Dog training
Sales Assessment Results
62
Developing Closer
10 questions
Maximum score: 100
Completed in
Let’s get straight to it: your performance is hovering in the mediocre zone, with an average score of 6.2. You’ve shown some flashes of brilliance, particularly with the responses that scored an 8. Those moments reflect your ability to acknowledge concerns and convey tailored solutions, which is commendable. However, it’s clear that consistency is your enemy right now. Responses that lacked depth and engagement brought your scores down significantly. You need to dig deeper into the specifics of your prospects’ needs and stop rushing to close deals without exploring their situations thoroughly.
Your strongest techniques seem to lie in your ability to demonstrate a tailored approach and to connect emotionally with your prospects. However, you often miss the mark with your closing techniques and solution-focused responses. To elevate your game, I suggest you dive into studying the Consultative Selling and Solution Selling techniques. These approaches will help you understand your prospects better and provide more relevant, impactful solutions that resonate with their specific situations.
Here’s your coaching moment: remember that sales is not just about pushing for a close; it’s about building trust and delivering value. Your prospects want to feel heard and understood, so take a breath, slow down, and engage them in a way that spells out how you can genuinely help them. That’s where the magic happens.
Question Breakdown
1.
6
/ 10Question:
"We're concerned about how this dog training solution will fit into our existing training programs without disrupting them."
Answer:
Our programs are tailored to each family. We have skills in many different tools and solutions for your problems. What are you currently implementing in your training regimen?
Feedback:
The response does a decent job of acknowledging the prospect's concern by emphasizing the tailored nature of the programs. However, it could benefit from a clearer explanation of how the new solution can integrate seamlessly with their existing training programs. The question about their current regimen shows curiosity and encourages discovery, which is positive. Overall, the response could be improved by demonstrating specific examples of how the new solution complements existing practices, thus providing a more solution-focused approach.
Additionally, the tone could be more engaging and reassuring to alleviate the concern about disruption. A stronger closing technique, such as suggesting a trial or demonstration, would also enhance the response.
Score: 6/10
2.
4
/ 10Question:
"Can you provide evidence of ROI from other companies that have implemented your training methods successfully?"
Answer:
Yes, we have plenty of Google and Facebook reviews that reflect our success rate! Here is the link to our site where all of our profiles are listed www.alphak9spokane.com.
Feedback:
The response provided lacks effectiveness in addressing the specific concern about ROI. While mentioning reviews is a good start, it doesn't directly answer the request for quantifiable ROI evidence or case studies that demonstrate the financial benefits of the training methods. The communication is clear, but it would be more impactful to highlight specific success stories or metrics that demonstrate ROI. Additionally, providing a link to the website without summarizing the key points does not fully engage the prospect or show a solution-focused approach. Consider incorporating more tailored evidence, such as before-and-after scenarios or statistics on improved behavior and customer satisfaction. Also, asking a follow-up question to discover more about the prospect's specific needs could enhance the collaborative approach. Overall, this response needs more depth and relevance to the prospect's inquiry.
Score: 4
3.
4
/ 10Question:
"I need to discuss this with our finance team, as our budget allocation for training is already tight this fiscal year."
Answer:
Ok. Our slots fill quickly so let me know as soon as possible - or I can get you on the books now and if anything changes you can let us know. How does that sound?
Feedback:
The response acknowledges the prospect's concern about budget constraints but lacks depth in addressing the underlying issue. Instead of showing empathy or exploring the prospect's needs further, it jumps straight to securing a commitment without effectively qualifying the prospect's situation. A more consultative approach, perhaps asking about their specific budget concerns or discussing the potential ROI of the training, would have been more effective. The urgency tactic applied here could work, but it feels a bit rushed given the context of budget discussions. Overall, there's a missed opportunity for deeper engagement and value exploration.
4.
8
/ 10Question:
"Can you assure me that this training method will be effective for our specific breed and size of dogs?"
Answer:
Yes! We work with all types of breeds, size and ages and have had lots of success with the variety. We understand there are breed and temperament specific problems that need to be address accordingly, this is a huge part of our success is in taking a tailored approach to each dog. What kind of dog do you have?
Feedback:
The response effectively addresses the concern about breed and size by emphasizing the tailored approach to training. It reassures the prospect with the success of handling various breeds and sizes. The question about the specific dog encourages further discussion, demonstrating curiosity and active listening. However, it could benefit from a bit more detail on specific methods or examples of success with different breeds to further build trust and confidence. Overall, it's a solid response that could use a bit more depth in illustrating past successes.
Score: 8/10
5.
6
/ 10Question:
"With multiple ongoing projects, how can we ensure that we will have the time and resources to implement this training effectively?"
Answer:
We set up our days very structured so that your dog is learning, even if on accident, new skills. We have a routine that the dogs thrive on and multiple trainers to ensure each dog gets the attention and training them need. We don’t send a dog home until they have learned all the skills you requested.
