Hermes
Sales Assessment Results by Benjamin Olivares
10
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance in this test was not just underwhelming; it was a resounding failure. An average score of 1 screams missed opportunities, lack of engagement, and a troubling disconnect from the essentials of effective selling, especially in a luxury market like Hermes. Your responses were filled with vagueness and a complete disregard for the customer's needs and concerns. You consistently ignored critical elements like budget discussions, specific value propositions, and the importance of building rapport. Rather than addressing customer pain points or showcasing the product's exclusivity and value, you opted for dismissive one-liners that left prospects feeling unheard and undervalued. It's time to step up your game. I suggest you dive deep into SPIN Selling and Solution Selling techniques. These will help you learn how to ask the right questions and provide tailored responses that resonate with customer needs. Remember, selling is about connecting, not just stating facts. Your coaching moment? Think of sales as a conversation, not a transaction. Engage your prospects, ask questions, and demonstrate that you're not just selling a product; you're offering a meaningful investment in their lifestyle. Start treating every interaction as a potential relationship, not just another sale, and you'll see your scores—and your success—skyrocket.
Question Breakdown
1.
0
/ 10Question:
"I'm really concerned about whether this will fit into my budget—can you help me justify the ROI?"
Answer:
OK, thank you have a great day
Feedback:
Well, that response is about as helpful as a chocolate teapot! You completely missed the opportunity to address the prospect's concern about budget and ROI, which is crucial in a luxury market like Hermes. Instead of shutting down the conversation with a casual dismissal, you could have engaged by asking questions about their budget or discussing the value and exclusivity of the products. Remember, in luxury sales, it's not just about the price—it's about the experience and the investment in quality. Let's aim for a more engaging and thoughtful response next time!
2.
0
/ 10Question:
"I love the idea, but I’m not sure how it aligns with my current priorities and other investments."
Answer:
OK, thank you have a great day
Feedback:
The response fails to address the customer's concern about alignment with their current priorities and investments. Instead of engaging with the objection, it dismisses the conversation entirely, missing an opportunity to explore how the offering can fit into their existing framework. A more effective approach would have acknowledged the objection and asked leading questions to uncover their priorities, thus demonstrating curiosity and active listening. Overall, this response lacks any elements of solution-focused selling or collaborative engagement.
3.
2
/ 10Question:
"I’ve heard great things about your product, but how does it really compare with what I've seen from competitors?"
Answer:
We are the best
Feedback:
While confidence is key in sales, simply stating "We are the best" lacks depth and does not address the prospect's inquiry about comparisons with competitors. A more effective response would involve articulating specific differentiators, such as product quality, unique features, or customer service excellence that set Hermes apart. Additionally, engaging the prospect by asking what they value most in a product could foster a more collaborative discussion. Overall, this response misses an opportunity to explore value and build rapport.
4.
1
/ 10Question:
"I need something that can be implemented quickly; how soon can I expect results from your solution?"
Answer:
Whenever you’re ready
Feedback:
This response is vague and lacks specificity. It doesn't address the prospect's concern about implementation speed or expected results, which are critical in the luxury goods industry where timely delivery can impact customer satisfaction. A more effective approach would involve providing a timeframe, discussing any immediate steps that can be taken, or exploring the prospect's urgency in detail. Additionally, engaging with a question to uncover their specific needs would show curiosity and active listening. Overall, this response misses the mark in terms of clarity and solution focus.
5.
2
/ 10Question:
"I’m interested, but can you explain how this will specifically benefit my lifestyle?"
Answer:
Luxury is a lifestyle
Feedback:
The response is quite vague and fails to address the prospect's request for specific benefits. It doesn't engage with the customer's lifestyle or needs, nor does it explore how the product can enhance their particular situation. This approach lacks curiosity, discovery, and a collaborative tone. It misses an opportunity to build rapport and showcase the value of the product in tangible ways. A more effective response would provide concrete examples of how the luxury item aligns with their lifestyle, perhaps by asking questions about their interests or daily activities.
Overall, this response lacks clarity, specificity, and a solution-focused approach, leading to a low score.
6.
2
/ 10Question:
"I’ve had issues with similar products before; can you assure me this won’t be a repeat of that?"
Answer:
Our practice made in France made with the best hands in the world
Feedback:
The response lacks depth and does not directly address the concern raised by the prospect, which is about past negative experiences with similar products. Simply stating that the product is made in France does not provide assurance or build trust. A more effective approach would have involved exploring the specific issues the prospect faced previously, showing empathy, and then explaining how Hermes addresses those concerns through quality control, craftsmanship, or customer satisfaction guarantees. There was no inquiry for additional information, which missed an opportunity for curiosity and discovery. Overall, the communication feels vague and does not demonstrate a solution-focused approach.
Score: 2
7.
1
/ 10Question:
"With the current economic climate, is now really the right time to invest in this?"
Answer:
The time is now
Feedback:
The response is overly simplistic and lacks depth in addressing the prospect's concern about the economic climate. It doesn't provide any supporting information or reasoning to justify why investing now is a good idea. There's no acknowledgment of the prospect's perspective, nor are there any questions to explore their specific situation further. To improve, the salesperson could use a solution-focused approach, perhaps by highlighting the unique value of the product in challenging times or sharing a success story of customers who benefited from investing during a downturn. Overall, the response feels dismissive and does not build rapport or engage the prospect meaningfully.
8.
1
/ 10Question:
"I need to consider my team’s acceptance of this—how do you support employee adoption?"
Answer:
Sounds good
Feedback:
Your response to the objection is a bit too brief and lacks substance. "Sounds good" doesn’t address the prospect's concern about employee adoption, nor does it provide any reassurance or support. In this case, it would have been beneficial to elaborate on strategies for supporting employee adoption, such as training programs, feedback mechanisms, or success stories. Always aim to engage with a more comprehensive response that acknowledges the concern and provides value. Remember, when in doubt, add a little more to the conversation instead of leaving it hanging!
9.
1
/ 10Question:
"What happens if this doesn’t work out for us? Can you provide assurance on your post-purchase support?"
Answer:
It’s gonna work
Feedback:
The response is overly simplistic and dismisses the prospect's valid concern regarding post-purchase support. It lacks any detail or reassurance that would help build trust and confidence in the product and the company's commitment to customer satisfaction. Instead, the salesperson should have addressed the objection by outlining specific post-purchase support services, such as warranty, customer service availability, or consultation options. A solution-focused approach was missing here, and there was no effort to engage in a collaborative dialogue. Overall, this response could be seen as unprofessional and does not reflect well on the brand's reputation, especially in a luxury market like Hermes.
Moving forward, it would be beneficial to use a more thoughtful and thorough response that reassures the customer about ongoing support and addresses their specific concerns. Score: 1 for lack of engagement and detail.
10.
0
/ 10Question:
"I’m not sure how this fits in with what our upper management is looking for right now—can you help me address that?"
Answer:
Not really
Feedback:
Well, that response is as useful as a chocolate teapot! You've got an opportunity to engage with the prospect's concern and demonstrate value, but instead, you went for a one-liner that doesn't help anyone. Remember, acknowledging their uncertainty and offering to align your solution with their management's goals would have been more effective. Let's aim for better communication next time!