Online Fitness Coaching
Sales Assessment Results
60
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's get real; you're hovering around average, and it's time to kick it up a notch. You show some good empathy and rapport-building skills, which are crucial. Acknowledging the prospect's concerns is a strong starting point, but you're missing the mark when it comes to digging deeper into their specific pain points and needs. Your responses often skim the surface, touching on benefits without really exploring how your coaching can solve their unique problems. This is where you can really shine.
The patterns are clear: you start with empathy, but your curiosity-driven questions rarely go beyond surface-level engagement. You need to focus on solution exploration and value differentiation. Instead of just redirecting the conversation to cost or general benefits, you should be adapting your responses based on what the prospect truly needs.
It would do you wonders to study Solution Selling and consultative techniques. These will help you frame your responses around the prospect's specific challenges and tailor your solutions accordingly. Ask open-ended questions that get them talking about their goals, fears, and past experiences. This way, you can align your coaching to meet their needs effectively.
Remember, sales is not just about talking; it’s about listening and responding with insight. Take this as your coaching moment: effective selling is a conversation, not a monologue. Dive deeper, explore those pain points, and show them how your coaching can transform their challenges into triumphs. Now go out there and raise that average!
Question Breakdown
1.
4
/ 10Question:
"I'm already committed to another fitness program, and I don't want to deal with the hassle of switching."
Answer:
Hey, I totally understand where you’re coming from. I know you’ve already invested in a program and changing your routine up might not be as convenient. However, you’ve already told me that this other fitness program is charging you $1200 per month and you find yourself missing workouts because you have to travel a lot for work. With my program, you can take your workouts with you anywhere you go, and you are held accountable to complete these workouts, with proper form, and track your other health metrics throughout the day.
Feedback:
Your response starts off well by acknowledging the prospect's concern, which is important for building rapport. However, it lacks depth in exploring the implications of their current commitment and the specific pain points they might be facing with their current program. You mentioned the cost and some benefits of your program, but did not probe further into their needs or desires. Asking open-ended questions to uncover their specific challenges and how your solution could better serve them would enhance your response. Additionally, while you outlined some benefits, you could strengthen your value proposition by emphasizing unique features that differentiate your coaching from their current program. Overall, your response needs to be more solution-focused and curiosity-driven.
2.
6
/ 10Question:
"I saw a cheaper online coach, and I'm not sure if your program justifies the higher cost."
Answer:
Totally understand where you’re coming from! It can be tempting to try and save as much money as possible, especially in this economy. However, based on our discussion so far it seems you care much more about getting your specific results than you do saving money. After all, if you save a little bit of money, but don’t achieve your results, then it’s really money wasted. So tell me, what specifically did you notice about this cheaper online coach that showed you how to achieve these desired results?
Feedback:
Your response begins positively by empathizing with the prospect's concern about cost, which is a good start for rapport building. However, it lacks a robust value exploration that distinguishes your offering from the competition. While you do well to redirect the focus on results over cost, it would benefit from a clearer articulation of the unique value and differentiators of your coaching program. Instead of solely asking about the cheaper coach, consider exploring their specific goals and expectations further. This would allow you to tailor your response more effectively to their needs and reinforce the justification for your program's higher price. Overall, while your curiosity-driven question is a step in the right direction, a stronger emphasis on the benefits and unique features of your coaching could enhance your response significantly.
3.
5
/ 10Question:
"I'm really busy right now; I don't think I can fit in a new fitness routine this month."
Answer:
Totally understand where you’re coming from. However, psychologically speaking the best time to start a new fitness routine is actually when you are really busy. Because often times if you wait until you’re not busy to start a fitness program, eventually you’ll get busy again and you’ll be faced with the same challenge you’re facing right now.
Feedback:
Your response begins with empathy, which is crucial in sales, but it could be more effective if you further explored the prospect's specific situation and feelings about their busyness. Instead of only stating that starting during busy times can be beneficial, consider asking open-ended questions to understand their current challenges with time management. For example, you might ask how they currently incorporate physical activity into their busy schedule or what their fitness goals are despite their time constraints. This would not only demonstrate active listening but also allow you to tailor your solution to fit their needs. Additionally, providing specific strategies or examples of how your program can accommodate a busy lifestyle would enhance your value proposition. Overall, while you acknowledged the objection, your response could benefit from deeper engagement and solution-focused discussion.
