Shipping Containers
Sales Assessment Results by Jade
71
Professional Closer
10 questions
Maximum score: 100
Completed in
You've demonstrated solid skills across various responses, showcasing a solution-focused approach that effectively addresses customer concerns. Your ability to listen actively and respond with relevant information is commendable, particularly in areas like discussing warranties and acknowledging the prospect's needs. However, there are consistent patterns of missed opportunities for deeper engagement and rapport-building. You tend to provide good information but often lack a personal touch or follow-up questions that could foster a stronger connection with the prospect.
To elevate your performance, I suggest you focus on practicing the Consultative Selling technique and the AIDA Model. These will help you engage more meaningfully with prospects and guide them through their decision-making process more effectively.
Remember, sales is not just about providing answers; it’s about creating a compelling narrative that resonates with your customers. Aim to not only inform but also inspire confidence and connection. Think of it as building a bridge, not just laying down the stones. Keep pushing yourself to not only address objections but to deepen engagement and build genuine relationships.
Question Breakdown
1.
7
/ 10Question:
"I really like this container, but I just can't stretch my budget this month."
Answer:
With our payment on delivery option you can lock in the current price and push delivery out 30 days. Does this work for you?
Feedback:
The response effectively addresses the budget concern by offering a payment option that allows the prospect to secure the price while deferring the delivery. This demonstrates a solution-focused approach and acknowledges the prospect's constraints. However, it could have been enhanced by asking a follow-up question to explore the prospect's budget limitations further or to understand if there are specific budgetary constraints they are facing. This would show curiosity and active listening. The tone is clear and appropriate for the shipping container industry, but including a closing statement or a gentle nudge towards a decision could improve the effectiveness. Overall, it's a solid response, but there's room for improvement in engagement.
Score: 7
2.
6
/ 10Question:
"I'm worried about whether this container will suit my lifestyle and needs long-term."
Answer:
What exactly is your vision or purpose for your container?
Feedback:
The response effectively invites the prospect to share their specific needs and vision, which is a good step towards understanding their long-term concerns. However, it lacks a more direct reassurance about the adaptability and options available for the container to meet those needs over time. A stronger response would include addressing their worry about suitability with examples of how the container can be versatile or customized for different uses. Additionally, it could benefit from a collaborative tone that acknowledges their concern before diving into questions. Overall, this response shows promise but needs more depth and reassurance to fully address the objection.
3.
7
/ 10Question:
"I need to check with my spouse before making a purchase like this."
Answer:
I absolutely understand. How about i email you an official quote for you and your spouse to look over together. If you guys have any questions or concerns you can give me a call on my direct line and we can go over everything.
Feedback:
The response effectively acknowledges the prospect's need to consult with their spouse, which shows active listening and understanding. The offer to send an official quote is a good solution-focused approach, making it easier for the prospect and their spouse to assess the purchase. However, it could be improved by asking a few more questions to uncover any specific concerns they might have or by suggesting a follow-up call after they've discussed it. This would enhance curiosity and discovery, and further solidify rapport. The tone is appropriate for the industry, but the response could be slightly more engaging. Overall, a solid response but with room for improvement in collaborative engagement and value exploration.
4.
8
/ 10Question:
"How do I know that your containers are better than what I can find at other companies?"
Answer:
We back our containers with lifetime leak warranties and a 10 year structural warranty. We are able to do this because of the quality of units we sell. We also guarantee the condition of all of our units, if it isn't to your satisfaction, you can return it within 60 days for a full refund, or reject it at delivery if it does not meet the agreed upon condition. What have been your concerns with other companies you have spoken with?
Feedback:
The response effectively addresses the customer's concern by highlighting the warranties and guarantees, which adds value and assurance. However, while it provides solid information about the company's offerings, it could benefit from a more personalized touch. It would be advantageous to emphasize the unique selling points of the containers in a way that distinguishes the company from competitors. The follow-up question is a good move to engage the customer further and discover specific pain points, showing curiosity and a collaborative approach. Overall, the communication is clear and appropriate for the industry, but it could enhance rapport-building by acknowledging the customer's perspective more directly.
A stronger closing technique could also be employed, such as an assumptive close or urgency close, to create a sense of commitment.
Overall, a solid response that effectively addresses the concern but leaves room for improvement in personal engagement and closing techniques.
5.
6
/ 10Question:
"It feels like I have so many other financial priorities right now; is this really worth it?"
Answer:
You reached out to me because you have an issue that needs to be solved. How urgent are your needs for the container? Will waiting a month for the container put you into further strain by not rectifying the need now?
