Coaching
Sales Assessment Results
38
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance on the test is underwhelming, with an average score of 3.8. This isn't just a minor setback; it's a wake-up call. You’ve shown some attempts at curiosity and discovery, but they often fall flat when it comes to addressing objections and showcasing the value of your coaching services. The patterns in your responses suggest a lack of engagement and a tendency to sidestep prospects' concerns rather than confront them head-on. You need to learn how to articulate solutions that resonate with the prospects' pain points.
Focus on honing your skills in the Solution Selling and Consultative Selling techniques. These will help you better identify customer pain points and provide tailored solutions while actively listening to their needs. Remember, it’s not just about asking questions; it’s about asking the right questions that lead to meaningful discussions.
Here's your coaching moment: think of every objection as an invitation to engage deeper, not a wall to climb over. Embrace the challenge of objections as a chance to build trust and demonstrate value. If you want to elevate your sales game, dig in, practice these techniques, and transform your approach from reactive to proactive.
Question Breakdown
1.
5
/ 10Question:
"I'm concerned about how your coaching services will measurably increase my ROI amid ongoing operational costs."
Answer:
Tell me a little bit more about why this is concerning. Have you experienced this in the past?
Feedback:
The response shows a good attempt at curiosity and discovery by asking the prospect to elaborate on their concern. However, it lacks direct engagement with the objection regarding measurable ROI and operational costs. The salesperson could have addressed the concern more effectively by providing examples or data on how their coaching services have positively impacted ROI for previous clients. Additionally, asking about past experiences is a good probing question, but it should be paired with a more solution-focused approach to reassure the prospect about potential outcomes. Overall, while there is a foundation of active listening and engagement, the response misses the opportunity to showcase value and address the specific objection directly.
To improve, incorporate information on how coaching can lead to measurable improvements and possibly offer a case study or testimonial.
Score: 5/10.
2.
2
/ 10Question:
"Given my budget constraints, how can I justify this luxury expense against my current priorities?"
Answer:
Setting the money aside don’t feel like what we went over can actually get you to XYZ goal?
Feedback:
The response provided lacks clarity and does not directly address the concern about budget constraints. It seems to dismiss the objection rather than engage with it. A more effective approach would be to acknowledge the budget concern, explore the implications of not investing in the coaching service, and then articulate the value it brings in relation to their goals. Additionally, it would be beneficial to ask questions that help uncover their priorities and how coaching could align with or enhance those priorities. Overall, the response doesn't demonstrate an understanding of the prospect's perspective and lacks a solution-focused approach.
Score: 2
3.
4
/ 10Question:
"With previous coaching experiences not yielding desired outcomes, what guarantees can you provide that this time will be different?"
Answer:
Just as in life there are no real guarantees. Can you tell me a little bit about the previous experience
Feedback:
The response acknowledges the reality of guarantees in coaching, which is a good start, but it lacks a strong solution-focused approach. Instead of just asking about the previous experience, it would be more effective to also briefly highlight how your coaching methods differ from their past experiences and what specific strategies you use to ensure better outcomes. This could help build trust and demonstrate that you are attentive to their concerns. Additionally, a touch of empathy or reassurance could improve the tone. Overall, the curiosity and discovery element is present, but it needs more depth and engagement.
Score: 4
4.
4
/ 10Question:
"In a competitive market like this, how do you differentiate your coaching service from others that seem equally effective?"
Answer:
Besides the decades in the field. We only have one coach and that is Brad. Most others will send you over to a junior coach here you get the main attraction
Feedback:
The response provides some differentiation by highlighting the experience and the fact that clients will work directly with the lead coach, Brad. However, it lacks depth in addressing the client's concern about how this truly translates to unique value. It could benefit from a more engaging tone and specific examples of how Brad's coaching style or methodologies differ from competitors. Additionally, it misses an opportunity for curiosity and discovery by not asking any questions to better understand the prospect's specific needs or preferences. Overall, while there is a bit of differentiation mentioned, the response could be significantly improved by focusing on value exploration and a more solution-oriented approach.
5.
2
/ 10Question:
"I have multiple stakeholders to convince, and I doubt they will see the immediate value of investing in coaching right now."
