Business development
Sales Assessment Results by Jon Rykert
20
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real – this performance is a wake-up call. You're clearly struggling to connect with prospects, and that’s impacting your ability to close deals. Your responses often come off as vague or dismissive, which is a major red flag. You’re missing the mark on crucial elements like acknowledging budget constraints, exploring team dynamics, and addressing ROI concerns. It’s like you’re trying to sell ice to an eskimo without even asking if they want ice!
When you did attempt to address concerns, you still fell short. Instead of diving deep into the prospect's needs, you skated on the surface with generalities. It’s time to shed the vague responses and start engaging in meaningful conversations. Your lack of curiosity and discovery is holding you back. You need to learn the art of asking the right questions to understand your prospect's situation better.
Focus on mastering Solution Selling and Consultative Selling techniques. These will help you identify pain points and tailor your solutions effectively while building rapport with your prospects. Engage them by asking insightful questions and showing genuine interest in their challenges.
Here’s your coaching moment: Remember, every objection is an opportunity. Instead of dodging or deflecting, lean into those objections. Acknowledge them, explore their implications, and provide tailored solutions. It’s time to step up your game and transform those objections into pathways for connection. You’ve got this!
Question Breakdown
1.
0
/ 10Question:
"We have a limited budget this quarter; can we afford this solution?"
Answer:
What is your favorite part about your current program and what would you change
Feedback:
The response does not directly address the objection regarding budget constraints. Instead of acknowledging the concern about affordability, it shifts the focus to the prospect's current program without exploring their financial limitations. A more effective approach would have been to acknowledge the budget concern, ask clarifying questions to understand their priorities, and then present a tailored solution that aligns with their budget.
This response lacks curiosity and discovery regarding the prospect's situation and fails to build rapport effectively.
2.
2
/ 10Question:
"I need to ensure that my team is onboard with this change before moving forward."
Answer:
Sure let’s set a meeting up I’m free at 3pm
Feedback:
The response fails to address the objection regarding team buy-in. Rather than moving directly to schedule a meeting, the salesperson should have acknowledged the importance of team alignment and asked questions to explore any concerns or hesitations the team might have. This approach would demonstrate active listening and engagement with the prospect's situation. Additionally, offering to discuss how the solution could benefit the team would help in building rapport and collaboratively addressing their concerns.
3.
2
/ 10Question:
"What guarantees do you have that this will improve our ROI in the next fiscal year?"
Answer:
Look at our success stories if you aren’t utilizing it on your end is the only way for you to be successful
Feedback:
The response does not effectively address the concern about guarantees for ROI improvement. It lacks clarity and does not provide specific evidence or reasoning that would reassure the prospect of expected outcomes. Instead of directing the prospect to success stories in a vague manner, the salesperson should have acknowledged the importance of ROI and shared concrete metrics or case studies relevant to the prospect's situation. This would demonstrate a better understanding of the prospect's needs and a more solution-focused approach.
Additionally, the tone comes across as dismissive, which could hinder rapport-building. A more engaging response would involve asking questions about their current ROI challenges and explaining how the solution directly addresses those concerns.
4.
0
/ 10Question:
"I'm concerned about how this will integrate with our existing systems; what support do you provide?"
Answer:
Stead of art iOS, windows, DOS what I’ll get my IT on the phone real quick
Feedback:
The response is confusing and lacks clarity, failing to directly address the concern about integration with existing systems. It does not provide any information about the support that would be offered, which is crucial for the prospect's confidence in the solution. Instead of mentioning getting IT on the phone, the salesperson should have asked questions to understand the specific systems in use and how their solution would integrate with them. This would demonstrate a better understanding of the prospect's needs and build trust. Overall, the response does not reflect effective communication or problem-solving skills.
5.
5
/ 10Question:
"Can you clarify how this solution complies with current regulations in our industry?"
Answer:
It has automatic updating with new laws being placed in July and September of this year. It automatically on the first of every month populate and make sure it’s up on all the laws and new regulations.
Feedback:
The response does attempt to address the objection regarding compliance with regulations by mentioning automatic updates and new laws. However, it lacks clarity and specificity. Phrasing such as "populate" and lack of detail regarding how these updates work may confuse the prospect. A more effective approach would have involved explaining how the solution keeps current with regulations, perhaps by mentioning specific features or processes, and inviting questions to further clarify any concerns. Additionally, engaging the prospect by asking about their specific regulatory challenges would enhance rapport and provide more tailored reassurance.
6.
3
/ 10Question:
"The current vendor relationship we've established is critical; how do we justify switching?"
Answer:
What’s your favorite part about what they provide and what would you fix?
Feedback:
The response does not adequately address the objection about the importance of the current vendor relationship. While asking about the prospect's favorite part of their existing solution shows some curiosity, it misses the opportunity to acknowledge the weight of their relationship with the current vendor. A more effective response would involve recognizing the prospect's concerns about switching, outlining potential benefits of your solution, and addressing how your offering can provide superior value or resolve issues they may face with their current vendor. This approach would demonstrate a deeper understanding of the prospect's needs and enhance rapport.
7.
1
/ 10Question:
"My team is already stretched thin; how much bandwidth will we need to implement this?"
Answer:
Best part barely any
Feedback:
The response is vague and does not adequately address the prospect's concern about bandwidth and workload. It lacks clarity and detail, failing to explain how the implementation will not strain the team's resources. A more effective approach would involve acknowledging the prospect's concern about their team's capacity, asking questions to understand their current workload, and providing a detailed explanation of how your solution is designed to minimize the impact on their team. This would demonstrate active listening and show that you understand the importance of their team's bandwidth.
Additionally, providing examples or metrics regarding the implementation process would help in building confidence and rapport with the prospect.
8.
0
/ 10Question:
"We've had integration issues in the past; can you provide reassurance this won't be another failure?"
Answer:
Yeah, I installed it see and I’m not very great with technology lol
Feedback:
The response is unprofessional and does not address the prospect's concern regarding past integration issues. It lacks clarity and does not provide any reassurance about how the solution will integrate successfully. Instead of using humor, the salesperson should have acknowledged the prospect's worries, shared specific strategies or support that would be in place to ensure a smooth integration, and offered to answer any questions. This approach would have demonstrated understanding and competence, as well as built trust with the prospect.
9.
2
/ 10Question:
"I need to discuss this with our CFO before making any commitments; can we arrange a follow-up?"
Answer:
Sure call me tomorrow at 2:30. I should be done with the client then or call me at 3:30 which one do you prefer?
Feedback:
The response fails to address the prospect's need to discuss the matter with their CFO. Instead of immediately suggesting a follow-up time, the salesperson should have acknowledged the importance of involving the CFO and asked questions to understand any specific concerns or information that might be needed for that discussion. This would demonstrate active listening and build rapport. A more effective approach would include offering to provide additional information or insights that could help facilitate the conversation with the CFO, enhancing the collaborative aspect of the engagement.
10.
5
/ 10Question:
"What are the hidden costs associated with this solution that we should be aware of?"
Answer:
Each user that you add to, it’s an additional 595 per month
Feedback:
The response addresses the potential hidden cost by specifying a direct fee associated with user additions, which is a step in the right direction. However, it lacks depth and fails to provide a broader context regarding any other potential costs, such as implementation, support, or maintenance that may arise. A more effective response would have acknowledged the prospect's concerns about hidden costs by offering a detailed breakdown of all possible expenses and inviting questions to ensure transparency. This would demonstrate a solution-focused approach and build trust through thorough communication.