Storage Containers
Sales Assessment Results by Casey
73
Professional Closer
10 questions
Maximum score: 100
Completed in
You've shown a solid foundation in sales techniques, especially with consultative and solution-focused approaches. Your ability to engage prospects by addressing their concerns and asking insightful follow-up questions stands out as a strength. However, there's a noticeable pattern where you could enhance your responses by providing more specific value propositions and success stories. While you handle objections well, the closing techniques often lack that assertive push for commitment. Practicing the AIDA model could elevate your closing game by guiding prospects more effectively towards action. Take this as a coaching moment: remember, every conversation is a chance to strengthen your connection—don't just aim to inform; strive to inspire. Keep pushing yourself to deepen the emotional connection and ensure every response not only answers but also excites your prospects. Aim for clarity and confidence in your closing techniques; you're on the right track, but let's get that average score up to a solid 8 next time!
Question Breakdown
1.
8
/ 10Question:
""I'm concerned about how these containers will integrate with our existing storage systems; we have specific requirements that need to be met.""
Answer:
I definitely understand the need for the units to work together. Our units happen to be universal so they will work with any existing units in the market. What units are you currently using? How many units are you looking to add?
Feedback:
The response effectively addresses the prospect's concern about integration by emphasizing the universality of the storage containers, which is a key point. The salesperson also asks follow-up questions to gather more information about the prospect's current systems, showing curiosity and a desire to understand their needs better. This aligns well with consultative and solution-focused selling approaches. However, there could have been a stronger emphasis on the value these containers bring beyond just compatibility, perhaps by mentioning specific advantages or success stories. Overall, the communication is clear, and the tone is appropriate for the industry. The closing technique could be more assertive, but the engagement is positive.
Overall score: 8.
2.
7
/ 10Question:
""We've had issues in the past with suppliers not delivering on time; how can you ensure reliability?""
Answer:
Reliable delivery seems to be an ongoing problem in the industry. We started as a logistics company so our priority for on time delivery is built into the backbone of our process. How many orders have you had an issue with? Is there something specifically I can do to make it easier for you or your team?
Feedback:
The response effectively acknowledges the prospect's concern about reliability in delivery, which is important in the storage container industry. By referencing your background in logistics, you establish credibility and a foundation for trust. Asking about specific orders with issues and offering to ease their process demonstrates curiosity and a solution-focused approach. However, it could be strengthened by offering more concrete assurances or examples of how you ensure on-time delivery (e.g., tracking systems, partnerships with reliable carriers). Overall, it's a solid response, but there is room for improvement in showcasing the value of your reliability measures.
This response shows an understanding of the prospect's perspective and engages them in a collaborative dialogue, which is commendable. The score reflects the strengths and areas for improvement.
3.
7
/ 10Question:
""While I see the value, our budget is tight right now, and I'm not sure we can accommodate this expense in the current fiscal year.""
Answer:
I understand budget constraints, after looking at everything in detail it looks like you are going to save over $350 per month as well as adding an asset to your company vs a liability. What if we were to offer payments vs the upfront cost? Would that help you work this into your budget?
Feedback:
The response effectively acknowledges the budget concern, which is crucial for active listening. It also introduces a potential solution—payment options—that could make the purchase more feasible for the prospect, which aligns with a solution-focused approach. However, the response could be strengthened by using a more consultative tone, perhaps asking questions to further explore their budget constraints and how the product could provide value in the long term. Additionally, emphasizing the long-term savings and potential return on investment could enhance the value exploration. Overall, it's a solid response but could benefit from deeper engagement and curiosity about the prospect's specific situation.
4.
8
/ 10Question:
""It feels like a big change from our current vendor; how do you recommend we manage that transition without disrupting operations?""
Answer:
We make the transition very easy as we specialize in the field. Our units will minimize time spent by employees and will save you money lost over your current service. Would it help you if our team took a look at your current operation and modeled our layout similar to minimize any disruption in work flow?
Feedback:
The response effectively addresses the concern about change by emphasizing the ease of transition and the benefits of minimizing disruption. The salesperson communicates clearly and offers a solution-focused approach by suggesting a tailored assessment of the current operations, which aligns with consultative selling techniques. However, it could be improved by explicitly acknowledging the prospect's fear of disruption and reinforcing the support they'll receive throughout the transition. Overall, it demonstrates a collaborative approach, but could benefit from a stronger emotional connection and reassurance.
Score: 8
5.
7
/ 10Question:
""Can you prove that these containers are more reliable than our current solution? I'm not convinced yet.""
Answer:
Our containers are manufactured to international shipping and storage standards and they are made out of premium core ten steel. On top of that we offer a lifetime replacement or repair warranty. Does your current supplier offer a warranty? What issues have you experienced with your current supplier to create your concern with reliability?
