Online Fitness Coaching
Sales Assessment Results
48
Needs Improvement
10 questions
Maximum score: 100
Completed in
Your performance across this assessment highlights a significant need for improvement. While you demonstrate empathy and an understanding of the prospect's concerns, your responses often lack a clear and compelling value proposition. It's crucial to articulate how your services can directly address the client's pain points, especially when budget constraints or skepticism arise. You seem to miss opportunities to leverage storytelling and concrete examples to illustrate the effectiveness of your coaching, which could make your case much stronger.
A common theme in your responses is the hesitance to delve deeper into the prospect's needs and concerns through more exploratory questioning. This could be a major factor in falling short of effectively building a persuasive argument for your services. Additionally, while you acknowledge the prospect's feelings, you could do a better job of tying those feelings back to how your service can provide real solutions.
To move forward, I strongly recommend you study the SPIN Selling technique. It focuses on uncovering deeper needs and implications, which could transform your conversations. Also, consider practicing the Challenger Sale, where you can present unique insights that challenge the status quo in a constructive way.
Remember, sales isn't just about understanding the client; it's also about leading them to see why they need what you offer. Your coaching moment here is to shift from merely responding to engaging and guiding the prospect through their objections and concerns. It's time to step up your game and truly connect the dots between their needs and your solutions.
Question Breakdown
1.
3
/ 10Question:
"We have a tight budget this fiscal year; how can you justify the investment in your coaching services?"
Answer:
Yeah, absolutely, totally understand where you’re coming from I know it’s very important to stick to your budget. Right now, what is your main concern with investing in fitness coaching?
Because I know you have a tight budget, but you also mentioned that you have very specific fitness goals.
Many people that have gone through our program have reported having increased energy, confidence, and sometimes they are even able to increase their income.
My former client, Sally had a very tight budget a couple years back, and was very hesitant to invest in our online coaching program. However, she was able to massively, improve her health and wellness, and is now almost doubled her income.
Feedback:
The response begins with an attempt to empathize, which is a good start, but it lacks a solid justification for the investment. It doesn't clearly articulate the value of the services in relation to the client's budget constraints. While sharing a client story is helpful, it should connect more directly to how your program can specifically address the prospect's needs. Additionally, there is a missed opportunity to ask more exploratory questions that could help uncover the prospect's underlying concerns about budget, rather than shifting the focus immediately to fitness goals. The structure could be improved for clarity and more cohesive flow. Overall, it feels somewhat scattered and doesn't effectively build a case for why the coaching investment is worthwhile despite budget constraints.
2.
4
/ 10Question:
"Our team is currently overwhelmed with other projects; do you think we can really prioritize onboarding a new fitness program right now?"
Answer:
Totally understand where you’re coming from. Which of your other projects are most important to you right now? And how do you feel as though a Fitness program will assist you even further in reaching those goals?
Feedback:
The response demonstrates empathy by acknowledging the prospect's concerns about being overwhelmed, which is a positive start. However, it lacks a clear value proposition for the fitness program that addresses their current workload. Simply asking which projects are most important doesn’t effectively tie the fitness coaching into their priorities or demonstrate how the program can alleviate their overwhelm or enhance productivity.
Additionally, the follow-up question regarding how the fitness program can assist them feels somewhat vague. A more effective approach would be to provide concrete examples of how previous clients managed similar situations successfully, linking the benefits of fitness coaching with improved focus, energy, or productivity. Incorporating some insights from the SPIN Selling methodology could also help uncover deeper needs related to their current projects and how fitness coaching could serve as a valuable resource during busy times. Overall, while the intent to understand their current situation is good, the response needs to be more solution-oriented to increase its effectiveness.
3.
4
/ 10Question:
"I’m concerned about the effectiveness of online coaching versus in-person training; how do you address this skepticism?"
Answer:
I totally understand where you’re coming from. While there are certain benefits to having a coach physically there in person to help you, online coaching is much more adapted to modern life. For example, many people like yourself tend to travel for work, and therefore benefit greatly from being able to access Your coach from anywhere in the world as long as you have an Internet connection.
Feedback:
The response starts with empathy, acknowledging the prospect's concerns, which is a positive aspect. However, it falls short in effectively addressing the skepticism regarding online coaching. While mentioning the flexibility of online coaching is relevant, the response lacks specific examples or evidence of how online coaching can achieve results comparable to in-person training.
