Car dealership
Sales Assessment Results by Dmitri Socarras
15
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s get real here. Your performance was underwhelming, to say the least. An average score of 1.5 tells me you’re not connecting with your customers, and that’s a huge red flag. You’re throwing out vague responses that don't address concerns, and you're missing the chance to showcase the value of what you're selling. You need to harness the power of value selling and consultative techniques to truly understand and respond to customer needs. Start asking deeper questions that show genuine curiosity about their situation. You’re treating this like a transactional process instead of a relationship-building opportunity, and that’s got to change.
Here’s the kicker: if you want to elevate your game, dive deep into storytelling in sales. Craft narratives that resonate with your customers’ concerns and illustrate how your product solves their problems. Also, practice objection handling techniques. You need to turn those objections into conversations, not dismissals.
Remember, sales isn’t just about the product; it’s about the relationship you build. Get out there and engage your customers like they matter, because they do. You have the potential to turn this around, but it starts with a commitment to improvement and a willingness to listen and connect.
Question Breakdown
1.
1
/ 10Question:
"I'm not sure if this model is truly worth the price compared to others I’ve seen; can you help me understand the additional value?"
Answer:
Sure
Feedback:
The response "Sure" is far too brief and does not effectively address the customer's concern. It lacks detail, fails to communicate the value of the model in question, and does not engage the customer further. A more effective response would involve exploring the unique features and benefits of the model, perhaps using value selling techniques to highlight what sets it apart from competitors. Additionally, asking follow-up questions to understand the customer's specific needs and preferences would demonstrate active listening and curiosity. Overall, this response missed an opportunity to build rapport and provide a compelling case for the vehicle's value.
2.
1
/ 10Question:
"I’ve been really happy with my current vehicle; why should I switch to something new right now?"
Answer:
Change is always for best
Feedback:
The response provided is quite vague and lacks depth. While the phrase 'Change is always for best' attempts to encourage the prospect to consider a new vehicle, it doesn't address their specific contentment with their current vehicle or provide compelling reasons for a switch. There is no exploration of potential needs or benefits, which could have been achieved through open-ended questions or highlighting advantages of new models. The response fails to demonstrate active listening, curiosity about the prospect's situation, or a solution-focused approach. Overall, it lacks the necessary detail and personalization to be effective in a car dealership context.
3.
3
/ 10Question:
"The competition has a similar model with more features at a lower price point; how do you justify the difference?"
Answer:
Do they offer any warranty
Feedback:
Your response to the objection was a bit off-target. While asking about warranty is a good question, it doesn't directly address the customer's concern about price and features. You need to acknowledge the competitor's offering first and then pivot to highlight the unique value your model provides, such as reliability, service quality, or additional benefits that justify the price. Consider using a value exploration approach to dive deeper into the customer's needs and preferences. Overall, it felt like you missed an opportunity to engage in a more meaningful conversation about the differences between the vehicles.
4.
1
/ 10Question:
"I'm concerned about how well this car will integrate with my existing tech; can you assure me it will work seamlessly?"
Answer:
Of course
Feedback:
The response "Of course" is far too vague and does not adequately address the customer's concern about tech integration. It lacks detail, reassurance, and does not explore the customer's specific tech needs. A better approach would involve asking the customer about their current technology, explaining how the car's systems work, and potentially providing examples of successful integration. This would demonstrate active listening, curiosity, and a solution-focused approach. Overall, this response fails to build rapport or provide the customer with the necessary information to feel confident in their decision.
Score: 1 for the minimal affirmation, but overall ineffective in addressing the concern.
5.
1
/ 10Question:
"What if I change my mind after the purchase? I'm worried about how that would affect my finances and my relationship with the dealership."
Answer:
Not at all
Feedback:
The response "Not at all" is dismissive and does not address the customer's concern. It fails to acknowledge their feelings about potential buyer's remorse and the impact on their finances and relationship with the dealership. A more effective response would involve active listening, reassuring the customer about return policies or trade-in options, and exploring their concerns further. This would demonstrate empathy and build trust. Overall, the response lacks effective communication, curiosity, and a solution-focused approach.
6.
2
/ 10Question:
"My budget is tight this quarter; can you help me find a way to make this work financially?"
Answer:
Of course. What do you have in mind
Feedback:
The response lacks depth and fails to effectively address the prospect's concern about their tight budget. Instead of asking an open-ended question like 'What do you have in mind?', a more effective approach would have been to explore the specific budget constraints and suggest tailored solutions or financing options. This demonstrates active listening and a solution-focused mindset. The response does not establish rapport or show an understanding of the implications of the budget issue, nor does it attempt to find a mutually beneficial way to move forward. Overall, it misses the opportunity to engage the customer meaningfully.
7.
3
/ 10Question:
"I need to check with my spouse before making such a big decision; could you provide me with information to help convince them?"
Answer:
Why don't you call your wife and ask her to come by for a test drive and we'll get it sorted out
Feedback:
The response lacks effectiveness in addressing the concern. While suggesting a test drive is a good idea, it overlooks the prospect's need to consult their spouse, which is a crucial part of their decision-making process. The communication feels a bit directive and could come off as dismissive of their concern. It would have been more effective to acknowledge their need to check with their spouse, offer to provide information they can share, and perhaps ask about their spouse's preferences or concerns. This would show active listening and a collaborative approach. Overall, the response does not effectively explore the value of the vehicle or build rapport with the prospect.
8.
2
/ 10Question:
"I had a bad experience with a dealership before; how do I know this one is different?"
Answer:
Course my clients are more then 90 percent are referels
Feedback:
The response lacks depth and does not effectively address the prospect's concern. Instead of simply stating that most clients come from referrals, it would be better to acknowledge the bad experience and empathize with the prospect's feelings. A more effective response could include a specific example of how your dealership prioritizes customer satisfaction or how you address past issues. You could also ask the prospect about their previous experience to show curiosity and active listening. Overall, this response feels dismissive and does not engage the prospect's concerns.
Score: 2
9.
1
/ 10Question:
"My colleagues are recommending different brands, and I feel pressure to follow their advice; why should I stick with your offering?"
Answer:
Because I'm do this for living and your colleagues probably not
Feedback:
The response lacks professionalism and fails to address the prospect's concern about peer pressure effectively. Instead of providing a compelling reason to choose your offering, it dismisses the opinions of the prospect's colleagues, which could alienate them. A better approach would be to acknowledge the influence of their colleagues while highlighting the unique benefits and value of your offering. Engaging in a discussion about their specific needs and concerns would demonstrate active listening and curiosity. Consider using techniques from consultative selling to build rapport and provide tailored solutions. Overall, this response misses the mark significantly.
10.
0
/ 10Question:
"I'm worried about the resale value of this luxury car in a few years; can you give me insights on market trends?"
Answer:
Come back to me in a few years and I'll help you with this task
Feedback:
Your response is not addressing the customer's concern at all. Instead of providing insights into market trends and how the luxury car you're selling may hold its value, you're essentially telling them to wait and come back later. This not only dismisses their worry but also shows a lack of engagement and expertise. Customers want to feel informed and supported in their decision-making process, especially with high-value purchases like luxury cars. Try to offer relevant data, examples, or even anecdotes of how similar models have performed in the resale market. This is a missed opportunity to build trust and rapport.
Score: 0