Film production
Sales Assessment Results
30
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance is falling short, and it’s time to step up your game. With an average score of 3, it’s clear that your current approach isn’t resonating with prospects, especially when it comes to addressing their specific concerns. You’ve shown some moments of empathy, like acknowledging limited resources, but that’s not enough if you’re not following through with detailed, solution-focused responses. The dismissive undertones in your answers are a red flag—prospects need to feel understood and valued, not brushed off.
You have a knack for identifying client challenges, but you need to dig deeper and bring concrete solutions to the table. Specifically, you should consider honing your skills in Solution Selling and Value Proposition Selling. These techniques will help you articulate the specific benefits and value your offerings bring, especially in terms of addressing budget constraints and compliance issues.
Remember, it’s not just about delivering a message; it’s about engaging in a dialogue that shows you genuinely care about solving their problems. Your coaching moment? Think of every interaction as a chance to build a relationship, not just a transaction. When you shift your mindset from ‘selling’ to ‘solving,’ you’ll see a significant improvement in your connections with prospects. Now, get out there and start building those relationships!
Question Breakdown
1.
1
/ 10Question:
"We're concerned about how this investment aligns with our current budget constraints given the high price sensitivity in the market."
Answer:
I understand where you’re coming from. Budget restrains can be tricky but then again, you sat down to have this meeting for a reason. What you’re doing right now isn’t as effective as it could be.
Feedback:
The response fails to effectively address the prospect's concern about budget constraints. While acknowledging the issue, it lacks a solution-focused approach and does not explore how your offering can deliver value within their budget. Additionally, the tone can come off as dismissive, implying that their current efforts are ineffective without providing constructive feedback or engagement. No attempts were made to ask follow-up questions or demonstrate understanding of their budgetary needs. Overall, the response lacks clarity and collaboration.
2.
3
/ 10Question:
"Can you guarantee that this production solution will remain compliant with evolving regulatory standards over time?"
Answer:
There are always risks with changes. But that’s why we create the product to be evergreen and versatile versus being cut dry for one specific product. It’s not about your product. It’s about your brand.
Feedback:
The response fails to directly address the prospect's concern about compliance with evolving regulatory standards. While mentioning that the product is 'evergreen and versatile' hints at adaptability, it lacks specific details or examples to instill confidence in compliance. The phrase 'it’s not about your product' may come off as dismissive, suggesting a lack of understanding of the prospect's priorities. The salesperson should focus on the implications of non-compliance and how their solution actively mitigates those risks, perhaps by highlighting past successes or built-in compliance features. Additionally, asking probing questions to uncover more about the prospect's specific regulatory concerns would demonstrate curiosity and active listening.
3.
5
/ 10Question:
"What measures do you have in place to ensure business continuity during the implementation phase?"
Answer:
So we’d have a dedicated project management team in place for every phase. And we would utilize phased rollouts with thorough testing. It comes down to clear communication, training our team properly and have systems in place for data.
Feedback:
The response begins to address the concern of business continuity by mentioning a dedicated project management team and phased rollouts, which indicates a thoughtful approach to implementation. However, it lacks specific examples or details about how these measures have been successful in past implementations, which would enhance credibility. Additionally, the response could benefit from further exploration of potential risks and how the proposed measures directly mitigate those risks. A more collaborative tone, potentially by inviting questions or feedback about the prospect's specific concerns during implementation, would also help in building rapport. Overall, while the response shows an understanding of the importance of continuity, it falls short of fully reassuring the prospect.
4.
6
/ 10Question:
"Our team is already stretched thin; how will this impact our daily operations and resource allocation?"
Answer:
I completely understand the challenge of limited resources. Over will minimize disruptions by implementing a phased approach while prioritizing critical tasks first. We would also provide dedicated support to your team and work closely with you to ensure disruptions are minimal. We dealt with this same
Issue with one of our restaurant clients in their busiest season. We caused minimum disruptions so the team could focus where they were needed. We filmed; and edited the content in the allocated time and shot in the restaurant while it was closed and used one of the chefs on their day off.
Feedback:
The response begins positively by acknowledging the challenge of limited resources, which demonstrates empathy and understanding. However, the phrase "Over will minimize disruptions" contains a typographical error, which undermines professionalism. While the mention of a phased approach and dedicated support is relevant, the response could be enhanced by explicitly detailing how these strategies have been successful in similar situations in the film production context. The example provided about the restaurant client is somewhat relevant, but it would be more effective if it were tailored to align with the specific challenges faced in film production. Additionally, further exploration of how to collaboratively address resource allocation concerns would strengthen the approach. Overall, while the response shows an understanding of the prospect's concerns, it lacks clarity and specificity in demonstrating value.
5.
