Construction
Sales Assessment Results by Yessenia Lauzardo
6
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: you just bombed this test. An average score of 0.6 is a glaring indicator that you're not connecting with prospects the way you need to be. Your responses were overly simplistic, dismissive, and, quite frankly, lacking in any real substance. You missed opportunities to engage with the customer's concerns, which is critical in building trust and rapport, especially in the construction industry where relationships matter.
There’s a consistent pattern of not addressing core concerns. You failed to ask probing questions to uncover pain points, and your solutions were either absent or completely inadequate. Empathy is your missing ingredient. You can't just gloss over complex issues like training requirements or concerns about reliability with a quick fix or an offer. You need to dig deeper and explore the implications of their situations.
I strongly suggest you dive into consultative selling techniques. Learn to ask the right questions that will lead you to a deeper understanding of your prospects' needs. You also need to practice solution-focused selling. It's not just about what you’re selling; it’s about how it solves their problems.
Remember this: sales isn’t about you; it’s about them. When you step into a conversation, think of it as a partnership. Your prospects want to be heard, understood, and provided with tailored solutions. Make that your mantra. You have a long way to go, but you've got the potential to turn this around. Get out there, listen more, and engage with intention.
Question Breakdown
1.
0
/ 10Question:
"We're already locked into a contract with our current supplier, so switching feels complicated right now."
Answer:
No need to worry we can take care of canceling with supplier and switching everything to us
Feedback:
The response is overly simplistic and lacks depth. It fails to address the complexity of switching suppliers, which is crucial for the prospect's concern. There is no exploration of the implications of the current contract or the potential risks involved in switching. Additionally, it lacks curiosity or questions to understand the prospect's specific situation. A more effective approach would involve acknowledging the challenge, asking questions to uncover pain points, and presenting a detailed plan that illustrates how the transition can be managed smoothly.
Overall, the response lacks empathy and a solution-focused approach, which are critical in the construction industry where relationships and reliability are key.
2.
0
/ 10Question:
"The overall cost of ownership seems higher than what we currently have; can you break down those potential hidden costs?"
Answer:
No hidden cost. We stand behind our work and will guide you every step of the wau
Feedback:
The response is inadequate as it dismisses the prospect's concerns about overall ownership costs without providing any substantial evidence or breakdown of the costs involved. It lacks engagement and fails to explore the specific hidden costs that the prospect is worried about. Additionally, the answer does not invite further discussion or questions from the prospect, which is essential in a consultative selling approach. A more effective response would involve acknowledging the prospect's concern, offering a detailed cost breakdown, and explaining how your offering provides value over time while addressing potential hidden costs directly.
Furthermore, the phrase "every step of the wau" seems to contain a typo, which detracts from professionalism and clarity in communication. Overall, the approach lacks empathy, curiosity, and a solution-focused mindset crucial in the construction industry.
3.
0
/ 10Question:
"Our team is concerned about the training requirements for this new system; we don't have bandwidth for that right now."
Answer:
What if we give you a 6 month discount to help with the bandwidth upgrade
Feedback:
The response lacks relevance and fails to address the core concern about training requirements. Offering a discount does not mitigate the issue of insufficient bandwidth for training; it overlooks the prospect's need for a clear plan to facilitate training within their current constraints. A more effective response would have acknowledged the concern, asked clarifying questions to understand their limitations better, and proposed a tailored solution, such as flexible training options or support resources to ease the transition. Overall, it lacks an empathetic and problem-solving approach, which is crucial in the construction industry.
4.
0
/ 10Question:
"Given the current economic climate, I'm wary of making any big commitments without guaranteed ROI."
Answer:
No risk no reward. But at least you won’t regret the missed opportunity
Feedback:
The response is overly simplistic and dismissive of the prospect's legitimate concern regarding economic uncertainty and the need for guaranteed ROI. It lacks depth and fails to provide a compelling reason or reassurance for moving forward. A more effective approach would involve acknowledging the prospect's fears about making a commitment in the current climate, asking probing questions to understand their ROI expectations, and presenting a tailored value proposition that illustrates potential returns. This approach would demonstrate empathy, a solution-focused mindset, and an understanding of the construction industry's complexities during uncertain economic times.
