Business Technology Services
Sales Assessment Results by Brandon Green
81
Expert Closer
10 questions
Maximum score: 100
Completed in
You’ve hit the ground running with your performance, averaging an impressive score of 8.1. This shows a solid grasp of various sales techniques, particularly your adept use of solution-focused selling and objection handling. Your ability to actively listen and address customer concerns resonates well, clearly demonstrating empathy and understanding, which is crucial in building rapport. You consistently foster a collaborative approach, inviting prospects to share their experiences and concerns, which helps deepen the connection.
However, there's a recurring pattern in your responses where, despite your strong opening and solution articulation, the closing techniques could amp up the urgency and excitement. You often present valuable information but tend to shy away from more assertive closing strategies. This is your opportunity for growth. Engage in techniques that create a sense of urgency or excitement about taking the next step. Consider studying the Assumptive Close and the Urgency Close to integrate them more fluidly into your conversations.
Remember, the best sales happen when you not only present solutions but also lead customers to see the immediate value of acting now. Your coaching moment? Think of every customer interaction as a dance—each step must lead gracefully to the next. Don't just wait for the music to play; take the lead and guide them to the finish line. Keep pushing the envelope, and you'll not only maintain your solid performance but elevate it to new heights.
Question Breakdown
1.
8
/ 10Question:
"I'm worried about how this will affect my monthly budget, especially with other expenses piling up."
Answer:
That's a valid concern, and budgeting is always top of mind. What makes our solution budget-friendly is its flexibility: we ensure you only pay for what you need, helping control costs without sacrificing value. Plus, by reducing inefficiencies and downtime, it often saves more than it costs over time. Let's review your current expenses and explore how we can make this work within your budget. Would a quick cost analysis from some of our previous clients help?
Feedback:
This response effectively acknowledges the prospect's concern about budgeting, demonstrating active listening and empathy. The salesperson connects the solution's flexibility to controlling costs, which is a positive approach. Additionally, suggesting a review of current expenses indicates a solution-focused mindset and exploration of value. However, while the offer of a cost analysis is a good closing technique, it could be enhanced by asking more discovery questions to understand the specific budget constraints. Overall, the tone is appropriate for the business technology services industry and fosters a collaborative approach.
Score: 8
2.
8
/ 10Question:
"I've had a bad experience with similar upgrades in the past, so I'm hesitant to commit."
Answer:
I completely understand your hesitation - past experiences can leave a lasting impression. What sets us apart is our focus on making transitions smooth and stress-free. We start by thoroughly understanding your specific concerns and tailoring our approach to address them. For example, we provide a detailed implementation plan with clear milestones and dedicate a support team to guide you through every step, ensuring you're never left in the dark.
Many of our clients who were initially hesitant due to previous challenges have shared how our hands-on support made all the difference. Let's discuss your past experience and identify how we can avoid similar issues while delivering the results you expect. Would it help to walk through our implementation process together?
Feedback:
The response effectively addresses the prospect's concern about past negative experiences by acknowledging their hesitation and emphasizing a tailored, supportive approach. It communicates clearly and maintains a reassuring tone, which is appropriate for the technology services industry. The use of a specific example about providing a detailed implementation plan and dedicated support demonstrates a solution-focused approach. Additionally, the follow-up question invites curiosity and discovery by encouraging the prospect to share their past experiences, which can help in building rapport. However, it could be even stronger with a more explicit closing technique, such as suggesting a next step beyond discussing the implementation process. Overall, this response scores well for its comprehensive approach to objection handling.
Score: 8
3.
8
/ 10Question:
"How do I know this solution will really enhance my team's productivity and not just be another tool we don't use?"
Answer:
That's an excellent question, and it's something we hear often. The key to making this solution effective is its usability and alignment with your teams daily workflows. Before implementation, we work closely with you to understand your teams specific needs and challenges. Then, we tailor the solution to address those pain points, ensuring it integrates seamlessly into their routines.
Additionally, we provide hands-on training and ongoing support to ensure adoption is smooth and your team feels confident using the tool. Many of our clients have reported immediate productivity gains, such as faster task completion and fewer delays, after implementing our solution.
Let's setup a time to explore your team's current processes and identify exactly how this can make their work easier and more efficient. Would a short demo or workflow analysis help you feel more confident?
Feedback:
The response effectively addresses the prospect's concern about the solution's usability and its potential to enhance productivity. It acknowledges the question, which is a good start for active listening. The explanation of tailoring the solution to the team's specific needs demonstrates a solution-focused approach and value exploration. Offering hands-on training and ongoing support shows a commitment to ensuring successful adoption, which builds trust. However, the closing technique could be stronger; instead of just suggesting a demo or workflow analysis, a more assumptive close could create urgency or excitement about the potential benefits. Overall, it's a solid response, but there's room for improvement in the closing strategy and exploring more about the prospect's current challenges.
