Parking Technology
Sales Assessment Results by Shane Daugherty
73
Professional Closer
10 questions
Maximum score: 100
Completed in
You've shown some real promise in your sales approach, consistently demonstrating strong consultative and solution-focused selling techniques. Your curiosity and active listening skills are evident, especially in how you invite prospects to share their concerns and experiences. This aligns well with building rapport and understanding customer needs, which is a cornerstone of successful sales. However, there are patterns that need addressing. While you acknowledge concerns effectively, some initial validations and proactive reassurances could elevate your responses significantly. A recurring theme is the need for stronger closing techniques; many of your closings could be more inviting and open-ended to foster deeper discussions. To push your skills further, I recommend diving deeper into objection handling techniques and refining your closing strategies. Remember, every objection is an opportunity to engage further, so explore it! A memorable takeaway? Sales is not just about solving problems; it's about creating a partnership. Strengthen those connections, and you'll see your success soar.
Question Breakdown
1.
7
/ 10Question:
"I'm concerned that the new parking technology won't integrate well with our existing systems."
Answer:
I understand, Mr.Prospect. Maybe I missed a key detail. Can you walk me through the steps of your current system again and highlight where you are concerned it won’t integrate well?
Feedback:
This response does a good job of addressing the prospect's concern by inviting them to share more about their current system. This demonstrates curiosity and a desire to understand the situation better, aligning well with consultative selling principles. However, it could be improved by acknowledging the validity of the concern upfront and perhaps offering some initial insights about typical integration success rates or examples from similar clients to build trust and rapport. Overall, it shows promise but lacks some proactive elements to reassure the prospect about integration.
2.
7
/ 10Question:
"How can I be sure that upgrading won't disrupt our current operations?"
Answer:
Great question, Mr.Prospect. Based on what we discussed, you connected with us because you feel there are some challenges and disruptions within your current system. Typically when someone ask that question, it’s because they don’t want to be stuck with a system that doesn’t work after they made that commitment. You can run our technology side by side your current system for 30 days and in that 30 days you can compare the data and see how it works. Low commitment and no risk. Are you willing to give us a shot?
Feedback:
Your response effectively addresses the prospect's concern about disruption by offering a solution that minimizes risk—running the new system alongside their current one. This demonstrates a solution-focused approach and provides clear value to the prospect. However, the initial acknowledgment of their concern could have been stronger, as it seemed a bit dismissive. Adding a question to further engage the prospect, such as asking about specific concerns they have about disruption, would have shown active listening and curiosity. The closing technique used ('Are you willing to give us a shot?') is a good assumptive close but could be refined to sound more inviting, like asking if they would like to discuss the next steps. Overall, it's a solid response, but there's room for improvement in rapport building and active listening.
3.
7
/ 10Question:
"The budget for this quarter is tight; can we discuss delaying the project?"
Answer:
I understand, Mr.Prospect. When you initially reached out to us, you mentioned you were having some challenges within your current system that was costing you. We discussed new ways that we can add back to your bottom line through our ACR program, help you capture more revenue, increase your Parker satisfaction, and increasing repeat business. Is it more important to generate more revenue and increase repeat business or saving money on this quarters budget?
Feedback:
The response effectively acknowledges the prospect's budget concern while referring back to their initial challenges, which indicates active listening. However, it could benefit from a clearer exploration of the implications of delaying the project, connecting them more explicitly to the immediate pain points. The closing question is thought-provoking, but it could be more open-ended to foster a collaborative discussion, allowing the prospect to express their priorities more fully. Overall, the response demonstrates a solid understanding of value but needs refinement in tone and depth of exploration to enhance rapport and engagement.
4.
8
/ 10Question:
"We've had issues with vendors in the past, how can you assure us of your reliability?"
Answer:
I completely understand Mr.Prospect. Our company has been around for 15 years and we currently work with some of the top national organizations in your industry. We have dedicated teams that will assist you pre implementation, during implementation and post implementation. To better prepare my team of the issues you have had in the past, might you be willing to elaborate on those?
Feedback:
The salesperson effectively addresses the concern by acknowledging the prospect's past experiences with vendors, which demonstrates active listening. They highlight their company's longevity and existing relationships with reputable organizations, which helps to build credibility and trust. The offer to learn more about the specific issues indicates a solution-focused approach and curiosity about the prospect's needs. However, they could enhance their response by providing specific examples or testimonials that illustrate their reliability in overcoming similar challenges. Additionally, a closing technique could be employed to move the conversation forward, such as asking for a follow-up meeting to discuss the prospect's issues in detail. Overall, the response is solid but could be strengthened with more specific value exploration and a closing prompt.
Score: 8
5.
8
/ 10Question:
"What if after implementing, we find that staff don’t adapt to the new system?"
Answer:
That is a very valid concern, Mr.Prospect. Our implementation team in fact has experienced this before. Typically, within the first 90 days, during the post implementation monitoring phase, we can monitor the usage of each staff member within our reporting tool. We can provide this data to you so you are aware of the adoption rate of your staff members. Our implementation team also takes a proactive approach and will reach out to any staff members that have a low adoption usage rate in our system and will discuss any challenges or concerns they may have. How do you feel about this approach?
