Automation
Sales Assessment Results by Chad Jackman
88
Expert Closer
10 questions
Maximum score: 100
Completed in
You've just showcased an impressive command of sales techniques, scoring an average of 8.8. It's clear that your strengths lie in solution-focused and consultative selling. You effectively address objections, foster curiosity, and actively listen to your prospects, which is vital in building rapport and trust. This is evident through your thoughtful questions and relevant examples that resonate with the client's needs.
However, a consistent pattern in your performance reveals some missed opportunities for stronger closing techniques. While your responses are solid, enhancing the urgency in your calls to action could elevate your effectiveness even further. You might also consider incorporating more open-ended questions to deepen the exploration of your prospects' concerns.
To push your skills to the next level, I recommend honing your abilities in closing techniques, specifically refining your approach with the Urgency Close and the Summary Close. These techniques will not only create a stronger call to action but will also reinforce the value you've presented throughout the conversation.
Remember this: every great salesperson knows that the follow-up is as crucial as the pitch itself. So, think of it this way - if you can master how to guide your prospects towards a decision with confidence and urgency, you'll not only close more deals but also build lasting relationships. Keep up the fantastic work, but never settle. Aim higher!
Question Breakdown
1.
9
/ 10Question:
"I'm worried about the monthly payments; will this really fit into my budget?"
Answer:
I understand your concern about the monthly investment. To help you evaluate this properly, could you share what monthly costs you're currently spending on your existing processes and tools?
Many of our clients, particularly roofing companies similar to yours find that our solution actually reduces their overall monthly expenses. For example, a recent client was spending $2500 monthly across various tools and manual processes. after. implementing our automation, they consolidated everything into our $899 monthly plan and saved over $1600 each while improving their efficiency.
We also offer flexible payment options and can structure a plan that aligns with your budget cycle. Would it be helpful to walk through a detailed cost-benefit analysis specific to your business this Thursday? I can show you exactly where you'll see the savings to offset the monthly investment.
Feedback:
This response effectively addresses the objection by acknowledging the concern about budget and inviting the prospect to share current costs. The use of a relevant example involving a similar client provides concrete evidence of potential savings, which enhances credibility. The mention of flexible payment options demonstrates a solution-focused approach, aligning with the prospect's needs. Additionally, suggesting a specific follow-up meeting for a detailed cost-benefit analysis shows initiative and curiosity about the prospect's situation. Overall, the communication is clear, appropriately professional, and builds rapport. A few minor improvements could include asking more open-ended questions to encourage a deeper discussion about the prospect's budget constraints and possibly addressing any other concerns they might have.
Overall, great job!
2.
9
/ 10Question:
"How long will it take to implement this automation system? I can't afford delays."
Answer:
That's a really important concern, and I'd like to understand your timeline better. What sort of implementation window would work best for your team?
Our implementation process is actually designed for minimal disruption. For instance, we recently helped a business similar to yours get fully automated in just 12 business days, and they were running both systems simultaneously, so there was zero downtime. Their team lead mentioned it was much smoother than they expected. We achieved this through our proven three-phase approach. One: initial setup and configuration (2-3 days), Two: team training and parallel testing (5 to 7 days), Three: full transition and optimization (3-5 days).
I can put together a detailed implementation timeline for your specific needs. Would you have 15 minutes this Wednesday at 2:00 PM to review exactly how we'll get you up and running quickly while avoiding any operational disruptions?
Feedback:
This response effectively addresses the prospect's concern about implementation time by first acknowledging its importance, which shows active listening. The salesperson follows up with a thoughtful question to discover more about the prospect's timeline, demonstrating curiosity. They provide a clear and relevant example of a similar successful implementation, highlighting the value of their solution and minimizing fears of delays. The proposed meeting time is a good closing technique, creating urgency while suggesting collaboration to tailor the implementation process. Overall, the tone is professional and reassuring, fitting for the automation industry.
However, the response could be slightly improved by directly addressing the implications of delays and reiterating the value of a smooth transition. This would enhance the solution-focused approach.
Overall, this is a strong response with room for minor improvements.
3.
