Promotional products
Sales Assessment Results by Jake Wiles
79
Professional Closer
10 questions
Maximum score: 100
Completed in
You've demonstrated a solid command of consultative selling techniques, effectively listening to your prospects and addressing their concerns with tailored solutions. Your ability to build rapport is commendable, and the consistent use of closing techniques like suggesting smaller orders and follow-up calls shows you're moving in the right direction. However, there's a pattern of missed opportunities in engaging more deeply through curiosity-driven questions. While you articulate value well, sharpening your focus on specific metrics or examples could significantly strengthen your case.
To elevate your game, I recommend diving deeper into the SPIN Selling framework and enhancing your skills in storytelling. Both techniques will help you create a more compelling narrative around your offerings and drive engagement.
Remember, selling isn’t just about closing—it’s about opening doors to deeper conversations. Foster curiosity in every interaction, and watch how it transforms your relationships. Keep pushing the boundaries of your comfort zone, and you'll not just hit your targets; you'll exceed them.
Question Breakdown
1.
8
/ 10Question:
"I'm not sure if your promotional products will deliver the ROI we're expecting in our current budget constraints."
Answer:
I completely understand your concern about ROI especially when you’re working with a budget. Many of our clients initially had the same hesitation, but they found that our promotional items actually deliver a higher return, because their crafted to really engage your audience and leave a lasting impression. we can work together to find options at maximize your impact without exceeding your budget. Let’s discuss your goals and target audience and I’ll recommend a tailored solution that not only fits your budget, but also delivers measurable results.
Feedback:
The response effectively addresses the concern about ROI while acknowledging the client's budget constraints. It uses a consultative selling approach by suggesting collaboration to find tailored solutions, which is great for building rapport. However, it could improve by being more specific about how the promotional products have delivered ROI for similar clients, perhaps through a brief example or metric. Asking a few thoughtful questions about their specific goals or previous experiences could also enhance curiosity and discovery. Overall, the tone is appropriate and communicates understanding, but it could include a more direct closing technique to encourage the next steps in the conversation.
2.
8
/ 10Question:
"We have ongoing projects that are taking precedence, and I'm hesitant to add new suppliers to the mix right now."
Answer:
I completely understand that you’re focused on ongoing projects right now – it’s all about prioritizing what’s most important. The good news is we make the on boarding process seamless and quick so it won’t take up much of your time we’ve helped businesses like yours integrate with minimal effort while delivering great results. How about we start with a small order or a test campaign this way you can see firsthand how we perform without disrupting your existing projects. Would it be OK to set up a quick follow up call to discuss the next steps?
Feedback:
This response effectively acknowledges the prospect's current situation, demonstrating active listening and understanding of their priorities. The communicator emphasizes the seamless onboarding process, which aligns with the client's need to avoid disruption. The suggestion to start with a small order is a good solution-focused approach, allowing the prospect to test the waters without committing fully. The request for a follow-up call is appropriate and aligns with a consultative selling technique. However, it could have benefited from asking more exploratory questions about the ongoing projects to show curiosity and a deeper understanding of the prospect's needs. Overall, it's a solid response with room for slight improvement in discovery and engagement.
3.
8
/ 10Question:
"I need to understand how your products compare to our current vendors before considering a switch."
Answer:
I completely understand evaluating potential switch is a big decision. To make it easy for you I can provide a side-by-side comparison of our products with what you’re currently using. We focus on delivering high-quality cost-effective solutions, and I’m confident that once you see the added value in terms of product quality Customization options and customer service you’ll feel more comfortable. How about I send over a sample of one of our most popular items along with a detailed comparison so you can assess it firsthand. If it looks like a good fit can we discuss a trial order or a smaller campaign to test the waters? Does that sound good to you?
Feedback:
This response effectively addresses the objection by acknowledging the importance of the decision to switch vendors, which shows active listening. The offer to provide a side-by-side comparison is a great way to demonstrate solution-focused thinking and value exploration, as it allows the prospect to see the benefits clearly. Additionally, suggesting a sample and a trial order is a smart closing technique that creates an opportunity for further engagement without pressure. However, the communication could be slightly more concise to maintain focus and clarity. Overall, this response aligns well with consultative selling practices and builds rapport.
Overall Score: 8/10
4.
8
/ 10Question:
"Can you guarantee that your products will be delivered on time? Timing is critical for our upcoming events."