Answer:
Setting their concerns aside for a second. Do you feel this coaching will get you to XYZ goal?
Feedback:
The response to the objection is quite lacking. By setting aside the concerns, the salesperson misses an opportunity to acknowledge the prospect's situation and engage with the stakeholders' perspective. The question posed does not explore the implications of the prospect's doubt nor does it highlight the potential value of coaching in addressing their needs. A more effective approach would have included engaging with the concern about multiple stakeholders, perhaps by asking about their specific hesitations or how previous investments in coaching were perceived by the group. Overall, it lacks curiosity, solution-focused engagement, and active listening skills.
A score of 2 reflects the need for a more thoughtful approach that addresses the objection directly and collaboratively.
6.
3
/ 10Question:
"What evidence can you provide that your coaching will align with our long-term strategic goals?"
Answer:
Based on case study 1,2,3 would you say it aligned if the results are similar
Feedback:
The response lacks clarity and does not directly address the prospect's concern about alignment with long-term strategic goals. Instead of referencing case studies in a vague manner, the salesperson should clearly articulate specific outcomes from those studies that demonstrate how previous coaching engagements have successfully supported long-term strategies. The question posed at the end feels ambiguous and does not effectively engage the prospect in a collaborative discussion. More curiosity and exploration of the prospect's specific goals would enhance the response. Overall, this response misses an opportunity to showcase value and build trust, leading to a low score.
7.
5
/ 10Question:
"I'm currently tied in with another coaching vendor; how would switching to you benefit my organization?"
Answer:
Tell me a little bit more about the current experience
Feedback:
The response shows an attempt to engage the prospect by asking for more information about their current experience, which aligns with a consultative selling approach. However, it falls short in directly addressing the prospect's objection. To improve, the salesperson could acknowledge the current commitment and then explore how their service could offer a better fit or additional benefits. This would demonstrate active listening and curiosity while also positioning their solution relevantly. Overall, the response lacks the depth needed to build value and address the objection effectively.
8.
5
/ 10Question:
"I need assurance that your coaching can be adapted to fit my team's unique dynamics and existing workflows."
Answer:
The frame work is the same. However each person will be approached based on their specific needs
Feedback:
The response does acknowledge the need for adaptability, but it lacks depth in addressing the prospect's concern about unique dynamics and workflows. While mentioning that each person will be approached based on their specific needs is a positive step, it would benefit from offering specific examples or demonstrating how the coaching can be customized. Additionally, there is no closing technique or invitation for further discussion, which could strengthen the engagement. Consider using a solution-focused approach that emphasizes collaboration and understanding the team’s specific requirements more thoroughly. Overall, more curiosity and discovery could have been demonstrated to build rapport and assure the prospect of the flexibility of the coaching process.
9.
4
/ 10Question:
"What post-purchase support do you offer to ensure we achieve the results promised during the sales pitch?"
Answer:
You get a client concierge along with my email and CRM # to contact at any time
Feedback:
The response provides a basic answer to the client's question about post-purchase support; however, it lacks depth and clarity. It mentions a 'client concierge' and contact methods, but it does not explain how this support will specifically help the client achieve their desired results. Additionally, the tone could be more reassuring and supportive to align with the coaching industry, where building trust and rapport is essential. There is also no indication of curiosity or an invitation for further discussion, which would have been beneficial. Overall, while the answer touches on the support offered, it fails to effectively communicate the value and reassurance that the client is likely seeking.
Score: 4
10.
4
/ 10Question:
"How do you plan to address the potential resistance from employees who may be hesitant to adopt new coaching methodologies?"
Answer:
Each person is a little different and as a coach it’s our job to lean into their strengths and focus on strengthening their weaknesses
Feedback:
The response is somewhat vague and doesn't directly address the concern about employee resistance to new coaching methodologies. While acknowledging individual differences is important, it lacks specific strategies for overcoming resistance, such as involving employees in the process, providing training, or demonstrating the benefits of the new methodologies. A more solution-focused approach would involve outlining tangible steps to facilitate adoption. Additionally, a question to further explore the prospect's specific concerns would have shown curiosity and active listening. Overall, the communication is clear, but it misses the mark on addressing the objection effectively.