Any/All
Sales Assessment Results by James P Toner
31
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's face it, your performance in this test was underwhelming, averaging a score of 3.1. It’s clear that there's a significant gap in your ability to engage with customer concerns and communicate value effectively. You often missed the mark by not addressing specific needs or fears of the prospects, which is crucial in establishing trust and rapport. Instead of taking a defensive approach, you need to pivot towards being solution-oriented, asking the right questions, and actively listening to truly understand what the customer wants. Your attempts to build rapport were noted, but they often fell flat due to a lack of depth in your responses. This is a wake-up call. Dive into studying the Value Selling and Solution Selling techniques. These will empower you to articulate the unique benefits of your offerings and how they align with customer goals more clearly. Remember, your potential customers want to feel heard, supported, and confident that you can meet their needs. When you engage, think about the impact of your words. Instead of saying, 'I don't,' show them how you can. Embrace a mindset of collaboration and support. Sales isn't just about closing; it's about opening a dialogue that leads to trust and long-term relationships.
Question Breakdown
1.
1
/ 10Question:
"I'm not sure if this product aligns with our current goals; can you tell me how it fits into our overall strategy?"
Answer:
I'm sorry, Mr. (______), is it? I'm sure my presentation was lacking, if that's how you feel. What can I do better to answer your questions? (help me help you tone/expression).
Feedback:
This response lacks focus on the customer's needs and does not directly address their concern about alignment with current goals. Instead of apologizing and asking how to improve, the salesperson should have used a solution-oriented approach by asking questions to understand the prospect's goals and then demonstrating how the product aligns with them. The tone is overly defensive and does not reflect confidence in the product. A more effective approach would involve acknowledging the objection, asking clarifying questions about the prospect's goals, and clearly articulating how the product can support those objectives.
2.
4
/ 10Question:
"The pricing seems higher than what we were planning; how can you justify that value?"
Answer:
That's a fair question. We placed a value on this product, that we think is fair. Is this outside of your budget, or is the actual value of the product your concern?
Feedback:
This response starts positively by acknowledging the concern, which is important for rapport-building. However, it lacks a strong justification of the product's value and does not effectively communicate how the pricing aligns with the benefits the product provides. Instead of just asking if the pricing is outside the budget, the salesperson should have elaborated on the unique features or benefits that justify the higher price, possibly employing techniques like the Value Selling or FAB technique to demonstrate the advantages. The response could benefit from more confidence in the product's value proposition and a clearer exploration of the prospect's specific needs regarding pricing.
Overall, it misses an opportunity to delve deeper into the prospect's perspective and does not effectively highlight the value in a compelling way.
3.
3
/ 10Question:
"I have some concerns about the implementation timeline; what if we can't get it done by our deadline?"
Answer:
Nothing in life is guaranteed, so I'm not going to give you that. What I can tell you, misc customer, is that I/we will do whatever it takes to complete this on schedule for you. I do value your business. I'm hoping this is only our first time working together. Maybe, when we do get it done in time, you could give us a review online?
Feedback:
This response fails to directly address the prospect's concern about the implementation timeline. While it acknowledges a commitment to meet the deadline, it does not provide specific strategies or examples to reassure the customer about a successful implementation. Additionally, the phrase "Nothing in life is guaranteed" can come off as dismissive and may undermine trust. A more effective approach would include discussing a clear plan for implementation, potential hurdles, and how the team intends to address them. Furthermore, asking questions to understand the prospect's specific concerns about the timeline would show active listening and engagement.
4.
3
/ 10Question:
"I'm worried about how this change might affect my team's workload; can you help me understand that better?"
Answer:
Sure. I have helped consult for restaurants, constuction, sales, and other business models. A great team is like a great steak. You may have to trim a little fat, but you have built an incredible team here. Sometimes an outside perspective can help any of us. I would love the opportunity to show you. Does that sound fair to you?
Feedback:
This response somewhat misses the mark in addressing the prospect's specific concern about the potential impact on their team's workload. While the analogy comparing a great team to a great steak is creative, it may come off as vague and could confuse the prospect rather than clarify their worries. Instead, the salesperson should have directly addressed how the solution would integrate with their current processes and potentially alleviate workload issues. Asking questions to understand the prospect's specific fears about the workload would have demonstrated active listening and a collaborative approach. Overall, this response lacks clarity and does not provide concrete reassurance about the change in workload.
5.
2
/ 10Question:
"How do you handle support if we encounter issues after purchase?"
