follow-up questions to better understand the prospect's specific ROI metrics or concerns. Additionally, incorporating a clear closing technique or suggesting next steps would enhance the response. Overall, it needs to focus more on the value proposition and demonstrate how the design will specifically meet their fiscal goals.
2.
5
/ 10Question:
"With multiple stakeholders involved, how do we ensure everyone is on board with your proposal?"
Answer:
This is a great question! In our proposal, we will include measurable milestones with designated due dates and review sessions throughout the development process. This will give the board a transparent look into the roadmap of development to launch.
Feedback:
The response begins positively by acknowledging the question, but it lacks a deeper exploration of the stakeholders' needs and concerns. It would be more effective to identify who the stakeholders are and what their specific interests might be. While providing measurable milestones and review sessions is good, it doesn't fully address how to ensure buy-in from all parties involved. Consider asking follow-up questions to understand their decision-making process better, and suggest a collaborative approach to gather input from all stakeholders. Overall, the response needs to show a more comprehensive strategy for alignment and buy-in from multiple stakeholders.
3.
5
/ 10Question:
"The previous website migration took twice as long as promised; what makes this time different?"
Answer:
Throughout the development phase, we will have weekly / bi-weekly check-ins to ensure each task listed on our roadmap is executed by our team and approved by yours. Transparency and communication are key and our core focus throughout the project!
Feedback:
The response acknowledges the importance of transparency and communication, which is essential in addressing the concern about the previous migration delays. However, it lacks specific details that would differentiate this project from the last one. Consider providing examples of how your team has improved processes or lessons learned from past experiences to prevent similar delays. Additionally, it would be beneficial to discuss specific methodologies or technologies that will enhance efficiency and ensure timely delivery. This would demonstrate a proactive approach and build trust with the prospect. Overall, more depth and specificity are needed to effectively reassure the prospect about the timeline this time around.
4.
6
/ 10Question:
"Can you guarantee that the design will meet our compliance and regulatory standards in the long run?"
Answer:
Absolutely! We are familiar with numerous compliance and regulatory standards for multiple industries. As we approach the launch and migration of the new website, we’ll review all policies with your legal team as well to ensure compliance is met in your field.
Feedback:
The response directly addresses the concern by affirming familiarity with compliance and regulatory standards, which is a positive start. However, it lacks depth and specificity regarding how compliance will be maintained over the long term. It would be beneficial to outline specific compliance frameworks or standards relevant to the prospect's industry and describe how the team plans to stay updated with changes in regulations. Additionally, asking a follow-up question to understand the specific compliance requirements the prospect has in mind could show deeper engagement and curiosity. Overall, while the response is reassuring, it needs more substance to effectively instill confidence in the prospect regarding long-term compliance management.
5.
6
/ 10Question:
"Given our current budget constraints, are there hidden costs associated with your services?"
Answer:
There are no hidden costs outside of the website development quote we have provided from our team however there will be forward costs related to your domain and hosting plan that we will help you manage moving forward. Post-launch, we can discuss a few marketing campaigns you can invest into with the goal of driving new traffic to your site.
Feedback:
The response addresses the concern about hidden costs upfront, which is a positive aspect. However, it could be enhanced by providing more clarity on the types of costs that may arise and what the budget management process will look like. For instance, explaining how domain and hosting costs are typically structured or any variables that might affect them would help manage expectations. Additionally, it would be beneficial to assure the prospect that any potential future costs related to marketing campaigns will be transparent and discussed beforehand. This could build further trust. Finally, incorporating a follow-up question to engage the prospect about their specific budget constraints or cost concerns could demonstrate a collaborative approach. Overall, the response needs to be more comprehensive to effectively reassure the prospect about their budget considerations.
6.
5
/ 10Question:
"We already have a vendor, why should we consider your solution over our existing arrangement?"
Answer:
No worries at all! We have worked with numerous brands of all levels, assisting them with that transition from their old vendors. We handle all communication for you as well to keep you as hands on or hands off as you’d like. Now the golden questions is why choose us? We believe is relationships and building long term, scalable plans to coincide with your goals to grow. When it comes to targeting and execution we have got you covered! That’s why we call ourselves Target X!
