Skid steer attachments
Sales Assessment Results

"We're already using attachments from another supplier that we are satisfied with."

But if there was something better that could save you time or make you money wouldn’t you be upset to find out later?

The response touches on the possibility of better options but lacks depth in addressing the prospect's current satisfaction with their existing supplier. It could benefit from asking more insightful questions to uncover specific needs or pain points that your attachments might address. The tone is somewhat confrontational by implying that the prospect would be upset, which could lead to defensiveness. A more collaborative approach, such as asking about their current challenges or what they value in their attachments, would foster a better conversation. Overall, it demonstrates some curiosity but misses opportunities for value exploration and rapport building.

"The price seems too high compared to what we've seen from competitors."

We are not the cheapest option. However there’s a big difference in value. Most successful people shop value, not price.

While you did acknowledge that your price is higher than competitors, the response lacks depth in addressing the customer's specific concerns about value. Simply stating that successful people focus on value isn't enough; you should have elaborated on what differentiates your product (quality, durability, warranty, etc.) and how it addresses the customer's needs. Additionally, you could have asked questions to explore their perspective further or to discover what specific features they value most. Using a more engaging and collaborative tone could have helped build rapport. Overall, your response was too vague and did not offer a clear solution or closing technique. Next time, focus on directly connecting the value proposition to the customer's needs and include a question to foster conversation.

"We're not looking to make any purchases until next quarter, can you follow up then?"

Absolutely. We can. Let’s go ahead and go over the options and value now so it can help you have a decision ready by that time. And allow you to ask questions you may have along the way.

The response attempts to address the prospect's concern about timing by offering to discuss options and value now, which is a good start. However, it doesn't fully acknowledge the prospect's current situation or the reason behind their delay in purchasing. A more effective approach would include validating the prospect's timeline and asking probing questions to understand their needs better. For example, asking what specific features or benefits they are looking for could help tailor the conversation. Additionally, the tone is somewhat transactional and could be more conversational to build rapport. There is a missed opportunity for a closing technique that might prompt a commitment for a follow-up or a preliminary decision. Overall, the response lacks depth in curiosity and discovery, falling short in demonstrating value effectively. Score: 5/10. Room for improvement in active listening and a more collaborative approach.

"I don't see how these attachments fit our current projects."

That’s fine. How about let’s go over what all you do and let me offer Insight you may see in ways to use our product. May surprise you with what you what you may be missing once we go over your current process.

The response demonstrates a willingness to engage with the prospect, which is a positive aspect. However, it lacks clarity and could be more concise. Instead of simply saying, 'that's fine,' the salesperson should have acknowledged the concern more directly, perhaps by saying, 'I understand that it may not seem relevant at first glance.' The offer to provide insights is a good approach, but it could be more specific about how their attachments have helped other clients in similar situations. Additionally, the phrasing is a bit convoluted, making it harder for the prospect to grasp the value immediately. An effective closing technique could also involve setting a specific time for that discussion. Overall, while there's an intent to discover and collaborate, the execution needs improvement for better impact.

"Our team isn't convinced that these attachments will significantly improve our operations."

The worst thing you can do is buy something for your team that they aren’t sold on being useful. Let’s setup a time to meet with the team. Explain the benefits and answer questions or concerns they may have.

The response acknowledges the prospect's concern about the team's skepticism, which shows active listening. However, it lacks a compelling argument that specifically addresses how the attachments can improve their operations, which is crucial in overcoming the objection. The suggestion to meet with the team is a good approach for collaboration and discovery, but the salesperson should also explore the specific reasons behind the team's doubts and provide tailored value propositions. The tone is appropriate, but it could be more engaging to spark curiosity. Overall, while there are some positive elements, the response needs more substance and a clear value demonstration.

"Can you provide evidence of the durability of your attachments in tough conditions?"

Absolutely. We have plenty of customer reviews but also we can go over the material types and built in benefits so you can see the difference between us and what you’re currently using.

