Automotive Wheel Alignment System
Sales Assessment Results
52
Needs Improvement
10 questions
Maximum score: 100
Completed in
Look, we need to talk about your performance, and it's not pretty. Scoring an average of 5.2 shows that you're just not hitting the mark. You’ve shown glimpses of potential, particularly with your proactive approach to suggesting site visits and your willingness to assure prospects about training resources. But let’s be real, you're missing the crucial details. Your responses often lack clarity and specificity, which is essential in sales. For instance, when addressing budget concerns, you need to dive deeper and provide concrete examples. This isn't just about throwing out buzzwords or general statements; it’s about connecting those dots for the prospect.
Your consistent pattern of engaging but vague responses is a pattern we need to break. You need to stop assuming that the prospect knows what you mean. Instead, ask more targeted questions that show curiosity about their specific concerns. I suggest you spend some time studying the SPIN Selling technique and Objection Handling Techniques. These will help you uncover needs and address concerns more effectively, transforming your conversations from generic to genuinely insightful.
Here’s your coaching moment: remember that sales is not just about what you say; it’s about how you say it. If you want to inspire confidence, you need to back up your assurances with specific details and examples. Get personal, get specific, and most importantly, get better. You can do this!
Question Breakdown
1.
2
/ 10Question:
"We have to consider the budget allocation for this quarter; can you justify the ROI on this alignment system?"
Answer:
Using your monthly car count at your established Alignment rate, we can absolutely show you the current roi you will see. Offering every car that comes into the shop an alignement check will help grow those numbers to even more return.
Feedback:
The response lacks clarity and does not effectively address the budgetary concern. While mentioning ROI is relevant, it fails to provide specific calculations or examples that directly justify the investment. There is no exploration of the client's specific budget constraints or a detailed discussion on how the alignment system impacts their overall financial situation. Additionally, asking follow-up questions to understand their budget better would have shown curiosity and active listening. Overall, the communication is unclear and does not engage the prospect effectively.
2.
4
/ 10Question:
"Before we commit, how does your solution ensure compliance with the latest automotive regulations?"
Answer:
With our connected aligners you can rest assured that you will have the most up to date software & specs uploaded to your unit. We release 3 to 4 updates through out the year to keep you current.
Feedback:
The response addresses the compliance concern by emphasizing the connected aligners and regular software updates. However, it lacks specific details about how these updates relate to regulatory compliance, which would strengthen the response. Additionally, there is no mention of the processes or standards used to ensure compliance, making it seem generic. It could be improved by showing curiosity and asking the prospect about their specific compliance needs or challenges. Overall, while it provides some assurance, it falls short of being comprehensive and engaging.
3.
6
/ 10Question:
"I’m worried about the implementation process; how will it affect our current operations?"
Answer:
Our install process is pretty quick and effecient. What concerns do you have in regards to your daily operations? Would it be better to arrange install and setup after hours or on a weekend to keep interuptions as minimal as possible? Training can be done as a group or one on one as needed to keep your shop operations flowing.
Feedback:
The response begins positively by assuring the prospect that the installation process is quick and efficient, which is good. However, it lacks specific details about the implementation process itself, such as timelines, potential challenges, and how these will be mitigated. By asking about the prospect's concerns regarding daily operations, you show curiosity, but it would be more effective to directly address any common concerns related to implementation that similar clients have faced. Suggestions for after-hours or weekend installations are thoughtful, but expanding on how you will ensure a seamless transition would bolster confidence. Overall, while the approach shows some engagement, it could benefit from more detail and reassurance regarding the implementation's impact on operations.
4.
6
/ 10Question:
"I need to know if your system can integrate seamlessly with our existing platforms; what’s the compatibility like?"
Answer:
Lets go take a look at your current platforms. What are your concerns in regards to compatibilty? Our aligners have been installed with various manufacturers lifts with little to no problems. Most problems can be headed off by measuring your current shop bay distances. Allowing me to verify we have the proper space needed. Looking over your lift and making sure its in good and proper working order as well as being level with correct lock functions will streamline the integration to make a flawless setup & installation.