9
/ 10Question:
"I've heard mixed reviews about your service; how do I know you can deliver?"
Answer:
I appreciate your directness about this concern. Could you share what specific feedback you've heard? This would help me address those points directly.
We pride ourselves on transparency, which is why we maintain a 97% client satisfaction rate and an average response time of under two hours. For instance, Miller Construction raised similar concerns last quarter. Today, they're one of our strongest advocates because we not only delivered on our promises but exceeded them, automating their bid process 40% faster than projected and saving them $12,000 monthly in administrative costs.
We back this confidence with our 60 day satisfaction guarantee. If we don't meet the agreed upon success metrics we established together, you can walk away with a full refund..
I'd like to prove our capabilities directly. Could we schedule a brief demo this Friday where you can meet our implementation team and see our platform in action? I'll also connect you with two current clients in your industry who can share their 1st hand experiences.
Feedback:
This response effectively addresses the objection by first asking for specific feedback, which shows curiosity and active listening. The salesperson then provides clear evidence of the company's success with a relevant case study, which demonstrates value and builds credibility. Mentioning the 60-day satisfaction guarantee also adds reassurance and mitigates risk for the prospect. The closing technique is appropriate, with a strong call to action for a demo and providing references to further build trust. Overall, the communication is clear and appropriately professional for the automation industry, effectively balancing confidence and humility. The only minor improvement could be to directly acknowledge the mixed reviews and reiterate the commitment to customer satisfaction. Overall, a solid response with a collaborative approach.
4.
9
/ 10Question:
"I have a lot on my plate right now, and I'm not sure I can manage the training required for this."
Answer:
I hear that concern about bandwidth. You're already managing so much, adding one more thing can feel overwhelming. Could you tell me a bit more about your current daily workload? This would help me understand how we can best structure the training.
We've specifically designed our training program for busy professionals like yourself. One of our clients, Sarah, a roofing company owner, shared the same concern last month. She was managing 12 projects simultaneously but was surprised when our micro-learning approach only required 15 minutes of her time per day over two weeks. Now she saves three hours daily on tasks that used to consume her mornings.
We break down the trains into bite-sized modules that fit your schedule, plus, you get a dedicated implementation specialist who handles 80% of the setup work. You only need to focus on the essential parts that directly impact your workflow.
Would it be helpful if I mapped out a custom training schedule that works around your busiest hours? We could look at your calendar this Thursday and find the optimal time slots that won't disrupt your current priorities.
Feedback:
This response effectively addresses the concern about training bandwidth by acknowledging the prospect's current workload, which demonstrates active listening and empathy. The salesperson asks a thoughtful question about the prospect's daily workload, promoting curiosity and discovery. Sharing the success story of Sarah adds credibility and illustrates the value of the training program, aligning with a solution-focused approach. The offer to map out a custom training schedule shows collaboration and a willingness to adapt to the prospect's needs. Overall, the tone is respectful and supportive, suitable for the automation industry. However, it could benefit from a more direct closing technique to encourage a commitment or next step. Overall, a strong response with minor room for improvement.
5.
8
/ 10Question:
"What makes your solution better than the one I'm already using?"
Answer:
Thanks for asking that. It's a crucial comparison to make. Could you share what you'd like most about your current solution and what areas you feel could be improved?
While I respect XYZ's platform, our solution differentiates itself in three key areas that our clients consistently highlight. For example, Thompson Industries switched to us last quarter because we offered deeper customization capabilities. They reduced their workflow steps from 27 to just eight using our advanced automation tools. Beyond that, our average implementation time is 40% faster, and we maintain a two-hour response time for support issues, versus the industry standard of 24 hours.
Here's what sets us apart:
1. Fully Customizable workflows without coding.
2. Real-time integration with all major CRM platforms
3. A dedicated support specialist (not a rotating team).
Feedback:
The response effectively addresses the prospect's objection by asking for insights about their current solution, which demonstrates curiosity and a solution-focused approach. The salesperson communicates clearly and provides specific, relevant examples from other clients, adding credibility to their claims. The three key differentiators are clearly articulated, making it easy for the prospect to understand the value offered. However, the closing could be stronger; inviting further questions or suggesting a demo would enhance engagement. Overall, the tone is appropriate for the automation industry, and the response reflects active listening by acknowledging the prospect's concerns.
