Trucking
Sales Assessment Results
60
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your average score of 6 shows you're in a decent spot, but it's time to kick it up a notch. You’ve got a solid grasp of some techniques, especially when it comes to solution-focused selling and demonstrating empathy. Responses that acknowledged the prospect's frustrations and offered tangible solutions stood out, and your ability to invite dialogue is a strong asset. However, there's a recurring pattern of missing deeper engagement and collaboration. Too often, your responses felt one-sided, leaning towards pushiness rather than partnership. You need to listen more and dig deeper into your prospects' specific needs and concerns.
To elevate your game, I suggest you dive into consultative selling techniques. This will help you become more inquisitive and adaptive to your prospects' unique situations. Also, take a closer look at closing techniques. Experiment with softer, more inviting approaches rather than assuming the sale is already made.
Remember this coaching moment: sales isn't just about closing deals—it's about building relationships. When you approach every interaction with curiosity and a genuine interest in your prospect's challenges, you'll not only improve your scores but also create loyal customers who trust you. Get out there and show them what you’ve got!
Question Breakdown
1.
4
/ 10Question:
"I really want to make this purchase, but I've got a couple of other expenses coming up that I need to prioritize first."
Answer:
Using our service should always be a priority as transportation costs are always a big expense. It will save you in the long run to start saving now which will give you the ability to pay those expenses sooner if they arise again
Feedback:
The response attempts to address the objection by emphasizing the long-term savings of using the service, which is a valid point. However, it lacks a clear acknowledgment of the prospect's current financial situation and does not ask any follow-up questions to explore their specific needs or concerns further. The communication could be more empathetic, showing understanding of the prospect's priorities rather than asserting the service's importance. Additionally, a closing technique, like a trial close or a question to gauge interest in moving forward, would enhance the effectiveness of the response. Overall, it feels a bit pushy rather than collaborative.
The response could be improved by first acknowledging the prospect's concerns about their expenses, then exploring how the service can fit into their budget, and perhaps suggesting a phased approach to the purchase.
2.
5
/ 10Question:
"I've heard mixed reviews about your trucks; how can I trust that this will be a good investment?"
Answer:
We continue to update our fleet and safety is our priority. I promise you that you will be most happy with our service and we will continue to perform as we treat our customers with the utmost respect and communicate consistently with the service by calling or emailing status updates or uploading into your system if you prefer to use your own technology.
Feedback:
The response addresses the objection by mentioning updates to the fleet and prioritizing safety, which is relevant in the trucking industry. However, it lacks specific evidence or examples that could build trust, such as actual customer testimonials or data on safety records. The communication about service is good, but it could be more concise and focused on the customer's concern about investment value. There is no clear closing technique employed, and the response could benefit from asking a follow-up question to further engage the prospect and uncover additional concerns. Overall, it feels more like a reassurance than a definitive solution to the objection.
3.
5
/ 10Question:
"Can you explain how this truck will adapt if my business needs change in the future?"
Answer:
Sure, in California we are required to follow the AQMD's requirements, our company is carb compliant, we are also SmartWay Certified and we utilize the most state of the art TMS system. We utilize EDI which eliminates the back and forth that most customers spend valuable time that can be used elsewhere. Would you like to set us up so you can see how we can help save your employees valuable time
Feedback:
The response addresses the objection about adaptability by highlighting compliance and technology, but it lacks a direct answer regarding future business changes. The mention of AQMD, CARB compliance, and SmartWay Certification is relevant, but it doesn't specifically explain how the truck can adapt to changing business needs. The closing question about saving employees' time feels a bit abrupt and doesn't directly relate to the customer's concern. A more effective approach would include asking questions to discover specific future needs and demonstrating a deeper understanding of how the truck can evolve with those needs. Overall, it shows some solution-focused thinking but misses the mark in terms of curiosity and direct addressing of the objection.
Score: 5
4.
4
/ 10Question:
"I'm worried about whether I can manage the monthly payments alongside my other bills; can we talk about financing options?"
Answer:
We don't finance, however I can assure you that the monthly savings will allow you to spend your hard earned money elsewhere on developing your own products to increase your revenue. Would this significant savings be enough to use us?
Feedback:
The response does acknowledge the prospect's concern about managing monthly payments, but it lacks a clear exploration of the financing options the prospect is specifically asking about. While it attempts to pivot the conversation to potential savings, it misses an essential opportunity to show empathy or delve deeper into the prospect's financial situation. Asking a follow-up question about their specific needs or willingness to explore other payment options could have made the response more effective. Additionally, the closing question seems to assume the prospect is already convinced, which may not be appropriate given their initial objection. Overall, the communication is somewhat clear, but it lacks a collaborative and solution-focused approach.
Score: 4
5.
4
/ 10Question:
"With the current market fluctuations, I'm hesitant to commit to a long-term investment right now."
