Fleet safety
Sales Assessment Results by John Fontana
70
Professional Closer
10 questions
Maximum score: 100
Completed in
You've shown some solid skills in your sales techniques, particularly in addressing objections and demonstrating a solution-focused approach. Your ability to ask clarifying questions reflects a commendable sense of curiosity, especially when discussing integration and compliance. However, there’s a clear pattern of missing deeper engagement with prospects; many of your responses could benefit from a more tailored exploration of their specific situations and concerns. You often relied on generalities instead of probing for unique insights or pain points. To elevate your performance, consider diving deeper into the prospect’s needs using SPIN Selling or consultative techniques. This will not only enhance your engagement but also foster stronger connections.
Remember, it's not just about delivering information, but about building a conversation that resonates with your prospects. So, next time you find yourself in a dialogue, think of it as a partnership and ask questions that peel back the layers of their concerns. That’s where the magic happens.
Question Breakdown
1.
6
/ 10Question:
"I'm already satisfied with my current fleet safety provider; why should I switch?"
Answer:
A lot of my customers were satisfied with their provider at the time. After meeting with me we were able to identify areas where the current service was lacking. If you give me 5 minutes we can determine if this might be a good fit?
Feedback:
Your response addresses the objection by leveraging past customer experiences, which is a good start. However, it feels a bit generic and doesn't explore the prospect's specific situation deeply enough. You could strengthen your answer by asking a couple of open-ended questions to understand what they value in their current provider and if there are any pain points. This would show that you're interested in their unique needs rather than just making a pitch. Also, the ask for '5 minutes' could be more compelling if you framed it in the context of discovering potential value gaps. Overall, it's a decent attempt but could benefit from more curiosity and a solution-focused approach to engage the prospect better.
2.
7
/ 10Question:
"How will your system seamlessly integrate with our existing technology?"
Answer:
What exactly are you looking to integrate? What are must haves and what are things that aren't important? Our system utilizes an open API so full integration is possible. The benefit of integrated is we can tailor the solution to fit your needs now and provide data on every detail that's important for you while removing the white noise by reporting on things that may not be necessary at this moment. It can always be altered or tailored as the needs of the business change.
Feedback:
The response does a solid job of addressing the objection about integration by asking clarifying questions, which reflects curiosity and discovery. It effectively communicates the flexibility of the system with the mention of an open API and highlights the benefits of tailored solutions for the prospect's specific needs. However, it could improve by explicitly acknowledging the prospect's concerns about integration and providing a more direct assurance or example of successful past integrations to build credibility. The tone is appropriate for a B2B context, but it could be more engaging by emphasizing collaboration and support throughout the integration process. Overall, this response demonstrates a good solution-focused approach, but it could harness more active listening and value exploration.
3.
8
/ 10Question:
"What guarantees do you have that your solution complies with industry regulations?"
Answer:
Our solution is certified by the SAE for vibration testing and complies with all FMCS A regulations for windshield mounting. We've done extensive research to ensure we are compliant with all regulations and I can send that research to you for review. Was there another concern you had regarding compliance? I've got many end users in the area that may have had a similar concern. I'm happy to set up a call so we can talk through it together.
Feedback:
The response effectively addresses the concern about compliance by mentioning specific certifications (SAE for vibration testing) and regulations (FMCSA for windshield mounting). This demonstrates a solid understanding of the industry standards and reassures the prospect about the legitimacy of the solution. The offer to send research for review adds value and encourages transparency. Additionally, the follow-up question about other concerns indicates curiosity and a willingness to engage in further discussion, which is great for building rapport. However, the response could strengthen the closing technique by suggesting specific times for a call rather than just stating willingness, which would create a sense of urgency and make it easier for the prospect to respond. Overall, this is a strong response with room for improvement in urgency and closing.
Score: 8/10
4.
8
/ 10Question:
"I don't see a pressing issue with our current safety measures, so why invest now?"
