Marketing service
Sales Assessment Results
61
Developing Closer
10 questions
Maximum score: 100
Completed in
You've put in a commendable effort with an average score of 6.1, but let's not sugarcoat it—there's significant room for improvement. Your strongest moments came when you effectively engaged with the prospect's concerns, especially when you demonstrated curiosity and a willingness to listen. However, a consistent pattern emerged where your responses often lacked depth and the necessary confidence to truly address objections. You need to pivot from simply acknowledging concerns to actively demonstrating how your solutions can meet those needs.
To elevate your game, I suggest you dive deeper into solution-focused selling and consultative selling techniques. These approaches will help you not only identify prospects' pain points but also articulate how you can alleviate those pains with concrete examples and a tailored strategy.
Here's your coaching moment: remember that every objection is an opportunity. Don’t just listen—probe deeper, ask open-ended questions, and offer real solutions that resonate with the prospect's unique situation. Transform those objections into stepping stones for a stronger connection and a more compelling pitch. You've got potential, now take it to the next level!
Question Breakdown
1.
5
/ 10Question:
"We have a tight budget this fiscal year and I'm unsure if we can allocate funds for a new marketing service."
Answer:
I understand, what is your budget and what other marketing services are you currently using? What is their ROI?
Feedback:
The response acknowledges the prospect's budget concern, which is a good start. However, while asking about the budget and current services can provide valuable context, it lacks depth in addressing the objection directly. It could benefit from a more solution-focused approach, perhaps by highlighting how your marketing service can deliver better ROI or help them maximize their tight budget. Additionally, asking open-ended questions could encourage more discussion about their needs and how you can meet them. Overall, it shows curiosity but misses an opportunity to build rapport and demonstrate value more effectively.
2.
3
/ 10Question:
"Can you explain how your service will integrate with our existing platforms without causing major disruptions?"
Answer:
Of course, our service plugs right in because we provide your team with the information in any format you choose to its completely integratable.
Feedback:
The response attempts to address the concern of integration by stating that the service "plugs right in" and provides information in any format. However, it lacks detail on how this integration will specifically happen and what measures are in place to prevent disruptions. There is no exploration of the prospect's current systems or specific needs, which is vital in a consultative selling approach. Additionally, the tone could be more reassuring and confident to instill trust. Overall, the response feels vague and does not demonstrate a thorough understanding of the prospect's situation.
To improve, the salesperson could ask follow-up questions about the specific platforms the prospect is currently using and explain any past successful integrations. This would show active listening and a solution-focused approach.
Score: 3
3.
4
/ 10Question:
"Our current vendor has been with us for years; what makes your service better than what we're already using?"
Answer:
Who is your current vendor? I don’t think we are better, I believe we solve a completely different problem and that the ROI for our service pays for itself.
Feedback:
The response starts with a question to identify the current vendor, which demonstrates curiosity and a desire to understand the prospect's situation. However, it falls short in effectively addressing the objection. Saying "I don’t think we are better" can undermine confidence in the service being offered. Instead, the salesperson should emphasize unique value propositions and provide a clearer comparison to highlight specific benefits that differentiate their service from the current vendor. The mention of ROI is a good start, but it needs to be expanded with concrete examples or data to support the claim. Overall, the tone is somewhat dismissive, and the lack of a strong closing technique fails to move the conversation forward effectively.
Score: 4/10
4.
7
/ 10Question:
"With so many ongoing projects, how can we prioritize implementing your marketing service effectively?"
Answer:
What are your current priorities? We do offer a done for you service where our team implements the service so you can focus on your priority projects.
Feedback:
The response effectively addresses the concern by asking about the prospect's current priorities, which shows curiosity and a desire to understand their situation better. The mention of a 'done for you' service is a good solution-focused approach, indicating how your service can relieve their burden. However, it could be more effective by elaborating on how your service integrates with their existing projects and by asking follow-up questions to engage the prospect further. The tone is appropriate for the marketing service industry, maintaining a collaborative approach. Overall, it could benefit from deeper exploration of the prospect's specific needs and a clearer outline of the value your service brings to their current projects.
5.
8
/ 10Question:
"I'm concerned about compliance with industry regulations and how your service ensures adherence to these standards."
Answer:
Which industry regulations are you specifically concerned about? I am happy to provide you our certifications to show we are compliant with SOC I, SOC II, and HIPAA which are the most stringent regulations.