Feedback:
The response effectively addresses the concern by acknowledging the validity of the prospect's worry about staff adaptation. It clearly communicates the steps your implementation team will take to monitor and support staff during the transition, which demonstrates a solution-focused approach. However, while you asked for the prospect's feelings at the end, it would be beneficial to include a more direct closing technique to encourage a decision or further discussion. Overall, the tone is appropriate for the industry, and it shows active listening and curiosity by engaging the prospect. Strengthening the closing aspect could improve the overall effectiveness.
6.
8
/ 10Question:
"We’re considering a less expensive alternative; what makes your solution stand out?"
Answer:
Thanks for the feedback, Mr.Prospect. As discussed, our parking solutions will save you and your team time and provide you the date and analytics to manage your business. One of the concerns you shared was in your current solutions portal, to setup parking rates it’s very cumbersome. With our new AI rate engine to setup rates, it will save you 80% of your time. You also mentioned that being able to see all your repeat customers and where they are coming from by zip code will help you improve your marketing efforts and drive more revenue and traffic to your parking lots. Unfortunately you are not getting either of these today with your current solution which is costing you time and leaving revenue out the door. Is it more important that we help you drive revenue to your lot and save you time today or going with a less expensive option that may not meet these two areas you are challenged with?
Feedback:
The response effectively addresses the prospect's concern about cost by highlighting the unique value of the solution, specifically the time-saving AI rate engine and analytics features that the current solution lacks. It connects these features directly to the prospect's pain points, emphasizing potential revenue increase and efficiency. The communication is clear and appropriately addresses the prospect's needs. However, the closing question could have been more open-ended to encourage further dialogue and exploration of the prospect's needs. Overall, the salesperson demonstrates an understanding of the value proposition and leverages it well, but could improve on fostering curiosity and discovery through more thoughtful questioning.
7.
8
/ 10Question:
"Can you provide evidence that your technology will actually deliver ROI within our timeline?"
Answer:
Absolutely. I have several use cases that I can provide you. Before I do, to be sure I am providing you one that you can resonate with, can you share with me your timeline and expectation on ROI?
Feedback:
This response effectively addresses the objection by acknowledging the need for evidence of ROI. The salesperson offers to provide relevant use cases, which shows a solution-focused approach and helps to clarify the prospect's specific needs. Asking about the timeline and expectations demonstrates curiosity and active listening, which can lead to a more tailored response. However, the response could be strengthened by including a brief mention of previous success stories or metrics related to ROI to build immediate credibility. Overall, a solid response that engages the prospect and invites further discussion.
8.
5
/ 10Question:
"Our leadership is skeptical about any new expenditure right now; how can you help address their concerns?"
Answer:
Mr.Prospect, I totally understand. My leadership is typically skeptical too before making a change, but I know at the end of the day they are willing to invest in solutions that they feel can help them meet our goals. I’m confident your leadership would feel the same. It seems they may need a bit more clarity on some items. Can you share with me what specifically they may be skeptical about? Also, if I can show how we can help your company reach their goals, can I get your commitment to move forward?
Feedback:
The response acknowledges the prospect's objection and attempts to empathize with their situation, which is a good start. However, it falls short in several areas. While it tries to relate to the prospect's leadership concerns, it lacks a specific solution-focused approach that addresses the skepticism directly. Instead of just asking for clarity on their concerns, it should also proactively offer evidence or examples of success from similar clients in the parking technology industry. The closing question about moving forward feels a bit premature and may come off as pushy, especially before fully understanding the prospect's concerns. The tone is somewhat conversational but lacks the confidence and authority expected in a sales conversation. Overall, while the response shows some curiosity and a willingness to engage, it needs to be more structured and solution-oriented to effectively address the objection.
Score: 5
9.
8
/ 10Question:
"I've heard mixed reviews about your company's support after purchase; can you clarify this?"
Answer:
Absolutely, can you share the mixed reviews you have heard? I’d also be willing to share specific use cases on some of the top companies we are partnered with and their feedback on our support efforts towards their organization.
Feedback:
The response effectively addresses the concern by asking for specifics about the mixed reviews, which demonstrates curiosity and active listening. This approach invites the prospect to share their perspective, creating an opportunity for further discussion. Offering to share use cases and feedback from top partners is a good way to showcase value and build credibility. However, the response could be strengthened by directly acknowledging the concern about support before asking for more information. A more empathetic tone could help in reassuring the prospect about their doubts. Overall, the response is collaborative and solution-focused but could use a bit more direct acknowledgment of the objection.
10.
7
/ 10Question:
"With so many ongoing projects, is this really the right time to introduce new technology?"
Answer:
I understand you concerns, Mr.Prospect. Many of our clients we work with were in similar situations with many on going projects, such as LSV Parking. Their President shared that it wasn’t the fact they had many on going projects, they just wanted to be sure they were prioritizing the highest ones first. Does his response resonate with you Mr.Prospect? When we discussed introducing a new parking technology, you mentioned this was a high priority, because we were going to help you increase revenue, reduce customer dissatisfaction, and create new ways to capture customer feedback. 1-10 how important is implementing a new solution to achieve those things, to your organization?
Feedback:
The response demonstrates a solid understanding of the prospect's concerns by referencing a similar client experience, which serves to build credibility and rapport. The question posed to the prospect invites engagement and encourages them to prioritize the importance of the new technology in light of their ongoing projects. However, the response could benefit from clearer communication and a more concise structure. The transition from acknowledging the concern to asking about priorities could be smoother, and there could be a stronger emphasis on how the new technology aligns with their current projects. Overall, this response shows promise but lacks polish and clarity.
Score: 7