Financing for RV and Boat Loans
Sales Assessment Results by Chris Liseo
71
Professional Closer
10 questions
Maximum score: 100
Completed in
You’ve put in some solid work here, scoring an average of 7.1, which indicates a commendable understanding of key sales techniques. Your strongest demonstrated techniques are consultative selling and value exploration, especially in scenarios where you effectively acknowledged objections and provided tailored responses. However, there are consistent patterns worth noting. On the positive side, you’ve shown a good grasp of creating urgency and building trust with your prospects. On the flip side, there’s a recurring theme of needing to deepen your engagement with the prospect's unique concerns and enhancing your closing techniques.
To elevate your game, I suggest you dive deeper into objection handling techniques and explore the art of consultative selling. You have the foundation; now it’s time to layer in the curiosity and depth that will make your interactions more impactful.
Remember, every prospect wants to feel heard. If you can master the skill of asking open-ended questions that uncover their true needs, you’ll not only build rapport but also position yourself as a trusted advisor. Your coaching moment? Don’t just answer the question—explore the underlying concerns. This is where the magic happens in sales. Keep pushing, and let’s turn that solid performance into exceptional results!
Question Breakdown
1.
7
/ 10Question:
"I'm not sure if now is the right time to take on an RV loan given the current economic climate."
Answer:
There’s no better time. With supply up and demand down, lock in great pricing now and when rates lower we can always refinance you to save you the most money possible!
Feedback:
The salesperson's response effectively addresses the objection by highlighting the current market conditions—specifically, the increased supply and decreased demand—as a reason to take action now. This taps into the concept of urgency and value, suggesting they can secure a better deal. However, the response could benefit from a more consultative approach, such as asking questions to understand the prospect's specific concerns about the economic climate. This would demonstrate active listening and curiosity. Additionally, while the refinancing option is a good value exploration, it could be clearer how it specifically benefits the prospect in their unique situation. Overall, the tone is positive and encouraging, but it lacks a bit of depth in engaging the prospect's perspective.
Score: 7
2.
7
/ 10Question:
"I heard your rates are competitive, but how do they compare to the local credit unions?"
Answer:
We shop our rates weekly not only against the competition but also against common lenders that smart customers like yourself research heavily. We earn your business by offering a great experience but without the best rates around we’re likely not even being considered. Plus, not only do we have the lowest rates - we also verify that our lenders can approve them, meaning nothing we publish is impossible.
Feedback:
The salesperson effectively addressed the concern about competitive rates by emphasizing their commitment to regularly comparing rates and ensuring transparency in what they offer. The response communicates confidence and positions the company as a trustworthy option by highlighting the verification process for rates. However, the tone could be slightly warmer and more engaged to foster rapport. Including a closing technique like inviting the prospect to discuss their specific needs or rates could enhance the response. Overall, this answer demonstrates a solid understanding of value and competitive positioning, but it could benefit from more curiosity and discovery to understand the prospect's specific situation better.
3.
7
/ 10Question:
"With so many financing options out there, how can I be sure I'm getting the best value for my money?"
Answer:
You’re right, there are plenty of options! Some may even be the names you’ve heard your entire life. The difference here is your experience. We consult with you through the entire process so that you’re never feeling in the dark about your application or what steps are next. Don’t you feel there’s value in just knowing everything that’s being done with your personal information rather than a person just telling you the results at some point during HIS process?
Feedback:
The response effectively acknowledges the prospect's concern about the multitude of financing options, which is a good start. It emphasizes the consultative approach, highlighting the personalized experience and transparency throughout the process. However, it could be improved by incorporating a closing technique that prompts the prospect to take action or express interest. Additionally, while it raises a valid point about the value of being informed, it could further explore the prospect's specific needs or preferences to enhance the solution-focused approach. Asking a follow-up question to clarify their priorities would demonstrate active listening and curiosity. Overall, a solid response but with room for improvement in engagement and closing.
4.
8
/ 10Question:
"I like what you offer, but I have a long-standing relationship with my current lender. Why should I switch?"
Answer:
I always value relationships and it sounds like you do also. I can name a dozen reasons we are your best choice, but I would love to know what about your current lender you like and dislike so that we can discuss those hot and cold points together. At the end of the day, if you want the best experience possible; you’ve come to the right place. What is it that makes you feel committed to your current lender as of today?
Feedback:
The response effectively acknowledges the prospect's loyalty to their current lender, which demonstrates active listening and a collaborative approach. It opens up a dialogue by asking about the prospect's positive and negative experiences, which can lead to uncovering their true needs and pain points. However, it could benefit from a clearer value exploration or a brief mention of specific advantages your service offers to differentiate itself from the current lender. The tone is appropriate, and the curiosity shown is commendable. Overall, the response is solid but could be strengthened with more focus on unique value propositions and closing techniques.
Score: 8
5.
8
/ 10Question:
"My partner is hesitant about committing to a loan right now, and we need to be on the same page before moving forward."
Answer:
Thank you for sharing that and being open about where you stand in your journey. Opening a loan is a commitment I wouldn’t want you to make without being 100% certain. Wouldn’t it be easier to make these decisions with approved loan terms at your fingertips so that you’re debating real costs rather than whatever is assumed? The application takes less than five minutes, costs you nothing, and comes completely obligation free. What do you think?
