Doors & Hardware
Sales Assessment Results by David Anderson
2
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here—your performance is falling flat, and it's not pretty. With an average score of 0.2, it's clear that your responses missed the mark in every aspect. You consistently failed to address customer concerns with empathy and professionalism, and your dismissive tone alienated prospects instead of building rapport. You need to step up your game in objection handling, solution-focused selling, and value communication. It's time to drill into techniques like Consultative Selling, which emphasizes understanding customer needs, and Objection Handling Techniques that will help you manage concerns with grace. Remember, it's not just about closing a deal; it's about fostering trust and long-term relationships. Your coaching moment? Selling is about connection, not confrontation. Start listening to your prospects, and transform those dismissive responses into dialogues that engage and inspire confidence. You've got a long road ahead, but if you commit to improving your approach, you can turn this ship around.
Question Breakdown
1.
0
/ 10Question:
"The doors you offer seem more expensive than our current vendor; what justifies the cost?"
Answer:
Well sir, based on our conversation you said you needed your doors to be FBC approved for windload and match Specifications, with that being said Our job goes beyond just providing product we get you off the job which is why we charge more. Home Depot is cheaper too but I dont see you shopping there.
Feedback:
The response fails to effectively address the customer's concern about the cost of the doors. It does mention the specific need for FBC approval and matching specifications, but it lacks clarity and a structured justification for the higher price point. Additionally, mentioning Home Depot as a cheaper alternative does not build rapport or foster a positive relationship with the prospect; it comes off as dismissive. This response does not incorporate any solution-focused approach and misses an opportunity to explore value beyond price, showing a lack of curiosity and discovery. Overall, the tone is not appropriate for professional communication.
2.
0
/ 10Question:
"I’m concerned about how quickly these doors can be delivered given our tight project timeline; can you guarantee on-time delivery?"
Answer:
No we cant we are definitely going to miss the deadline.
Feedback:
This response is highly ineffective as it directly admits to missing the deadline without offering any solutions or alternatives. It does not address the customer's concern about timely delivery, which is crucial given their tight project timeline. There is a lack of curiosity and discovery in understanding their urgency, and the response fails to maintain a professional tone. It does not build trust or rapport with the prospect, and it does not explore any potential value or options that may alleviate the customer's worries. Overall, this answer leaves the prospect without any reassurance or confidence in your capability to fulfill their needs.
3.
0
/ 10Question:
"Our team is already stretched thin; how will implementing new hardware affect our current workload?"
Answer:
Its not going to make anything easier except keep you out of prison and being sued. If staying out of prison is your goal sign here.
Feedback:
This response is not only inappropriate but also dismissive and sarcastic, failing to address the customer's legitimate concern about workload. It does not offer any solutions or considerations for how the implementation of new hardware could be managed alongside their existing responsibilities. The tone is unprofessional, and there is no effort to build rapport or explore value. Overall, this approach will likely alienate the prospect rather than foster a collaborative discussion.
4.
0
/ 10Question:
"What if the quality of your doors doesn't meet the industry standards we've set?"
Answer:
I go to prison.
Feedback:
This response is completely inappropriate and fails to address the prospect's legitimate concern about quality standards. It does not provide any information or assurance regarding the quality of the doors, and it lacks professionalism. Instead of engaging with the customer and exploring their needs, this answer displays a dismissive and sarcastic attitude, which is likely to alienate the prospect. Overall, it shows a significant lack of understanding of the sales process and effective objection handling.
5.
0
/ 10Question:
"We have an existing relationship with another supplier; how can you help us transition smoothly?"
Answer:
Easy your supplier doesnt anser his phone so clearly literally anyone else is better.
Feedback:
This response is dismissive and unprofessional, failing to address the customer's concern about their existing supplier relationship. It does not provide any thoughtful insights or solutions for a smooth transition, nor does it build rapport or trust with the prospect. Instead of exploring the reasons for their loyalty to the current supplier or recognizing their concerns, this answer undermines the value of a professional relationship. Overall, it lacks a constructive approach and demonstrates a significant misunderstanding of effective sales communication.
6.
0
/ 10Question:
"Our budget is tight this fiscal year; can you work with us on pricing or payment terms?"
Answer:
Absolutely not. FYPM. Fuck You Pay Me. were like the federal government, were getting paid and you're getting screwed.
Feedback:
This response is highly unprofessional and dismissive, directly rejecting the customer's request for pricing flexibility without any constructive dialogue. It lacks empathy and does not acknowledge the prospect's budget concerns, which is critical in a sales context. Instead of fostering a collaborative approach, it alienates the prospect by using inappropriate language and tone, severely damaging any potential for rapport or trust. Overall, this answer demonstrates a complete lack of understanding of effective sales communication and objection handling.
7.
0
/ 10Question:
"Can your hardware integrate seamlessly with our existing access control systems?"
Answer:
Our hardware is mechanical not electrical so no.
Feedback:
This response is blunt and dismissive, failing to provide a thorough explanation of the integration capabilities or limitations of the hardware. It does not attempt to engage with the customer's needs or offer any related solutions that could alleviate their concerns. Additionally, the tone lacks professionalism and does not build rapport. A more effective approach would involve exploring the customer's specific access control systems and discussing any potential options for compatibility or workarounds. Overall, this response does not reflect an understanding of effective sales communication.
8.
0
/ 10Question:
"I need to ensure there’s a solid ROI; what metrics can you provide to support this?"
Answer:
Theres no ROI except to keep you out of prison and keep people alive. Without us people die and you go to prison.
Feedback:
This response is alarmingly inappropriate and fails to address the customer's legitimate concern regarding ROI. It offers no valuable metrics or data that could support the decision-making process, instead relying on an extreme and unprofessional statement. This approach does not foster trust or rapport with the prospect and completely disregards the importance of providing relevant and constructive information. Overall, it demonstrates a significant misunderstanding of effective sales communication and objection handling.
9.
2
/ 10Question:
"How do your products compare to lower-cost alternatives in terms of long-term value?"
Answer:
Apples and oranges. Do you want to save money initially and do this all over again in a few months or pay more now and never worry about it again thats the only question you should be asking.
Feedback:
This response is dismissive and lacks a professional tone. While it attempts to highlight the difference between your products and lower-cost alternatives, it does not provide a clear, structured comparison of long-term value. Instead of engaging the prospect in a thoughtful discussion about quality, durability, or overall return on investment, it oversimplifies the decision-making process. A more effective response would explore the specific benefits of your products, such as warranty, durability, and support, while inviting the customer to share their concerns or priorities. Overall, this answer misses an opportunity to build rapport and demonstrate value.
10.
0
/ 10Question:
"I’m worried about the maintenance costs associated with your doors; what can you tell me about that?"
Answer:
Maintenance? There is none, it either works or doesnt.
Feedback:
This response is dismissive and fails to address the prospect's legitimate concern regarding maintenance costs. It lacks a professional tone and does not provide any valuable information about the durability or reliability of the doors. A more effective answer would include details about the product's design, warranty, or any preventative measures that ensure long-term performance, helping to alleviate the customer's worries. Overall, this response misses the opportunity to build rapport and demonstrate value to the prospect.