Golf Cars
Sales Assessment Results by Jason Harrell
79
Professional Closer
10 questions
Maximum score: 100
Completed in
You've demonstrated a solid grasp of several key sales techniques, particularly in solution-focused and consultative selling. Your ability to empathize with prospects and acknowledge their concerns is commendable, and it shows you're tuned into their needs. You've consistently opened up conversations for collaboration, which is a strong asset in building relationships. However, a pattern of missing specific closing techniques and assertiveness has emerged. While your responses are engaging, they often lack a powerful call to action or urgency that could push prospects toward a decision. To elevate your game, consider diving into the art of objection handling and exploring the AIDA model to strengthen your closing techniques. Remember, it's not just about understanding the value; it's about making that value irresistible. Take this with you: every sales conversation is an opportunity to not just sell, but to inspire action. Don’t just leave the door open, walk them through it!
Question Breakdown
1.
7
/ 10Question:
"I'm concerned about the monthly payments and how it'll fit into my budget."
Answer:
I completely understand how important it is to make sure the monthly payment fits comfortably into your budget. Many of our customers feel the same way initially, and we've been able to find solutions that work for them.
If you don't mind sharing a range you're comfortable with, I can look into flexible financing options or promotions we have that might lower the monthly cost. Also, we can explore models that give you everything you need and stay in your budget. Would that work for you?
Feedback:
This response does well in acknowledging the prospect's concern about monthly payments and demonstrates empathy, which is a good start. It also encourages a collaborative approach by asking for their budget range, indicating a willingness to tailor a solution. However, while it opens up the conversation for flexible financing options, it could be enhanced by providing a specific example of a financing solution or promotion that could alleviate their concerns. Additionally, it would be beneficial to explore the value of the golf cars and how they can positively impact the customer's experience, reinforcing the need-payoff aspect. Overall, it's a solid response, but there's room for improvement in terms of specific value demonstration and assertiveness.
Score: 7/10
2.
8
/ 10Question:
"I really like my current golf car vendor; switching feels risky right now."
Answer:
I completely understand. It's great to hear that you've had a good experience with your current dealer. Building that kind of trust is important. At the same time, I'd love the opportunity to show you what sets us apart and how we can offer you even more value.
Plus, we make switching completely seamless with our internal programs to be able to access any warranty work that may have been done previously.
Would it be worth exploring how we can complement or even enhance the service you're used to? No pressure, just an opportunity to see if we're a good fit.
Feedback:
This response effectively acknowledges the prospect's loyalty to their current vendor, which demonstrates active listening and empathy. The salesperson communicates clearly and maintains a respectful tone, which is appropriate for the industry. They utilize a consultative approach by offering to demonstrate their unique value proposition without applying undue pressure. The mention of seamless switching and warranty access addresses the risk concern and positions the offer as low-risk. However, the closing could be stronger by including a more direct call to action or a specific next step. Overall, it aligns well with a solution-focused approach, but could benefit from deeper curiosity about the specific reasons for the current vendor's appeal.
Score: 8
3.
8
/ 10Question:
"With so many golf car options, how can I be sure yours is worth the price?"
Answer:
That's a great question. With so many options, it's important to ensure you're getting the best combination of quality, features, and support. What sets us apart is our dedication to customer service in the process and our top-tier service department to help you with anything that comes up down the road.
For example, our Venom model is designed to last longer and perform better on and off the course. Plus, we back it with an 8-year warranty, giving you added peace of mind.
What's most important to you in a golf car? I'd love to show you how our product not only meets those needs but offers exceptional value over time.
Feedback:
The response effectively addresses the objection by acknowledging the concern about the variety of options and emphasizing the quality and customer support as differentiators. It communicates clearly and maintains a positive tone. By mentioning the Venom model and its 8-year warranty, the salesperson demonstrates value and provides a tangible benefit, which is great for building trust. The question at the end invites further discussion and shows curiosity about the prospect's needs, reinforcing a collaborative approach. However, the response could have included a brief mention of specific features that contribute to the 'exceptional value' to strengthen the solution-focused approach further. Overall, this response is strong and engaging, but there's room for improvement in detailing the value proposition.