Answer:
Totally understand that. In the fleet world many of the technology we install and utilize are there for exoneration. Which means after the fact. If you wait you're likely one accident away from drastic costs on repairs and litigation expenses. Our solution will not only exonerate a driver, it can also reduce litigation expenses by taking the guess work out of the claim. Aside from that we offer coaching and scoring for drivers so you can spend time training lower scoring drivers and identify problems before they become serious. Our solution also provides real time alerts to the driver for behavior improvement and alerts managers for immediate actions. These are included in our solution. Most clients see an ROI within 30 days. In fact when we guarantee it. If we cannot provide an ROI in 30 days you can cancel the device for a full refund. This is a case of it's better to have it and not need rather than needing it and not having it. We can be here this Saturday at 10 am or next Friday at 2pm for the install. What works better for you?
Feedback:
The response effectively addresses the objection by highlighting the potential risks of inaction and the benefits of the solution, such as exoneration and cost reduction. The communicator demonstrates a clear understanding of the industry and presents a compelling case for the urgency of investing in safety measures. The mention of real-time alerts and coaching for drivers adds value and shows a solution-focused approach. The closing technique is strong, offering specific options for installation, which encourages a decision. However, while the solution seems well-articulated, there could be more emphasis on asking questions to further engage the prospect and understand their perspective. Overall, the response is clear and persuasive but could benefit from a bit more curiosity and discovery.
5.
7
/ 10Question:
"There are multiple stakeholders involved; how do I get everyone on board with this decision?"
Answer:
How many stakeholders are involved? Do they all need to agree before we can move forward? Who makes the ultimate decision? Why would they not be on board? I'm confident that they will see this as a great investment to not only increase efficiency and improve operations but also increase liability and improve your company's reputation. I'm free Wednesday at 10am or 1pm. Let's set up a meeting with all parties involved so we can get on the same page and discuss a move forward plan.
Feedback:
The response effectively addresses the objection by asking clarifying questions about the stakeholders involved and their roles in the decision-making process. This shows curiosity and a desire to understand the situation better. However, it could benefit from a more collaborative tone; instead of assuming they will see it as a great investment, it could explore their concerns further. The closing technique is decent with the suggestion to set up a meeting, but it could be stronger by emphasizing the value of group discussions or offering alternative meeting times. Overall, the response lacks a bit of empathy and deeper exploration of the stakeholders' concerns, which are crucial in a fleet safety context where multiple voices may have different priorities.
To enhance the response, consider incorporating more active listening by acknowledging the complexity of multiple stakeholders and emphasizing partnership in navigating this decision.
Score: 7.
6.
6
/ 10Question:
"I'm concerned that recommending your product could risk my credibility if it doesn't meet expectations."
Answer:
I understand that. In the business reputation is everything. That's why we provide the 30 day guarantee. If you're not benefiting with our solution I would not ask you to recommend it and you will get your money back. In my space it is not possible to have built a community of people who trust and value your opion and services. Overall clients improve their credibility when employing a solution because it shows they are a company that care about driver safety and improving operations. If you agree then I think it makes sense for us to move forward. What are your thoughts?
Feedback:
The response effectively acknowledges the prospect's concern about credibility, which is a good start. However, while mentioning the 30-day guarantee is a solid point, the salesperson could enhance their approach by asking follow-up questions to further explore the prospect's specific fears or past experiences that led to this concern. This would demonstrate active listening and a curiosity-driven approach, allowing for a more tailored conversation. The closing attempt at the end, while present, feels a bit presumptive without fully addressing the prospect's emotional needs. Overall, they missed a deeper engagement opportunity that could have built more rapport and trust.
Additionally, the tone could be softened slightly to ensure it feels more collaborative rather than pushing too hard to close. Overall, the response demonstrates a good understanding of the importance of reputation but lacks depth in exploring the prospect's specific situation and feelings.
Score: 6/10
7.
7
/ 10Question:
"With everything that's happening in the market, how can I be sure this investment is wise?"