The response does address the concern of durability, but it could be strengthened by providing specific examples of customer reviews that highlight durability in tough conditions. Additionally, mentioning any testing or certifications that validate the durability would enhance credibility. The tone is appropriate, maintaining professionalism while offering to discuss details. However, it lacks a strong closing technique; inviting the prospect to a specific follow-up discussion or demo would have made it more effective. There's a good indication of curiosity and discovery, but asking the prospect about their current experiences with attachments would further engage them and show active listening. Overall, the response has potential but needs more depth and direct engagement to fully address the objection. Score: 6

"I'm not sure we need additional attachments right now; our current setup is working fine."

I would love to show you how we could have a lot better satisfaction of a product than working fine. Durability. Less down time. More profit. Something your employees believe in more.

The response attempts to address the concern by highlighting potential benefits such as durability, reduced downtime, and increased profit. However, it lacks clarity and specificity in its communication, making it hard for the prospect to grasp the value being offered. Instead of focusing on how the current setup might be improved, it could benefit from a more solution-focused approach by asking questions to understand the prospect's current needs better. Additionally, it doesn't effectively engage the prospect in a conversation or build rapport, which is crucial in sales. Providing examples or statistics to demonstrate value would also strengthen the response. Overall, the tone is somewhat vague and doesn't fully align with the prospect's perspective. Score: 4

"We've had issues with warranties in the past; can you guarantee support?"

Thankfully we build a very high end product so warranty issues are extremely rare. But, we take a lot of pride in a quick turn around on warranty parts or service. Same day approval requiring the concern. Also same day part shipping. We keep all sorts in stock to ensure a quick turn around.

The response effectively addresses the concern about warranties by emphasizing the high-quality nature of the product and the quick turnaround on warranty issues. However, it could be improved by providing more specific examples or testimonials to build trust. The tone is professional, which is appropriate for the industry. While it does touch on solutions, it lacks a direct closing technique that encourages the prospect to engage further or ask questions. Adding a question such as, 'What specific warranty issues have you experienced in the past?' could have enhanced the curiosity and discovery aspect. Overall, it acknowledges the prospect's concerns but could do more to explore value and engage collaboratively. Score: 7

"How do your attachments compare in performance to [specific competitor's product]?"

So compared to what you use now, we offer twice the power. So work time is greatly reduced which saves cost. Jobs will be completed faster. We also have a better finish product to offer more customer satisfaction with your jobs. We can double output while greatly reducing cost, maintenance, warranty downtime, and employee cost. Let’s go over your numbers and get a better direct comparison for you.

The response effectively addresses the concern by providing quantitative benefits (twice the power, reduced work time) and touches on customer satisfaction. However, it lacks specificity in comparing directly to the competitor's product, which is essential for credibility. The tone is assertive but could be more engaging by acknowledging the prospect's current experience with the competitor's product. The closing technique is good as it invites a discussion about their numbers, showing a collaborative approach. Including questions about the prospect's current challenges or experiences with the competitor would enhance curiosity and active listening. Overall, the response demonstrates some value but needs more tailored engagement and direct comparison to score higher.

"I'm concerned about the compatibility of these attachments with our existing equipment."

Good question. Lots of people receive products that don’t work without other parts. We have a large database of equiptment so we specifically know what your machine is and what needs to address. Also a skilled technician that can contact you in case a question arises. They can also ask I formation from you in a way that’s easy to obtain good feedback. If we were to deliver something that wasn’t 100% correct we will immediately handle any issues to get you up and running as soon as possible.

The response attempts to address the concern about compatibility by mentioning a database of equipment and the availability of a technician for support. However, the communication lacks clarity and has several grammatical errors that may confuse the prospect. It's important to present information in a structured and professional manner, particularly in a B2B context. The response could benefit from a more solution-focused approach, emphasizing how the attachments are designed for specific equipment and perhaps providing examples. Asking a clarifying question about the prospect's specific equipment could enhance curiosity and discovery. Overall, while there are elements of reassurance, the execution falls short of effective communication and rapport-building. Score: 4/10 for effort but needs significant improvement in clarity and engagement.