2
/ 10Question:
"Before we proceed, I need to ensure that all stakeholders are aligned on the value and ROI of this investment."
Answer:
Awesome. When’s a good time for me to circle back around? How is tomorrow around the same time?
Feedback:
The response fails to address the prospect's underlying concern about stakeholder alignment on value and ROI. Instead of exploring the specifics of their needs or offering reassurance about how the investment will deliver value, the salesperson jumps straight to scheduling a follow-up without demonstrating an understanding of the issue at hand. This approach can come off as dismissive and does not invite a collaborative discussion. A more effective response would involve asking questions to uncover what specific information or evidence the stakeholders need to feel confident about the value and ROI, and then offering to provide that information. Overall, this response lacks depth and engagement.
6.
2
/ 10Question:
"How will you support us if we encounter technical integration challenges with our existing production systems?"
Answer:
I’ll help you the best that I can.
Feedback:
The response is overly vague and lacks any specific detail about how support will be provided in the event of technical integration challenges. Simply stating "I'll help you the best that I can" does not instill confidence or provide clarity on what that support entails. A more effective response would involve outlining specific support mechanisms, such as dedicated technical support teams, training sessions for staff, or examples of past experiences where similar challenges were resolved successfully. Additionally, expressing a willingness to collaborate and learn about the prospect's unique systems would demonstrate active listening and engagement. Overall, this response fails to adequately address the prospect's concern, which could lead to doubts about your capability to support them effectively.
7.
3
/ 10Question:
"Given the rapid changes in technology, how can we be sure your solution will remain relevant in the next few years?"
Answer:
Because we don’t overload our crew. Everyone is exactly where they need to be; trained in their position. From screenwriting to marketing to even examining today’s culture and layout.
Our crews are broken into teams with one specific task each; versus one person doing everything.
Feedback:
The response does not directly address the prospect's concern about the relevance of the solution amidst rapid technological changes. While mentioning that the crew is well-trained and organized demonstrates internal efficiency, it fails to articulate how these factors contribute to the adaptability of the solution in a changing landscape. A more effective response would include specifics on how the solution evolves with technology, such as ongoing training, partnerships with technology providers, or examples of past adaptations to technological advancements. Additionally, asking the prospect about their specific concerns or sharing insights on industry trends could foster a more collaborative dialogue and show a proactive approach to addressing their needs. Overall, the connection to the technology relevance question is weak, and the response lacks clarity and a solution-focused approach.
8.
2
/ 10Question:
"There's a strong preference for maintaining our current vendor relationship; how do you propose we address this?"
Answer:
Collaboration over competition
Feedback:
The response is overly simplistic and fails to address the prospect's specific concern about maintaining their current vendor relationship. By stating "Collaboration over competition," the message is vague and does not provide actionable insights or strategies for overcoming the objection. A more effective approach would include acknowledging the value of their current vendor relationship while explaining how your offering can complement it or deliver unique benefits that the current vendor may not provide. Engaging the prospect in a discussion about their experiences with the current vendor and how your solution aligns with their needs would demonstrate active listening and curiosity. Overall, the response lacks depth, clarity, and a solution-focused approach.
9.
2
/ 10Question:
"What are the hidden costs we should anticipate with your solution that may affect our budget in the long run?"
Answer:
Your monthly marketing budget may change or vary depending on where you run the ads.
Feedback:
The response fails to adequately address the prospect's concern about hidden costs. It introduces the concept of varying marketing budgets but does not specifically outline the potential hidden costs associated with your solution. A stronger response would involve identifying specific areas where costs may arise, such as additional fees for upgrades, maintenance, or unexpected expenses during production. Furthermore, it should aim to clarify how you can provide transparency around these costs to build trust. This approach would demonstrate a solution-focused mindset and enhance credibility. Overall, the lack of detail and specificity undermines the effectiveness of the response.
10.
4
/ 10Question:
"Can you provide evidence or examples that demonstrate the long-term value of this solution, especially considering our unique production needs?"
Answer:
Our client, Steve. His video was made for life insurance. We made it vague enough that it didn’t need to be changed since we made it and he’s made over $400,000 trackable from the video
Feedback:
The response mentions a specific client example, which is a positive element as it begins to address the request for evidence of long-term value. However, the example lacks context and details about how it directly relates to the unique production needs of the prospect. Simply stating that a vague video generated $400,000 without explaining the connection to their situation or how it demonstrates the solution's effectiveness undermines the impact of the evidence provided. Additionally, the phrasing could be clearer; for example, clarifying how the video was tailored or how the investment led to that return would strengthen the argument. A more collaborative approach by inviting further questions or discussing specific needs of the prospect would enhance the engagement. Overall, the response needs more depth and relevance to fully convince the prospect of the long-term value.