Product
Sales Assessment Results by Jean Lesperance
20
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s not sugarcoat it: your performance here is concerning. An average score of 2 tells me that your responses are missing the mark in multiple areas. The consistent theme is a lack of depth and clarity in your communication. You’re failing to engage prospects by not adequately addressing their concerns or inviting them to participate in the conversation.
Your attempts at objection handling often come off as dismissive or overly simplistic. It’s clear you need to enhance your skills in solution-focused selling and consultative techniques. Start digging deeper into your prospects' unique situations and collaborate rather than dictate. You need to practice the art of asking open-ended questions—this is critical for building rapport and understanding their needs.
I encourage you to study the Consultative Selling approach and Objection Handling Techniques. These will help you pivot from a transactional mindset to one that fosters long-term relationships built on trust and understanding.
Here’s your coaching moment: think of every interaction as a chance to partner with your prospects rather than sell at them. When you start listening actively and engaging them in dialogue, you'll not just improve your scores, but you'll also transform your sales approach into something meaningful. Get to work!
Question Breakdown
1.
0
/ 10Question:
"We're currently assessing our budget for the next fiscal year, and I'm not sure if we can allocate funds for this just yet."
Answer:
If you invest with us we can show you where you can have more money on the backend.
Feedback:
The response lacks clarity and fails to directly address the prospect's concern about budget allocation. It does not provide concrete solutions or assurances regarding the budget assessment process. Effective objection handling should explore the prospect's current situation and concerns in more depth, ensuring they feel heard and understood. Additionally, there should be an invitation for further discussion or questions to build rapport and trust.
Much more detail is needed to convey value and relevance to their specific situation.
2.
0
/ 10Question:
"I need to discuss this with my team first; their input is crucial for any changes we decide to make."
Answer:
As a leader your team trusts you to make the best the decisions. Thats why you’re the leader. You already know what the right answer is and your whole team is behind you, sign right here and let’s give the team the great news.
Feedback:
This response disregards the prospect's need for input from their team and comes off as dismissive. It fails to acknowledge the importance of collaboration and does not invite further discussion. A more effective approach would involve asking questions to understand the team's perspective and offering to provide information that could support the decision-making process. Building rapport and emphasizing teamwork would create a more positive interaction.
3.
2
/ 10Question:
"We have a long-standing relationship with our current vendor and shifting to a new solution feels risky right now."
Answer:
I totally understand that, it is risky. What is even more riskier is your competitors are make leaps and jumps with us because they saw the innovation. I remember when people laughed at people making money from their phones. If they only knew what social media would be today they would have invested early on. You’re taking a risk by not pivoting with us. We have a proven track record. If we don’t match your vendors numbers in the first year we can renegotiate immediately. Sign right here.
Feedback:
The response acknowledges the prospect's concern about risk but quickly shifts to emphasizing competitors and innovation, which may come off as confrontational rather than collaborative. Rather than making the prospect feel understood, it risks alienating them by implying they are making a wrong decision. While mentioning the option to renegotiate is a positive aspect, the closing statement feels premature and lacks a genuine invitation for further discussion. A more effective approach would involve asking open-ended questions to explore the prospect's relationship with their current vendor and discussing the specific benefits of your solution in a way that directly addresses their concerns about loyalty and risk.
4.
3
/ 10Question:
"Can you provide more clarity on how this will integrate with our existing systems? It’s a big concern for us."
Answer:
Of course! It seamlessly integrates with your current social media campaigns.
Feedback:
The response is overly simplistic and lacks depth, as it does not address the broader context of integration with existing systems beyond social media campaigns. Effective handling of this objection should involve asking clarifying questions to understand the prospect's current systems and specific concerns. Additionally, providing examples or case studies of successful integrations would demonstrate value and build confidence. A more comprehensive and consultative approach would enhance the effectiveness of the response.
5.
0
/ 10Question:
"I’m worried about the learning curve for my team; we can’t afford to disrupt productivity during the transition."
