Men’s coaching
Sales Assessment Results by TYLER FONTAINE
54
Needs Improvement
10 questions
Maximum score: 100
Completed in
You’ve got some solid instincts and a willingness to engage, but it’s clear that you need to sharpen your skills to really connect with prospects. Your strongest suit is your ability to ask insightful follow-up questions, as evidenced in several responses where you invite further discussion. This shows a desire to understand your prospects, which is commendable. However, you consistently miss the mark when it comes to directly addressing their concerns, especially around budget and the specific value of your coaching. Instead of just pointing to ROI, you need to empathize more with their situations and provide concrete examples of how your coaching aligns with their unique challenges.
To elevate your game, I suggest you dive deeper into consultative selling techniques and storytelling in sales. These will help you craft responses that don’t just engage but also resonate by showing how your coaching has transformed others’ experiences.
Remember, it’s not just about what you say, but how you make your prospects feel heard and understood. Take this to heart: a sale isn't just a transaction; it’s a collaborative journey. Embrace that mindset, and you’ll start to build the trust that turns prospects into loyal clients.
Question Breakdown
1.
2
/ 10Question:
"I see the value in your coaching, but how do I justify this cost to my team?"
Answer:
It’s not about the cost, it’s about the return on investment. If you perform better, put up better numbers, and become a better man - what’s there to justify?
Feedback:
The response fails to address the prospect's concern about justifying the cost to their team. While emphasizing ROI is important, it lacks a clear connection to the prospect's specific situation and needs. The tone could also be perceived as dismissive, not encouraging a constructive dialogue. Consider asking follow-up questions to understand their team's values and metrics that matter to them, which would foster a collaborative approach. This would demonstrate active listening and curiosity about their unique context.
2.
6
/ 10Question:
"What if I invest time in this coaching, and it doesn't deliver the promised results?"
Answer:
What results would make it worth the investment?
Feedback:
The response successfully shifts the focus back to the prospect by asking for specific results they would consider valuable. This demonstrates curiosity and a willingness to engage in a meaningful dialogue about expectations. However, it could benefit from acknowledging the prospect's concern more directly by discussing how the coaching process mitigates risks and increases the likelihood of success. Including a brief mention of past successes or testimonials could further enhance the response by providing evidence of effectiveness and building trust.
3.
7
/ 10Question:
"I'm currently working with another coach; how can I be sure yours is worth the switch?"
Answer:
Good to know you see the value in having a coach. As we level up sometimes we need a next level coach. What got us here won’t get us there. What makes you consider switching coaches in the first place?
Feedback:
The response effectively acknowledges the prospect's current coaching situation and introduces the idea of needing a "next level coach," which is a good approach to challenge their current thinking. However, it lacks specificity in addressing how your coaching could provide distinct benefits compared to their current coach. The follow-up question about why they consider switching is insightful, as it invites further discussion and demonstrates curiosity. Nonetheless, incorporating specific examples of what differentiates your coaching or how it aligns with their goals would enhance the effectiveness of the response. Overall, aim for a balance between engaging with the prospect's needs and presenting your unique value proposition clearly.
4.
3
/ 10Question:
"We're facing budget cuts this season; can you assure me this investment won't strain our finances?"
Answer:
It will strain your finances if you don’t put in the work. I’m here to coach you and help you grow, but I can’t do the work for you. However, if you follow the plan and are committed then it should be an investment that provides ROI. Realistically if you’re cutting expenses you probably can’t afford to not improve and become better
Feedback:
The response misses the mark in addressing the prospect's concern about budget cuts directly. Instead of acknowledging the financial strain and offering reassurance, it implies that the responsibility lies solely with the prospect's commitment, which may come off as dismissive. While mentioning ROI is valuable, it would be more effective to empathize with their situation and provide examples of how your coaching can lead to cost-saving outcomes or efficiency improvements that justify the investment. Consider asking questions about their specific financial goals or metrics to create a more collaborative dialogue and tailor your assurance accordingly.
5.
5
/ 10Question:
"Can your coaching really address the specific challenges we face in our industry right now?"
Answer:
Yes, the most common theme I see pertains to the individual. Industry matters but it comes down to the person doing the work. I’ve worked with an agent like you before, Jake, he’s in RI. He had a similar hesitation. After we broke down his goals, strategized, and got the ball moving he excelled
Feedback:
The response briefly addresses the objection by suggesting that individual challenges are paramount, which is a good starting point. However, it lacks depth in connecting the coaching specifically to the unique challenges of the men's coaching industry. While mentioning a previous client's success is a positive element, it would be more effective to elaborate on the specific strategies or frameworks your coaching employs that directly address these challenges. Additionally, providing some insights into how you tailor your approach could strengthen the response. Engaging the prospect with further questions about their specific challenges would also enhance the dialogue and demonstrate a more collaborative approach.
