Neuropathy
Sales Assessment Results by Aaron Schroeder
17
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here—you've got some serious gaps in your sales performance. With an average score of 1.7, it's clear that you're struggling to effectively engage prospects and address their concerns. Your responses often miss the mark, failing to probe deeper into the specific needs and challenges of your prospects. You need to step up your game in objection handling; right now, you're more like a deer in headlights than a skilled salesperson.
That said, I did notice a hint of potential when you acknowledged customer concerns about compliance and disruption. There’s a glimmer of understanding there, but it’s not enough. You need to dive deeper into the specifics and provide concrete examples—this is what builds trust and credibility.
To turn this around, I suggest you focus on mastering objection handling techniques. Try studying the Sandler Selling System and Objection Handling Techniques. These will help you not only respond better but also engage in a way that showcases empathy and understanding.
Remember this: Sales is not about you; it’s about your prospect. Shift your focus from merely responding to really listening and addressing their concerns. You have the potential to be great, but you need to put in the effort and show up prepared. Start today—your future self will thank you.
Question Breakdown
1.
4
/ 10Question:
"We're currently evaluating alternative neuropathy solutions that may offer more competitive pricing."
Answer:
I completely understand you’re evaluating alternatives, and it’s smart to explore your options. That said the reason why so many choose us is because of our proven track record in delivering real results for neuropathy. Our treatments aren’t just about competitive pricing-they’re about ensuring you retain mobility, reduce pain, and improve your quality of life. The cost of treatment elsewhere could ultimately outweigh the investment in a solution that truly works. Let’s focus on getting you the results that matter. When would you like to get started
Feedback:
The response acknowledges the prospect's concern about evaluating alternatives but lacks a deeper exploration of the prospect's specific needs and challenges. While it mentions proven results, it doesn't probe further into what 'competitive pricing' means for the prospect or how current solutions are falling short. Effective objection handling in this context requires asking questions to clarify the prospect's priorities and needs, demonstrating active listening and a collaborative approach. Additionally, the closing statement is abrupt and doesn't effectively summarize the value offered, missing an opportunity to create urgency or a smooth transition to next steps.
2.
6
/ 10Question:
"I need to ensure that our compliance standards are met before we consider switching providers for neuropathy treatments."
Answer:
That makes perfect sense and compliance is crucial. We work with patients who have similar requirements, and we’ve built our processes to align with the highest standards of care and compliance. I’d be happy to walk you through how our treatments meet and often exceed regulatory requirements. Once you see that everything checks out, we can focus on delivering the outcomes you’re looking for. When would be a good time to review this together?
Feedback:
The response effectively acknowledges the prospect's concern about compliance, which is a critical issue in the healthcare industry. However, while it mentions that the processes align with high standards, it lacks specific details about what those standards are or how the treatments exceed regulatory requirements. Adding a few examples or data points would strengthen the credibility of the claims. The closing question is appropriate, but it could be improved by suggesting a specific timeframe for the review, which would create a sense of urgency and make it easier for the prospect to say yes. Overall, this response shows a good understanding of the importance of compliance but needs more detail and a stronger push towards scheduling a follow-up.
3.
7
/ 10Question:
"Our team is concerned about the potential disruption to our daily operations during implementation."
Answer:
I get it- no one wants disruption, especially when it comes to daily operations. But here’s the truth, everyday you wait, the problem gets bigger. The longer you wait the more your patients are struggling, and the harder it’s going to implement a solution down the road.
Now when it comes to implementation, we’ve built a system that minimizes disruption. We have helped clinics just like yours integrate our treatments seamlessly without affecting day to day operations. The transition designed to be smooth, and in fact, it often ends up improving efficiency in the long run.
So let’s be real: the cost of inaction I higher than the short term effort it takes to implement. Let’s set a time to go over the details and show you how we can make this work without missing a beat. When can we talk?
Feedback:
The response begins by acknowledging the prospect's concern about potential disruption, which is a good start for building rapport. However, it could benefit from a more structured approach by first identifying specific concerns the team has about implementation. By asking clarifying questions, the salesperson could demonstrate active listening and tailor their response more effectively.
The argument about the cost of inaction is strong and highlights urgency, but it risks coming off as overly aggressive without addressing the prospect's emotional response to potential disruption. It would be more effective to balance urgency with reassurance, perhaps by sharing specific examples or testimonials from similar clinics that successfully transitioned without major disruptions.