Score: 8
4.
8
/ 10Question:
"I'm not sure if my team will actually use the golf car enough to justify the cost."
Answer:
I understand where you're coming from; many of our customers felt the same way at first. But after using their golf cart, they've often told us it became an essential part of their daily life.
For example, a golf cart isn't just for the course. It's perfect for getting around your neighborhood, family outings, those types of things. Plus, with the cost-saving benefits of lower maintenance and no added fuel costs, it often pays for itself over time.
What kinds of activities or conveniences would you like to enhance in your daily life? Let's see how a golf car might fit into those and bring more value.
Feedback:
The response effectively acknowledges the prospect's concern about usage and cost justification, which is a good start. By mentioning that other customers had similar doubts, it builds credibility and rapport. The example of the golf cart's versatility in daily life adds value, showing that it can be used beyond just golfing. Asking about the prospect's activities demonstrates curiosity and a solution-focused approach, which is essential in understanding their needs. However, it could have included a specific closing technique to encourage the prospect to take the next step, such as proposing a trial or a demo. Overall, the communication is clear and appropriately engaging for the golf car industry.
Score: 8/10
5.
8
/ 10Question:
"How do I know that this purchase won’t impact my other planned projects?"
Answer:
That's a great question, and it shows how thoughtful you are about managing your priorities. Many of our customers have similar concerns, and what they've found is that we offer flexible options to ensure this investment doesn't disrupt other plans.
For instance, with our financing plans, you can spread out the cost over time, making it easier to budget for both your golf car and your other projects. Plus, we can explore models that fit your needs while staying in your budget.
Would it help if we reviewed some payment options together? That way, you can see exactly how this can fit alongside your other priorities without creating any strain.
Feedback:
The response effectively addresses the prospect's concern by acknowledging their thoughtfulness and providing reassurance about flexibility in financing options. The salesperson also demonstrates a solution-focused approach by suggesting a review of payment options, which encourages collaboration and further discovery. However, they could enhance the response by asking more open-ended questions to dig deeper into the prospect's specific projects and priorities, thereby tailoring the solution even more effectively. Overall, the tone is appropriate, and the communication is clear and engaging.
Score: 8
6.
8
/ 10Question:
"I'm hesitant to make a change when my current golf car is doing just fine, even if it's not perfect."
Answer:
I completely understand. It can be hard to justify a change when what you have is still working. But many of our customers have been in the same situation, and they've found that upgrading made a big difference in ways they didn't expect.
For example, our latest models offer a maintenance-free experience, which can save time and hassle in the long run. Not to mention the new one comes with a full 8-year warranty. Plus, upgrading now while your current golf car still has trade-in value could make the transition more cost-effective.
What are some areas where your current golf isn't' meeting your expectations? I'd love to explore how we can address those and make your experience better.
Feedback:
This response effectively addresses the customer's concern about change by empathizing with their hesitation and providing relatable examples from other customers. The mention of maintenance-free features and a long warranty adds tangible benefits that could entice the prospect. The closing question demonstrates curiosity and invites discovery, which is crucial for understanding the prospect's specific pain points. However, it could be enhanced by incorporating a stronger urgency element, such as mentioning limited-time offers on upgrades or emphasizing the potential costs of waiting longer to upgrade. Overall, this response is solid but could use a bit more urgency and a stronger closing technique.
7.
9
/ 10Question:
"What if my customers don't see the value in upgrading to a luxury golf car?"
Answer:
That's a great question, and one we've heard before. It really comes down to how much value you place on comfort, convenience, and long-term benefits. Luxury golf cars aren't just about appearances—they're designed to enhance your experience in ways that are hard to appreciate until you try them.
For example, features like the premium seats, independent suspension, and disc brakes aren't just nice to have; they can make daily use more enjoyable and even safer. Plus, luxury models tend to retain higher resale value, making them the smarter investment over time.
What aspects of your current golf car would you like to improve? If you're open to it, we could set up a time for you to test drive one of these models to see and experience the difference yourself.
