Coaching/Consulting
Sales Assessment Results
63
Developing Closer
10 questions
Maximum score: 100
Completed in
Your performance has been a mixed bag, showcasing some strengths but also revealing areas that need serious attention. You demonstrated solid consultative selling techniques in several responses, particularly when you actively listened and asked thoughtful questions, which is commendable. However, too often, your responses felt rushed and missed the mark on engaging with the prospect’s concerns deeply. The lower scores indicate a lack of effective objection handling and a failure to apply closing techniques, which are crucial in driving conversations toward a decision.
Consistently, you've shown curiosity, but it often came at the expense of providing immediate value or reassurance to the prospect. You need to strike a better balance between inquiry and value demonstration. Acknowledging concerns without drifting into deflection is key; your responses need to validate the prospect's feelings before steering the conversation.
To elevate your game, I recommend you focus on mastering the art of objection handling and the consultative selling approach. Specifically, practice integrating a brief statement about your unique value proposition before diving into questions. This will build trust and set a positive tone for deeper engagement.
Remember, every conversation is an opportunity. Don't just ask questions—position yourself as a valuable resource. Your goal is to guide the prospect toward understanding how your solutions can specifically address their needs. Keep this in mind: sales is not just about moving products; it's about moving people toward solutions. Embrace that mindset, and you'll see a shift in your effectiveness.
Question Breakdown
1.
3
/ 10Question:
"I love the idea, but I'm worried about how this will fit into my current budget constraints."
Answer:
That's not a problem. Besides your current budget is there anything else that concerns you?
Feedback:
The response does acknowledge the objection about budget constraints, but it lacks a deeper exploration of the concern. Instead of immediately shifting the conversation, it would be more effective to first empathize with the budget worry and explore its implications. For instance, asking questions like, "What specific budget constraints are you facing?" could open the dialogue for a more collaborative solution. The tone is somewhat dismissive as it does not validate the prospect's concern adequately. Additionally, there’s no clear closing technique applied here. Overall, the response feels rushed and does not demonstrate active listening or a solution-focused approach.
To improve, consider addressing the budget directly by discussing potential options or flexibility, which could help build trust and rapport.
Score: 3/10 for not sufficiently addressing the concern and missing opportunities for deeper engagement and value exploration.
2.
7
/ 10Question:
"I've tried similar coaching services before, and they didn't produce the results I expected; how is yours different?"
Answer:
That's a great question. To answer that I would have to know about what you have tried in the past. Can you tell me more about what you have tried in the past?
Feedback:
The response effectively invites the prospect to share more about their previous experiences, demonstrating curiosity and a consultative approach. However, it lacks a direct acknowledgment of their concern regarding past coaching services and does not differentiate the value of your coaching from competitors. While asking for more information is a good strategy, it may be beneficial to include a brief statement that outlines your unique selling points or methodology before diving into questions. This would help build trust and provide reassurance about your services right away.
3.
8
/ 10Question:
"I need a solution quickly, but what if your approach doesn't align with our team's existing processes?"
Answer:
I'm glad you're wanting to solve this problem as quickly as possible. I wouldn't want us to move forward with this solution before we felt confident this would align with your team's existing processes. Can you walk me through what your current process looks like right now?
Feedback:
The response effectively acknowledges the urgency of the prospect's need for a quick solution, which is important in the coaching/consulting industry. By expressing a willingness to align with the team's existing processes, the salesperson shows respect for the prospect's current operations and builds trust. Asking for clarification on the current process demonstrates curiosity and a discovery-oriented approach, which is essential for tailoring a solution. However, the response could benefit from a stronger emphasis on how the proposed solution can complement and enhance existing processes, which would provide more value exploration. Overall, the tone is appropriate and collaborative, inviting further discussion.
To improve, consider integrating a brief statement that highlights previous successes with similar alignments, which can further reassure the prospect of compatibility.
Score: 8
4.
7
/ 10Question:
"I need to ensure my team will actually engage with this coaching; can you guarantee their buy-in?"
Answer:
I agree with you. You wouldn't want to invest into this solution unless you felt confident your team would buy in. To be able to guarantee that I would need to know more about your team. You know them best, based on your experience with them, what do you feel determines whether they fully buy into your solutions or not?
Feedback:
The response effectively acknowledges the prospect's concern about team engagement and seeks collaboration by asking for their insights. This shows active listening and a consultative approach, inviting the prospect to share more about their team dynamics. However, it could benefit from a more proactive solution-focused element, perhaps by offering examples of how previous clients have achieved buy-in with their teams. Overall, it's a good start but lacks a bit of urgency or a specific closing technique to drive the conversation forward.
Score: 7/10
5.
5
/ 10Question:
"I've seen other coaching programs that claim to offer better results for a lower price; what makes your service stand out?"
Answer:
That's great! I'm glad that you have been exploring your options so that you can make the best decision for you and your team. Out of curiosity, why haven't you decided to go with one of those cheaper options as of yet?