Answer:
I understand your hesitation especially with the market fluctuations as they have been over the past year. This investment will save you hundreds of thousands of dollars in your first year, why wouldn't you want to sign up with us
Feedback:
The response acknowledges the prospect's concern about market fluctuations, which is a good start in terms of active listening. However, it lacks a more empathetic tone and doesn't effectively engage the prospect in a collaborative dialogue. Instead of simply stating the potential savings, the salesperson should explore further by asking open-ended questions to understand the prospect's specific situation and concerns better. A more consultative approach would be beneficial here, possibly involving a discussion about how the investment aligns with their business goals despite market uncertainties. Additionally, the closing technique feels a bit pushy and could be softened to encourage a more thoughtful response from the prospect. Overall, the effectiveness could be improved significantly.
Score: 4/10
6.
8
/ 10Question:
"I want to make sure this truck will fit seamlessly into my current fleet; can you clarify any integration issues?"
Answer:
That's a great question. Our trucks are designed with compatibility and seamless integration in mind. They come with industry standard features and align with the needs of your existing fleet. We offer a complimentary integration consultation to assess any challenges and provide tailored solutions. With this level of support we're confident we will enhance your performance without any hiccups. Would you like me to schedule the integration consultation or move forward with the next steps in securing the truck for your fleet?
Feedback:
The response effectively addresses the prospect's concern about integration issues by highlighting the design focus on compatibility and offering a complimentary consultation. The tone is professional and reassuring, which suits the trucking industry well. The closing technique is appropriate as it provides a clear next step for the prospect. However, it could benefit from asking additional questions to delve deeper into the specific needs of the prospect's current fleet to further showcase curiosity and discovery. Overall, the response demonstrates a solution-focused approach and a commitment to collaboration.
7.
8
/ 10Question:
"The last time I bought a truck, I faced major delays in delivery; what guarantees do you have that this won't happen again?"
Answer:
I completely understand how frustrating delivery delays can be and we take that concern very seriously. We pride ourselves on our reliable delivery process which is supported by real time tracking and dedicated logistics teams. We also offer a delivery guarentee. If delays occur beyond our control you'll receive priority support and compensation options to minimize any impact on your operations. We are confident in providing you with a smooth and timely delivery experience. When would you like us to schedule your delivery?
Feedback:
The response effectively acknowledges the prospect's frustration, demonstrating active listening and empathy. It clearly communicates the company's commitment to reliability and offers tangible solutions like real-time tracking and a delivery guarantee, which are essential in the trucking industry. However, it could further improve by inviting the prospect to share their past experiences with delays to build a more collaborative dialogue. Additionally, while the closing question is direct, it could be softened to emphasize understanding their timeline better rather than pushing for a decision immediately. Overall, a solid response, but with room for enhancement in curiosity and collaborative engagement.
8.
8
/ 10Question:
"I'm concerned about how easy it will be for my team to get trained on this new model; what support do you offer for that?"
Answer:
That's a valid concern and we've made sure to prioritize ease of training for teams adopting our trucks. we provide comprehensive onboarding support, including in person training sessions for your teams needs. Our program covers everything from basic operations to advanced to ensure your team feels confident from the beginning. We also have 24 hour support. Would you like me to schedule a demo for your team?
Feedback:
The response effectively addresses the concern about training by highlighting the comprehensive onboarding support and availability of 24-hour assistance. The tone is professional and supportive, which is appropriate for the trucking industry. The offer to schedule a demo is a good closing technique, inviting further engagement. However, the response could benefit from more curiosity and discovery by asking the prospect about their specific training needs or challenges. Overall, it's a strong answer but could be improved with a bit more engagement on the prospect's part.
9.
6
/ 10Question:
"I'm really busy with a project right now, so I'm not ready to dive into a new purchase; can we revisit this in a few months?"
Answer:
I completely understand how busy you are right now. How about we schedule a follow up in a time that works best for you. Would you like to pencil something in for next month or would you like it to be further out
Feedback:
Your response shows a good understanding of the prospect's busy schedule, which is important in the trucking industry where time is often tight. However, it could be improved by offering to provide value in the meantime, like sending information that could help with their current project. This way, you're not just pushing the follow-up but also staying relevant. Additionally, suggesting a specific time frame for the follow-up could help prompt a decision. Overall, you demonstrate active listening and a collaborative approach, but you missed an opportunity to further explore their needs or offer solutions that could save them time.
Score: 6
10.
8
/ 10Question:
"How do I know that this model will really meet my needs better than the one I'm currently using?"
Answer:
That's a great question. We can provide side by side comparisons with what you have now and include savings. What needs are most important to you?
Feedback:
The response effectively addresses the prospect's concern by offering a side-by-side comparison, which is a practical approach in the trucking industry where performance and cost savings are critical. The salesperson maintains a good tone by acknowledging the question and inviting the prospect to share their priorities, which demonstrates curiosity and a solution-focused approach. However, it could be improved by briefly highlighting specific advantages of the new model to pique interest before asking about the prospect's needs. Overall, this response shows promise but could enhance value exploration and rapport-building.
Score: 8