Cars
Sales Assessment Results by Jon Rykert
13
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real here; this performance is troubling. An average score of 1.3 tells me you're not just missing the mark—you're barely even in the same ballpark. Your responses consistently lack clarity, engagement, and empathy, which are critical in sales. You’re brushing off serious objections instead of addressing them head-on. This isn't just about knowing your product; it's about understanding your prospect's pain points and building a relationship. You need to dig deeper and listen actively. Start by mastering objection handling techniques. You should practice acknowledging concerns, asking probing questions, and offering tailored solutions. Get comfortable with the Sandler Selling System or the NEPQ Socratic style; both will help you engage customers meaningfully. Remember, every objection is an opportunity to connect and demonstrate value. Your coaching moment? Stop selling and start listening. The more you understand their world, the better you'll be at guiding them to the right solution. Time to step it up!
Question Breakdown
1.
2
/ 10Question:
"I'm not sure if this model will provide the ROI we need given our current budget constraints."
Answer:
Well, let’s go inside work up these numbers and see where we’re at. Follow me.
Feedback:
The response lacks clarity and does not directly address the prospect's concern about ROI and budget constraints. Simply suggesting to go inside and work up numbers doesn't demonstrate an understanding of the issue or build rapport. A more effective approach would involve acknowledging the objection, asking questions to explore their specific budget constraints, and discussing potential ROI projections relevant to their needs. Overall, the response fails to engage the prospect meaningfully or provide reassurance regarding their concerns.
2.
0
/ 10Question:
"The current vendor has been with us for years; changing now could disrupt our operations."
Answer:
It’s a car not vending. I don’t understand the question.
Feedback:
This response demonstrates a lack of understanding and engagement with the prospect's objection. By dismissing the concern and failing to provide any reassurance or exploration of the potential disruption, the salesperson misses an opportunity to build rapport and address the prospect's fears. A more effective approach would involve acknowledging the importance of the long-standing vendor relationship, asking questions to understand the specific concerns about disruption, and presenting a compelling case for the benefits of switching to your offering. Overall, the response reflects poor active listening and a lack of empathy for the customer's situation.
3.
0
/ 10Question:
"Can you guarantee that the maintenance costs won't exceed our estimates over the next few years?"
Answer:
No, it’s a car you’re gonna sign the paper what numbers we agreed with if you add more in the finance office that’s up to you
Feedback:
This response is dismissive and does not address the prospect's concern about maintenance costs. It lacks professionalism and clarity, failing to provide any assurance or insight into how you can help manage those costs. A more effective approach would involve acknowledging the prospect's worry, offering to discuss potential maintenance options, and explaining how your company supports customers in keeping costs predictable. Overall, this response demonstrates poor active listening and a lack of empathy for the customer's situation.
4.
3
/ 10Question:
"I'm concerned about the vehicle's scalability in meeting our growing operational needs."
Answer:
What kind of needs are you needing with a vehicle goes to a to b
Feedback:
The response does not adequately address the prospect's concern about scalability. While asking about specific needs is a step towards understanding their requirements, the phrasing is awkward and lacks clarity. A more effective approach would involve acknowledging the importance of scalability, asking specific questions about their operational needs, and discussing how your vehicles can adapt to those needs. This would demonstrate active listening and a solution-focused mindset. Overall, the response fails to engage the prospect meaningfully.
5.
0
/ 10Question:
"With the current economic climate, are we making a wise investment in a new fleet?"
Answer:
How are you getting a new fleet? We don’t sell fleets here so sorry.
Feedback:
This response is dismissive and fails to address the prospect's concern about the wisdom of investing in a new fleet given the economic climate. Rather than engaging with the objection, the salesperson simply states that they do not sell fleets, which is irrelevant and leads to confusion. A more effective response would involve acknowledging the prospect's concern about economic factors, asking questions to understand their specific situation, and discussing how your product could still represent a valuable investment despite current challenges. This response lacks empathy, curiosity, and an understanding of the customer's needs.
6.
0
/ 10Question:
"How will this new car integrate with our existing systems and processes?"
Answer:
It won’t it’s a car it has its own system
Feedback:
This response is dismissive and fails to address the prospect's concerns regarding integration. It lacks clarity and empathy, showing no effort to understand or explore how the new car can work in conjunction with their existing systems. A more effective approach would involve acknowledging the importance of integration, asking questions about their current systems and processes, and discussing how your car could potentially fit within that framework. Overall, this response reflects a lack of active listening and a failure to engage meaningfully with the prospect's needs.
7.
3
/ 10Question:
"We've had issues with training staff on new vehicles before; what support do you offer?"
Answer:
The manual is gonna be in the glove compartment along with the manual here in the 10.5 display screen and I’ll send you a bunch of YouTube to help you out
Feedback:
This response lacks professionalism and fails to adequately address the prospect's concern regarding support for training staff on new vehicles. While mentioning the manual and YouTube resources shows some effort, it does not demonstrate a comprehensive support plan or engage with the prospect meaningfully. A more effective approach would involve acknowledging the challenges they faced previously, outlining specific training programs or resources you offer, and expressing a commitment to ensuring smooth onboarding for their staff. Overall, this response reflects poor active listening and a lack of empathy for the customer's situation.
8.
2
/ 10Question:
"I need to understand the long-term value and compliance with industry regulations before proceeding."
Answer:
Yes, come on and sign and we’ll work up. Those numbers will address everything in there. Can I have your key so I can estimate your car trade-in?
Feedback:
This response is dismissive and fails to acknowledge the prospect's need for information about long-term value and compliance with industry regulations. Instead of addressing their concerns, the salesperson pushes for a signature and focuses on the trade-in estimate, which does not provide the necessary reassurance or information regarding compliance and value. A more effective approach would involve engaging in a conversation about the regulations relevant to the prospect's situation, providing insights into how your offering aligns with those regulations, and illustrating the long-term benefits of the investment. Overall, the response reflects a lack of active listening and understanding of the customer's priorities.
9.
1
/ 10Question:
"What if the features we're investing in become standard in a year or two?"
Answer:
It will with the card deplete value soon as you drive off a lot
Feedback:
This response fails to address the prospect's concern about the potential for features to become standard in a short timeframe. It does not provide any reassurance or additional value regarding the investment. A more effective approach would have involved acknowledging the concern, discussing market trends, and highlighting unique features or benefits that differentiate your offering from standard options. This would demonstrate a better understanding of the customer's perspective and provide a clearer rationale for the investment. Overall, the response lacks clarity and fails to engage meaningfully with the prospect's worries.
10.
2
/ 10Question:
"How do you ensure competitive pricing without compromising on quality?"
Answer:
You find it cheaper will match and beat it by 50 bucks
Feedback:
This response lacks professionalism and fails to effectively address the prospect's concern regarding competitive pricing and quality. While the promise to match and beat a competitor's price may seem appealing, it does not engage with the underlying concern about how quality is maintained. A more effective response would have involved explaining the measures taken to ensure quality, discussing the value of the product, and potentially sharing testimonials or case studies. This would demonstrate a commitment to both price and quality, fostering trust with the prospect. Overall, the response does not showcase a thorough understanding of the customer's perspective or address their concerns meaningfully.