Answer:
I understand that your concerns. Unfortunately AIs learning curve has more than exponentially grown in the last ten years and is predicted to take 40% of jobs by 2035. By you not investing now you are crippling the likelihood of your chances of longevity in business. I urge and implore you to not consider even another second and sign right here!
Feedback:
The response completely misses the mark by failing to address the prospect's specific concern about the learning curve and potential disruption to productivity. Instead, it presents a fear-based argument and lacks empathy or understanding of the prospect's situation. Effective objection handling should include reassurance regarding the transition process, perhaps by outlining training support and resources available to mitigate the learning curve. Furthermore, it should invite further discussion rather than applying pressure to close the deal immediately. This approach alienates the prospect rather than building rapport.
Overall, the response is not solution-focused and does not demonstrate active listening or a collaborative mindset.
6.
2
/ 10Question:
"How do you ensure compliance with industry regulations? That’s a top priority for us."
Answer:
We pride ourselves on making sure that we are up to date on all compliance protocols state and federal. It’s in our genes lol.
Feedback:
The response briefly mentions pride in compliance but lacks specific details or examples of how compliance is ensured. Using "lol" undermines professionalism and may not resonate well with the prospect's serious concern about regulations. To improve, you should provide concrete processes or certifications that demonstrate commitment to compliance, and consider asking the prospect about their specific compliance concerns to engage them more effectively. This approach would show active listening and a collaborative mindset.
7.
3
/ 10Question:
"I’d like to see some quantitative data on ROI. How does this solution justify itself in the long run?"
Answer:
The solution positions itself as sustainable and scalable approach by addressing immediate challenges and long term objectives.
Feedback:
The response mentions sustainability and scalability, but it fails to directly address the prospect's request for quantitative data on ROI. Effective objection handling should involve providing specific metrics, statistics, or case studies that demonstrate the financial benefits and long-term value of the solution. Asking follow-up questions to understand their specific ROI expectations would also show engagement and willingness to provide tailored information. Overall, this response lacks the necessary detail to effectively reassure the prospect about the financial justification of the solution.
8.
5
/ 10Question:
"What kind of support do you provide post-implementation? We need to know we won’t be left in the lurch."
Answer:
We’re like a shadow, we would never leave you! We offer full support for 60 days and paid support for the life of the product.
Feedback:
The response provides a reassuring sentiment by emphasizing commitment to support, but it lacks the necessary detail regarding the specifics of the post-implementation support. Simply stating "we're like a shadow" may come off as vague and unprofessional. It's essential to outline the types of support available after the initial 60 days, such as training, troubleshooting, and ongoing communication. Additionally, inviting questions or offering to discuss specific needs would further engage the prospect and demonstrate a customer-centric approach. Overall, while the intention is positive, the communication could be more precise and inviting.
9.
1
/ 10Question:
"We’re also evaluating alternative solutions that might fit our needs better; what sets your product apart?"
Answer:
Our competitors products couldn’t hold a candle to us.
Feedback:
The response is dismissive and lacks specificity, failing to provide concrete reasons or unique selling points that differentiate your product from competitors. Simply stating that competitors 'couldn’t hold a candle' does not offer any value or insights for the prospect. A more effective approach would involve highlighting key features, benefits, or case studies that demonstrate your product's superiority. Additionally, asking the prospect about their specific needs or concerns could foster a more collaborative discussion and build rapport. Overall, this response does not effectively address the prospect's evaluation process or engage them meaningfully.
10.
4
/ 10Question:
"Given the rapid evolution of technology, how do you plan to stay competitive and ensure this product remains useful in the future?"
Answer:
We are consistently and constantly monitoring upcoming trends and reevaluating the best solutions for you.
Feedback:
The response addresses the concern of staying competitive by mentioning that your company is monitoring trends, but it lacks depth and specificity. It would be more effective to provide examples of how you assess trends and adapt your product accordingly. Additionally, engaging the prospect with a question about their own concerns surrounding technological advancements could foster a more collaborative dialogue. Overall, while the intent is positive, the answer feels vague and does not fully reassure the prospect of your commitment to maintaining relevance and utility in a rapidly changing landscape.