Answer:
Absolutely, we take deadlines very seriously. Our team has an excellent track record of meeting delivery dates and we can even build in some buffer time to ensure that there are no surprises. Let’s confirm your event date and I’ll personally ensure we get everything to you. Well ahead of time. Will make sure you are fully prepared!
Feedback:
The response effectively addresses the concern about timely delivery by emphasizing the company's commitment to deadlines and the excellent track record of the team. The use of a personal touch by offering to ensure everything arrives well ahead of time helps to build trust and rapport. However, it could benefit from a more explicit inquiry about the specific event date to tailor the solution further. Adding a closing technique, such as summarizing the benefits of on-time delivery, would also strengthen the response. Overall, it's a solid answer with room for improvement in curiosity and closing techniques.
5.
8
/ 10Question:
"I'm concerned about the long-term reliability of your products. What support do you offer post-purchase?"
Answer:
I completely understand your concern about long-term reliability. Our goal is to build lasting relationships with our clients, which is why we offer strong post purchase support. We stand behind the quality of our products with a satisfaction guarantee, and our customer service team is always available to help with any issues or questions that arise after your order. We always provide proactive follow up to ensure everything is meeting your expectations. If you ever need any re-orders, product adjustments or assistance we’re here for you every step of the Way Let’s take the first step by placing a small order just enough to test the product and see how it performs. I’m confident that once you experience our service and support firsthand you’ll feel reassured. How does that sound for you?
Feedback:
The response effectively addresses the concern about long-term reliability by emphasizing post-purchase support and customer service availability. The salesperson communicates clearly and maintains a reassuring tone, which is appropriate for the promotional products industry. They also use a solution-focused approach by offering a small order as a way to test product quality, which is a good closing technique. However, the response could benefit from asking exploratory questions to better understand the prospect's specific concerns or experiences with previous products. This would demonstrate curiosity and active listening. Overall, the response is strong but could improve with more engagement.
Score: 8
6.
8
/ 10Question:
"With so many options available, how do you justify your prices against competitors?"
Answer:
I completely understand that with so many options available price comparison is important. What sets us apart isn’t just the price it’s the value we offer. Our products are carefully selected for quality, longevity and impact meaning your promotional items will not only look great, but will also perform better overtime leading to a stronger ROI. Plus we provide personalized service to ensure that your items line perfectly with your brand and marketing goals. Many of our clients find that although our prices may be slightly higher than some competitors, the differences worth it when they see the results whether that’s through higher engagement better customer retention or fewer issues with product quality. I’d be happy to walk you through a a few case studies or examples of how our clients have seen a positive return even when working with tight budgets. How about we start by discussing your specific needs and I’ll suggest the best options that both fit your budget and provide the value you’re looking for?
Feedback:
This response effectively addresses the objection by emphasizing the value proposition rather than just the price. The salesperson communicates clearly and maintains a professional tone suitable for the promotional products industry. They utilize a solution-focused approach by highlighting quality, longevity, and personalized service, which are crucial in this space. The mention of case studies adds credibility and demonstrates value exploration. The closing technique is appropriate, inviting the prospect to discuss their needs further, which shows curiosity and a collaborative approach. However, the response could benefit from a more explicit acknowledgment of the competitor's offerings and a more direct comparison. Overall, a strong performance with room for slight improvement in acknowledging the competition more directly.
7.
7
/ 10Question:
"I need more assurance that your team understands our specific needs and can align with our company direction."
Answer:
I completely understand the importance of having a team that truly understands your business and can align with your companies goals. Our approach is highly personalized before we move forward we can take the time to learn about your brand your audience and your objectives to ensure we’re providing the right solutions. We’ve worked with businesses similar to yours, and our team is experiencing tailoring promotional products and support specific business goals whether it’s brand awareness, customer, loyalty, or driving sales. To provide you with more assurance, I can arrange a quick consultation where we can discuss your needs and more detail and walk through how we can align our offerings with your companies direction. How does that sound? We’ll make sure we’re on the same page before you move forward .
Feedback:
Your response does a great job of acknowledging the prospect's concerns about alignment and understanding their specific needs. You effectively communicate your personalized approach and provide reassurance by referencing your experience with similar businesses, which adds credibility. However, you could enhance the effectiveness of your response by incorporating a few thoughtful questions that delve deeper into their specific needs, which would demonstrate active listening and curiosity. Additionally, consider condensing some of your points for clearer communication. Your offer for a consultation is a strong closing technique, but it could be even more compelling by creating a sense of urgency or emphasizing the immediate benefits of the consultation. Overall, a solid response but with room for improvement in engagement and clarity.
