Cold Calling
Sales Assessment Results by Jesie Masambay
64
Developing Closer
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: you’ve put forth some decent effort, but it’s clear you’re still finding your footing in the sales world. Your average score of 6.4 tells me you’ve got potential, but there’s a lot of room for improvement. Your strongest sales technique seems to be your ability to address concerns and build rapport with prospects. You effectively acknowledge their worries and offer collaborative solutions, which is a great start. However, too often you’re missing the mark on clarity and detail. You need to present a stronger solution-focused approach that directly tackles their specific pain points.
One consistent pattern is your tendency to offer a solid foundation but then skimp on the details that would make your responses really shine. You mention impressive metrics like a 90% success rate, but then fail to connect them to the prospect's concerns, which dilutes your credibility. You also have a habit of grammatical errors that undermine your professionalism.
To up your game, I suggest diving deeper into the Solution Selling and SPIN Selling techniques. These will help you not only identify but also articulate tailored solutions that resonate with your prospects’ needs. It’s about being specific and showing them the value in real terms.
Remember, clarity is key. Think of every interaction as a chance to tell a story that highlights how you can solve their problems. Your coaching moment? Each response is a dialogue, not a monologue. Invite your prospects into the conversation. Ask them questions that uncover their specific needs, and then connect your solutions back to those needs with compelling examples. You’ve got this!
Question Breakdown
1.
4
/ 10Question:
"Our current vendor has provided us with reliable service, and changing now feels risky, especially with our budget constraints."
Answer:
I completely understand the hesitation. Switching can feel risky, but with us, you're not just getting reliability but you're also gaining a proven track record of recovering funds faster and more efficiently. In fact, we've helped businesses with 91% success rate. I'd love to show you how we can do this with zero risk. Would a quick minute to discuss your specific situation make sense?
Feedback:
Your response acknowledges the prospect's hesitation, which is a good start. However, the statement contains several spelling errors (e.g., "jsut" instead of "just" and "provent" instead of "proven") that undermine your professionalism. You mention a 91% success rate, which is a strong point, but you need to connect that directly to their specific concerns about reliability and budget constraints. Asking for a quick discussion is a good closing technique, but you should also explore their specific pain points and needs more deeply. Overall, the response lacks clarity and a strong solution-focused approach that directly addresses their worries about risk and budget.
2.
5
/ 10Question:
"How can you guarantee that your solution will deliver the promised ROI within our fiscal year, given that we have a lot on the line?"
Answer:
We have a success rate of 90% so far and have our clients testimonial in our websites to back them up. Our process is design to be quick ensuring you see results within your fiscal year. Let's discuss your specific case so we can outline a clear ROI timeline for you.
Feedback:
Your answer starts strong by presenting a solid success rate of 90%, which is a relevant metric. However, it lacks detail on how exactly your solution guarantees ROI. While mentioning client testimonials is good, it would be more effective to provide specific examples or case studies that clearly demonstrate ROI achieved by similar clients. The phrase 'design to be quick' contains a grammatical error; it should be 'designed.' Additionally, while you're suggesting a discussion about their specific case, consider outlining what the discussion would entail to pique their interest further on the topic of ROI. Overall, your response needs to be more detailed and solution-oriented to effectively address the prospect's concerns about ROI within their fiscal year.
3.
6
/ 10Question:
"I'm concerned about the potential hidden costs associated with implementation and long-term maintenance—can you provide clarity on that?"
Answer:
Absolutely! Our pricing is transparent with no hidden fees. We only succeed when you do, so there are no upfront costs and you only pay when we deliver the service. There are also no long term maintenance fees, just results-driven service. I'd be happy to break down the details for you.
Feedback:
Your response effectively addresses the prospect's concern about hidden costs by emphasizing transparency and a results-driven approach. However, while stating that there are no long-term maintenance fees and upfront costs is positive, it could be enhanced by specifying what 'results-driven service' entails. Including examples of how costs are managed throughout the implementation and maintenance phases would add depth to your answer. Additionally, inviting the prospect to discuss specific details about their situation could further engage them and build rapport. Overall, your response is clear and concise, but it could benefit from more detail and a collaborative approach.
4.
7
/ 10Question:
"Our team is already stretched thin with current projects; how do you expect us to manage the onboarding process without impacting our productivity?"
Answer:
We'll handle the heavy lifting for you. Our onboarding is quick and hassle-free, requiring minimal effort from your team. We provide clear step-by-step guidance and dedicated support, ensuring a smooth process without disrupting your current projects. Let's discuss about how we can make this seamless for you.
Feedback:
Your response effectively addresses the prospect's concern about productivity by emphasizing that your company will manage the heavy lifting during onboarding. Highlighting that the process is quick and hassle-free is useful, but it would be beneficial to provide more specific details about what the onboarding entails. For instance, mentioning the estimated time commitment from their team or sharing examples of previous successful onboarding experiences could help build trust. While your willingness to discuss further is positive, consider inviting them to share their specific concerns or constraints first, which would demonstrate curiosity and active listening. Overall, your answer is clear and reassuring but could be strengthened with additional details and a more collaborative approach.
5.
7
/ 10Question:
"Given the current economic climate, we need to be cautious about any luxury investments—how would you position this as a necessity?"
Answer:
This is not luxury. It's strategic move to protect your revenue and cash flow. As a business development company, ensuring liquidity is essential for funding growth, investments and daily operations. let's explore how we can maximize your cash flow with zero risk.