6.
7
/ 10Question:
"What if my team isn't fully on board with changing our current approach?"
Answer:
Most of the time they are not at first. The leader usually sets the direction and there can be some resistance. I’ve seen this many times and I get it. Change is hard. But if you do nothing, things get worse. Helping them see the vision and attaining their buy-in will help them adopt change. Our first goal will be to find out their perspective, share the vision collectively, and tell them exactly what’s in it for them and why they should change. What do you think they will object to the most?
Feedback:
The response effectively acknowledges the potential resistance from the team and validates the prospect's concern about change. By discussing the importance of the leader's role in setting direction and facilitating buy-in, you demonstrate an understanding of the dynamics at play. The mention of addressing team perspectives and communicating the benefits of change is constructive. However, to strengthen the response, it would be beneficial to provide specific strategies or examples of how you've successfully navigated similar situations in the past. Additionally, while the question about objections invites further dialogue, consider asking more open-ended questions to facilitate deeper exploration of their specific team dynamics and concerns. Overall, the tone is supportive and collaborative, which aligns well with consultative selling techniques.
7.
6
/ 10Question:
"I need to know how this coaching will directly impact my day-to-day operations. Can you clarify that?"
Answer:
Of course. Firstly we will find out what the exact day-to-day operations are. Then we will strategize in a 1:1 as to exactly what’s your strengths/weaknesses/gaps/goals are etc.
After that we will systematically sift through your tasks/projects to identify what’s really important, what’s really a priority, and then we will be able to see what changes are necessary to the day to day.
Feedback:
The response provides a solid starting point by outlining a process for understanding the prospect's day-to-day operations and how coaching will tailor to their specific needs. However, it could be improved by explicitly connecting this process to tangible outcomes and benefits that the prospect can expect. Including examples of how similar clients have seen improvements in their daily operations would enhance credibility. Additionally, consider inviting further discussion by asking the prospect how they currently measure success in their daily tasks, which would foster a more interactive dialogue.
8.
6
/ 10Question:
"I've heard mixed reviews about coaching outcomes; how do you ensure success?"
Answer:
We work closely with our clients up - especially up front to do the “heavy lifting” right away. The more information we have, the more we know about you, your business, the more tailored approach we can take. Our onboarding process and first week ensures this. What would success look like to you?
Feedback:
The response begins positively by emphasizing a collaborative approach and the importance of understanding the client's needs through comprehensive onboarding. However, it lacks specific examples or success metrics that demonstrate how your coaching has led to successful outcomes for previous clients. Including testimonials or case studies could enhance credibility. The question about the client's definition of success is a good addition, as it invites further dialogue and personalizes the conversation. To improve, focus on showcasing proven results and providing reassurances that address the mixed reviews directly.
9.
6
/ 10Question:
"With everything on my plate already, do I really have the bandwidth for this commitment?"
Answer:
That depends on how bad you really want to improve. My client Chris felt similar but o explained to him going through our program - like the goal audit review - actually helped him prioritize his commitments better. He ended up with more time to do what’s needed
Feedback:
The response starts strong by acknowledging the prospect's concern about bandwidth and illustrates a relatable scenario with another client, Chris. However, it could be improved by directly addressing the prospect's fear of not having enough time and emphasizing how your coaching specifically helps individuals manage their time and commitments more effectively. Instead of framing it as dependent on their desire to improve, focus on offering reassurance and specific strategies that can help them integrate coaching into their busy schedule. Additionally, inviting the prospect to share their current priorities could foster a more collaborative discussion and demonstrate genuine interest in their situation.
10.
6
/ 10Question:
"How does your coaching adapt to the ever-changing dynamics in our field?"
Answer:
Good question. Our coaching is a living breathing organism just like you. We are constantly improving. For me to be able to coach, I have to maintain discipline, clarity, structure, and time management. Our coaching emphasizes brotherhood, raising personal standards, clarity of vision, and high levels of accountability. We make sure you don’t drop the ball and adapt with the things around you.
Feedback:
The response effectively opens with a recognition of the question's importance, establishing a conversational tone. It emphasizes continuous improvement and personal qualities like discipline and accountability, which are relevant in coaching. However, it could be strengthened by providing specific examples or case studies that illustrate how the coaching has successfully adapted to changes in the industry. Mentioning particular strategies or tools used to remain responsive to these dynamics would enhance credibility and demonstrate a proactive approach. Additionally, inviting the prospect to share their own observations about changes in the field could foster deeper engagement and collaboration.