Portable buildings
Sales Assessment Results
45
Needs Improvement
10 questions
Maximum score: 100
Completed in
It's clear that you're struggling to connect with prospects on a deeper level, and this is reflected in your average score of 4.5. Your attempts at addressing objections show potential, but they often fall short of engaging the customer meaningfully. You have a tendency to provide information without truly listening or exploring the prospect's unique situation. This is a critical area for improvement; sales is as much about listening as it is about talking. Your responses could greatly benefit from incorporating more specific, targeted questions that uncover the prospect's pain points and financial considerations. Techniques like Consultative Selling and the SPIN Selling framework could elevate your game, helping you to ask the right questions that lead to a more personalized conversation.
You also need to work on your tone. Many of your responses come off as generic and lack the warmth and empathy that are vital in building rapport. Remember, people buy from those they trust and feel understood by. Try to adopt a more customer-centric approach that emphasizes understanding their needs and providing tailored solutions. This is not just about selling a product; it's about offering a solution that genuinely helps the prospect.
Your coaching moment: think of each interaction as a conversation, not a transaction. Engage your prospects with curiosity and empathy, and watch how it transforms your sales conversations. Start treating the sales process like a partnership—one where you’re not just pushing for a sale, but rather collaborating to find the best solution for their needs.
Question Breakdown
1.
4
/ 10Question:
"I'm really concerned about monthly payments; can I afford this right now?"
Answer:
Let's look at the value you receive for your investment.
Feedback:
The response begins to address the objection by shifting the focus to the value of the investment, which is a good approach. However, it lacks specificity. It would be more effective to acknowledge the concern about affordability directly and explore the prospect's budget and financial situation. Asking questions to understand their financial constraints or what they consider affordable would demonstrate active listening and curiosity. Additionally, a closing technique, such as offering flexible payment options or a trial period, could help alleviate their concerns about monthly payments. Overall, the response is too vague and doesn't fully engage with the prospect's specific worry.
2.
5
/ 10Question:
"I'm not sure if this portable building will fit my current lifestyle needs – what if it doesn't?"
Answer:
You have indicated you need storage and it is portable so if at some point you move, this will be able to follow you. These buildings have multiple applications so as your situation changes, so will the use of the building
Feedback:
The response does touch on the portability and versatility of the building, which is a good start. However, it misses an opportunity to delve deeper into the prospect's specific lifestyle needs by asking clarifying questions. It could have benefited from a more empathetic tone, acknowledging the concern about fit before providing reassurance. Incorporating a closing technique to prompt further discussion or commitment could also enhance the effectiveness of the response. Overall, while it addresses the concern to some extent, it lacks depth and engagement.
3.
5
/ 10Question:
"I’ve seen cheaper options elsewhere; why should I choose your building over them?"
Answer:
You are investing in quality, follow up and service. The lowest price won't necessarily deliver those to you.
Feedback:
The response addresses the objection by emphasizing the importance of quality and service over price, which is relevant for the portable buildings industry. However, it lacks depth and doesn't fully explore the specific benefits of your buildings compared to cheaper options. It could improve by asking questions to discover what the prospect values most about their purchase, which would allow for a more tailored response. Additionally, incorporating a closing technique, such as suggesting a conversation to discuss specific needs, could strengthen the approach. Overall, it’s a decent start, but it needs more engagement and exploration of value.
4.
4
/ 10Question:
"How can I be certain your building will withstand seasonal weather changes?"
Answer:
Our warranties stand the test of time, the quality of the components is unmatched in the industry and the craftsmanship is excellent. We are the best in the market and recently we did have a small building that got blown about 20 feet and ended up on its side. After inspection, the building was righted and no repairs other than cosmetic were necessary
Feedback:
The response does provide some reassurance about the product's quality and durability, but it lacks a structured approach to effectively address the customer's concern. It could have benefited from a more solution-focused response that highlights specific features or testing protocols that demonstrate the building's resilience to weather changes. Mentioning the warranty is a good start, but the overall tone could have been more engaging and less boastful. A better approach would include asking the prospect about their specific concerns regarding seasonal weather or sharing testimonials from other customers who faced similar conditions. Additionally, the anecdote about the small building being blown about could be perceived as a negative rather than a positive unless framed correctly. Overall, the response is somewhat informative but misses the opportunity for deeper engagement and reassurance.
5.
4
/ 10Question:
"I have a few other projects on my plate right now; is this the best time to invest in something like this?"