Feedback:
The response effectively addresses the objection by highlighting the value of luxury golf cars in terms of comfort, convenience, and long-term benefits. The salesperson uses a solution-focused approach, discussing specific features that enhance the user experience and emphasizing the potential for higher resale value, which adds credibility to the argument. The tone is appropriate, engaging, and informative, which is fitting for the golf car industry. The question asked at the end shows curiosity and encourages discovery, inviting the prospect to share their specific pain points. Additionally, the suggestion to set up a test drive is a solid closing technique that allows the prospect to experience the value firsthand. Overall, this response demonstrates active listening, value exploration, and a collaborative approach.
Score: 9
8.
8
/ 10Question:
"I feel like I need more time to think this through before making a decision."
Answer:
I completely understand; this is an important decision, and you want to make sure it's the right one. If you don't mind me asking, is there something specific you'd like to think about further? Sometimes talking it through can help clarify things.
Also, just so you know, we have factory rebates available right now, but it's only offered for a limited time. I'd hate for you to miss out if this is something you're seriously considering.
How about this: we can reserve this one for you today with a deposit, giving you a little more time to think while claiming the current rebates. Would that work for you?
Feedback:
This response effectively addresses the prospect's concern by acknowledging the importance of their decision and inviting them to share specific thoughts they might have. The use of an open-ended question demonstrates curiosity and encourages further dialogue, which is a great consultative selling approach. The mention of factory rebates adds a sense of urgency and value, which is smart. However, it could have enhanced the collaborative aspect by reinforcing how you can assist them in their decision-making process beyond just reserving the vehicle. Overall, the closing technique is strong, as it offers a solution while still respecting the prospect's need for time. Solid effort!
9.
8
/ 10Question:
"I’ve had bad experiences with new vendors in the past; how can I trust you?"
Answer:
I can completely understand where you're coming from. It sounds like you've had some frustrating experiences in the past, and I'd feel the same way in your position. Trust is earned, not assumed, so let me share how we're different.
For one, we pride ourselves on our customer service during and after the sale. And our top-tier service department. In fact, many customers came to us after similar experiences and have stayed with us for years.
Would it help if I walked you through how we ensure a smooth and worry-free process? Or, if you'd like, I can share some customer testimonials or put you in touch with one of our long-time clients to hear about their experience. How does that sound?
Feedback:
This response effectively addresses the concern by acknowledging the prospect's past experiences, which demonstrates active listening and empathy. The salesperson communicates clearly and maintains a reassuring tone suitable for the industry. They successfully highlight their strengths, like customer service and testimonials, which aligns with a solution-focused approach. The offer to share testimonials or connect with long-term clients shows curiosity and a collaborative approach, enhancing trustworthiness. However, a more assertive closing technique could have been utilized to guide the prospect toward a decision. Overall, this response is strong, but there is room for improvement in assertiveness.
Score: 8
10.
7
/ 10Question:
"I worry that investing in a golf car now might not be a smart move given the current economic climate."
Answer:
I completely understand your concern—it's smart to think carefully about any investment in uncertain times. Many of our customers have felt the same way, but they've often found that a golf cart is not just a purchase—it's a way to enhance their lifestyle and even save money over time.
For example, golf carts are incredibly cost-efficient to operate, with low maintenance and energy costs compared to other vehicles. Plus, we offer flexible financing options to make the investment more manageable, even in today's climate.
How about we explore how this could work for you? I'd be happy to show you the numbers and help you see how this could be a practical and rewarding decision. Does that sound good?
Feedback:
Your response effectively acknowledges the prospect's concern about investing in a golf car during uncertain economic times, which reflects active listening. You also did a great job of transitioning into the value exploration by highlighting the cost-efficiency and lifestyle enhancement aspects of a golf cart. However, you could improve by asking more open-ended questions to deepen the discovery process and gather specific information about the prospect's situation, which would allow for a more tailored solution. Additionally, incorporating a closing technique, such as a summary close that reiterates the benefits before asking for the next steps, could strengthen your pitch. Overall, it's a solid response, but there's room for more engagement and a stronger close.