8.
9
/ 10Question:
"Can you explain how your solution meets our compliance requirements?"
Answer:
I completely understand the importance of compliance, and we take it very seriously. We’ve worked with businesses and regulated industries and are well-versed in the specific compliance standards and apply to promotional products. All of our products meet the certifications and industry standards, and we can provide documentation to ensure everything aligns with your compliance requirements. In addition we have a team dedicated to ensuring that products we offer not only meet quality standards, but also comply with any legal or industries specific regulations, if you have specific compliance criteria, I’d be happy to review those with you to make sure our solutions are fully aligned. Would it be helpful if I provided a detailed breakdown of how our products meet your requirements along with any necessary certifications that way, you can feel confident moving forward.
Feedback:
The response effectively addresses the compliance concern raised by the prospect. It demonstrates an understanding of the importance of compliance, provides reassurance about the company's commitment to meeting industry standards, and offers to review specific compliance criteria with the prospect. The communication is clear and professional, appropriate for the promotional products industry. The closing technique is strong, as it offers to provide detailed information, which encourages further engagement. However, the response could benefit from more active listening elements, such as confirming the specific compliance requirements the prospect has in mind. Overall, it effectively explores value and maintains a collaborative approach.
Score: 9
9.
7
/ 10Question:
"There's a lot of uncertainty in the market right now; how can I be sure this investment is worthwhile?"
Answer:
I completely understand your concerns. Uncertainty in the market makes every investment feel like a bigger decision. That said one of the reasons promotional items continue to be a smart investment even in uncertain times is that they provide long-term brand exposure intangible value. When done right, they can build customer loyalty, increase brand awareness and create lasting impressions to keep your business top of mind We’ve worked with many clients who faced similar market challenges, and they found that strategic promotional campaigns not only help them stay visible, but also generate more customer engagement, even in tougher, economic, climates what we offer isn’t just a product it’s a tailored solution designed to maximize the impact of every dollar you spend. How about we start a smaller risk free order that aligns with your budget and goals? This way you can see how our products work for your business without making a large upfront commitment. How does that sound to you?
Feedback:
The response acknowledges the prospect's concern about market uncertainty effectively, showing empathy and understanding. The salesperson highlights the long-term benefits of promotional products, which is good for addressing the need for value exploration. However, the response could have been more concise and structured, perhaps by using the SPIN Selling framework to guide the conversation about the situation and implication of not investing in promotional products. The closing technique of suggesting a smaller initial order is a solid move that reduces perceived risk. However, there's a missed opportunity to ask more probing questions to further understand the prospect's specific concerns or needs, which would enhance the collaborative approach. Overall, it's a good response that could benefit from a bit more clarity and engagement through curiosity.
10.
8
/ 10Question:
"I feel I need more time to evaluate this. Can we revisit this conversation in a few weeks?"
Answer:
I completely understand you want to make sure this is the right decision for your business and taking the time to evaluate it is important. That said, I’d love to help you make that evaluation process easier providing you with all the information you need out front how about I send over a tailored proposal with a few options that align with your goals along with some case, studies or examples of businesses and similar situations.? This way you can review everything at your own pace and feel confident that you’re ready to move forward. Would it make sense to schedule a brief follow-up call in a week or so? Just to answer any additional questions that might come up that way we can keep the momentum going, and you won’t have to start from scratch when you’re ready to make a decision.
Feedback:
The response effectively acknowledges the prospect's need for time, which is a good demonstration of active listening. The offer to send a tailored proposal along with case studies is a solid solution-focused approach, helping the prospect evaluate the options at their own pace. Suggesting a follow-up call in a week keeps the conversation open and shows commitment to the prospect's needs. However, the response could have been more concise to maintain clarity and focus. Overall, it addresses the concern well but could improve in brevity and clarity.
A closing technique is used, but it could be a bit more assertive to encourage commitment to the follow-up. More curiosity-driven questions about their specific needs could enhance the proposal's relevance.
There’s a collaborative tone overall, but a bit more personalization in terms of rapport-building could strengthen the relationship further.