Business Technology Solutions
Sales Assessment Results by Brandon Green
80
Expert Closer
10 questions
Maximum score: 100
Completed in
You've really hit your stride with an impressive average score of 8 across the board. Your strongest techniques shine through your solution-focused selling and consultative approach. You’re effectively addressing customer concerns, showcasing long-term value, and inviting further discussion, which is key in the business technology sector. However, there's a pattern of missed opportunities for deeper engagement through probing questions. While you’re strong at presenting tailored solutions, leaning into curiosity could elevate your performance even further. I suggest diving deeper into the NEAT Selling framework and the AIDA Model to refine your questioning technique and enhance your closing strategies. Remember, every conversation is an opportunity to discover more about your prospects. So, in your next pitch, think of it as a two-way street: ask more, listen more, and watch your engagements deepen. This is your moment to elevate from good to great. Keep pushing the envelope!
Question Breakdown
1.
8
/ 10Question:
"I've seen similar solutions offered at lower prices by competitors; how can you justify your pricing?"
Answer:
That's a great point, and we understand the importance of value. While others might cost less upfront, our tailored solutions save you more over time by reducing the inefficiencies and avoiding hidden costs. You're also gaining a dedicated partner who works to solve your unique challenges, not just provide a generic product. Let's discuss your priorities and see how we can deliver the best results for your investment. Would you like to schedule a call to dive deeper into this?
Feedback:
The response effectively addresses the prospect's concern by emphasizing the long-term value and partnership aspect of the offering, which is essential in the Business Technology Solutions industry. The salesperson communicates clearly and maintains a professional tone, aligning well with the context. The focus on tailored solutions and avoiding hidden costs showcases a solution-focused approach and demonstrates an understanding of the prospect's potential pain points. Asking to schedule a call is a good way to close, fostering further discussion. However, it could benefit from asking a few more probing questions to explore the prospect's specific needs and priorities, enhancing curiosity and discovery. Overall, it’s a strong response, though it could deepen engagement with thoughtful inquiries.
2.
8
/ 10Question:
"What happens if this solution doesn't deliver the ROI we expect?"
Answer:
That's a fair concern, and ROI is always top of mind for us. We mitigate this risk by starting with a deep understanding of your goals and setting clear benchmarks to track progress. Our transparent reporting ensures you see the value being delivered, and if adjustments are needed, we're proactive in making them. This isn't a on-and-done deal- it's a partnership focused on your success. Let's discuss how we can tailor the solution to maximize ROI for your specific needs - Would a follow-up meeting help addressing any lingering concerns?
Feedback:
This response effectively addresses the prospect's concern about ROI by emphasizing a partnership approach and the importance of understanding their goals. The mention of setting clear benchmarks and transparent reporting showcases a solution-focused mindset. The tone is appropriate for the business technology sector, fostering trust and collaboration. However, while the offer for a follow-up meeting is a good closing technique, it could have been more assertive in moving towards scheduling that meeting. Overall, the response demonstrates active listening and value exploration but could strengthen the closing aspect.
To improve, consider providing specific examples of past successes or case studies that illustrate ROI outcomes. This would enhance the value exploration further and provide more confidence to the prospect.
3.
8
/ 10Question:
"Our current provider has been with us for years; why should we consider switching now?"
Answer:
We completely understand the value of loyalty and familiarity with your current provider. However, sometimes long-term relationships can lead to missed opportunities for growth, efficiency, and innovation. Switching to our solution means gaining a partner focused on delivering measurable results, tailored service, and proactive support that aligns with your evolving needs - not just maintaining the status quo. Let's schedule a time to compare your current setup with what we offer and see if it's worth exploring further - how does that sound?
Feedback:
The response effectively acknowledges the prospect's loyalty to their current provider, which is crucial for building rapport. It highlights the potential downsides of sticking with the status quo while emphasizing the value of growth and innovation offered by your solution. The suggestion to schedule a comparison is a proactive closing technique that encourages further exploration. However, it could benefit from asking a few more discovery questions to better understand the specific pain points or limitations the prospect may be experiencing with their current provider. Overall, it's a solid response with a clear focus on value and collaboration.
Score: 8
4.
8
/ 10Question:
"Given the seasonal fluctuations in our business, won't implementing a new system disrupt our operations?"
Answer:
Seasonal fluctuations are a valid concern, and we specialize in working around your busiest times to ensure minimal disruption. Our implementation process is designed to be flexible, with careful planning and phased rollouts to keep your operations running smoothly. We'll also provide hands-on support to address any challenges quickly. Let's discuss your seasonal schedule and map out a plant that best works for your business - when is a good time to connect?
Feedback:
This response effectively addresses the concern about seasonal disruptions by acknowledging the validity of the objection and providing a tailored solution that emphasizes flexibility and support. The tone is professional and reassuring, suitable for the business technology solutions industry. The salesperson asks a thoughtful question to promote further discussion, demonstrating curiosity and a collaborative approach. However, they could further enhance the response by incorporating value exploration, perhaps mentioning specific benefits or successful case studies related to similar seasonal businesses. Overall, a strong response with room for slight improvement in illustrating value.
Score: 8
5.
8
/ 10Question:
"Can you explain how your solution ensures compliance with the latest regulations?"
Answer:
Absolutely. Our solution is built with compliance at its core, staying up-to-date with the latest regulations in your industry. We use proactive monitoring, regular updates, and built-in safeguards to help ensure your business meets all required standards. Additionally, we provide detailed reporting to make audits and reviews seamless. Let's schedule a quick call to review your specific compliance requirements and how we can address them - does that work for you?