Score: 8
4.
8
/ 10Question:
"I need to discuss this with my business partner first; timing feels a bit off right now."
Answer:
I completely understand, it's important to have alignment with your business partner, especially on big decisions. That said, this solution is designed to deliver immediate benefits, like reducing your inefficiencies and saving time, which could help address any current challenges you're facing
How about this: I can provide you with a summary or proposal tailored to your goals so you can have a productive conversation with your partner. Once you're aligned, we can jump right in and get started. Would a quick meeting later this week work to finalize the next steps?
Feedback:
The response effectively acknowledges the prospect's need to consult with their business partner, which demonstrates active listening and respect for their decision-making process. The mention of immediate benefits provides a solution-focused approach, addressing the urgency of their challenges. The suggestion to send a tailored summary or proposal is a good strategy for facilitating discussion, showing curiosity about their goals. However, the closing technique could be enhanced by creating a stronger sense of urgency or emphasizing the value of acting sooner rather than later. Overall, the communication is clear and appropriately toned for the industry.
To improve, consider asking open-ended questions to further explore the prospect's specific challenges or to gauge their partner's potential concerns. This would enhance the collaborative approach.
Overall, a solid response with room for enhancement in urgency and discovery.
5.
8
/ 10Question:
"Can you assure me that your company will still be around to support us after the purchase?"
Answer:
That's a great question, and I completely understand wanting to ensure long-term support. Our company is built on a foundation of stability and growth. We've established a strong track record of delivering value to our clients, and our commitment to long0term partnerships is reflected in our ongoing investments in innovation and customer success.
Additionally, we've designed our support model to be proactive, ensuring that your covered not just now but well into the future. To give you more confidence, I'd be happy to share examples of how we've maintained long-standing relationships with our clients. Let's discuss how we can provide you with both immediate results and the peace of mind that we'll be here to support your growth. How about a follow-up to dive deeper into our ongoing support plans?
Feedback:
The response effectively acknowledges the prospect's concern about long-term support, which is crucial in the Business Technology Services industry. It communicates the company's stability and commitment to client relationships, aligning well with a solution-focused approach. However, it could benefit from a more structured closing technique, such as a clear call to action or a specific timeframe for the follow-up. Asking a couple of probing questions about the prospect's past experiences with support or specific needs could enhance curiosity and discovery. Overall, the tone is appropriate, and it successfully demonstrates value, but there is room for improvement in engagement and the closing technique.
Score: 8
6.
8
/ 10Question:
"I'm not sure if this solution aligns with our company's current direction; we might be shifting priorities soon."
Answer:
That's completely understandable, and flexibility is something we prioritize. Our intelligent swarming service model is specifically designed to support businesses in transition. By dynamically connecting the right expertise to each issue, we help you maintain efficiency and focus, even during periods of change. For example, one of our clients in the logistics industry was able to streamline operations while shifting from regional to national expansion, saving 30% on IT costs in the process.
This solution isn't just about solving today's challenges - its about providing a foundation that grows and adapts with you. Delaying now could mean missing an opportunity to strengthen your infrastructure ahead of those shifts. Let's align on a strategy that supports both your current and future goals. When can we start working together to build that foundation?
Feedback:
This response effectively addresses the objection by acknowledging the prospect's concern about alignment with future priorities. The salesperson clearly communicates the flexibility of their solution, which is a key selling point for businesses in transition. By providing a relevant case study that showcases successful results, they enhance the credibility of their offering and demonstrate its value. The closing technique used is an assumptive close, which encourages the prospect to think about collaboration without pressure. However, while the response is strong, it could benefit from asking a few more exploratory questions to further understand the prospect's specific needs and priorities. Overall, the tone is professional and appropriate for the business technology services industry, effectively building rapport and fostering a collaborative relationship.
Score: 8/10
7.
9
/ 10Question:
"I've read reviews about other products that seem to offer similar features at a lower price; how do you justify your cost?"
Answer:
That's a valid question, and I understand why pricing comparisons are key. What sets us apart isn't just the features - its the outcomes, reliability, and the team behind the solution. Our veteran-based service team brings unmatched discipline, attention to detail, and a mission-driven approach to every client interaction. Paired with our intelligent swarming model, this ensures rapid issue resolution and proactive support, reducing downtime and adding measurable value.
For example, a client in the manufacturing sector initially chose a lower-cost competitor but found hidden costs in delayed resolution and recurring issues. After transitioning to our services, they cut operational downtime by nearly 40% and gained a support team they could depend on, no matter the challenge.
in your industry, what factors typically justify price; and more importantly, what is the cost of not having reliable, proactive support when you need it most? Let's explore how we can not only meet, but exceed those expectations for your business. When can we start to build our foundation of excellence together?