4.
6
/ 10Question:
"I’ve tried online coaching before and didn’t see the results I wanted. What makes yours different?"
Answer:
Totally understand where you’re coming from. Sorry you weren’t able to achieve your results. I know that can be very frustrating when you invest a certain amount of money hoping to get the desired results and then it just doesn’t happen. What specifically about that program was lacking, and therefore stopping you from reaching your goals?
Feedback:
You begin your response well by acknowledging the prospect's frustration, which is important for building rapport. However, while you ask a thoughtful question to explore their past experience, your response could benefit from further emphasis on differentiation. After understanding their previous challenges, it would be beneficial to articulate how your coaching program specifically addresses those pain points and what unique features set it apart from their prior experience. Consider offering examples of success stories or specific strategies that have worked for other clients in similar situations. This would enhance your value proposition and provide the prospect with clearer reasons to trust your program. Overall, your inquiry into their needs is a solid approach, but your value exploration needs to be stronger to effectively persuade the prospect.
5.
7
/ 10Question:
"My friends say they had bad experiences with online coaching; how can I trust yours?"
Answer:
Totally understand where you’re coming from. Sorry that your friends had that bad experience. It is important to remember, however that everybody has very different goals, which is why with our online coaching program we don’t do any cookie cutter fitness programs, rather everything is specifically tailored to help you reach your specific goals And adapt it to your other life‘s priorities. Also, I’d like to show you my client, Jim, who had a double knee replacement and is currently hiking, biking, and doing his daily workouts pain-free. If he can do it, you can do it.
Feedback:
Your response effectively begins with empathy, acknowledging the prospect's concerns about their friends' experiences, which helps build rapport. You also highlight the personalized nature of your coaching, differentiating it from generic programs. However, while providing a client success story is a positive move, you could enhance your approach by engaging the prospect further. Consider asking them about their specific concerns with online coaching or what they would need to feel confident in your program. This could foster a more collaborative dialogue and allow you to address their fears directly. Additionally, sharing more about your coaching methods and any guarantees or support services could further establish trust. Overall, while your response is on the right track, enhancing the curiosity-driven questions and value exploration would make it more compelling.
6.
7
/ 10Question:
"I need to ensure this aligns with my current fitness goals—what if it doesn’t meet my expectations?"
Answer:
Absolutely. You definitely don’t wanna start a fitness program that doesn’t align with your specific fitness goals. Why don’t you tell me a little bit more about your specific goals and expectations of this program? Remember, we do everything completely tailored to your specific goals and we don’t do cookie cutter workouts. My client Jim has seen massive success since his double knee replacement since he’s been able to stay consistent with his low impact high intensity exercises to build the muscles around his knees.
Feedback:
Your response starts strong by acknowledging the prospect's concern about alignment with their fitness goals, which is essential for building trust. You effectively invite them to share their specific goals and expectations, fostering a collaborative approach. However, while you mention the tailored nature of your program and reference a success story, consider elaborating more on how your coaching methods can specifically address various fitness goals. Providing examples of how you adapt your program to different client needs, or asking clarifying questions about their current fitness status and hurdles, could enhance the solution-focused nature of your response. Overall, you're on the right path, but further exploration of the prospect's unique situation and more detailed reassurance about achieving their goals would strengthen your answer.
7.
8
/ 10Question:
"Can you explain how your coaching can integrate with my existing schedule?"
Answer:
100%. I know when we had talked earlier you mentioned that you have a very busy work schedule and you tend to travel out of state a lot. Our program not only allows, but encourages you to take your workouts with you on the go. Whether you have a fitness center at the hotel you’re staying at, or need to bring some resistance bands into your hotel room, our fitness coaches will guide you specifically on what equipment to purchase, travel with, and set up completely tailored workouts no matter where you are in the world.
Also, the majority of the workouts you’ll be completing on your own without the direct supervision of a coach, however, all your moves will still be recorded and given real time feedback to make sure you’re using proper form.