To strengthen the argument, consider incorporating success stories from clients who achieved significant results through online coaching, along with statistics or studies that demonstrate its effectiveness. Additionally, it would be beneficial to ask questions that further explore the prospect's concerns about online coaching, allowing for a more engaging and consultative dialogue. Overall, while you provide a good starting point, the response needs more depth and persuasive elements to reassure the prospect of the value of online coaching.
4.
6
/ 10Question:
"With so many options available, why should we choose your service over competitors who seem to have more experience?"
Answer:
Great question. And that depends specifically on your goals. While more experience is beneficial, the type of experience is also a very important factor to consider. Since you specifically struggle with injuries in the past, working with a coach, like myself who specializes in low impact, high intensity, water workouts Will be extremely beneficial for you to specifically reach your goals.
Take my client, Jim for example he had double knee surgery last year, but has been able to stay consistent with his workout and nutrition plan all year long.
So tell me, what are your main concerns with investing in an online coaching program
Feedback:
The response begins well by acknowledging the importance of the question, which is a positive engagement strategy. However, it could benefit from a clearer articulation of what differentiates your coaching services from competitors. Simply stating that 'more experience is beneficial' doesn't effectively establish your unique value proposition. Instead, you should highlight specific advantages your program offers, such as personalized attention, unique methodologies, or success stories that align with the prospect's needs.
While mentioning the specialization in low-impact workouts is relevant, it could be more effective if you directly connect this to the prospect's overarching goals or pain points. Sharing Jim's success story is a strong move, but it would be even more impactful if you included concrete results or testimonials that demonstrate measurable success.
Lastly, the question at the end invites further dialogue, which is good, but it could be more focused on exploring the prospect's specific needs and how your service can address them. Overall, the response shows potential but would be more compelling with a stronger emphasis on differentiation and direct ties to the prospect's goals.
5.
5
/ 10Question:
"I need to take time to evaluate how your program aligns with our company culture and employee needs; can I have more time before making a decision?"
Answer:
Totally understand where you’re coming from. And you can absolutely take more time before deciding to invest in this program. However,, since the new year is coming up, timeslots are booking fast and you do wanna make make sure you so that you can book a regular time slot that is more convenient for you and your team.
Maybe I can save you some time and we can talk more specifically about how this fitness coaching program relates to your company culture. What are your main cultural concerns with this program?
Feedback:
The response begins with a commendable acknowledgment of the prospect's need for time to evaluate the program, showcasing empathy. However, the suggestion that they can take more time could undermine the urgency of the decision-making process. While mentioning the upcoming new year and booking constraints adds a sense of urgency, the phrasing could be smoother and more persuasive.
The follow-up question about specific cultural concerns is a positive move, as it invites dialogue and demonstrates a willingness to tailor the program to their needs. However, it would strengthen the response to briefly highlight how the fitness coaching program has successfully integrated into similar company cultures, showcasing its adaptability. Overall, while the response is on the right track, it could benefit from a clearer connection between urgency and the importance of aligning the program with their culture.
Strive for a more assertive yet supportive tone that emphasizes the benefits of timely engagement while respecting the prospect's need for thorough consideration.
6.
5
/ 10Question:
"Some stakeholders believe that our current vendor relationship might still be the best option; how can you convince them otherwise?"
Answer:
Totally understand where they’re coming from. I would start by asking your stakeholders very specifically what is causing them to believe that your current vendor is still the best option.
Of course, if it’s been working well for you guys, then that’s understandable, but it may also be very beneficial for me to speak with your stakeholders to potentially show them a possibility that they haven’t even considered.
I would ask them specific questions about price, value, results, etc., and compare that to what my clients have been able to achieve
Feedback:
The response begins with a respectful acknowledgment of the stakeholders' perspective, which is a good foundation for discussion. However, simply asking what causes their belief in the current vendor does not provide a strong argument for your own services. It lacks a compelling value proposition that distinguishes your offering from the existing vendor.
While the idea of speaking with stakeholders to explore their concerns is a positive move, the response would benefit from articulating specific advantages your service offers, such as unique features, better pricing, or superior results that directly address the stakeholders' needs.
Additionally, asking about price, value, and results is prudent, but you should also proactively share success stories or metrics from past clients that demonstrate the effectiveness of your program. This would better position you as a solution provider and not just someone seeking to understand their decision-making process. Overall, the response is constructive, but it needs to shift from inquiry to persuasion to make a stronger impact.
7.
6
/ 10Question:
"How do I know that your coaching methods will actually lead to measurable results for my employees?"
Answer:
Great question. My online fitness coaching has historically shown that people have lost body fat, added muscle mass, lost body weight, and specifically improved joint range of motion in many of the major ball and socket joints throughout the body.
