Distribution
Sales Assessment Results

45
Needs Improvement
10 questions
Maximum score: 100
Completed in
December 19, 2024
Let’s get straight to it: your performance shows you’ve got some potential, but it’s largely buried under a lack of specificity and engagement. You’ve demonstrated a decent grasp of acknowledging customer concerns, which is an essential step in active listening, but your responses often lack depth and a clear value proposition. The need to provide specific solutions and highlight unique product benefits is glaringly absent. You’ve got some good instincts when it comes to addressing objections, but there’s a pattern of leaving the prospect hanging without guiding them toward a next step or closing the conversation effectively. You really need to dive into solution-focused selling and value proposition selling. These techniques will help you articulate not just what your product does, but why it’s the right fit for your prospect, and how it can solve their problems in a way that’s clear and compelling. Remember, every interaction is a chance to build trust and rapport. Your coaching moment? Think of your sales conversations as opportunities to partner with your prospects, not just to sell to them. Ask thoughtful questions, actively listen, and aim to lead them to a conclusion where they feel informed and confident in their next step. You’ve got work to do, but I believe you can turn this around!

Question Breakdown

1.
4
/ 10
Question:
"We've had issues with similar products in the past; how can I be sure this will work for us?"
Answer:
I totally hear that, i am so sorry for your difficulties in the past. I cant talk for their products but what I offer you is a tailored solution to what you want and we can keep tweaking it to make sure its working as you want.
Feedback:
The response acknowledges the prospect's past issues, which is a good start in terms of active listening. However, it lacks specificity and fails to directly address the concern about assurance and reliability. A more effective approach could have included a brief mention of your product's unique features or benefits that differentiate it from previous products the prospect has experienced issues with. Additionally, offering a trial period or a guarantee could enhance the trust factor. Overall, while the intention is positive, the execution falls short in exploring value and providing a solution-focused approach. A closing technique could have also been beneficial to steer the conversation towards a more definitive next step.
2.
5
/ 10
Question:
"Our team is already overwhelmed with current projects; can this really be a priority right now?"
Answer:
It is not a priority for you at this moment as you dont have this specific project going on currently. But this will be a priority when your project starts and I want to be able to be there to guide you through it. Lets book a date and a time to chat after your current project is off your books and we can help with your future needs.
Feedback:
The response shows an understanding of the prospect's current situation and acknowledges their workload, which is a good start. However, it lacks a clear solution or value proposition that emphasizes why the conversation is essential now, even if it's not a priority. Instead of simply deferring to a later date, the salesperson could have briefly discussed the potential benefits of planning ahead or how the service can alleviate future burdens. Additionally, the tone could be more empathetic and engaging to build rapport. Asking a question to explore the prospect's future needs or challenges could have demonstrated curiosity and active listening more effectively. Overall, the response is somewhat effective but could be greatly improved.
3.
4
/ 10
Question:
"I need to compare this with alternatives before making a decision; how do you stack up?"
Answer:
There is no one in the market like us. You can definitely look around and do your research. We tailor our products for your specific needs and everthing is custom build for you. so we are very confident after you go look around and compare you will see that we are your best partner
Feedback:
The response lacks a structured approach to addressing the objection. While it mentions the uniqueness of the product, it does not provide specific comparisons or highlight key differentiators that would encourage the prospect to see the value in choosing your solution over alternatives. Additionally, the tone could be perceived as dismissive rather than collaborative. A better approach would involve asking questions to understand what alternatives the prospect is considering and what specific features they value. This would not only demonstrate curiosity and active listening but also allow for a more tailored response. Overall, the closing technique is missing, as it doesn't guide the prospect towards a decision or next step. Score: 4/10 for missing engagement and comparative value exploration, but recognizing the need for research.
4.
6
/ 10
Question:
"What support can you guarantee after the purchase, especially if we run into trouble?"
Answer:
We will be there with you until your event is over and you are satisfied completely. If you are not, we back everything and fix whatever issues you feel where not perfect. We dont rest until we here from you that you are 100% satisfied
Feedback:
The response does a decent job of addressing the objection, emphasizing commitment to support and customer satisfaction. However, it lacks specificity about the types of support offered, which is crucial in the distribution industry where operational issues can arise. Clear communication is adequate, but the tone could be more professional. It could benefit from a closing technique to reinforce confidence in the purchase decision, such as asking if the prospect has any specific concerns about support. Additionally, the response misses an opportunity to ask thoughtful questions to further explore the customer's needs or concerns. Overall, it shows an understanding of active listening and a collaborative approach but needs more detail and structure.
5.
4
/ 10
Question:
"I'm concerned about how this will integrate with our existing systems; can you address that?"
Answer:
yes, thanks for bringing that up. Our products are not system based so we dont have to worry about that. This is a tangible based product. May I ask what you forsee would be an issue with the integration knowing this fact about us?
Feedback:
The response addresses the concern about integration but lacks clarity and detail. While it acknowledges the question, it misses an opportunity to dive deeper into the prospect's specific concerns and provide reassurance about how the product can seamlessly fit into their operations. The tone is somewhat dismissive, which could alienate the prospect. Additionally, it does not effectively highlight any unique value or benefits of the product related to integration. Asking for their perspective is good, but it should have been coupled with more informative content. Overall, this response could benefit from a stronger focus on solution exploration and a more collaborative approach.