5.
0
/ 10Question:
"I've heard mixed reviews about your product's long-term reliability; can you reassure me about that?"
Answer:
Absolutely what about a 30 day trial on us
Feedback:
The response is insufficient as it does not directly address the prospect's concern about mixed reviews regarding long-term reliability. Offering a trial does not inherently reassure the prospect about the product's reliability. A more effective approach would have involved acknowledging the prospect's concerns, providing specific evidence or testimonials that highlight the product's reliability, and addressing the mixed reviews with a constructive response. This would have demonstrated an understanding of the prospect's worries and offered a solution that alleviates their hesitance. Overall, the response lacks depth and a solution-focused mindset required in the construction industry to build trust and confidence.
6.
2
/ 10Question:
"We're considering a competitor who promises faster response times; what can you offer to match or exceed that?"
Answer:
Customer service. Anything you need or question you have we are available 24/7
Feedback:
The response is insufficient as it does not adequately address the prospect's specific concern about faster response times from a competitor. While mentioning 24/7 availability is a positive aspect, it lacks detail about how your service can match or even exceed the competitor's promises. A more effective approach would involve acknowledging the prospect's interest in response times, asking questions to understand their actual needs and expectations, and clearly outlining how your company can provide superior service, perhaps through examples or metrics. Overall, the response lacks the depth, curiosity, and tailored solution required in the construction industry to build trust and differentiate from competitors.
7.
2
/ 10Question:
"Can you clarify your service level agreements? We're really looking for top-notch support to avoid any disruptions."
Answer:
Absolutely. Does Tuesday work for you to go over the agreement
Feedback:
The response is inadequate as it fails to provide any specific information about the service level agreements (SLAs) or how they meet the prospect's desire for top-notch support. While suggesting a follow-up meeting is a step in the right direction, it lacks immediate value and clarity. A more effective approach would have involved summarizing key points of the SLAs, addressing how your service can prevent disruptions, and showing an understanding of the prospect's needs. Engaging with questions to uncover any specific concerns they have about support would also demonstrate curiosity and a solution-focused approach.
8.
0
/ 10Question:
"With our upcoming project deadlines, I'm not sure we have time for a complex onboarding process right now."
Answer:
It will only take 5 minutes of your time
Feedback:
The response is inadequate as it oversimplifies the onboarding concern. Stating it will only take 5 minutes fails to acknowledge the prospect's stress about upcoming project deadlines and the depth of their concern regarding complexity. An effective response would have shown empathy by recognizing the pressure they are under, asked questions to clarify their specific constraints, and proposed a streamlined onboarding solution that aligns with their timeline. This approach would have demonstrated understanding and provided a more collaborative solution to their onboarding process.
9.
0
/ 10Question:
"Our management is hesitant about changing vendors due to fears of workflow disruptions; how can you help alleviate those concerns?"
Answer:
We can hire a virtual assistant to help with that.
Feedback:
The response is inadequate as it oversimplifies the prospect's significant concern about workflow disruptions when changing vendors. Suggesting a virtual assistant does not adequately address the complexities of the transition nor does it demonstrate an understanding of the potential impacts on the workflow. A more effective approach would involve acknowledging the management's fears, discussing a comprehensive transition plan that includes training, support, and contingency measures to ensure a seamless workflow. This would show empathy towards their concerns and demonstrate a commitment to minimizing disruptions during the vendor change. Overall, the response lacks depth and a solution-focused mindset essential in the construction industry.
10.
2
/ 10Question:
"I need to ensure this aligns with our long-term vision; what growth support do you provide to help us scale effectively?"
Answer:
We can have a monthly meeting to make sure it supports your growth.
Feedback:
The response is insufficient as it does not adequately address the prospect's concern about aligning with their long-term vision and the specifics of growth support. Suggesting a monthly meeting is a step in the right direction, but it lacks depth and fails to outline any concrete strategies or resources that demonstrate how your offering can directly contribute to their growth. A more effective approach would involve discussing the particular support services you provide, such as training, resources, or consulting that are tailored to their long-term needs. Additionally, engaging the prospect with questions to understand their vision better and what specific support they are looking for would show a more collaborative and solution-focused approach.