Feedback:
The response effectively addresses the concern by asking a clarifying question about specific regulations, which shows curiosity and a willingness to engage in a dialogue. By offering to provide certifications, the salesperson demonstrates a solution-focused approach and addresses compliance directly. However, it could have included a brief mention of how their service proactively ensures compliance or mitigates risks, enhancing the value exploration. Overall, the tone is appropriate, but a bit more elaboration on the proactive measures taken would strengthen the response.
Score: 8
6.
7
/ 10Question:
"We need evidence of ROI before making any commitments. How can you guarantee that?"
Answer:
While ROI differs by client and project all of our clients are enjoying double digit ROI, and I can provide you with references and a marketing projection outlining exactly how we are going to achieve your desired ROI. If this is provided would you be able to sign up today?
Feedback:
The response does a good job of acknowledging the client's need for evidence of ROI and offers to provide references and a marketing projection to support the claim. However, it could be improved by explicitly addressing the concern about guarantees and emphasizing the tailored approach to each client's unique situation. The closing question is effective, but it could be softened to avoid sounding too pushy. Overall, the response shows a solution-focused approach and attempts to build rapport, but there's room for better empathy and curiosity about the client's specific needs.
Score: 7
7.
5
/ 10Question:
"What steps will you take to ensure a smooth transition and employee adoption of your service?"
Answer:
We have a dedicated transition process that we can share with you as early as today, if this is a suitable process can we move forward to implementation today?
Feedback:
The response briefly addresses the concern about transition by mentioning a dedicated process, which is good. However, it lacks detail on what that process entails, which would have shown a deeper understanding of the prospect's needs. The approach feels somewhat rushed with the push for immediate implementation, which might not be appropriate given the context. A more effective response would involve providing an overview of the transition steps and asking open-ended questions to explore any specific concerns the prospect has about adoption. This would demonstrate active listening and a collaborative approach. Overall, while there is a hint of solution-focused selling, the communication could be clearer and more engaging.
8.
8
/ 10Question:
"I’ve heard mixed reviews about your company’s support; how can you assure me that we’ll receive prompt assistance?"
Answer:
May I ask where you found these reviews? That would be helpful for me because we take our reputation seriously and I would be happy to introduce you to our customer support team today to show you how prompt we are in serving our clients. If this is suitable can we move forward?
Feedback:
The response effectively acknowledges the objection by asking where the prospect found the mixed reviews. This shows curiosity and a willingness to uncover the root of the concern. By offering to introduce the prospect to the customer support team, the salesperson demonstrates a solution-focused approach, providing transparency and building trust. However, the closing question could have been phrased more collaboratively to encourage a discussion rather than pushing to move forward immediately. Overall, good active listening and a solid approach to addressing the concern, but could improve in tone and collaborative engagement.
9.
7
/ 10Question:
"Can you elaborate on your company's stability and how long you've been in the marketing service industry?"
Answer:
We have been in business for over a year now, and we have added over seven figures to our clients bottom lines. Furthermore, our teams have been in marketing and sales for over five decades. Would you like to meet some of our most tenured team leaders?
Feedback:
Your response addresses the objection regarding stability by providing the duration of your business operations and emphasizing your team's extensive experience in marketing and sales. However, saying you've been in business for just over a year might not fully reassure the prospect about "stability". Instead, consider highlighting any significant milestones, notable achievements, or client testimonials to bolster your credibility. You did well to offer a meeting with team leaders, which shows a collaborative approach and opens the door for further engagement. To improve, you could use a more solution-focused approach by linking your experience and success directly to how it can benefit the prospect specifically. Overall, a solid attempt with room for enhancement in depth and reassurance.
10.
7
/ 10Question:
"Our decision-making process involves multiple stakeholders; how will you assist in aligning their priorities with ours?"
Answer:
Can you give me a specific overview of your process and who all is involved? I will lead the entire process and make sure all priorities are aligned. I have worked similar processes in the past with several notable clients. Could you let me know when we can get the rest of your team involved in the process?
Feedback:
The response effectively acknowledges the concern about multiple stakeholders and seeks to gather more information about the decision-making process. However, it could benefit from a more solution-focused approach by briefly outlining how you have successfully aligned priorities in the past. The tone is appropriate, but it lacks a bit of warmth and collaboration that could build rapport with the prospect. Asking for a timeline to involve the rest of the team is a good move, but it could be more engaging if you offered to facilitate a meeting or provide some insights on how you plan to align interests. Overall, it shows curiosity and a willingness to assist but could use more proactive collaboration.