Wheel Aligners
Sales Assessment Results by Jarod Ediza
73
Professional Closer
10 questions
Maximum score: 100
Completed in
You're putting up a solid performance, averaging a score of 7.3, but it's clear there are gaps in your game that need addressing. Your strongest demonstrated techniques revolve around empathy and addressing objections, as shown in how you acknowledge concerns about ROI and support. However, a consistent pattern emerges where you're not backing up your claims with enough concrete evidence or examples, which is crucial for building trust and credibility. You need to amp up the specificity in your responses—give them numbers, case studies, and real-world examples to really drive your point home. I recommend you dive deeper into Value Selling and Objection Handling Techniques. These will help you articulate value more convincingly and navigate concerns with more finesse. Remember, every objection is an opportunity to showcase your product's worth. Your memorable coaching moment? Don’t just tell them why your product is great—show them with data, examples, and stories that resonate. Make them visualize the benefits! Now, let's turn that potential into performance.
Question Breakdown
1.
5
/ 10Question:
"I've been looking at other vendors who offer lower monthly payments; can you explain why your aligners are worth the extra cost?"
Answer:
Our aligners are an investment in performance, durability, and long term reliability. With how precise and fast our setups, you'll service your technicians and customers more efficiently, reducing downtime and increasing productivity, delivering lasting value beyond just monthly payments.
Feedback:
The response addresses the objection by emphasizing the value of the aligners in terms of performance, durability, and long-term reliability. However, it lacks a clear connection to how these aspects specifically justify the higher cost compared to competitors. There is an opportunity to incorporate a more direct comparison to the competitors' offerings and to ask a follow-up question to better understand the prospect's specific needs or concerns. Overall, it could benefit from a more structured exploration of the implications of choosing lower-cost options versus investing in quality.
2.
6
/ 10Question:
"I’m not sure how this new wheel aligner will integrate with our existing equipment; can you clarify that?"
Answer:
Our wheel aligners are designed to work with most shop equipment. Could you share what specific equipment you're currently using? That way I can make sure everything will work smoothly together.
Feedback:
The response effectively addresses the prospect's concern by indicating that the wheel aligners are compatible with most shop equipment. However, it could be strengthened by providing specific information about the integration capabilities of the product. Additionally, while asking for details about the current equipment is a good move to understand the prospect's needs, offering examples or assurances of successful integrations could build more confidence. Overall, there's a good balance of inquiry and information, but more concrete details would enhance the response.
3.
7
/ 10Question:
"We just invested in a different system, and I’m concerned about the ROI from switching now – how can you justify this?"
Answer:
I understand your concern. Our aligner is built to deliver faster, more accurate results. So that means less downtime and more cars serviced. Many of my customers see returns quickly through the increase in smooth operations and reduced maintenance costs. What system are you currently using? I'm more than happy to compare and show how we can improve your ROI.
Feedback:
The response starts well by demonstrating empathy towards the prospect's concern about ROI, which is crucial for building rapport. It effectively highlights the benefits of your aligner, such as faster results and reduced downtime, which could resonate with their need for efficiency. However, it would be more impactful to include specific examples or data points illustrating how quickly customers see ROI with your aligners compared to the system they currently have. Additionally, while asking about the current system is good for gathering information, providing a proactive comparison or a suggestion to quantify potential ROI gains would strengthen this response. Overall, the response is solid but could benefit from more concrete evidence or examples to make a stronger case.
4.
7
/ 10Question:
"I need to ensure that my team can easily adapt to this new equipment; what training resources do you provide?"
Answer:
We offer comprehensive training resources to ensure your team can quickly adapt to the new equipment. That includes, hands on training, detailed user manuals, online tutorials, and most importantly, you have me at your convenience for any questions you or your team might have. Might I include our equipment guides
the technicians step by step in real time to make the learning process happen with ease. Many of my shops I service are confident and comfortable within just days time. Would you like more details on the specific training options?
Feedback:
The response effectively addresses the prospect's concern about adaptation to new equipment by outlining the comprehensive training resources available. Providing specifics like hands-on training, user manuals, and online tutorials adds credibility. The mention of ongoing support from yourself is a strong point, emphasizing accessibility. However, the readability is affected by a formatting issue that breaks the flow. Additionally, while inviting the prospect to ask for more details is a good move, it could be enhanced by including examples from other satisfied customers who successfully adapted to the training, which would further illustrate the effectiveness of your offerings. Overall, this response shows good engagement, but clarity and demonstration of past successes would improve it.
5.
8
/ 10Question:
"The maintenance costs seem a bit high; how can I be sure this won’t affect our budget in the long run?"
Answer:
I understand your concern about the maintenance costs. Our aligners are designed for durability and efficiency, requiring minimal upkeep. Most of my customers find that the lower frequency of repairs and the reduced downtime more than offset costs. I'd be happy to share examples from similar shops showing how they've stayed well within budget over time. Would that help address your concern?
Feedback:
The response effectively acknowledges the prospect's concern regarding maintenance costs, which is important for building rapport. By emphasizing the durability and efficiency of the aligners, you address the root of their worry. The mention of lower repair frequency and reduced downtime provides a relevant counterpoint to the objection. However, it could be improved by including specific quantitative data or testimonials from existing customers to enhance credibility and foster trust. Additionally, while asking if sharing examples would help is good for engagement, a more assertive follow-up could demonstrate confidence in your product's value. Overall, the response is solid but could benefit from more concrete evidence to further alleviate the prospect's concerns about budget impact.
6.
8
/ 10Question:
"I’ve heard that some aligners have a steep learning curve – how quickly can my team get up to speed with yours?"
