The 6-Week Tactical Brand & Marketing Intensive for Veteran & Blue-Collar Business Owners
Sales Assessment Results by Timothy Mabry
51
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real: your performance is sitting at a lukewarm average of 5.1. This isn't where you want to be if you're aiming for sales greatness. Your strongest moments came from your attempts to engage the prospect through questioning and empathizing with their concerns. That's a solid foundation, but you need to build on it. The consistent pattern here is a lack of specificity—you're skimming the surface when you should be diving deep. Addressing objections is crucial, but right now, you're just nodding along instead of providing the reassurance and concrete examples prospects crave.
To elevate your game, focus on honing your objection handling techniques. Learn how to directly address concerns about ROI and justifying costs with success stories and metrics. You also need to practice solution-focused selling; it’s not just about what you offer, but how it fits into the prospect's unique situation.
Remember this: in sales, details matter. Each conversation is an opportunity to showcase your value, so don't hold back. The next time you're faced with an objection, think of it as a chance to shine, not a hurdle. Your goal is to turn doubts into confidence—make it happen.
Question Breakdown
1.
2
/ 10Question:
"I'm concerned about whether this investment will yield a strong ROI for my specific business needs."
Answer:
It sounds like you have some deeper concerns, could you elaborate?
Feedback:
The response lacks specificity in addressing the objection regarding ROI. While seeking clarification is important, it doesn't demonstrate an understanding of the prospect's concern or provide any reassurance about the potential return on investment. A more effective approach would involve acknowledging the concern directly, sharing success metrics or case studies relevant to similar businesses, and asking targeted questions that help uncover the prospect's specific needs and expectations. Overall, the response could benefit from a more solution-focused and value-exploration approach.
2.
5
/ 10Question:
"How do I know this intensive will truly benefit my team, given our unique challenges and current priorities?"
Answer:
Great question, earlier you stated that's your number one goal is to identify your number one client because in the past you have spent thousands on marketing and gotten 0 return. If you were able to identify your ideal clients, how to talk to them, and where to advertise. Wouldn't that save you time money and alleviate the burden stress that you stated earlier?
Feedback:
The response attempts to connect the prospect's previous mention of challenges with the solution offered by the intensive, which is a positive aspect. However, it lacks a direct acknowledgment of the specific objection regarding how the program will benefit the team, which is crucial for addressing the prospect's concerns. Instead of assuming their sense of urgency and focusing on past failures, it would be more effective to ask clarifying questions about their unique challenges and priorities and then align the benefits of the program with those needs. Providing specific examples or case studies of similar businesses that overcame their challenges through the program would enhance credibility and demonstrate value more effectively.
3.
4
/ 10Question:
"We have a tight budget this fiscal year; can you justify the cost compared to other available options?"
Answer:
When it comes to the cost what is your biggest hang up? It sounds like you a lot about this company and want to make the right decision the first time.
What other options have you looked at and what made you not go with them?
Feedback:
The response does attempt to engage the prospect by asking questions, which is good for uncovering deeper concerns. However, it lacks a direct addressing of the specific objection about justifying the cost against other options. Instead of asking about their biggest hang-up, it would be more effective to acknowledge the budget concern directly and explain how the value of the intensive aligns with their needs compared to cheaper alternatives. Providing specific examples of ROI or success stories from similar businesses could enhance the justification of the cost and demonstrate the program's unique value proposition. Overall, the response could benefit from a more focused exploration of the value they would receive in relation to their budget concerns.
4.
5
/ 10Question:
"With the current market conditions, what assurance can you provide that this program will set us apart from competitors?"
Answer:
If you do not get the desired results you want by the end of the six week program we will work with you for an additional six weeks pro bono, or until you ID you ideal clients.
Is that something you would be interested in?
Feedback:
The response attempts to address the objection by offering a guarantee of extended support if the desired results are not achieved, which is a strong selling point. However, it doesn’t directly respond to the concern about how the program will set the prospect apart from competitors. A more effective answer would involve highlighting unique aspects of the program, specific strategies that differentiate it from others in the market, and perhaps sharing success stories of past participants who have gained a competitive edge. The closing question is a good touch, encouraging engagement, but the focus should remain on how the program meets the specific market challenges mentioned. Overall, the response could benefit from a more tailored approach to the objection at hand.
5.
4
/ 10Question:
"Can you elaborate on the integration capabilities of your program with our existing marketing tools?"
Answer:
With our process it's designed to plug and play with your marketing team. At the end of the six week program you will have a blueprint a radio client, how to talk to them, best methods of communication, and where to find them. You can then take that to your marketing team or developer to create the content and marketing materials that you can then send two radio clients. Or put where they're going to be.
Feedback:
The response attempts to clarify how the program integrates with existing marketing tools by emphasizing its plug-and-play nature. However, it lacks depth and specificity regarding the actual integration capabilities. It would be more effective to provide examples of specific tools the program is compatible with, how the integration process works, and any support provided during implementation. Additionally, focusing on how the end results can enhance existing marketing efforts would strengthen the message. The communication is somewhat unclear, particularly in the second half, which could confuse the prospect. Overall, a more structured and detailed explanation would better address the concern directly.
6.
6
/ 10Question:
"Given our team's current bandwidth, how much time will we need to allocate for this intensive?"
Answer:
For the group and VIP intensive there will be a one hour zoom call each Monday at 6:00 PM central for six weeks. You will then be given an assignment from a workbook to complete throughout the week. To get the best results you should allocate at least one hour per day to gather information and talk with current and past clients. Also to evaluate your marketing and how effective it has been.