6.
7
/ 10
Question:
"With the current economic climate, I'm hesitant to commit to a new vendor; how do you handle price fluctuations?"
Answer:
Great Question! I am glad you brought that up. Our pricing is not set in stone. We understand the market does fluctuate. In fact it can be for your benefit. recently we were working with another client on a project and one of the items they were putting in to their kit was non brand specific and we were able to find them a closeout alternative that was over 50% cheaper. We look for the best deals to be able to offer you savings. How does it currently work with your vendors? Are they able to look for your best interests and bottom line every time?
Feedback:
The salesperson did a good job addressing the objection by acknowledging the concern about price fluctuations and providing a relevant example of how they helped another client save money. This aligns well with a solution-focused approach and demonstrates value. However, the response could have benefited from a clearer closing technique or a direct reassurance about how their pricing model can adapt over time to mitigate risks for the prospect. Asking about their current vendor's practices was a nice touch to foster curiosity and discovery, but more insight into how the salesperson's solutions specifically align with the prospect's needs could enhance the conversation. Overall, there’s a solid foundation, but it could be improved with more emphasis on the collaborative approach and building rapport. Score: 7
7.
5
/ 10
Question:
"There are so many stakeholders involved; how do we ensure everyone is on board with this choice?"
Answer:
Love that question! Yes, the more the merrier! Let me ask you - How does it work now with you folks? How do you work with your current vendors to make everyone happy? We set up a group email so everyone sees how the project is going, from quoting it, building it, to the delivery. We make sure there are current updates going out to the whole team that you choose.
Feedback:
Your response acknowledges the prospect's concern about multiple stakeholders, which is a great start. However, your initial answer, "Yes, the more the merrier!", comes off as a bit flippant and doesn't directly address the challenge of alignment among stakeholders. Instead, you should focus on the implications of misalignment and how your solution can facilitate collaboration. The follow-up questions you asked about their current process are good for gathering information, but consider incorporating how your solution could improve their existing methods. A more structured response that highlights specific benefits and solutions would strengthen your position. Overall, while you did engage the prospect with questions, the tone could use more professionalism and clarity.
8.
5
/ 10
Question:
"I like what I see, but I'm worried about how this fits into our long-term strategy—can you clarify that?"
Answer:
sure, thanks for asking. Can you clarify what your long term strategy is to make sure we are on the same page? thanks! yes, that sounds exactly like this is your fit. you are providing help out to your clients and this project answers the needs. When you see the success and how easy it is to work with us, it will make your future events and projects so much easier as youll have a huge weight lifted off your head and you can just focus on growing and executing while we make the magic happen on the back end. so for your long term strategy this is a great fit and takes time and energy off your hands.
Feedback:
The response addresses the objection by asking for clarification on the client's long-term strategy, which is a good approach to align offerings with client needs. However, it lacks focus and depth in exploring how the solution specifically supports their strategy. The transition to discussing the benefits of working with your company feels a bit vague and doesn't directly tie back to the client's concern about alignment with their strategy. Furthermore, the tone could be more professional and less casual to match the distribution industry's expectations. Overall, while there are elements of curiosity and attempts at solution-focused selling, the response could be more structured and convincing in demonstrating value and connection to the client's long-term goals. A clearer connection to their strategy and more detailed examples of how your solutions align would enhance the effectiveness. Score: 5
9.
3
/ 10
Question:
"What if we don't see the ROI we expect?"
Answer:
I know this will sound casual, but there is no ROI for the books. So it will be hard to justify that. Your ROI will be in the manhours saved, the costs of doing the projects, and the headaches removed.
Feedback:
The response does acknowledge the objection about ROI but lacks a strong, solution-focused approach. By stating that there is no ROI, it may leave the prospect feeling uncertain and unsupported. Instead, the salesperson could have emphasized specific benefits and how those translate into tangible returns, perhaps referencing case studies or metrics from similar clients. Additionally, the tone could be more professional to align with the distribution industry. Questions could have been posed to uncover the prospect's expectations and concerns further, creating a more collaborative discussion. Overall, clarity is needed in the communication, and the response could benefit from more curiosity and active listening. Score: 3/10 for acknowledging the concern but failing to provide a compelling solution or value demonstration.
10.
2
/ 10
Question:
"I know your company is reputable, but how can I trust that this solution won't become obsolete quickly?"
Answer:
Due to the fact this is a basic item and the world revolves around it :)
Feedback:
The response to the objection lacks depth and does not effectively address the prospect's concern about obsolescence. It dismisses the question with a vague statement that doesn't provide any reassurance or evidence of the solution's longevity. A more effective approach would have involved discussing the solution's adaptability, customer support, and any future-proofing measures in place. Overall, the tone is overly casual for a trust-related concern, which could diminish credibility. This response demonstrates a lack of curiosity and discovery, as no questions were asked to further understand the prospect's specific fears. A score of 2 reflects the need for a more solution-focused and engaging approach that acknowledges the prospect's concerns seriously.
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