Answer:
Our aligners are designed with friendly and intuitive controls, making them easy to learn. Most teams are fully operational within a couple days thanks to hands on training, our online resources and ongoing support from me personally and my team. I'm here to help you and your team run efficiently. For example, one customer reported using the system after 1 days of training because how easy it is to use. I'm here to ensure a smooth transition every step of the way.
Feedback:
The response effectively addresses the prospect's concern about the learning curve by emphasizing the ease of use and the supportive resources available. Highlighting friendly and intuitive controls is a strong point, showcasing the product’s user-friendliness. Additionally, mentioning the hands-on training and ongoing support reinforces your commitment to customer success. The specific example of a customer achieving operational capability after just one day of training adds credibility and demonstrates the product's practicality. However, it could further benefit from providing quantitative data or testimonials from multiple users for a broader perspective. Overall, the response is clear, engaging, and indicates a collaborative approach, fostering confidence in the transition process.
7.
8
/ 10Question:
"What kind of support do you offer if we encounter any technical issues after the purchase?"
Answer:
We provide comprehensive post-purchase support to ensure you;re never on your own. This includes 24/7 technical assistance, remote diagnostics, and on site service if needed by me. Our support team resolves issues within an hour to ensure minimal disruption to your operations, For example one our clients had an issue resolved remotely in 10 minutes after he called me about it. I insisted I come visit to help, but our support team was on it in a flash. I am committed to keeping your business running smoothly and ensure you are confident at all times.
Feedback:
The response effectively addresses the prospect's concern about post-purchase support by detailing the comprehensive nature of the support services. Mentioning 24/7 technical assistance and remote diagnostics shows a strong commitment to customer service. The example of resolving an issue in 10 minutes adds credibility and demonstrates the effectiveness of your support team. However, there are minor grammatical errors, such as "you;re" instead of "you're" and some awkward phrasing that could hinder clarity. Simplifying language and correcting errors would enhance professionalism. Overall, the response is informative and reassuring, effectively building confidence in the level of support offered.
8.
7
/ 10Question:
"With our current vendor, we have a good relationship; why should I consider switching to your product?"
Answer:
I'm glad you are in a happy relationship with current vendor and understand the value in that. Switching to our product isn't just about the equipment, it's about building a partnership that adds even more value to your business. Our aligners offer faster results, reduced downtime, and long term savings which honestly impacts the bottom line, money. For example, many of my customers are companies that switched and have reported improved efficiency and ROI within months. I am confident we can exceed your expectations and provide a seamless transition while maintaining the strong support you have been receiving with your current vendor.
Feedback:
The response effectively acknowledges the prospect's positive relationship with their current vendor, which is a critical aspect of addressing the objection. By emphasizing that switching is about building a partnership and adding value, you position your offering as not just a product but a comprehensive solution. The mention of faster results, reduced downtime, and long-term savings touches on key benefits that could resonate with the prospect. However, the response could be strengthened by including specific case studies or quantitative data that detail the efficiency and ROI improvements experienced by previous customers. This would provide a more robust justification for making the switch. Additionally, the phrasing could be more concise to enhance clarity, particularly in the last part about support and transition. Overall, this response demonstrates a collaborative approach but would benefit from more explicit evidence and clarity to bolster your case.
9.
9
/ 10Question:
"Can you provide any proof or case studies that demonstrate how your aligners improved operational efficiency for similar businesses?"
Answer:
Absolutely! For example, one of my clients, similar to yours, reduced alignment setup times by 25% after switching to our aligners. This saved him an average of 8 hours of technician labor weekly, allowing them to service 10 extra vehicles a week. Another case study from a national tire chain showed a 20% increase in overall alignment accuracy, reducing customer returns and boosting their satisfaction scores by 15%. I can provide full case studies with detailed data. Would you like me to send those over?
Feedback:
The response effectively addresses the prospect's request for proof by providing specific examples that demonstrate the benefits of your aligners. Mentioning measurable outcomes, such as a 25% reduction in setup times and an increase in alignment accuracy, adds credibility and illustrates the value of your product. Additionally, stating that you can provide full case studies with detailed data is a strong move as it invites further engagement and showcases your preparedness. However, it could be enhanced by mentioning the names of the businesses if permissible, or offering to set up a time to discuss the case studies in detail, which could further engage the prospect. Overall, this response is strong in showcasing value through quantifiable results and opens the door for continued conversation.
10.
8
/ 10Question:
"I’m worried about the overall impact on our daily operations during the installation process; how do you handle that?"
Answer:
I understand the importance of minimizing disruptions during installation. That's why our team works around your schedule to ensure a seamless process. Most installations are completed within a single day and I provide on-site training immediately after so your team can start that same day. For example one of my biggest customers reported 0 downtown during their installation as we coordinated after-hours setup. My goal is to keep your operations running and if that means working overtime, I'm more than happy to help the transition run smoothly.
Feedback:
The response effectively acknowledges the prospect's concern about disruptions during installation, demonstrating empathy and understanding. By emphasizing that your team works around their schedule and that installations can be completed within a single day, you provide reassurance regarding efficiency. The mention of immediate on-site training further adds value by ensuring that the customer can start using the aligners right away. Additionally, the example of a previous customer experiencing zero downtime is compelling, though it could be clearer if stated with precise terms (e.g., how after-hours setup was organized). Overall, the communication is clear, and the collaborative approach is evident, fostering confidence in your service. However, minor grammatical issues (like "0 downtown" instead of "0 downtime") could be polished for a more professional touch.