Feedback:
Your response begins positively by acknowledging the prospect's busy schedule, which is great for building rapport. You effectively communicate how your coaching program can adapt to their needs by allowing workouts on the go and offering guidance on equipment. However, to enhance your answer, consider including specific examples or testimonials from clients who have successfully integrated your program into their busy lives. This would provide social proof and further illustrate the program's flexibility. Additionally, it could be beneficial to ask the prospect about any specific time constraints or preferences they have, allowing for a more tailored response. Overall, while your response is informative and supportive, further engagement and examples could make it even stronger.
8.
6
/ 10Question:
"I’m concerned about the long-term commitment; what if I don’t see results quickly?"
Answer:
Totally understand. And it varies person to person. It absolutely makes sense that you want to see results quickly, however, more often than not. It does take a few months for people to really start seeing the results they want, especially when it comes to fat loss. This is because you’ve been inactive for a while And are likely going to add muscle mass before you start losing weight. Unfortunately, this is where many people give up on their fitness goals because they don’t lose 10 pounds in the first month. By making a long-term commitment to our online fitness coaching program, you will be able to get over these mental roadblocks, stay consistent, and not only get to your desired destination, but be able to maintain those results For a very long time.
Look at my client, Jim. He barely lost any weight the first few months of training with me. He was extremely frustrated, however, I was able to coach him through it, he stayed consistent, and now he starting to show some visible muscle mass in his shoulders and chest, showing that he’s been burning body fat while adding muscle the whole time!
Feedback:
Your response begins with good empathy, acknowledging the prospect's concern about needing quick results, which helps build rapport. However, it could be more effective if you explored the implications of their fear of long-term commitment and connected it back to their personal goals. While you mention that results vary and share a client success story, enhancing your response with specific strategies or expectations for achieving results over time would provide clearer reassurance. Consider asking the prospect about their previous experiences with fitness programs and what specific results they are hoping for. This could lead to a more collaborative discussion about managing expectations and the journey toward their goals. Overall, your response is informative but could benefit from deeper engagement and a clearer value proposition regarding the long-term benefits of your coaching program.
9.
5
/ 10Question:
"I need to discuss this with my partner; I want to make sure we're on the same page about the budget."
Answer:
Totally understand where you’re coming from. You definitely should go back and talk to your partner, and share with them all the details we spoke about regarding the fitness coaching program.
And since your partner knows you better than most people, if they say “no” to you participating in this program, then to be completely honest it’s probably not for you.
Feedback:
Your response begins by acknowledging the prospect's need to discuss the decision with their partner, which is a good start for rapport building. However, the suggestion that the program may not be for them if their partner disagrees could come off as dismissive and may discourage further conversation. Instead, consider inviting them to discuss specific concerns or questions their partner may have so you can address those directly. This approach would show support for their decision-making process and reinforce your willingness to collaborate, rather than implying a potential rejection of the program. Additionally, you could explore how the program aligns with their joint budget goals or offer to provide materials to facilitate their discussion with their partner. Overall, while your initial empathy is positive, a more supportive and engaging approach would enhance your effectiveness.
10.
6
/ 10Question:
"I'm hesitant because I’ve heard mixed reviews about the effectiveness of online coaching compared to in-person."
Answer:
Yeah I totally understand where you’re coming from. Of course, there is a major benefit to having a coach physically there with you to guide you through proper movements. However, in my experience, has both an online and in person coach, the problem with in person coaching is that if you have to travel (which a lot more people have to do nowadays, and I know you mentioned that you travel for work regularly), it’s very difficult to adhere to your fitness coaching program, whilst on the road.
Also, if you were to get sick, your coach get sick, or if your coach has to travel somewhere, that can interrupt your adherence to the program as well, and ultimately cause you not to reach your goals.
Feedback:
Your response begins by acknowledging the prospect's concerns about mixed reviews of online coaching, which is a good rapport-building technique. However, while you identify the challenges of in-person coaching, you could strengthen your argument by highlighting specific benefits unique to online coaching, such as flexibility, accessibility, or tailored programs that adapt to individual circumstances. Further, consider sharing success stories or statistics that showcase the effectiveness of online coaching compared to in-person options. Additionally, engaging the prospect with questions about their specific concerns or expectations regarding online coaching would demonstrate active listening and enhance your collaborative approach. Overall, while your response addresses the objection, it lacks a compelling value proposition and deeper engagement.