For the VIP intensive there will be an additional 30 minute one-on-one strategy call with one of our team members. this will be the time where we work directly with you and you get to ask your questions I will guide you through the process. For the VIP intensive you'll need to put at least nine hours a week into this program to reach the maximum benefits. Now that 9 hours could be you as the owner or a member of your team to do some of this additional research.
Is this a time commitment that you or someone on your team is able to make?
Feedback:
The response provides a clear breakdown of the time commitment required for both the group and VIP intensive programs, which directly addresses the prospect's concern about bandwidth. However, it could be improved by emphasizing the value of this time investment and how it aligns with the prospect's goals. While the specifics of the schedule are helpful, reinforcing how the outcomes justify the time spent would make the response more persuasive. Additionally, the ending question is appropriate for engagement, but it could be enhanced by confirming the prospect’s current capabilities or resources before asking. Overall, the response effectively outlines the time commitments but could better highlight the benefits to justify the effort required.
7.
6
/ 10Question:
"I'm worried about internal stakeholders agreeing to this; do you have success stories from similar businesses?"
Answer:
I hear that you're worried and I'm curious what would about this intensive the stakeholders be concerned about? What would be their biggest objection? Price, time, fit for your company?
We have several testimonials from companies in your industry where they've identified their ideal clients within six weeks, which ultimately alleviated their stress and concern. In fact one of those testimonials is on the website, would you like for me to send you the link to it?
Feedback:
The response addresses the prospect's concern by empathizing with their worries about stakeholder buy-in, which is a positive start. However, it could be improved by directly offering specific success stories or statistics that demonstrate how similar businesses benefitted from the program, rather than just asking about their potential objections. This proactive sharing of information would help build credibility and alleviate concerns more effectively. The mention of testimonials is good, but providing a direct example or summary of a case study right away would be more impactful. Overall, while the response invites dialogue, it lacks the assertiveness needed to directly showcase the program's proven value.
8.
7
/ 10Question:
"How do you handle support and training during the onboarding process to ensure we get maximum benefit?"
Answer:
For the six weeks intensive we will send out a detailed survey with a variety of questions that's designed to help us gauge where you're at where you've been what have you tried.
In the same e-mail as the survey you will get a comprehensive outline what to expect each week during the intensive workshop. Then once your survey is completed we will schedule a bonus 30 minutes onboarding call where we will walk through your survey answers and give you last minute instructions to better help you and your team prepare for the intensive to get the best results within the time frame. This is going to be an extremely quick and in depth process but will set you up for success in the long term.
If at any time you have questions you can e-mail or message us and we will get back to you within 48 hours if you do the group option, if you do the VIP will respond to you within 24 hours and you can also give us a call. The VIP option gives you the maximum benefit as you can get answers in real time and much faster.
Feedback:
The response effectively outlines the onboarding process by detailing the survey, the follow-up call, and the support available during the intensive. However, it could be strengthened by emphasizing the value of this support in relation to achieving specific outcomes for the prospect. While the response provides a good structure, including how quickly they can expect responses based on the option chosen, it lacks personalization or engagement with the prospect's specific concerns or expectations for support. A more solution-focused approach might involve asking the prospect about their previous onboarding experiences or specific areas where they feel they need the most support, thus facilitating a more engaging conversation. Overall, while informative, the response could benefit from a stronger connection to the prospect's individual needs.
9.
5
/ 10Question:
"What measures are in place to ensure compliance with industry regulations during and after the program?"
Answer:
Those are great questions there is not any industry regulation that we will head on or will have an issue with during this intensive. This is information only as it is uncovering who your ideal clients are. If somehow we do encounter for your company a specific regulatory issue, we will immediately address it and ensure all compliance is in place. The last thing we want to do is to get you or anyone in trouble with the government. This is why our program has been crafted in a way to be tailored towards the trades to avoid any particular red tape within financial industries period.
Is there a specific regulatory issue that you can think of or are aware of that we should know?
Feedback:
The response begins by acknowledging the question, which is a good approach. However, it lacks clarity and specificity regarding compliance measures. Stating that there are no industry regulations to worry about may sound dismissive to the prospect and does not assure them of the program's adherence to necessary standards. Instead, it would be more effective to outline any existing compliance protocols, resources available to ensure adherence, and steps taken to proactively identify regulatory issues. The closing question is a positive touch, inviting further discussion, but it should have been preceded by a more thorough explanation of compliance measures. Overall, the response could be significantly improved by providing concrete examples of how compliance is maintained throughout the program.
10.
7
/ 10Question:
"If we don't see immediate results, what guarantees do you offer regarding continued support or adjustments?"
Answer:
This six week intensive it's designed for you to get clarity and identify your ideal clients within the time. During this program you'll be able to reach out and discuss with us questions or problems. Depending on the package that you get will dictate how quick of a response. The VIP intensive has 1 30 minute zoom call a week, and if you have questions you can call us, or message us and get a response within 24 hours.
For the group option it is message only and you'll get a response within 48 hours. For both VIP and group weekend access is included in the all inclusive pricing.
If you do not get the desire results within the six week program we will continue to work with you for an additional six weeks at no cost or until you get the desired results you are looking for, and outlined during the onboarding process.
Feedback:
The response effectively addresses the prospect's concern about ongoing support and guarantees by outlining the communication process during the intensive, including response times for different packages. However, it could be improved by explicitly stating the types of adjustments or support that can be expected if immediate results are not achieved, thereby providing clarity on what continued support entails. While the offer of extended assistance is a strong point, emphasizing the proactive measures taken throughout the program to ensure success would further enhance confidence. Additionally, engaging the prospect by asking them about their specific expectations for results could create a more collaborative atmosphere. Overall, the response contains valuable information but lacks a personal touch and deeper exploration of the prospect's needs and expectations.