Feedback:
The response effectively addresses the prospect's concern by acknowledging their hesitation and emphasizing the importance of mutual agreement before moving forward. The tone is supportive and understanding, which is appropriate for the financing industry. The salesperson does a good job of introducing the idea of getting approved loan terms, which can alleviate some of the uncertainty, and encourages action with a clear, low-risk call to action. However, while the response is solution-focused, it could benefit from a question to explore the partner's specific concerns, fostering further dialogue. Overall, it demonstrates curiosity and a collaborative approach, but could enhance value exploration by linking the approval directly to benefits for both partners.
Score: 8
6.
4
/ 10Question:
"What happens if I find a better offer after we finalize the loan?"
Answer:
Great question, and I always encourage my clients to save money wherever possible. While we finalized a loan I can’t shy away from your curiosity by telling you not to save money however. I’m confident that in this market we have the best offers. What would you be seeking once finalized if you already know our loan offering was the best out there?
Feedback:
The response attempts to address the objection by acknowledging the client's concern about finding a better offer after finalizing the loan. However, it lacks clarity and does not directly answer what would happen if they find a better offer. It could have been improved by offering a reassurance or a policy regarding better offers post-loan finalization, which would have demonstrated a more solution-focused approach. The tone is somewhat casual but doesn't fully establish rapport or trust. Additionally, the question posed at the end could benefit from being more open-ended to encourage further discussion and exploration of the client's needs. Overall, while there are some positive elements, the response lacks effectiveness and clarity, leading to missed opportunities for building value and trust.
Score: 4
7.
8
/ 10Question:
"Can you explain how you handle post-purchase support for customers who may have questions later?"
Answer:
Absolutely. We are in the business of making clients dreams a reality. This is completely personalized. You’ll have access to us by phone, email, and text. You can always contact us with any questions and we are thrilled to be in your back pocket for follow up. After all, we want your future business and your referrals as well - providing lackluster service would never allow us to earn those opportunities.
Feedback:
The response effectively addresses the concern about post-purchase support by emphasizing accessibility and commitment to customer service. The salesperson communicates clearly and maintains a positive tone, which is important in the financing industry where trust is crucial. However, while the response is strong in showing availability, it could benefit from more specific examples or a structured follow-up process to increase confidence in the support system. There's no explicit closing technique used here, which could help in reinforcing the relationship and encouraging further engagement. Overall, it demonstrates a solution-focused approach and an understanding of the importance of post-purchase care but lacks some depth in value exploration and specific follow-up strategies.
Score: 8
8.
7
/ 10Question:
"I'm concerned about the impact of this loan on my cash flow with other projects pending."
Answer:
It sounds like cash flow is a big deal for you, and having the loan may or may not impact your ability to gain access to other funds. What types of projects are you working on? What if I can help you with funding those projects so that you don’t need to worry about multiple contacts muddying the waters?
Feedback:
The response does a decent job of acknowledging the prospect's concern about cash flow, which is crucial in this financing context. By asking about other projects, the salesperson shows curiosity and a willingness to understand the full scope of the prospect's financial situation. However, the response could be improved by offering more concrete insights into how the loan could actually benefit their cash flow, perhaps by illustrating the potential return on investment from the RV or boat purchase. The closing could also be stronger by summarizing the benefits or proposing a next step. Overall, the approach is collaborative, but it lacks a bit of clarity in demonstrating value.
Score: 7
9.
8
/ 10Question:
"I need to understand how quickly I can get approved; my timeline is tight due to an upcoming purchase."
Answer:
Easy. For this loan you can get an approval in little to no time, within an hour is even possible. Most loans are approved the same day as the application while larger loans take longer to process if they require supporting financial information. My goal is to make this painless while being enjoyable for you. The sooner we start the sooner we get to your approval, do you have 5 minutes now to complete the application? Let’s get this done.
Feedback:
The response effectively addresses the concern about the timeline for approval by providing clear information on the speed of the process. The salesperson maintains a positive tone, aiming to make the experience enjoyable, which is crucial in the financing industry. However, the closing technique could be more collaborative; instead of a direct push for completing the application, it might be beneficial to engage the prospect with questions about their specific needs or any concerns they have about the application process. This would demonstrate active listening and curiosity, enhancing the rapport. Overall, it’s a solid response, but a bit more engagement could elevate it further.
10.
7
/ 10Question:
"There have been so many changes in the RV market; how can I trust that this financing will still be valid in a few months?"
Answer:
Once your loan is approved it is good for up to 60 days. With the market changing and RV industry specifically rocking back and forth we are all up against those changes; HOWEVER, I have relationships either all of my lenders and while I can’t guarantee what happens out of my control, I can control how hard I’ll work to ensure you get the very best of the best when it comes to the options available today, tomorrow, or in a few months. When you’re ready, I’ll fight for you.
Feedback:
The response effectively addresses the objection by providing a clear timeframe for loan approval, which is good. However, it could benefit from more structured reassurance regarding the stability of financing options despite market fluctuations. The mention of relationships with lenders is a strong point, but it could be supplemented with specific examples or metrics to enhance credibility. While the tone is friendly and shows commitment to the client, it could be a bit more concise to improve clarity. Additionally, there's a missed opportunity to ask a follow-up question to further engage the prospect and understand their concerns better. Overall, the response shows a solution-focused approach and active listening but could be more compelling with additional value exploration and collaborative engagement.