Answer:
If your priority is to secure and protect your stuff, this is an affordable way to check this off your list
Feedback:
The response touches on the urgency of securing and protecting belongings, which is a good start. However, it lacks depth in addressing the prospect's concern about timing and the other projects they have. A more effective approach would be to ask follow-up questions to understand their current projects better and explore how the portable building can fit into their priorities or alleviate some of their workload. The tone is straightforward, but it could benefit from a more empathetic and consultative style to build rapport. Overall, the response could be improved by engaging the prospect in a dialogue and emphasizing the long-term value of investing now rather than later.
A score of 4 for limited engagement and exploration of the prospect's situation, but a decent attempt at urgency.
6.
4
/ 10Question:
"There's a lot of uncertainty in the market; what if I regret this decision?"
Answer:
Certainly life is uncertain. We have reviewed your options and come to the conclusion that this is the most effective and affordable approach to addressing your needs. Let's get this done.
Feedback:
The response lacks empathy and fails to directly address the prospect's concern about market uncertainty and potential regret. It would benefit from acknowledging the uncertainty and exploring the prospect's feelings about making a decision in such a climate. While it hints at a solution, it does not engage the prospect in a meaningful way through questions or reassurance. A more effective response could include asking the prospect about their specific concerns, reinforcing the value of the portable building in addressing their needs, and perhaps discussing a risk mitigation strategy, like a satisfaction guarantee. The closing technique is a bit abrupt and could come off as pushy rather than collaborative. Overall, the response could improve significantly in terms of active listening and a solution-focused approach.
7.
5
/ 10Question:
"I'm worried about my team adapting to a new portable solution—what support do you offer?"
Answer:
The storage building is a simple and direct answer to your need. Any technological questions including after market servicing will be addressed personally by me or the factory.
Feedback:
The response provided directly addresses the prospect's concern about adaptation by mentioning personal support and factory assistance. However, it could be improved by elaborating on specific support options available for team training or onboarding. Using a more engaging tone that reassures the prospect about the transition would also enhance the effectiveness. Additionally, incorporating a closing technique that encourages further dialogue or a follow-up could strengthen the response. Overall, while the answer acknowledges the concern, it lacks depth and warmth.
8.
4
/ 10Question:
"I need to run this by my partners first; can you give me a compelling reason to push for this?"
Answer:
Does it address the needs we discussed? Are you comfortable with how I've described how it works? I have hopefully addressed your concerns, but if I missed anything, please feel free to reach out.
Feedback:
The response fails to directly address the objection about needing to consult with partners. Instead of providing a compelling reason to push for the decision, it shifts the focus back to the prospect without reinforcing the value of moving forward. A more effective approach would be to highlight the unique benefits of the portable building and perhaps share a success story or testimonial that might sway the partners. Additionally, asking a question that encourages the prospect to consider the benefits for their partners could foster collaboration. Overall, the tone is friendly, but it could be more assertive in reinforcing the value proposition.
Score: 4
9.
4
/ 10Question:
"I've had a bad experience with a previous vendor for similar products; how do I know this will be different?"
Answer:
Are you comfortable with what I have presented so far? Do you have any questions about our products or our company? We strive to stay ahead of any issues
Feedback:
The response does acknowledge the prospect's previous bad experience but lacks depth in addressing their concern directly. It would benefit from showing empathy and understanding towards the negative experience they've had. Instead of asking if they're comfortable, you could have used a more solution-focused approach by discussing how your company actively addresses issues and what safeguards you have in place. This could include sharing testimonials or case studies from satisfied customers to build trust and demonstrate value. A closing technique could also have been included to encourage further dialogue or a commitment to discuss next steps. Overall, the response feels somewhat generic and doesn't fully explore the prospect's emotional context.
A score of 4 reflects the need for better engagement and a more tailored response to the objection.
10.
6
/ 10Question:
"If I decide to go with your portable building, what’s the timeline for delivery and setup?"
Answer:
We deliver in 4-8 business days, subject to weather and holidays
Feedback:
The response provides a clear answer to the prospect's question about the timeline for delivery and setup, which is essential in addressing the concern. However, it lacks engagement and warmth, which can enhance the prospect's comfort level. It could benefit from a more conversational tone and perhaps an offer to discuss any specific needs or conditions that may affect the timeline further. Additionally, it would be helpful to explore the prospect's urgency or any particular deadlines they might have to personalize the response. Overall, while the information is accurate, the delivery could be improved to foster a better connection with the prospect.