Answer:
I don't. But I have a great support staff who will get it done, and be there for you. If you have something that can't wait, call my cell directly. Did you save my number in your phone? Save the toll free as the company name and save mine as my name. Just so you can always reach me.
Feedback:
This response is inadequate as it lacks assurance and clarity regarding customer support. Simply stating, "I don't" conveys a dismissive attitude and could lead to a lack of trust. While mentioning the support staff is a positive aspect, the salesperson should have elaborated on specific support processes, response times, and available resources. Asking the prospect to save contact details is a nice touch for direct communication but does not sufficiently address their concerns about post-purchase support. A more effective response would involve outlining the support structure and processes to instill confidence in the customer regarding ongoing assistance.
6.
2
/ 10Question:
"I’ve heard mixed reviews about your product's performance; how can I be confident it will meet our needs?"
Answer:
I have all 5 star reviews. At least online. Was this a client of mine?
Feedback:
This response is inadequate as it fails to address the prospect's concern regarding mixed reviews and how the product will meet their specific needs. Simply stating that there are 5-star reviews does not provide the prospect with the confidence or detailed information they are seeking. Moreover, asking if the person is a client seems dismissive and doesn't engage directly with their worries. Instead, the salesperson should have shared specific success stories or testimonials, explained how these align with the prospect's needs, and offered to discuss any particular aspects of the product that may be causing concern. A more effective response would involve actively listening to the prospect's fears and providing tailored evidence or reassurance.
7.
7
/ 10Question:
"What if there are hidden costs we haven't discussed yet—how do you ensure transparency?"
Answer:
There are never hidden costs, with me. I would rather you not sign today, than have you feel uncomfortable. Please tell me what questions I can answer that are not included in the email agreement we sent. There shouldn't be any fine print. Let's pull it up here so we can go through it together.
Feedback:
This response effectively addresses the concern about hidden costs by providing reassurance that there are none. The salesperson's willingness to prioritize the prospect's comfort over closing the deal demonstrates integrity and builds trust. Additionally, inviting the prospect to ask questions and reviewing the email agreement together shows a collaborative approach and active listening. However, the response could benefit from more proactive transparency by explicitly outlining what is included in the pricing, which would further enhance confidence. Overall, this is a strong response with room for improvement in elaborating on transparency methods.
8.
4
/ 10Question:
"We're currently satisfied with our vendor, why should we consider switching at this point?"
Answer:
If you are 100% satisfied, you should not. I will say this, though. In my experience, there is always something that can be tweaked. To ensure I give you the best answer to your question, how about I show you. Do have a few minutes?
Feedback:
This response acknowledges the prospect's satisfaction with their current vendor, which is a good start. However, saying they should not consider switching may come off as defeatist and could undermine the opportunity to present the value of your solution. Instead, the salesperson should have focused on exploring what the current vendor might be lacking and highlighting specific benefits or improvements that the new solution could offer. Asking if they have a few minutes to discuss further is a positive move, but it would be more effective to ask probing questions to understand their needs better and identify potential areas for improvement. Overall, the response lacks a clear, compelling reason to consider a switch and does not sufficiently engage in a discovery process to uncover possible pain points.
9.
2
/ 10Question:
"I’m not sure my team will buy into this new solution; how can you help with that?"
Answer:
That's my job. You just run your business and watch me do what you are paying me to do. If I can't convince them, what would you be paying for?
Feedback:
This response lacks empathy and does not effectively address the prospect's concern about team buy-in. The tone comes across as dismissive and could alienate the prospect, making them feel unsupported. Instead of taking a confrontational stance, the salesperson should have offered specific strategies to help facilitate the transition and gain team support, such as training sessions, open discussions for feedback, or providing resources to ease the change. A more collaborative and supportive approach would have strengthened the rapport and demonstrated a commitment to ensuring the success of the solution within the team.
10.
3
/ 10Question:
"Can you provide clarity on how your solution adapts to future market changes?"
Answer:
We use AI to follow the current trends. On top of that, we can go back many years and see the innovative way that I get things done.
Feedback:
This response lacks specificity and fails to directly address the prospect's request for clarity on how the solution adapts to future market changes. While mentioning the use of AI is a positive aspect, the explanation is vague and does not provide concrete examples or evidence of adaptability. The phrase "innovative way that I get things done" is unclear and does not establish confidence in the solution's ability to evolve with market trends. A more effective approach would involve discussing specific features or case studies that demonstrate successful adaptation to market changes, as well as asking questions to understand the prospect's specific concerns about future adaptability. Overall, the response needs to be more informative and solution-focused to build trust and address the prospect's needs.