Catering
Sales Assessment Results by M Sherm Porter
18
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here: your performance is in dire need of a makeover. Scoring an average of 1.8 is a clear sign that your sales technique is lacking, and it’s time to hit the books. You’ve demonstrated a distinct weakness in engaging with prospects and addressing their concerns effectively. There’s a consistent pattern of vague responses and missed opportunities to build rapport. Instead of connecting with your prospects, you’re serving them bland, unseasoned answers that leave them wanting more.
You need to dive into SPIN Selling and Solution Selling. These techniques will help you better explore your prospects’ needs and tailor your responses to their specific concerns. It’s about asking the right questions and showing genuine curiosity—something that has been sorely lacking in your responses.
Remember, communication is key. Every interaction is a chance to connect, so make it count. Think of this as your wake-up call: you need to add depth, clarity, and empathy to your conversations. Engage with your prospects, explore their worries, and present solutions that resonate with them. A memorable coaching moment? Treat every prospect like they’re your only one. Be the salesperson who listens, understands, and delivers value. You’ve got this, but it’s time to step it up.
Question Breakdown
1.
1
/ 10Question:
"I'm really worried about how this will fit within my limited budget this month."
Answer:
Not so worried
Feedback:
The response "Not so worried" does not effectively address the concern about budget limitations. It lacks empathy and fails to acknowledge the prospect's worry, which can alienate them. A better approach would have been to explore the budget constraints further and offer flexible solutions or alternatives that can fit their needs. Additionally, asking questions to understand their budget better could have shown curiosity and a solution-focused approach. Overall, communication needs to be clearer and more engaging to build rapport.
2.
2
/ 10Question:
"What if we decide to use a different vendor later on and I can't switch easily?"
Answer:
Itt shouldn't be too hard tro switch
Feedback:
The response lacks depth and doesn't effectively address the prospect's concern about switching vendors. It fails to explore the implications of their worry or provide reassurance. A better approach would have involved acknowledging their concern, highlighting the ease of transitioning with your service, and perhaps offering examples of other clients who successfully made the switch. Additionally, the tone is too casual and contains a typo ('tro' instead of 'to'), which undermines professionalism. Overall, the response could benefit from a more solution-focused approach and clear communication.
Score: 2/10 for minimal engagement and lack of a comprehensive response.
3.
0
/ 10Question:
"I don’t see any immediate benefits to switching caterers; my current one seems to be working fine for now."
Answer:
Not sure
Feedback:
Your response is a bit like serving plain toast at a gourmet dinner—it's just not cutting it! You didn't address the prospect's concerns or provide any insight. Instead, try asking questions to uncover their needs and how your catering services can bring added value. Remember, it's all about making that connection and showcasing the unique benefits of your service. Let's spice it up next time!
4.
2
/ 10Question:
"How can I be sure that your catering service will deliver the same quality every time without fail?"
Answer:
We have failed safe systems in pla e
Feedback:
The response lacks clarity and detail. It mentions 'failed safe systems' but does not explain what these systems are or how they ensure consistent quality, which is essential in catering. There is no engagement with the customer's concern or an invitation for further discussion. A more effective approach would involve explaining the quality control measures in place, perhaps asking for specific concerns the customer may have, and emphasizing the commitment to consistency. Overall, the tone is too vague and does not instill confidence in the service.
Score: 2. It's time to spice up your response with some flavor and detail!
5.
3
/ 10Question:
"I'm not convinced that the luxury experience you promise will really translate to my guests; how do you guarantee that?"
Answer:
We have provided great service for 17 yrs
Feedback:
While mentioning your experience is important, it doesn't address the prospect's specific concern about the luxury experience for their guests. Instead, you should focus on providing tangible examples of past successes or testimonials that showcase how your service has delivered a luxury experience. Consider using the SPIN Selling technique to explore their specific needs and concerns further. Also, asking a follow-up question could demonstrate curiosity and active listening, such as "What aspects of a luxury experience are most important to you?" This would create a more engaging and collaborative conversation. Overall, the response lacks depth and does not effectively reassure the client about their concerns.
6.
2
/ 10Question:
"With so many other projects going on, I’m not sure I have time to focus on a catering change right now."
Answer:
Depends on the change
Feedback:
The response is vague and doesn't effectively address the prospect's concern about time. It lacks engagement and fails to invite further discussion about their specific situation or needs. A more effective approach would be to acknowledge their busy schedule, express understanding, and ask probing questions to discover their priorities and how catering could fit into their current projects. This would demonstrate active listening and curiosity. Overall, the response missed the opportunity to explore value and build rapport.
Next time, try engaging the prospect by asking about their current catering challenges or needs and framing your solution as a time-saving option.
7.
2
/ 10Question:
"Are there customization options available that align with our specific dietary requirements?"
Answer:
Yes we offer all dietary options
Feedback:
The response is too brief and lacks detail. While it confirms that dietary options are available, it doesn't address the prospect's concern about customization specifically. There is no exploration of what those dietary options entail, nor is there any engagement or follow-up questions to understand their specific needs. This response fails to build rapport or demonstrate a solution-focused approach. More detail and a collaborative tone would improve the effectiveness of the response.
8.
3
/ 10Question:
"The last time we switched caterers, it was a disaster; what makes you different from that experience?"
Answer:
We make the process easy and seemless
Feedback:
While your response touches on ease and seamlessness, it lacks depth and specificity. To effectively address the prospect's concern, you should provide concrete examples of what makes your catering service different and how you ensure a positive experience, especially compared to their past disaster. Consider incorporating elements of the SPIN Selling method by asking about their specific pain points and then tailoring your solution accordingly. Additionally, showing empathy towards their past experience could help build rapport. Overall, this response feels too vague and does not sufficiently reassure the prospect.
Next time, try to include a story or proof of your reliability to enhance credibility!
9.
1
/ 10Question:
"I’m worried about the environmental impact of your catering service; how do you address sustainability concerns?"
Answer:
There are errnviroment issues with our service
Feedback:
This response clearly lacks clarity and depth. Simply stating "there are environmental issues" does not address the prospect's concern about sustainability. A more effective approach would include acknowledging the concern, providing specific actions your catering service takes to mitigate environmental impact, and maybe asking a follow-up question to understand their specific sustainability priorities better. The response also fails to engage the prospect in a meaningful conversation, which is crucial in the catering industry where relationships matter. Overall, this response misses the mark on addressing the concern effectively and lacks a solution-focused approach.
Remember, a strong response could highlight eco-friendly practices, sourcing local ingredients, or waste reduction strategies to demonstrate commitment to sustainability.
Score: 1 for acknowledging the issue but failing to provide a constructive or informative response.
10.
2
/ 10Question:
"Given the current economic climate, how can I justify this additional expense to my team?"
Answer:
You will be giving your tteam the best food and servi e be choosing our company
Feedback:
The response fails to effectively address the prospect's concern about justifying the expense. It lacks a clear understanding of the economic implications and does not provide a compelling value proposition or rationale for the investment. Additionally, there are spelling errors such as 'tteam' and 'servi e', which detract from professionalism. A more effective approach would include exploring the specific benefits of your catering service in relation to their budget concerns, perhaps highlighting cost savings, improved morale, or enhanced guest experiences. Overall, the response doesn't engage with the prospect's perspective or offer a solution-oriented approach.