Feedback:
The response effectively addresses the objection regarding compliance by clearly outlining the features of the solution that ensure regulatory adherence. The tone is professional and appropriate for the business technology solutions industry, demonstrating expertise. The closing technique is effective, as it invites the prospect to a follow-up call, keeping the conversation moving forward. The solution-focused approach is evident in the mention of proactive monitoring and reporting. However, there could be a slight improvement in curiosity and discovery by asking specific questions about the prospect's current compliance challenges to better tailor the conversation. Overall, a strong response with room for enhanced engagement.
6.
8
/ 10Question:
"I'm concerned about the time it will take to train our staff. How will you support us during this transition?"
Answer:
That's a common concern, and we're here to make the transition as smooth as possible. Our training approach is straightforward and tailored to your team's needs, with step-by-step guidance, hands-on support, and resources that minimize the learning curve. WE also provide on-goaing assistance to ensure your staff feels confident and equipped. Lets discuss your team's needs and map out a training plan that fits seamlessly into your operations - when would be a good time to connect?
Feedback:
Your response effectively addresses the concern about training time by highlighting the tailored, supportive approach. You mention ongoing assistance and a focus on minimizing the learning curve, which shows empathy and understanding. The invitation to discuss specific needs demonstrates curiosity and a collaborative approach. However, there's a slight typo ('on-goaing' instead of 'ongoing') that could affect professionalism. Overall, this is a solid response that makes the prospect feel valued and supported. Consider adding a specific example of successful training from past clients to enhance value exploration.
Overall, good job!
7.
8
/ 10Question:
"Our budget for this fiscal year is tight; can you work with us on pricing or payment terms?"
Answer:
We understand the importance of staying within budget, especially in a tight fiscal year. We offer flexible pricing and payment options to help make our solutions more accessible without compromising on value. Let's explore what works best for your financial goals and structure a plan that fits - would you be open to a quick discussion on options?
Feedback:
This response effectively addresses the concern of budget constraints by acknowledging the prospect's situation and offering a solution-focused approach with flexible pricing and payment options. The tone is appropriate for the B2B context, showing empathy and willingness to collaborate. However, the response could be enhanced by asking more specific questions to dig deeper into the prospect's needs and financial goals, demonstrating curiosity and discovery. Overall, it communicates clearly and aims to build rapport, but it could benefit from more proactive engagement.
Score: 8
8.
8
/ 10Question:
"With so many ongoing projects, how do we prioritize this one without compromising others?"
Answer:
That's a great question, and we're here to help. Our process includes detailed planning and a phased approach to implementation, ensuring this project fist smoothly into your current workflow without disrupting your other priorities. By addressing key pain points first, we can deliver quick wins that support your ongoing initiatives. Let's discuss your current workload and create a roadmap to ensure this project aligns with your priorities, when is a good time to start?
Feedback:
Your response effectively addresses the prospect's concern by highlighting your structured approach to project implementation, which is crucial in the business technology solutions industry. You demonstrated clear communication and a solution-focused mindset by proposing a phased implementation and emphasizing quick wins. Additionally, you invited further discussion to better understand their current workload, which shows curiosity and an active listening approach. However, to enhance your closing technique, you might consider adding a sense of urgency or a specific timeframe for the follow-up conversation to encourage a timely response. Overall, this was a strong response with a collaborative tone that aligns well with the needs of the prospect.
Score: 8
9.
8
/ 10Question:
"What guarantees do you have that the implementation won't face delays like our last experience?"
Answer:
That is a valid concern, and we've built our process to minimize delays. Our implementation strategy includes detailed planning, clear timelines and proactive communication at every stage. We also Assign a dedicated project manager to ensure everything stays on track. If challenges arise, we address them swiftly to keep things moving. Let's setup a time to review our approach and share how we've successfully avoided delays in similar projects, does that sound good?
Feedback:
The response effectively addresses the concern about implementation delays by highlighting the structured approach taken to minimize risks. It communicates clearly and maintains a professional tone suitable for the business technology solutions industry. The suggestion to set up a time for further discussion is a good closing technique that shows willingness to engage further. However, it could have benefitted from asking more questions to explore the prospect's previous experiences and concerns in greater detail, which would enhance the collaborative and consultative selling approach. Overall, a solid response with room for more curiosity and discovery.
10.
8
/ 10Question:
"I'm not convinced that this solution aligns with our long-term strategic direction; can you clarify its future relevance?"
Answer:
That's an importance concern, and we prioritize solutions that are not only relevant now but also align with your long-term strategy. Our approach focuses on scalability, adaptability, and staying ahead of your industry trends, ensuring that the solution grows with your business. Lets take a closer look at your strategic goals and map out how this fits into your vision for the future. When's a good time to connect and discuss?
Feedback:
The response effectively acknowledges the prospect's concern about alignment with their long-term strategic direction, which demonstrates active listening. The mention of scalability and adaptability is relevant to the objection and highlights a solution-focused approach. However, it could benefit from a more specific example or data point that illustrates how the solution has previously supported similar long-term strategies in other organizations. Additionally, while the closing question is appropriate, it could be more assertive by suggesting a specific time to connect, which would add urgency. Overall, the communication is clear and maintains a professional tone, making it suitable for the business technology solutions industry.
Score: 8/10