I specialize in working with people who have struggled with injury from working out, and prefer low impact high intensity workouts.
Each month we have specific check-in calls where we will measure your BMI, skin fold measurements, and do a fit test to see specifically how your employees are progressing month after month make changes to the program as needed
Feedback:
The response begins positively by addressing the prospect's question and providing some initial data about past results, which is important. However, it lacks specific case studies or testimonials that could bolster credibility and help the prospect visualize the potential outcomes for their employees. While you mention the metrics involved in monthly check-ins, it would be more impactful to quantify expected results or improvements based on previous client experiences. Additionally, consider highlighting how your coaching program is tailored to meet the specific needs of the employees, perhaps by discussing your approach to customizing plans based on individual progress. To further enhance the response, inviting the prospect to ask more detailed questions about their specific goals or concerns would demonstrate active listening and a consultative approach. Overall, while the response provides some useful information, it could benefit from deeper engagement and stronger evidence of successful outcomes.
8.
5
/ 10Question:
"What happens if we don’t see the expected outcomes after implementing your program?"
Answer:
That’s definitely a genuine concern and I totally understand where you’re coming from. Unfortunately since with online fitness coaching, you are exchanging money for a professionals time, we don’t have any moneyback guarantees, however, we have implemented every single measure possible to make sure that you stay consistent within your program to get your results.
In my experience, the only people that don’t achieve their goals are the ones that Khvit before their program ends.
Feedback:
The response starts well by acknowledging the prospect's concern, which is important in building rapport. However, stating that there are no money-back guarantees could come off as defensive and might raise further doubt about the program's effectiveness. Instead, it would be more effective to focus on the proactive measures your coaching program takes to ensure success, such as personalized plans, regular check-ins, and adjustments based on progress.
While you mention that consistency is key, it would strengthen your argument to provide examples or success stories of clients who initially struggled but ultimately achieved their goals through commitment to the program. Additionally, the phrasing regarding clients not achieving their goals could be more tactful; consider rephrasing it to emphasize the importance of engagement and support rather than implying blame on the clients.
Overall, the response could benefit from a more positive spin on the support system in place and a clearer focus on how you mitigate risks associated with not achieving the expected outcomes.
9.
6
/ 10Question:
"I’ve heard mixed reviews about online coaching; how do we know your service won't fall short like others we've tried?"
Answer:
Totally understand where you’re coming from. We implement as many variables as possible to make sure that. You will arrive at your fitness goal. Not only are you being sent multiple text messages to remind you about each of your workouts, you’ll also have the option to communicate with your coach regularly to stay consistent even while traveling.
We also do our monthly check-in calls where we will measure your results on a month-to-month basis, talk about what’s working and what’s not and alter your tailored program as needed.
My past client, Jim was very worried about not being able to reach his results, however, he was able to stay consistent, build momentum, and arrive at his fitness goals.
Feedback:
The response begins well with an acknowledgment of the prospect's concerns, which is excellent for building rapport. However, it lacks a strong emphasis on the specific measures that differentiate your online coaching from others that may have fallen short. While mentioning the communication methods and check-in calls is a good start, it would be more effective to include concrete success metrics or testimonials from clients who have seen significant results, thereby enhancing credibility.
Additionally, consider addressing the prospect's skepticism more directly by comparing your methods to common pitfalls in online coaching that often lead to mixed reviews. This would demonstrate an understanding of their concerns while positioning your approach as a reliable alternative.
Lastly, inviting the prospect to share specific experiences or concerns they have had with previous coaching can foster a more engaging dialogue and provide insights into how you can tailor your program to meet their needs. Overall, the response could benefit from deeper engagement and a stronger focus on building trust through proven results.
10.
4
/ 10Question:
"Our organization is currently facing some changes in leadership that could impact our decision to invest in new services."
Answer:
Totally understand. I know changing leadership can certainly change priorities, management techniques, and ultimately the decision to invest in this fitness program.
Feedback:
The response begins with a respectful acknowledgment of the prospect's concern about leadership changes, which is a good approach to building rapport. However, it lacks depth and does not provide a solution or explore the implications of these changes on their fitness program decision. Instead of merely stating that leadership changes can affect priorities, it would be more effective to inquire how these changes might influence their view on fitness programs or to offer to assist during the transition period. Additionally, offering insights on how your coaching program can align with new leadership goals or support the team during uncertain times would show a proactive approach. Overall, the response needs to shift from acknowledgment to a more constructive, solution-oriented dialogue that addresses the potential impact of leadership changes more thoroughly.