Feedback:
Your response effectively reframes the solution as a necessity rather than a luxury, which directly addresses the prospect's concern. By emphasizing the strategic role of liquidity in funding growth and operations, you create a sense of urgency and importance. However, the response could benefit from more elaboration on how your solution specifically impacts their cash flow in real terms. Additionally, refining the tone to maintain professionalism (e.g., capitalizing 'let's') would enhance clarity and presentation. While your closing invites further discussion, consider asking a question to engage the prospect more deeply about their specific financial concerns or objectives. Overall, your response is solid but could be strengthened with additional details and a collaborative approach.
6.
7
/ 10Question:
"With technology evolving so quickly, how do I know your product will remain relevant and not become obsolete soon after we invest?"
Answer:
Our solution is build to adapt to evolving payment processor policies and industry changes. We continuously update our strategies and technology to stay ahead, ensuring long-term effectiveness. Plus our proven track record and ongoing success show that we deliver lasting value. Let's discuss how we can future-proof your business with our solution.
Feedback:
Your response addresses the concern about relevance and obsolescence by emphasizing adaptability and continuous updates, which is a strong point. However, consider providing specific examples or details about how your company has adapted in the past or how you plan to do so in the future. This would enhance credibility and trust. The mention of a proven track record is valuable, but it could be more impactful if accompanied by specific metrics or success stories that demonstrate lasting value. While the closing invites further discussion, asking a question about the prospect's specific concerns regarding technology changes could foster a more collaborative dialogue. Overall, your response is solid but could use more detail and a greater focus on engaging the prospect further.
7.
8
/ 10Question:
"Our stakeholders are skeptical about new solutions due to previous failed implementations—how can you build trust in this scenario?"
Answer:
I understand the concerns based on past experiences. To build trust, we can start with a small pilot to demonstrate results before full implementation. We also have case studies and success stories from similar businesses to show proven outcomes. Plus, our team will provide full support to ensure a smooth transition. Would it help to connect with a current client who has successfully adopted this solution?
Feedback:
Your response effectively acknowledges the prospect's concerns regarding skepticism due to past failures, which is important for building rapport. Proposing a small pilot to demonstrate results is a solid strategy that shows confidence in your solution while minimizing risk for the stakeholders. Additionally, mentioning case studies and success stories from similar businesses adds credibility, but it would be beneficial to briefly highlight specific metrics or outcomes from those examples to further instill confidence. Offering full support for a smooth transition is reassuring, but clarifying what that support entails would enhance your response. Finally, the suggestion to connect with a current client is an excellent way to build trust through peer validation, but ensure to ask for their preferences rather than assuming. Overall, your response is strong but could be more effective with additional specifics and a slight refinement in engaging the prospect's input.
Overall, this answer reflects a clear commitment to understanding the prospect's concerns and providing a collaborative solution.
8.
7
/ 10Question:
"There’s a lack of alignment on our buying committee regarding the need for this solution; how do you suggest we navigate those internal politics?"
Answer:
I understand. To align your committee, we can address each stakeholder's priorities and show how our solution meets their needs. A focused discussion or case study could help. Would a session to align concerns be useful?
Feedback:
Your response acknowledges the prospect's challenge with internal alignment, which is a good start. However, while suggesting addressing each stakeholder's priorities is a positive approach, it lacks specificity on how you would facilitate that process. Providing examples of strategies or frameworks you might use to engage the committee would enhance your credibility. Additionally, the phrase ‘session to align concerns’ could be more clearly articulated; consider specifying what this session would entail or how it would be structured. Overall, your response is empathetic and offers a collaborative approach, but it could benefit from more detail and actionable insights to navigate the internal politics effectively.
9.
5
/ 10Question:
"What specific features does your solution have that ensure compliance with our industry's stringent regulatory standards?"
Answer:
Our solution is designed to meet your industry's regulatory standards with features. WE also stay updated with industry changes to ensure ongoing compliance. Would you like a detailed breakdown of how we align with your specific requirements?
Feedback:
Your response attempts to address the prospect's concerns about compliance, but it lacks specific details about the features of your solution that ensure compliance with regulatory standards. Simply stating that your solution is designed to meet these standards is not enough; providing examples or outlining key features would strengthen your response significantly. Additionally, there is a typographical error ('WE' instead of 'We'), which detracts from professionalism and clarity. While the invitation to discuss a detailed breakdown is a positive aspect, it would be more impactful to first provide some insights into the features before asking if they would like more details. Overall, your response needs to be more informative and precise to effectively address the prospect's concerns.
10.
8
/ 10Question:
"Can you outline your customer success strategy and how it will support our needs after the purchase is made?"
Answer:
Absolutely! Our customer success strategy includes dedicated onboarding, proactive check-ins 24/7 support, and ongoing training to ensure smooth adoption. We also provide performance reviews and tailored guidance to help you maximize value. Would you like to discuss a customized success plan for your team?
Feedback:
Your response effectively outlines a customer success strategy, emphasizing key elements like dedicated onboarding, proactive check-ins, and ongoing training, which are crucial for ensuring smooth adoption. Mentioning performance reviews and tailored guidance demonstrates a commitment to maximizing value for the client. However, it could be improved by providing specific examples or case studies that illustrate how these strategies have successfully supported other clients. Additionally, while the invitation to discuss a customized success plan is a good closing technique, consider asking about the prospect's specific needs or challenges to further engage them. Overall, this is a strong response that addresses the objection well but can benefit from more detail and a focus on the prospect's unique situation.