Feedback:
The response starts on a positive note, alleviating any immediate concerns about switching vendors. However, it lacks a clear articulation of differentiators that set your solution apart from the existing vendor. Instead of stating that you handle communication, it would be more effective to highlight unique features or benefits of your service that solve specific pain points the prospect may have with their current vendor. Additionally, the phrase "the golden question" feels informal and could be rephrased to maintain a professional tone. Incorporating a question to understand their current vendor's shortcomings or what they're looking for in a solution could enhance engagement and demonstrate curiosity about their needs. Overall, the response needs more substance and a clearer value proposition to effectively persuade the prospect to consider your solution.
7.
6
/ 10Question:
"How will your design support our growth needs without requiring constant redesigns?"
Answer:
Great question! We are both in the same ballpark when it comes to scalability online. The new design will be developed with a SEO-forward mindset along with a content plan to scale the rankings. Once we have the final sitemap approved, we will review the next steps your team can take to continue to grow the website presence without having to reinvent the wheel.
Feedback:
The response effectively acknowledges the prospect's question and highlights the design's scalability with an SEO-focused approach. However, it could benefit from more specific examples of how the design will adapt to future needs and minimize the need for constant redesigns. For instance, discussing features like modular design or a flexible content management system would enhance clarity. Additionally, incorporating a follow-up question about the prospect's specific growth goals could demonstrate deeper engagement and curiosity. Overall, while the response outlines a solid foundation for growth, it needs more detail to effectively instill confidence in the prospect regarding long-term adaptability.
8.
7
/ 10Question:
"What evidence do you have that your solution can integrate seamlessly with our existing systems?"
Answer:
We have various case studies where our projects have required integrations with everything from CRM’s to Subscription Softwares and more. We use platforms like Zapier to handle data automation and integrations between different environments as well. If there’s not a solution, we have a software engineer team ready to develop a custom solution for your business.
Feedback:
The response effectively highlights case studies as evidence of successful integrations, which is a strong point. However, it would be more persuasive to include specific examples of past integrations that resemble the prospect's existing systems or outline the specific challenges faced and how they were overcome. Mentioning Zapier is beneficial for showcasing your approach to automation but consider clarifying how your integrations improve efficiency or reduce friction in workflows. Additionally, a follow-up question about the specific systems they are currently using would further demonstrate curiosity and engagement, allowing you to tailor your solution to their needs. Overall, while the response provides useful information, it would benefit from additional detail and a more personalized touch.
9.
6
/ 10Question:
"We need to be sure your platform is adaptable to future tech changes—how often do you update features?"
Answer:
We run updates routinely to ensure no lag in performance. As tech changes we will continue to develop solutions to keep the needle moving for your company. To ensure transparency, we will provide you with a 7-Day notice of upcoming tech updates in the pipeline.
Feedback:
The response addresses the concern about adaptability by mentioning routine updates, which is a positive aspect. However, it lacks specificity regarding how often these updates occur and the types of features that may be included in these updates. Highlighting a commitment to proactively adapting to technological changes would enhance the reassurance offered to the prospect. Additionally, discussing any feedback mechanisms or processes for incorporating client needs into future updates could demonstrate a collaborative approach. A follow-up question about the prospect's specific technology concerns or desired features could further engage the prospect and show curiosity about their needs. Overall, while the response provides some assurance, it could be strengthened with more detail and a more client-focused perspective.
10.
6
/ 10Question:
"If we decide to go ahead, what’s the timeline for implementation, and how will it impact our daily operations?"
Answer:
We are only a few steps away from getting started actually! Moving forward, I’ll finalize the invoice along with adding the proposed milestone tasks to our project management software. From there you will receive access to that project where we will begin with requesting access to the assets needed for the new site. We can work with a dedicated member from your team to obtain these items (hosting access, domain access, etc) simultaneously as we begin the development process on our server.
I’ll get you the contract / invoice right away following this thread.
Feedback:
The response directly addresses the prospect's concern about the timeline for implementation by indicating that you are close to starting the process. However, it lacks specific details on the overall timeline and the expected phases of the implementation. It would be more effective to outline key milestones and how they align with the prospect's daily operations to provide clarity on potential disruptions or adjustments required. Additionally, while mentioning the process of obtaining access and the project management software is good, explicitly stating how this collaboration will minimize impact on their daily operations would enhance reassurance. Lastly, including a question to confirm if they have any specific concerns regarding operations during the implementation phase could foster further engagement. Overall, while the response shows initiative, it needs to provide more transparency and a clearer plan to instill confidence in the prospect.