Feedback:
The salesperson's response is somewhat effective in acknowledging the prospect's exploration of other options, which demonstrates active listening. However, the follow-up question seems to deflect rather than address the prospect's concern about better results for a lower price. Instead of asking why they haven't chosen a cheaper option, it would be more valuable to explore the specific results the prospect is looking for and how the service can uniquely meet those needs. This approach would better align with a consultative selling methodology, allowing the salesperson to communicate the unique value proposition effectively. The tone is appropriate and shows curiosity, but it lacks a strong solution-focused approach. No closing technique is applied here, which would have been beneficial given the objection. Overall, while there are strengths, the response could be improved significantly.
Score: 5
6.
6
/ 10Question:
"Given the current economic climate, I'm not sure if investing in coaching right now is the right move for us."
Answer:
I can appreciate that. I wouldn't want you to make the wrong decision. Out of curiosity, is there any other reasons why you wouldn't want to invest into coaching right now?
If you didn't decide to invest into coaching, how do you plan to increase your sales so that you can come out on top during this economic climate?
Feedback:
The response acknowledges the prospect's concern about the economic climate, which is a good first step. However, it could be more effective by directly addressing the value of coaching in navigating tough economic times, perhaps by highlighting how coaching can lead to better decision-making and improved sales strategies. The follow-up question about their plan to increase sales is a solid attempt at curiosity and discovery but could be framed in a more positive light, suggesting that investing in coaching might actually be a strategic advantage. Overall, the tone is appropriate, but the response lacks a bit of warmth and reassurance. A stronger emphasis on the value of coaching during challenging times could improve the response significantly.
7.
8
/ 10Question:
"What kind of ongoing support do you provide after the coaching sessions?"
Answer:
Great question! We have a few different ways we are able to support you after each coaching session. To make sure I highlight the most important piece for you, what do you feel would be the most helpful type of support you'd like to receive after coaching?
Feedback:
The response effectively acknowledges the prospect's concern about ongoing support, which is crucial in the coaching industry. By asking an open-ended question, the salesperson demonstrates curiosity and a willingness to tailor the support to the prospect's needs, aligning well with a consultative selling approach. However, it could be improved by briefly mentioning specific types of support available, such as follow-up calls, resource materials, or community access, before asking for the prospect's preferences. This would enhance the clarity of communication and provide a clearer picture of the options available. Overall, the tone is appropriate, and the approach is solution-focused, but it could benefit from more direct information.
Score: 8
8.
7
/ 10Question:
"I don't have the authority to make this decision without my manager's approval; can you help me present this to them?"
Answer:
Absolutely, I'd love to help you. Before we present this to them, how do you personally feel about this solution?
Feedback:
The response effectively acknowledges the prospect's concern about authority, showing a willingness to assist them in getting approval from their manager. However, it could benefit from a more thorough exploration of the prospect's feelings and concerns about the solution, which would provide a better foundation for the subsequent presentation. Asking follow-up questions about their specific concerns or what their manager might need to know could enhance the discovery process and show deeper engagement. Overall, the tone is positive and collaborative, but the response could be more solution-focused by outlining next steps for the presentation.
Score: 7
9.
6
/ 10Question:
"Honestly, I'm just not convinced that coaching will solve our issues right now; can you give me some real examples of success?"
Answer:
Yeah I could do that, but before I do, what do you feel is preventing you from knowing if coaching is the solution that would help you right now?
Feedback:
The response demonstrates a good level of curiosity and discovery by asking a thoughtful question to uncover the prospect's underlying concerns. However, it misses an opportunity to provide immediate value by sharing success stories or examples of past clients who benefited from coaching. This would have directly addressed the objection and built credibility. The tone is appropriate, but it could be improved by briefly acknowledging the concern before diving into the question. Overall, while the response is engaging, it lacks the effectiveness needed to fully address the objection and instill confidence.
Score: 6/10 for curiosity and engagement, but lacking in immediate value demonstration.
10.
6
/ 10Question:
"I'm juggling multiple priorities, and I fear that taking on this coaching will just add to my plate without providing immediate value."
Answer:
I can appreciate that. There are a lot of priorities you're juggling right now. Besides making this a priority is there any other reasons why you wouldn't feel coaching would be the solution for you right now?
If you decided not to move forward with coaching, what would you do instead?
How are you going to decide what priorities should come first if you don't have the support to make those decisions?
Feedback:
The response effectively acknowledges the prospect's concern about their current workload, which shows active listening. However, rather than leading with a question, it could benefit from a more solution-focused approach that emphasizes the immediate value coaching can provide. The follow-up questions are thought-provoking, but they might feel a bit confrontational without first establishing the benefits of coaching in addressing their priorities. Additionally, the tone could be slightly more empathetic to foster a collaborative dialogue. Overall, the response shows some curiosity and discovery but lacks a strong value exploration.
Score: 6