Feedback:
The response effectively addresses the concern by redirecting the focus back to the prospect's needs and urgency. However, it lacks a bit of empathy and warmth, which are essential when dealing with financial concerns. Asking about urgency is a good start, but the salesperson could also acknowledge the prospect's financial priorities more explicitly to build rapport. Additionally, incorporating a solution-focused approach by briefly outlining the value of the shipping container in relation to their financial situation could improve the response. Overall, the response shows promise but needs refinement in tone and value demonstration.
6.
7
/ 10Question:
"I'm not sure I can trust that this container will hold up as well as you say it will."
Answer:
Containers are built for a corten steel, and is reinforced by steel beams. The marine grade flooring gives stability and durability. These Containers are meant to haul cargo across the seas, and have to pass certain certifications for safety and durability. They can withstand thousands of pounds of weight, and can withstand winds up to 180mph. They are also guaranteed to be leak free, without holes or large dents. What are you planning to use your container for, and what kind of weather conditions do you endure in your area?
Feedback:
The response effectively addresses the customer's concern about the container's durability by providing specific details about the materials and certifications. This demonstrates a solution-focused approach and builds trust. However, while the technical information is valuable, the tone could be a bit warmer and more engaging to enhance rapport. Additionally, the questions at the end are good for discovery but could have been framed to invite more dialogue. Overall, it's a solid response, but the connection with the customer could be improved.
Score: 7
7.
8
/ 10Question:
"What if I need support after the purchase? Will you still be available?"
Answer:
Absolutely. I will be with you throughout the entire process, and even after delivery. You can call me or message me anytime, and if i can't help you, i can direct you to the person who can.
Feedback:
Your response effectively addresses the concern about post-purchase support by reassuring the customer of your availability. However, it could be improved by adding more specific details about the support process, such as response times or types of support available. This would demonstrate a clear understanding of the customer's need for ongoing assistance. Additionally, using a slightly more professional tone could enhance credibility in a B2B context. Overall, you did well in promoting a collaborative approach and showing commitment to customer service, but there's room for deeper value exploration.
Score: 8
8.
7
/ 10Question:
"I’ve had a bad experience with a previous vendor; how can I be sure this will be different?"
Answer:
I am so sorry to hear about your previous experience. May i ask what happened with the other company, so that i can address your concerns properly.
Feedback:
The response effectively acknowledges the prospect's past negative experience, which is crucial in building rapport and showing empathy. By asking a follow-up question about the specific issues they faced, the salesperson demonstrates curiosity and a desire to understand the prospect's needs better. However, the response could have been strengthened by incorporating a value-focused statement that reassures the prospect of the company's reliability or by highlighting differences in service quality. Additionally, the tone could be slightly more confident and reassuring to instill trust. Overall, it's a good start but lacks depth in addressing the concern and providing assurance.
Score: 7
9.
8
/ 10Question:
"I'm not ready to make a decision; can you give me a little more time to think?"
Answer:
Absolutely. Would you like me to email you an official quote and the pay on delivery agreement for you to look over? It's not a commitment to buy, just so you have everything to review and if you decide to move forward you have everything you need. The quote is good for 5 days. I will reach out to you by phone and we can discuss any concerns or questions. When would be a good time for me to give you a call?
Feedback:
The response effectively addresses the objection by acknowledging the prospect's need for time and offering to provide further information without pressure. It maintains a clear and professional tone, which is suitable for the shipping containers industry. The offer to email an official quote shows a solution-focused approach, and the mention of a follow-up call demonstrates active listening and curiosity about the prospect's timeline. However, it could strengthen the closing technique by suggesting a specific follow-up time instead of leaving it open-ended. Overall, it builds rapport and engages the prospect well, but a bit more assertiveness in the closing could improve it further.
10.
7
/ 10Question:
"How will this container fit into my current living situation without disrupting everything?"
Answer:
To better understand where your concerns may be would you provide me with pictures of the area, or areas you would like the container to be put? I would be happy to assist you in finding what will work best for your specific needs.
Feedback:
The response demonstrates curiosity and an attempt to understand the prospect's situation better by asking for pictures, which shows active listening. However, it lacks a more proactive solution-focused approach to address the concern of disruption directly. Acknowledging potential disruptions and offering specific ideas or examples of how containers can be integrated into living spaces would strengthen the response. Additionally, incorporating a closing technique that invites further discussion or a commitment could enhance the effectiveness.