Feedback:
The response shows a proactive approach by suggesting a site visit to assess compatibility, which is a strong move to establish trust and engagement. However, it could benefit from more structured information regarding specific compatibility features of your system. While addressing potential concerns about space and equipment condition is relevant, it would enhance the response to also mention any known integrations with common platforms or systems in the industry to build confidence. Additionally, asking more targeted questions about the prospect's existing systems would demonstrate curiosity and encourage dialogue. Overall, the answer is a step in the right direction but lacks clarity and detail on how the system's compatibility works in practice.
5.
5
/ 10Question:
"What hidden costs should I be aware of beyond the initial purchase price?"
Answer:
Have you experienced hidden cost in any of your previous equipment purchases? At snapon we strive to elimate the hidden cost by talking to your staff about any specific vehicles or vehicle circumstances they have encountered in the past. We also offer an assortment of add on accessories we can look into adding at time of purchase. Our conway facility keeps most accessories in stock, but adding them now at the time of order will help eliminate down time and waiting. We can offer a site inspection by our installation team to thoroughly look the install area over for any concerns as well. And with our platinum peace of mind warranty you will be covered bumper to bumper on your unit for 5 years.
Feedback:
The response begins by asking a thoughtful question to gauge the prospect's past experiences with hidden costs, which demonstrates curiosity. However, it could be clearer about specific hidden costs related to the alignment system itself, such as potential maintenance expenses, training costs, or integration challenges. While mentioning proactive measures like discussing accessories and offering a site inspection is valuable, it feels more like a list than a cohesive narrative, lacking a focus on how these solutions directly address the hidden costs concern. Additionally, while the warranty is a nice touch, it should be tied back to the overall theme of transparency regarding costs. Overall, the response shows some engagement but could benefit from a tighter focus on hidden costs directly associated with the purchase and operation of the alignment system.
6.
6
/ 10Question:
"How can we be sure this alignment system won’t disrupt our current workflow and daily operations?"
Answer:
Our installers come ready to work with all the needed tools and equipment. Working quick and effecient we wont be inturpting any of your techs or keeping them from working on vehicles as needed. The alignment system takes up a small footprint in the bay and the cabinet on wheels can be moved as need. What are your specific concerns on how this unit may affect operations? We provide all the proper training to make sure your team knows how to use the alignment system properly and effeciently, which will help speed up productivity and cut down on dead time.
Feedback:
The response starts positively by assuring the prospect that the installers are equipped to work efficiently, which is a good approach. However, the explanation lacks specific details about how disruptions will be minimized during the installation process itself. Mentioning the small footprint and mobile cabinet is helpful, but it could have been more impactful if you provided specific examples or experiences from similar clients who faced minimal disruption. Additionally, while asking about the prospect's concerns shows curiosity, it would be beneficial to preemptively address common worries about workflow interruptions based on past implementations. Overall, the answer demonstrates some engagement and a solution-focused mindset, yet it requires more depth and reassurance about minimizing disruption during installation.
7.
7
/ 10Question:
"What kind of training services do you offer for our team to get up to speed on this?"
Answer:
Glad you asked. Our in house team has several online training videos that techs can watch and learn from. I had one customer that new very little in the way of doing alignments so I spent extra time with him personally going over key measurements & adjustments. I personally will be the one training your associates, so if they have any questions we can discuss them the day of training. They can also reach out to me anytime via phone call or text. Our machines have many built in features taken directly from the manufacturers to help techs with post setup requirements and adjustment help. All easily accessible live any time from the menu options. We can also put a specific training class together for you and your team if you feel that is something you might be interested in.
Feedback:
The response effectively highlights the availability of online training resources, which is a positive aspect. Mentioning that you personally train associates adds a personal touch and reassures the prospect of support. However, the response could be clearer and more concise; there are some redundant phrases that dilute the overall message. It would be beneficial to outline the specific content of the training videos and how they align with the specific needs of the prospect's team. Additionally, while offering personalized training sessions is a great idea, suggesting a follow-up discussion to tailor the training to their specific operations could further engage the prospect and demonstrate thorough understanding. Overall, the approach is engaging, but clarity and focus on specific training benefits would enhance the response further.
