Neuropathy Care
Sales Assessment Results by Dominique Giesen
4
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance in this test was abysmal, averaging a score of 0.4. That’s not just a low score; it’s a glaring red flag waving in the wind. You showed some understanding of cost concerns in one response, but that alone isn’t enough to save face. You failed to effectively engage with the objections, completely missing the mark on active listening and solution-oriented communication. In a field like healthcare sales, where trust and rapport are paramount, your responses were more like crickets than compelling conversation.
You need to dig deep and get serious about honing your skills in objection handling and value proposition articulation. Start by immersing yourself in the Sandler Selling System to build mutual trust and learn to navigate objections. Pair that with the Value Selling technique to clearly communicate benefits over features, especially in the context of healthcare.
Remember this: sales isn’t just about talking; it’s about listening, understanding, and responding effectively. Your next opportunity is waiting, but you need to step up your game to seize it.
Question Breakdown
1.
4
/ 10Question:
"I'm concerned about the overall cost of neuropathy care solutions and whether they truly justify the investment."
Answer:
I completely understand the concern. This is a big investment in your health and resolving the underlying cause of you symptoms. Let me ask you how long you have been dealing with? 10 years, right. How much money do you think it will continue to cost you to continue down this path? We have a plan laid out that we are confident we can not only address your pain, but actually have a solution to bring back the nerve health and resiliency in your body so that it stays feeling good. We also have various payment options to help ease the cost and break things down to lower monthly payments. Do you have a monthly budget that we can look at for you?
Feedback:
The response shows some understanding of the prospect's concern about cost, which is a good start. However, it lacks clear articulation of the value proposition of the solution, especially in terms of quantitative benefits. Questions posed to the prospect, while engaging, could have been more focused on exploring their specific pain points and how the investment would alleviate those. The mention of payment options is helpful, but it should be coupled with more concrete examples of how the solution can save money or improve life quality in the long run. Overall, the communication is somewhat clear but misses a stronger connection between cost and value, which is crucial in the healthcare industry.
Consider asking about their specific expectations from the investment and sharing success stories or testimonials to reinforce confidence.
2.
0
/ 10Question:
"How can you ensure that this solution will be more effective than what we currently have in place?"
Answer:
f
Feedback:
The response is non-existent and fails to address the objection at all. There is no engagement with the prospect's question, and thus no demonstration of understanding their concern or articulating the value proposition of the solution proposed. This lack of response indicates a significant gap in active listening and solution-focused communication, which are critical in a healthcare sales context. Without addressing the effectiveness of the solution compared to current options, it is impossible to build trust or rapport with the prospect.
3.
0
/ 10Question:
"I’m not sure if our team has the bandwidth to support a new implementation right now."
Answer:
f
Feedback:
The response provided is completely inadequate and fails to address the prospect's concern about team bandwidth. There is no engagement, no acknowledgment of the objection, and no effort to explore solutions that could ease the implementation burden for the team. It reflects a lack of active listening and solution-oriented communication, which are critical in maintaining trust and rapport in healthcare sales. Without addressing this concern, it is unlikely to move the sales process forward effectively.
4.
0
/ 10Question:
"What if the results we expect don’t materialize, given past experiences with similar products?"
Answer:
f
Feedback:
The response is completely inadequate and does not address the prospect's concern about the potential lack of results. There is no engagement or acknowledgment of the objection, which indicates a failure in active listening and the inability to reassure the prospect. This lack of response significantly hinders trust and rapport-building in the healthcare sales context, making it impossible to effectively move the sales conversation forward.
5.
0
/ 10Question:
"Is there a risk that switching to this solution might disrupt our current care processes?"
Answer:
f
Feedback:
The response is completely inadequate and does not address the prospect's concern regarding the potential disruption of current care processes. There is no attempt to engage with the objection or provide reassurance, which indicates a lack of active listening and an inability to demonstrate the solution's compatibility with existing practices. This failure to address a critical concern undermines trust and makes it difficult to effectively progress in the sales conversation.
6.
0
/ 10Question:
"I need to know how you will support us in case of issues; what’s your service level agreement like?"
Answer:
f
Feedback:
The response is completely inadequate and does not address the prospect's concern about support and service level agreements. There is no engagement with the objection, and the lack of response shows a failure in understanding the importance of post-sale support in healthcare sales. Without addressing this key concern, it is impossible to build trust or advance the sales conversation effectively.
7.
0
/ 10Question:
"Can you provide evidence that your solution has been successful in similar cases to ours?"
Answer:
f
Feedback:
The response is completely inadequate and does not address the prospect's request for evidence of success in similar cases. There is no engagement or acknowledgment of the objection, which indicates a failure in active listening and the inability to provide necessary reassurance. This lack of response severely hinders trust and credibility, making it difficult to advance the sales conversation effectively.
8.
0
/ 10Question:
"I’m worried about how this change might affect team morale; will they be on board with this new approach?"
Answer:
f
Feedback:
The response is completely inadequate and does not address the prospect's concern about team morale. There is no engagement or acknowledgment of the objection, indicating a lack of active listening and an inability to provide reassurance on team support. This failure to address a critical concern undermines trust and effectively halts progress in the sales conversation.
9.
0
/ 10Question:
"What guarantees do you offer regarding the reliability and availability of support after purchase?"
Answer:
f
Feedback:
The response is completely inadequate and does not address the prospect's concern about guarantees related to support after purchase. There is no effort to engage with the question or provide specific information about the reliability and availability of support, which is crucial in the healthcare industry. This lack of response indicates a failure to understand the importance of post-sale support and significantly hinders the ability to build trust and rapport with the prospect.
10.
0
/ 10Question:
"How do we ensure that this solution keeps pace with future advancements in neuropathy care technology?"
Answer:
f
Feedback:
The response is completely inadequate and fails to address the prospect's concern regarding future advancements in neuropathy care technology. There is no engagement, acknowledgment, or explanation provided about how the solution will adapt or evolve over time. This lack of response highlights a failure to understand the importance of innovation and adaptability in healthcare solutions, which is crucial for building trust and confidence with the prospect. Without addressing this key concern, it is unlikely to move the sales conversation forward effectively.