Feedback:
The response effectively addresses the objection by highlighting differentiators such as the outcomes and reliability rather than just features. It uses a specific example to illustrate value, which adds credibility. The tone is professional and appropriate for a business technology services context. The closing technique is strong as it encourages further dialogue and exploration of value. Additionally, it asks thoughtful questions to engage the prospect, demonstrating curiosity and a collaborative approach. Overall, the response showcases a solid understanding of the prospect's concerns and positions the service favorably. However, it could benefit from a clearer summary of the unique value proposition at the end to reinforce the message before transitioning to a call to action.
8.
8
/ 10Question:
"We’re in the middle of implementing another project; adding this might be overwhelming for the team right now."
Answer:
That's completely understandable, and many of our clients have faced similar concerns when managing multiple priorities. What sets us apart is how we adapt to your specific industry needs and workload. Unlike traditional support models that require significant internal coordination our intelligent swarming service approach leverages our veteran-based team to handle the heavy lifting for you. This reduces the strain on your internal staff and helps them stay focused on their highest priority tasks.
For example, in industries like healthcare, logistics, and manufacturing, where downtime or priority shifts can be costly, or phased implementation strategy ensures minimal disruption. By proactively managing integration and providing hands-on support, we help teams maintain momentum on existing projects without being bogged down by new tools.
What's worked well for your team in balancing priorities so far, and where do you think they might need extra support? Lets create a custom rollout plan that aligns with your schedule and keeps your team's workload under control. Lets get started this week on evaluating your teams current workload and plan our rollout based on where they are currently.
Feedback:
This response effectively addresses the objection by acknowledging the prospect's concern about being overwhelmed during project implementation. The salesperson communicates clearly and empathetically, showcasing a solution-focused approach by presenting the intelligent swarming service as a way to alleviate pressure on the internal team. The use of industry examples adds credibility and relevance. However, while the response explores value well, it could benefit from a more explicit closing technique to prompt action. The thoughtful questions at the end demonstrate curiosity and encourage discovery, which is excellent for engaging the prospect. Overall, the response is strong, but slightly lacking in urgency for next steps.
Score: 8.
9.
8
/ 10Question:
"What if my employees find this new system hard to adopt? Training can be quite a hassle."
Answer:
That's a valid concern, and we recognize that employee adoption can make or break the success of a new system. That's why we focus on simplicity and tailored, hands-on training programs to ensure your team feels confident from day one. Our veteran based service team doesn't just implement the solution, we partner with you to integrate seamlessly into your workflows, minimizing resistance and boosting productivity.
For example, we recently worked with a midsized financial services company that was upgrading their outdated ticketing system. Their leadership worried about pushback from employees who had used the old system for years. To address this, we designed a phased training plan starting with a hands-on workshop for team leads, followed by department-specific sessions tailored to each team's unique responsibilities. We also provided on-demand training videos and a dedicated support line for real-time assistance during the first 60 days. By focusing on practical, role specific training, they achieved a 95% adoption rate within the first month, and their employees reported a 30% improvement in task resolution times.
Starting sooner rather than later ensures your team gets comfortable and sees the benefits early, avoiding downtime or delays. Let's map out a training plan this week to set your team up for success.
Feedback:
The response effectively addresses the concern about employee adoption by emphasizing a focus on simplicity and tailored training programs. The mention of a real-life example provides credibility and demonstrates a solution-focused approach. The communication is clear, with an appropriate tone for the business technology services industry. The call to action to map out a training plan this week is a strong closing technique that encourages immediate engagement. However, while the response showcases value and builds rapport, it could benefit from asking a few more discovery questions to further understand the prospect's specific challenges and needs. Overall, this is a solid response that could be even stronger with enhanced curiosity and dialogue.
10.
8
/ 10Question:
"I really want to make an informed decision, but I need more time to think this through."
Answer:
I completely understand, and it's smart to feel confident in your decision. That's why we're here as a partner to provide the clarity you need. Whether it's sharing additional insights, addressing specific concerns, or mapping out how this solution aligns with your goals, we're ready to help you make the best choice for your business.
That said, timing is critical. Every day spent waiting could mean missed opportunities to address challenges, streamline operations, or position your business for growth. Let's work together now to ensure you don't lose that momentum. How about we work together now to review your priorities and finalize the best path forward? We're excited to grow alongside you and would love the opportunity to start working to build a foundation of excellence together.
Feedback:
This response does a good job of acknowledging the prospect's need for time, which shows active listening and understands their perspective. The salesperson effectively communicates the importance of timing by highlighting potential missed opportunities, which adds urgency without being overly pushy. Additionally, they position themselves as a partner, which aligns well with a consultative selling approach, fostering a collaborative atmosphere. However, it could benefit from asking more open-ended questions to further explore the prospect's concerns and priorities, enhancing the curiosity and discovery aspects. Overall, it's a solid response that could be improved with a bit more engagement.