Score: 8/10
6.
8
/ 10Question:
"I'm just not feeling the urgency to switch from what we currently have."
Answer:
I appreciate your honesty about the lack of urgency before I share my thoughts. Could you help me understand what's working well with your current setup? And are there any small frustrations that you just learned to live with?
Interestingly, this reminds me of our client Pacific Builders, who felt the same way six months ago. They were. comfortable with their existing process until we helped them calculate the hidden costs of maintaining their status quo. They discovered that they were losing $3750 monthly on unbilled hours due to manual data entry errors and delayed follow-up costs that had become invisible because they were so used to them.
While your current solution might be working, I'm curious if you could wave a magic wand and fix one thing about the current process, what would it be? Often these small inefficiencies add up to significant impact over time.
Would you be open to a click 20-minute assessment this Thursday, where we can identify if there are similar hidden costs in your current process? No pressure to change. Just a clear-eyed look at your actual numbers.
Feedback:
The response effectively acknowledges the prospect's concern about urgency and uses a consultative approach to dive deeper into their current setup. By asking thoughtful questions, the salesperson demonstrates curiosity and active listening, which is essential in understanding the prospect's pain points. The reference to a successful case study (Pacific Builders) provides a relatable example that highlights potential hidden costs, which adds value to the conversation. However, the closing technique could be refined by creating a stronger sense of urgency or outlining benefits more explicitly. Overall, the tone is appropriate and fosters a collaborative dialogue.
7.
9
/ 10Question:
"My team is already used to the existing setup; will they even adopt a new system?"
Answer:
That's a very valid concern about team adoption. Could he tell me a bit about how your team handled the last major system changing implemented? This would help me understand their adaptability style.
We recently worked with Summit Roofing, who had the same story. Their team had been using the same system for five years. What made the difference was our "Champion Program" approach. We identified two tech savvy team members who became internal advocates, and within three weeks, they had 92% of the team not just using the system but preferring it. Their field supervisor mentioned that the automated scheduling feature alone saved each team member about 45 minutes daily on paperwork.
Our adoption strategy includes:
1. Personalized training paths for different learning styles.
2. "Quick Win" features that show immediate value.
3. A gradual transition period where both systems can run parallel.
Would you be open to bringing a few of your team leaders to a brief demo next Tuesday? They can see firsthand how intuitive the system is and share their concerns directly with our training team.
Feedback:
The response effectively addresses the objection regarding team adoption by first acknowledging the concern, which shows active listening. The follow-up question about past system changes demonstrates curiosity and discovery, allowing the prospect to share valuable insights about their team's adaptability. The use of a relevant case study (Summit Roofing) adds credibility and illustrates the successful implementation of the Champion Program, showcasing a solution-focused approach. The outlined adoption strategy is clear and tailored, indicating an understanding of diverse learning styles and the need for gradual change. Additionally, the closing suggestion to bring team leaders to a demo is a good move, as it encourages collaboration and allows for further exploration of value. Overall, the tone is appropriate for the automation industry, making it effective in engaging the prospect. However, it could benefit from a more explicit mention of the value the new system would provide to the prospect's specific team. Overall, this is a strong response.
8.
9
/ 10Question:
"What if we don’t see the ROI you’re promising? That’s a big risk for me to take."
Answer:
That's a very fair concern about ROI. It's a significant investment decision. Could you share what specific roi targets would make this a clear win for your business?
We actually de-risk this decision in two concrete ways. First, we establish clear, measurable success metrics upfront. For example, Apex Construction set a target of reducing their project scheduling time by 40% within 90 days. Not. only hit that mark, but achieved a 52% reduction, saving them $4300 monthly and labor costs.
Second, we back this with our ROI guarantee: If you don't hit the agreed-upon metrics within 90 days, you receive a full refund. Plus, we do monthly ROI tracking, so you'll never be in the dark about your return.