8.
5
/ 10Question:
"Given the competitive market, what differentiates your system from alternative solutions we’ve considered?"
Answer:
Thats a good question. John bean came up with the first optical wheel aligner in 1947, as well as the first alignment system with built in training in 1987. Many of our patents were used in other manufacturers units all because snapon and john bean were ahead of the time compared to others. John Bean was the first aligner to use 3D technology with exceptional speed and accuracy. We work extremely close with all the oems to make sure we have the most accurate and up to date specs and information to deliver to you. Being the largest automotive equipment manufacturer in the world you have full coverage with the help of our franchisee team from hand tools, diagnostics, tool storage and under car body equipment. No other company out there offers all of that under one brand.
Feedback:
The response provides a historical context about the John Bean brand and its innovations, which is a good starting point in establishing credibility. However, it lacks a clear and direct comparison with competitors, which is crucial when differentiating the product. Instead of focusing solely on past achievements, it could benefit from emphasizing specific features and benefits of the current system that solve the prospect's unique challenges. Additionally, mentioning how these differentiators translate into tangible benefits for the prospect's operations would enhance the response. Lastly, engaging the prospect with questions about their specific needs or concerns regarding competitors would help foster a more collaborative dialogue. Overall, while the answer contains valuable information, it needs to be more focused on the prospect's perspective and immediate needs.
9.
6
/ 10Question:
"What can you tell me about your support availability after we implement the system?"
Answer:
Having the support you need when you need it is very important. There are several options available to you at any time. Myself, our local service team and our tech support line. We have live representatives that will answer your call to assist with any questions or trouble shooting problems you may have. Our local service team can be called directly or dispactched out from our home office. You also have my number that i can be reached at. Keeping me involved and notified of any issues Ive had customers get problems handled in a timely matter. Our connected aligners also have a great feature that allows our in house crew to connect directly to the unit when ever the situation arises. Help saving you time and money.
Feedback:
The response effectively emphasizes the availability of support through multiple channels, which is a strong point. Mentioning that you can be contacted directly personalizes the support experience and builds trust. However, the answer lacks specific details on the availability of these support options, such as hours of operation for tech support, response times for local service teams, or examples of how issues have been resolved quickly in the past. Additionally, while the mention of connected aligners is valuable, providing clarity on how this feature works in practical terms would enhance understanding. Including a follow-up question to uncover any specific support needs the prospect might have could further engage them. Overall, the response demonstrates a customer-centric approach but would benefit from more clarity and specifics regarding support availability.
10.
5
/ 10Question:
"Can you provide examples of similar companies that have seen long-term value from this investment?"
Answer:
I can defiantly get you some contact numbers for other shop owners that have purchased our equipment and have great success. Just recently I had a shop owner that is 60 years of age and he is just starting his aligner business because he sees the value and opportunity there is for a return on investment. We also have several repeat customers that have upgraded or traded in there older equipment simply due to low maintenance cost, ease of use, and the profitability the unit generates. Shop owners are seeing more cars come in for suspension and alignment repairs and want to make sure they have a trusted brand to do the job right the first time.
Feedback:
The response begins positively by offering to provide contact numbers for shop owners, which is a great way to demonstrate the credibility of your product through peer references. However, it lacks specific examples or case studies that detail the long-term value these customers have experienced, such as quantitative metrics or success stories that highlight profitability or operational improvements. While mentioning the 60-year-old shop owner's new venture adds a personal touch, it would be more effective if it included specific results achieved by similar clients. Additionally, the use of phrases like 'great success' is vague and could be more compelling with data or testimonials. Overall, while there is some engagement and an attempt to provide reassurance, the response could be significantly improved by including concrete examples and clearer evidence of long-term value for potential customers.