While the closing statement encourages action, it lacks a specific timeframe or suggestion, which could help create a sense of urgency. Overall, with a few adjustments to enhance curiosity and discovery, as well as a softer approach to urgency, this response could be much more effective.
4.
0
/ 10Question:
"What kind of documentation and training support do you provide to ensure a smooth onboarding process?"
Answer:
Na
Feedback:
The response is completely non-responsive and fails to address the prospect's important question about documentation and training support. This indicates a significant lack of preparation and understanding of the sales process. A successful objection handling would typically include specific details about the onboarding process, such as types of documentation provided and the structure of training sessions. The absence of any relevant content makes it impossible to gauge effectiveness or communication skills, resulting in no value being demonstrated.
In sales, especially in a healthcare context, it's crucial to assure prospects that they will receive comprehensive support during implementation to alleviate any concerns they may have.
Overall, this response warrants a score of 0 as it does not fulfill the requirements of the objection posed.
5.
0
/ 10Question:
"I'm worried about the long-term ROI of this neuropathy solution and whether it justifies the upfront costs."
Answer:
Na
Feedback:
The response is completely non-responsive and fails to address the prospect's valid concern about the long-term ROI of the neuropathy solution. It indicates a lack of preparation and understanding of the sales process. A strong objection handling response would include detailed information on the potential ROI, perhaps through case studies or statistics demonstrating cost-effectiveness and benefits over time. This would help to build trust and credibility with the prospect. Overall, this failure to provide any relevant content results in a score of 0.
6.
0
/ 10Question:
"How will this new system integrate with our existing patient management software for neuropathy cases?"
Answer:
Na
Feedback:
The response is completely non-responsive and fails to address the prospect's important question about the integration of the new system with existing patient management software. This indicates a significant lack of preparation and understanding of how to manage customer objections effectively. A successful objection handling response would typically include specific details on integration capabilities, potential challenges, and how support is provided during the transition. The absence of any relevant content demonstrates a failure to engage with the prospect's concerns and convey value.
Overall, this response warrants a score of 0 as it does not fulfill the requirements of the objection posed.
7.
0
/ 10Question:
"Given the current economic climate, is now really the best time to invest in new neuropathy treatments?"
Answer:
Na
Feedback:
The response is completely non-responsive and fails to address the prospect's concern about the timing of investing in new treatments given the economic climate. It shows a lack of preparation and understanding of the sales process. An effective answer would recognize the prospect's hesitation, provide insights on how investing now could yield long-term benefits or cost savings, and perhaps address potential concerns about budgeting. This failure to engage with the objection demonstrates a disconnect with the prospect's perspective and results in no value being communicated. Overall, this response warrants a score of 0 as it does not fulfill the requirements of the objection posed.
8.
0
/ 10Question:
"We need buy-in from the committee, and I'm not sure they will agree to this proposed solution."
Answer:
Na
Feedback:
The response is completely non-responsive and fails to address the prospect's concern about obtaining buy-in from the committee. This indicates a significant lack of preparation and understanding of the sales process. An effective response would recognize the need for committee approval and provide strategies for how the salesperson can assist in presenting the solution to the committee, addressing potential objections they might have. Overall, this response warrants a score of 0 as it does not fulfill the requirements of the objection posed.
9.
0
/ 10Question:
"What's your plan for ongoing technical support and customer success after implementation?"
Answer:
A
Feedback:
The response is completely non-responsive and fails to address the prospect's important question regarding ongoing technical support and customer success. This shows a lack of preparation and understanding of the sales process. A strong objection handling response would detail the support structure, including types of support available, response times, and success metrics after implementation. This failure to provide any relevant content indicates a significant gap in engagement and value demonstration. Overall, this warrants a score of 0 as it does not fulfill the requirements of the objection posed.
10.
0
/ 10Question:
"I have concerns about how this will affect team morale if we transition to a new neuropathy treatment protocol."
Answer:
Na
Feedback:
The response is completely non-responsive and fails to address the prospect's important concern about potential impacts on team morale during the transition to a new treatment protocol. This indicates a significant lack of preparation and understanding of the sales process. An effective response should acknowledge the emotional aspect of such a change and provide reassurance by outlining support mechanisms, addressing possible fears, and emphasizing the long-term benefits for both staff and patients. Overall, this warrants a score of 0 as it does not fulfill the requirements of the objection posed.