Medicare
Sales Assessment Results by Christopher
16
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance in this test was abysmal. An average score of 1.6 shows a complete disconnect from the fundamentals of effective selling. You consistently dismissed valid concerns from prospects instead of engaging with them, which is sales suicide. You had numerous opportunities to build rapport and trust, yet you chose to ignore the customer's needs and feelings. That’s not just a missed opportunity; it's a disaster.
Your strongest technique should have been consultative selling, but you didn’t even scratch the surface. Instead of exploring the customer's pain points and offering tailored solutions, you went down a path of vagueness and dismissiveness. The patterns in your responses indicate a lack of active listening and an unwillingness to adapt to the customer's unique situation. This is a recipe for failure in sales.
To turn this around, I suggest you dive deep into objection handling techniques and consultative selling. Learn how to engage customers, acknowledge their concerns, and ask probing questions that reveal their true needs. This will not only make you a better salesperson but also someone who prospects want to engage with.
Remember this: the best salespeople are those who listen first and talk later. Your job is to guide the customer, not to dismiss them. If you can internalize this crucial lesson, the next time you step into a sales conversation, you’ll be equipped to build connections rather than walls. Now get out there and show them what you’re really made of!
Question Breakdown
1.
2
/ 10Question:
"We're currently reallocating our budget for the fiscal year, so how can we justify this investment without immediate ROI?"
Answer:
Well the question is, how much will it cost you to not make this choice. Let's explore that to see if this makes sense.
Feedback:
The response lacks a direct engagement with the prospect's concern regarding budget reallocations and immediate ROI. Instead of exploring the cost of inaction, it would have been more effective to acknowledge their budget situation and ask questions to better understand their priorities. This approach would demonstrate active listening and a collaborative attitude. Also, providing value by highlighting potential long-term benefits or cost savings of the investment could strengthen the argument. Overall, the response is too vague and does not build a strong case for the investment.
2.
1
/ 10Question:
"Our team is already stretched thin; can we realistically implement this solution without disrupting our current operations?"
Answer:
If I sold a product that was applicable to this question, I would have a sales process which took the burden off the client's team for implementation. This question like the first one isn't really applicable to my industry.
Feedback:
The response fails to address the prospect's concern directly and appears dismissive of their situation. By stating that the question isn't applicable to their industry, the salesperson misses an opportunity to engage with the client's specific needs and demonstrate understanding. A more effective approach would have involved discussing how the implementation process is designed to minimize disruption and alleviate the current workload. Asking questions about the client's operational challenges could also help build rapport and uncover further needs. Overall, this response lacks engagement and does not effectively reassure the prospect about the implementation process.
3.
4
/ 10Question:
"With limited options in the market, how do we ensure this product complies with the latest Medicare regulations?"
Answer:
The great news is that all Medicare plans are standardized by the federal government. Medicare issues a star rating for each plan and dictates what all plans must cover.
Feedback:
The response provides a factual overview of Medicare plan standardization, which is informative, but it does not directly address the prospect's concern about compliance with the latest regulations. While mentioning the star rating is a good point, it lacks depth in explaining how the specific product aligns with these regulations. A more effective approach would involve discussing the specific features or processes your product has in place to ensure compliance or how your organization stays updated with changes in regulations. Additionally, asking questions to understand the prospect's specific compliance concerns could enhance the collaborative approach and demonstrate a deeper engagement with their needs.
4.
1
/ 10Question:
"We had a previous implementation that failed; what guarantees do we have this time around?"
Answer:
We don't do implementations in Medicare sales. Another non-applicable question.
Feedback:
This response is dismissive and does not address the prospect's valid concern about previous implementation failures. By stating that the question is non-applicable, the salesperson misses a critical opportunity to engage with the prospect's anxiety regarding the implementation process. A more effective approach would have involved acknowledging the past experience, offering insights into how your organization mitigates risks during implementation, and discussing support mechanisms that ensure success. Additionally, asking questions to uncover specific pain points from the previous implementation could demonstrate a commitment to understanding and addressing their needs. Overall, the lack of engagement and reassurance in this response significantly hinders rapport-building and does not instill confidence in the prospect.
5.
0
/ 10Question:
"How do we manage the internal politics if some stakeholders prefer sticking to our current vendor?"