Feedback:
The response effectively addresses the objection by emphasizing the reliability of the containers through international standards and the warranty offered. However, it could benefit from more detailed exploration of the prospect's specific issues with their current solution to better personalize the value proposition. The tone is appropriate, and the use of questions at the end encourages further dialogue, demonstrating curiosity and active listening. Overall, it’s a solid response but could be improved with a bit more depth in understanding the prospect's concerns.
6.
6
/ 10Question:
""I need to consult with my team before moving forward; there's a lot of internal alignment we have to achieve first.""
Answer:
Havig your team on board is very important when making these decisions. I would actually like to introduce my team to your team so that we can fully understand your needs. Let's go ahead and add them to the zoom now so that we can make sure that everyone is fully equipped to make the decision. We are excited to help you help you solve the problems we discussed.
Feedback:
The response does a decent job of acknowledging the importance of team alignment and expresses eagerness to facilitate a collaborative discussion. However, it could benefit from a more structured approach. Instead of immediately suggesting a Zoom call, it would have been better to ask clarifying questions to understand the specific concerns of the prospect's team. This would demonstrate active listening and curiosity about their internal processes. Additionally, providing a brief recap of the value proposition or the specific solutions discussed could help reinforce the benefits and make the case for why a meeting would be valuable. Overall, the tone is appropriate, but the execution could be improved for a more solution-focused and consultative approach.
7.
7
/ 10Question:
""What if we find a cheaper alternative that meets our needs just as well? How do you respond to that?""
Answer:
Cost is definitely an important part of running a business, product quality is very important as well, when you work with us having our team support is a huge factor. Delivering these large industrial units there are a lot of safety concerns. We prioritize safety and have an impeccable safety record. Is safety a priority for you when making this decision?
Feedback:
The response effectively addressed the prospect's concern about cost by pivoting to the importance of product quality and safety. However, it could be enhanced by explicitly acknowledging the prospect's worry about finding a cheaper alternative, rather than just shifting the conversation to safety. The question about safety is a good way to engage the prospect, showing curiosity and discovery. Yet, it would be beneficial to include a closing technique that encourages further conversation or a commitment, such as offering to provide a detailed comparison of costs versus value or suggesting a follow-up meeting. Overall, the response demonstrates a solution-focused approach and active listening but could further explore value and collaboration.
Score: 7
8.
8
/ 10Question:
""I'm worried about whether my team will adopt this new solution smoothly; how do you handle training and support?""
Answer:
Training and understanding of our products is high priority for us. We offer multiple different types of training. We have videos, books, and in person training. We can offer one or all of these trainings. Which type of training would work best for your team?
Feedback:
The response effectively addresses the concern regarding training and support by emphasizing the variety of training options available, which shows a solution-focused approach. The salesperson demonstrates curiosity and a willingness to collaborate by asking which type of training would work best for the team, indicating active listening. However, the response could be improved by explicitly acknowledging the prospect's concerns about adoption and perhaps providing a bit more context on how these training methods have successfully helped other clients in similar situations. Overall, it's a solid response but could use a bit more depth in addressing potential implications of the training process.
9.
7
/ 10Question:
""With so many projects on our plate right now, is this truly the right time to invest in new storage solutions?""
Answer:
Because of all the projects that you have going on is the exact reason to invest right now because of how much more efficient you will be at running these jobs. How much money would it save you if you could improve your product loss by 20% to 30%?
Feedback:
The response effectively addresses the concern by linking the need for storage solutions to the efficiency gains that could be achieved amidst multiple projects. By asking a thought-provoking question about potential savings, the salesperson engages the prospect and invites them to consider the value of the investment. However, the response could benefit from a bit more empathy and acknowledgment of the prospect's current workload, which would enhance the collaborative approach. Additionally, a closing technique could be employed to encourage the prospect to take the next step. Overall, it demonstrates a solid understanding of value exploration but lacks a bit in active listening and rapport building.
10.
8
/ 10Question:
""I need to be convinced of the ROI before proceeding; can you help me justify this to my superiors?""
Answer:
Absolutely! Let's break this down for you. So it looks like you will save $1800 per year, per unit. You will also be saving 20 to 30% on product loss. We discussed the gain in efficiency for your employees as well. Plus adding these as an asset to your storage fleet. Considering the overall goal of your company is to improve profit margins right now would your superiors be happy to see a 20 to 30 savings on product loss plus the efficiency gain? I would say they would be very happy. I would also love to jump on a call with your superiors introduce myself and show them this ROI. Would you like to set that up?
Feedback:
The response effectively addresses the concern by providing specific ROI figures and articulating the benefits clearly. The salesperson communicates well and maintains a positive tone, which is crucial for building rapport. The use of quantifiable savings adds value and enhances the argument for the investment. However, the response could benefit from a more structured closing technique, perhaps summarizing the benefits more explicitly before asking for the next step. Additionally, while there's an attempt to engage the prospect, asking more open-ended questions could further uncover their specific needs and concerns. Overall, this response shows a solid understanding of the customer's perspective and provides a collaborative approach, but could use a bit more refinement in asking for the next action.
Score: 8/10