Here's the impact potential we typically see: 30-45% reduction in administrative tasks, 25% improvement in team productivity, and an average monthly savings of $3200 to $5000 for businesses your size.
Would you be open to a working session this Thursday where we can calculate your specific ROI targets and build a guarantee around them? I'll bring real data from similar companies so you can see exactly how we track and achieve these returns.
Feedback:
This response effectively addresses the prospect's concern about ROI by acknowledging it as a legitimate worry, which demonstrates active listening. Asking for specific ROI targets exhibits curiosity and a discovery mindset. The use of a concrete example with Apex Construction provides social proof and showcases value, while the ROI guarantee minimizes perceived risk, making it a strong solution-focused approach. The offer for a working session is a good closing technique that promotes collaboration and encourages engagement. The overall tone is appropriate for the automation industry, emphasizing data and results.
However, while the response is strong, it could benefit from a brief summary of the benefits discussed before proposing the working session, to reinforce the value once more. Overall, this response scores highly for its clarity, structure, and ability to instill confidence in the prospect.
Score: 9
9.
9
/ 10Question:
"Can you assure me that this automation won't compromise our data security?"
Answer:
That's a critical question about security. Thank you for raising it. Before I explain our security measures, could you share with specific data protection requirements your industry needs to meet? This would help me address your particular security concerns.
We take data security extremely seriously, which is why we maintain SOC 2 type 2 CERTIFICATION and GDPR/ A2P compliance. One of our clients, a healthcare provider handling sensitive patient data, conducted a 3-month security audit before choosing us. They found our encryption standards actually exceeded their regulatory requirements, with features like: 256-bit AES encryption at rest and in transit, role-based access controls, 24/7 security monitoring, and regular third-party penetration testing.
Plus, we provide detailed audit logs of all system access and changes, giving you complete visibility into data handling.
Would you be interested in reviewing our full security documentation with your IT team this Friday? I can also arrange a meeting with our security officer to address any specific compliance questions.
Feedback:
The response effectively addresses the client's concern about data security by first acknowledging the significance of the question, which shows active listening. The salesperson then asks a thoughtful question to understand the client's specific requirements, demonstrating curiosity and a solution-focused approach. They provided a solid overview of security measures, including certifications and examples from a relevant client, which adds credibility and showcases the value of their offering. Offering a meeting with the security officer and suggesting a follow-up for documentation indicates a collaborative approach and a willingness to engage further. However, a more explicit closing technique could have strengthened the proposal for next steps. Overall, it’s a well-rounded response that balances information with engagement.
10.
9
/ 10Question:
"I'm feeling unsure about how this aligns with our company's current direction."
Answer:
I respect that strategic alignment is crucial for any major decision. Could you help me understand what key initiatives your company is focusing on over the next 12 to 18 months?
This reminds me of Davidson Manufacturing, who initially worried about the same alignment. They were focused on expanding their market presence while maintaining quality control. After implementing our automation, they discovered it actually accelerated their growth plans. They expanded into two new territories 4 months ahead of schedule, because our system handled the increased workflow without adding headcount.
Our platform is designed to be adaptable to evolving business strategies. For example: Scales up or down based on your growth pace, integrates with new tools as you add them, and allows for workflow adjustments as priorities shift.
Would you be open to a strategic planning session next Thursday where we can map out exactly how our automation aligns with each of your company's key initiatives? I'll prepare a detailed alignment road map based on your goals.
Feedback:
The response effectively addresses the objection by acknowledging the importance of strategic alignment, which shows good active listening and empathy. By asking a thoughtful question about the company's key initiatives, it expresses curiosity and discovery, which are essential in understanding the prospect's needs. The use of a relevant success story from Davidson Manufacturing adds credibility and demonstrates the value of the solution in a similar context, showing a solution-focused approach. The closing technique is strong, suggesting a specific follow-up action (the strategic planning session) that encourages collaboration and further engagement. Overall, this response is well-rounded and appropriate for the automation industry, effectively aligning the proposed solution with the prospect's concerns.
However, it could be enhanced by briefly summarizing the potential implications of not aligning with the automation solution to amplify the urgency and importance of the meeting.
Overall, a solid response!