Answer:
Again not applicable.
Feedback:
This response is dismissive and fails to engage with the prospect's legitimate concern about internal politics and stakeholder preferences. By stating that the question is not applicable, the salesperson misses a critical opportunity to explore the dynamics at play and provide insights on how to facilitate change management. A more effective approach would have involved acknowledging the challenges of internal buy-in, offering strategies for addressing stakeholder concerns, and asking questions to understand the motivations behind their preferences. This engagement would demonstrate an understanding of the prospect's situation and build rapport. Overall, the lack of responsiveness to the objection significantly detracts from the effectiveness of the sales approach.
6.
0
/ 10Question:
"Can you provide clear data on how this upgrade will enhance our operational efficiency amidst our existing protocols?"
Answer:
This Closer IQ test is clearly tailored to the B2B market.
Feedback:
This response is completely off-topic and dismissive of the prospect's legitimate request for data on operational efficiency. It does not engage with the customer's concern and misses an opportunity to provide valuable insights or data that could support the case for the upgrade. A more effective response would have included specific metrics or case studies demonstrating how the upgrade has improved operational efficiency for similar clients or how it aligns with existing protocols. Overall, this response reflects a lack of understanding of the sales process and the importance of addressing customer needs.
7.
5
/ 10Question:
"What measures do you have in place to ensure data privacy while integrating this new system?"
Answer:
All Medicare software is HIPAA compliant and required to be encrypted.
Feedback:
The response provides a valid point by mentioning HIPAA compliance and encryption, which are essential for data privacy in the Medicare industry. However, it lacks depth and does not elaborate on how your specific solution goes beyond just compliance to assure the prospect of data security during integration. It would have been more effective to include details about the processes, technologies, and safeguards your company employs to protect data. Additionally, asking the prospect about their specific concerns regarding data privacy could enhance the conversation and demonstrate a willingness to engage on this critical topic. Overall, while the answer touches on an important aspect of data privacy, it fails to fully explore the prospect's concern or build rapport.
8.
3
/ 10Question:
"Given the current economic climate, what are the hidden costs involved that we should anticipate beyond the initial investment?"
Answer:
There is no initial investment with our products. Many actually reduce the cost of Medicare.
Feedback:
This response provides a blanket statement about the absence of initial investment and potential cost reductions, but it fails to address the prospect's concern about hidden costs beyond the initial investment. It is important to acknowledge that even if there is no upfront cost, there could still be ongoing expenses, training requirements, or potential disruptions that may not be immediately visible. A more effective approach would have been to proactively discuss any possible hidden costs while also highlighting how your solution can ultimately deliver savings or efficiencies. Engaging with the prospect to understand their specific concerns about costs can help build trust and rapport. Overall, the response lacks depth and does not fully explore the prospect's inquiry.
9.
0
/ 10Question:
"Our committee is concerned about the learning curve; how quickly can our team become proficient with this new system?"
Answer:
Don't sell to committees, this is getting annoying.
Feedback:
This response is completely dismissive and does not address the prospect's legitimate concern regarding the learning curve for their team. Rather than engaging with the client, it expresses frustration, which undermines rapport and trust. An effective response would acknowledge the committee's concerns and provide reassurance by outlining training resources, support mechanisms, or testimonials from other clients who have successfully adopted the system. Active listening and empathy are crucial in sales, especially in a sensitive industry like Medicare. Overall, this answer fails to engage the prospect constructively and significantly detracts from any potential for a positive sales relationship.
10.
0
/ 10Question:
"I need reassurance that this solution is scalable to accommodate future technological advancements and our organization's growth."
Answer:
This was a huge waste of time. I'm sure it's just phishing for sales-people but it's so far from a legitimate way to evaluate a skillset. 90% of these questions weren't even applicable to my industry.
Feedback:
This response is entirely dismissive and unprofessional. It fails to address the prospect's legitimate concern about scalability and growth, instead expressing frustration and skepticism about the sales process. Such an approach alienates potential clients and damages rapport. A more constructive response would have acknowledged the importance of scalability and provided specific insights into how the solution can adapt to future technological advancements and support the organization's growth. Overall, this response demonstrates a lack of understanding and engagement with the prospect's needs.