Answer:
Let me ask you this, What would an accident cost you right now? Based on the national average an accident involving a commercial vehicle costs around $50,000 in vehicle damage add in any hospital bills etc and it can be well over $100,000. And it may not have been your fault. The same data from NHTSA also says that over 168,000 accidents in the US involve a large vehicle where there is injury and serious damage. I'm not only offering you the opportunity to exonerate your driver more than 50 percent of time but also an opportunity to settle claims more quickly drastically reducing claim related costs. In addition I am also here with you when you invest to ensure the solution is properly setup to your standards, functioning as promised, and I'll make sure you know how to use it because when used correctly we don't have to worry as much about accidents because we will be able to prevent them. I've servedy entire career in the fleet safety space, I would be an extension of your business. Again the risk isn't in the investment the risk is not investing and then needing the solution but not having this. Why don't we meet at 10 am tomorrow or 1 pm Friday and review everything one last time before moving forward? Sometimes the info can be overwhelming so take some time to think and clear your head and during our meeting we can finalize and review everything. Deal?
Feedback:
The response effectively addresses the objection by providing concrete data on the costs associated with commercial vehicle accidents, which helps illustrate the potential financial impact of not investing in fleet safety. The salesperson employs a solution-focused approach by emphasizing the benefits of their service, such as reducing accident risk and ensuring proper implementation. However, while the closing technique is somewhat assumptive by suggesting a meeting time, it could be more aligned with a collaborative approach by asking the prospect for their input on timing rather than proposing specific times outright. The tone is generally appropriate for the industry, but could benefit from being slightly more empathetic to the prospect's concerns. Overall, the response demonstrates good knowledge and an attempt to build rapport, but could improve in areas of curiosity and discovery by asking more open-ended questions.
Score: 7
8.
6
/ 10Question:
"I don't have the bandwidth to implement a new system right now; can this wait?"
Answer:
I totally understand that. It probably could wait but at what expense? If you wait and have an accident that is going to cost a lot of money. If I can ensure you my team will take over to implement everything and remove the bandwidth and burden from your team would that work?
Feedback:
The response effectively acknowledges the prospect's concern about bandwidth, which is good for active listening. However, it could further explore the implications of waiting, possibly using a SPIN Selling approach to dive deeper into the potential problems and outcomes of delaying the implementation. The closing technique could also be stronger; instead of just asking if it would work, you might consider framing it as a more assertive proposal by emphasizing the urgency and value of acting sooner rather than later. Overall, it demonstrates a collaborative approach, but could benefit from more curiosity and discovery to fully understand the prospect's situation.
Score: 6
9.
7
/ 10Question:
"I had a negative experience with a similar product in the past; how can I trust yours will be different?"
Answer:
I can understand that. Negative experiences can impact how we move forward in life. However if we stayed away from entire industries because of one bad experience we would be doing ourselves a disservice. Tell me more about what you experienced? Id like to understand what's important and out a plan together to make sure your experience with us is positive and beneficial. When would you be free to explore this further with me?
Feedback:
The response effectively acknowledges the prospect's concern about their previous negative experience, demonstrating active listening and empathy. The salesperson encourages further discussion, showing curiosity and a desire to understand the specific issues the prospect faced. This approach aligns well with consultative selling, as it aims to build rapport and collaboratively devise a solution. However, the response could be strengthened by incorporating a brief explanation of how the current product differs from past experiences, thereby exploring the value proposition more explicitly. Additionally, a clearer closing technique could be applied instead of just asking when to explore further, perhaps by suggesting a specific time or emphasizing the benefits of the discussion. Overall, this is a solid response but could improve in clarity and assertiveness.
Score: 7
10.
8
/ 10Question:
"How can I justify the ROI of this solution to my boss when our budget is tight?"
Answer:
My solution has built in reports that illustrate ROI in key performance areas like fuel savings, operational efficiency, and state mileage tax reports. My clients usually see this ROI in 30 days which is why we have the guarantee in place. Are there other areas your boss may be concerned with for ROI? Would you both be available for a call to discuss further? I'm free Wednesday at 2pm if that works for you. If there is better time please let me know , I'll see if I can accommodate that.
Feedback:
The response effectively addresses the concern about ROI by highlighting built-in reporting features and providing a timeframe for expected results. It maintains a professional tone suitable for the fleet safety industry, showing understanding of the prospect's budget constraints. The offer to discuss further demonstrates curiosity and a collaborative approach to uncover additional concerns. However, it could benefit from a stronger closing technique; instead of just suggesting a call, reinforcing the benefits of that discussion might make it more compelling. Overall, good job on addressing the objection and attempting to engage further!