AI Bots
Sales Assessment Results by Lawrence Castro
21
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance is falling flat, and it's not pretty. With an average score of 2.1, it’s clear you’re struggling to engage with prospects and address their concerns directly. Your responses are vague and lack the depth needed to reassure customers, which is the crux of sales. You seem to be missing the mark on active listening and solution-focused communication. Instead of simply stating facts or giving one-word answers, you need to dig deeper and tailor your responses to the specific needs of your prospects.
Your strongest demonstrated techniques appear to be basic acknowledgment of objections, but that’s just not enough. You need to elevate your game by incorporating storytelling and value selling to create a connection and illustrate the benefits of your solutions. Additionally, you need to practice objection handling techniques, as your current approach comes off as dismissive rather than collaborative.
To turn this around, I suggest you study the SPIN Selling technique to effectively ask questions that uncover the true needs and pain points of your prospects. Also, dive into Solution Selling to better articulate tailored solutions that resonate with customer concerns.
Remember, in sales, it’s not just about what you say; it’s about how you make your prospect feel. Start engaging deeply, listen actively, and don’t shy away from asking probing questions. This is your wake-up call—get to work and turn those numbers around.
Question Breakdown
1.
3
/ 10Question:
"How will your AI bot integrate with our existing systems without causing disruptions?"
Answer:
We test thoroughly before going live
Feedback:
The response provided is too vague and lacks depth. While mentioning thorough testing is a good start, it does not directly address the prospect's concern about integration and the potential for disruptions. There should have been more explanation about the integration process, how it minimizes disruptions, and perhaps some examples of past successful integrations. Additionally, it would have been beneficial to ask a follow-up question to better understand the prospect's specific systems or concerns. Overall, this response lacks the necessary detail and engagement to reassure the prospect effectively.
2.
2
/ 10Question:
"What guarantees do you provide for long-term support and service after the purchase?"
Answer:
Depends on the package you choose
Feedback:
The response "Depends on the package you choose" lacks depth and fails to directly address the customer's concern about long-term support and service guarantees. It misses an opportunity to explore the different packages available, along with the specific benefits and support options they offer. There’s no clear communication of value or reassurance for the prospect, and it doesn’t engage with them by asking any follow-up questions to understand their needs better. A more effective response would have included details about what each package entails and how it ensures long-term support, perhaps even asking the prospect about their specific needs to tailor the response further. Overall, this response feels incomplete and unengaging.
3.
3
/ 10Question:
"Given the current economic climate, how can we justify this investment against our tight budget?"
Answer:
Do you want results now, or do you want until your competitors are ahead of you
Feedback:
The response to the objection lacks depth and fails to effectively address the concern regarding budget justification. Instead of engaging in a dialogue that explores the value and potential ROI of the investment, it comes off as confrontational and dismissive. A more effective approach would involve asking questions to understand the prospect's specific budget constraints and priorities, while also highlighting potential cost savings or revenue generation from the AI bots. The tone could also be more collaborative to build rapport. This response doesn't provide a solution-focused approach or demonstrate active listening, which are crucial in this context.
4.
3
/ 10Question:
"With so many competitors in the market, why should we trust your company's stability over others?"
Answer:
We've been doing this collectively for over a decade
Feedback:
The response is a bit too brief and lacks depth. While mentioning the decade of experience is a positive point, it fails to address the customer's concern about trust and stability in a competitive market. To improve, the salesperson could have elaborated on specific achievements, customer testimonials, or unique selling propositions that set the company apart from competitors. Additionally, asking the prospect about their specific trust concerns could have opened up a more engaging dialogue. Overall, the response could benefit from a more solution-focused and collaborative approach.
Score: 3/10 for minimal effectiveness and lack of engagement.
5.
3
/ 10Question:
"We have urgent priorities elsewhere; can this solution really drive immediate ROI?"
Answer:
Yes. The bots do business 24/7
Feedback:
While the response touches on the operational advantage of AI bots being available 24/7, it lacks depth and doesn't effectively address the prospect's concern about immediate ROI. It could have benefited from exploring specific examples or metrics that demonstrate how these bots can deliver quick returns on investment. Additionally, asking follow-up questions to understand the prospect's specific priorities and pain points would have shown curiosity and active listening. Overall, this response could have been more solution-focused and value-driven.
6.
3
/ 10Question:
"Our previous AI implementation didn’t meet expectations; how do I know this will be different?"
Answer:
What are your expectations?
Feedback:
The response to the objection is lacking in depth and does not address the concern adequately. While asking about expectations is a step toward understanding the customer's needs, it doesn't provide reassurance or demonstrate a solution-focused approach. The salesperson should have acknowledged the customer's past experience, empathized with their concerns, and offered insights into how this implementation will be different, perhaps by highlighting success stories or specific improvements. Additionally, there was no collaborative engagement or exploration of value. Overall, the response feels too simplistic for the complexity of the concern raised.
Score: 3/10
7.
1
/ 10Question:
"Your bot doesn’t have some of the features our team needs; can you customize it without significant delays?"
Answer:
Yes
Feedback:
The response is far too brief and lacks depth. Simply saying 'Yes' does not address the prospect's specific concerns about customization and delays. A more effective response would involve acknowledging their concern, asking clarifying questions to understand their needs better, and outlining how customization can be achieved efficiently. Additionally, incorporating a closing technique to reassure the prospect of the next steps would enhance the response significantly. Overall, this response misses the mark on engagement and solution-focused communication.
8.
0
/ 10Question:
"I need to ensure my team will adopt this solution; what training do you offer to facilitate that?"
Answer:
You will not need a team
Feedback:
The response doesn't address the objection at all and completely misses the point about team adoption and training. Instead of providing assurance or information about support, it dismisses the need for a team, which could frustrate the prospect. A more effective response would involve discussing training options and strategies for successful adoption, showing understanding and concern for the client's needs.
Overall, this response lacks clarity, effectiveness, and a solution-focused approach, leading to a poor outcome.
Remember, in sales, it's all about teamwork – even if your product is a bot!
9.
2
/ 10Question:
"Given the budget cycle we’re in, can we align the purchase with our fiscal year?"
Answer:
Yes
Feedback:
The response is overly simplistic and lacks depth. While acknowledging the objection is important, the salesperson could have expanded on how they can facilitate a timeline that aligns with the prospect's budget cycle. They missed an opportunity to ask follow-up questions about the specifics of the fiscal year, the decision-making process, or any potential barriers to purchasing. This would demonstrate active listening and a solution-focused approach. A more effective response would include a collaborative discussion about their budget constraints and how the solution can fit into their planning.
10.
1
/ 10Question:
"How will you address the concerns of multiple stakeholders who may not see the immediate value of this solution?"
Answer:
Look around. AI is quickly taking over
Feedback:
This response lacks substance and fails to address the objection effectively. It doesn't acknowledge the specific concerns of the stakeholders or demonstrate any understanding of their perspectives. A more effective approach would involve asking questions to uncover the stakeholders' specific concerns and then providing tailored insights on how the AI solution can add value to each of their interests. Also, the tone could be more professional; simply stating 'Look around' doesn't convey a collaborative or consultative approach. It misses the opportunity for value exploration and does not engage the stakeholders meaningfully.