Feedback:
The response addresses the concern about time and resources by emphasizing a structured approach and the availability of multiple trainers. However, it could benefit from a more explicit acknowledgment of the prospect's specific situation regarding their ongoing projects. Asking a follow-up question to explore their timeline or resource limitations could have demonstrated curiosity and active listening. Additionally, while the structure mentioned is good, providing a brief example of how this has worked for other clients could enhance the value exploration aspect. Overall, it's a decent response but lacks a collaborative touch and more direct engagement with the prospect's concerns.
Closing technique was absent as well; suggesting a trial or follow-up meeting could foster a more collaborative approach.
6.
8
/ 10Question:
"What support will you provide post-purchase to ensure we can sustain the training results?"
Answer:
You will have access to us forever. All of our programs have follow up lessons post training that help solidify what the dog learned and how to implement it at home. Depending on the program it could be 1-3 one on one lessons with us. We have an opening in two weeks - would you like to get on the books?
Feedback:
The response effectively addresses the concern about post-purchase support by clearly stating that access to follow-up lessons is included, which reassures the prospect about sustaining training results. The communicator maintains a friendly and confident tone, suitable for the dog training industry. However, while the response is informative, it lacks a bit of curiosity and discovery; asking a question to probe further into the prospect's specific needs or concerns regarding ongoing support could enhance engagement. The closing question about scheduling an appointment is a good move, but could be improved by first confirming the prospect's comfort level with the offered support. Overall, it strikes a solid balance between providing information and moving towards closing.
7.
8
/ 10Question:
"We've had past experiences with training programs that didn’t deliver promised results; how can you ensure this won't be the case?"
Answer:
I hear that a lot. We believe that it’s very important to tailor our training to each families needs - this isn’t a copy and paste type of industry because not everything works for everyone. When we do our lessons at the end, we go over any concerns or questions you may have to make sure we have covered all the bases and fixed the issues you needed fixed. We have handled over 600 dogs in our 5 years of being open and each has left in a better place than they came. If you get your dog home and are unsatisfied, we will come out and give further training and instruction at no cost to you!
Feedback:
The response effectively addresses the concern by acknowledging the prospect's past experiences and emphasizing a tailored approach to training, which is a solid strategy in the dog training industry. It communicates confidence in the service and highlights past success, which is crucial for building trust. However, while the assurance of additional training at no cost is a strong value proposition, the response could have benefitted from a clearer closing technique that invites further dialogue or commitment, such as asking if they would like to discuss specific training needs or schedule a consultation. Overall, the tone is appropriate, and the focus on active listening is present, but the response could be more engaging with a call to action.
Score: 8
8.
5
/ 10Question:
"There's a lot of uncertainty in the market right now; how do we know investing in this program is a wise decision?"
Answer:
Well, are you able to keep going on with these issues forever? You and your dog have a lot of years ahead of you and then sooner you fix your issues, the more peaceful and rewarding your life with your dog will be. I wouldn’t let it get to the point where you HAVE to fix these issues or you’re pressed with a hard decision to make with your dog.
Feedback:
The response effectively highlights the urgency of addressing the dog's training issues, tapping into the emotional connection between the owner and their pet. However, it could benefit from a more empathetic tone and a better structured approach. Instead of solely focusing on the consequences of inaction, it would be more effective to acknowledge the prospect's concerns about the investment and provide reassurance about the program's value. Asking questions to explore their specific uncertainties and demonstrating the potential positive outcomes of the program would also enhance the response. Overall, while the urgency is present, the lack of a balanced approach and solution-focused exploration holds back the effectiveness.
9.
6
/ 10Question:
"Our decision-making committee has diverse opinions on training methods; how do you suggest we align their expectations?"
Answer:
What methods does your team currently implement? We have found our training is more effective because we balance positive and negative reinforcement. Your dog will have clear boundaries and expectations which is what they thrive on. If your team has any questions at all, we can always schedule a complementary evaluation to go over everything in depth, and meet your dog to come up with an educated training plan. What day works for you?
Feedback:
The response does a decent job of addressing the objection by asking about the current methods and suggesting a balance of reinforcement techniques. However, it lacks depth in exploring the committee's diverse opinions and how to align them, which is central to the objection. The offer for a complementary evaluation is a good closing technique, but it could be strengthened by emphasizing the collaborative nature of the evaluation and how it could help address the committee's concerns. The tone is appropriate for the industry, but more curiosity and discovery regarding the committee's specific concerns would enhance engagement. Active listening could be improved by directly acknowledging the challenge of aligning diverse opinions. Overall, while there are good elements, the response could be more solution-focused and collaborative.
10.
7
/ 10Question:
"We’re interested in customization, but we need to understand if this will affect the timeline for implementation."
Answer:
The timeline it totally up to you. We have programs that are super immersive and just a couple weeks long - or you can take a slower approach and stretch out training sessions. It really depends on how involved you want to be and how much time you want to put into the training, rather than us doing the work and showing you how to maintain it. Which works better for you?
Feedback:
The response effectively addresses the concern about customization and its impact on the timeline, offering flexibility in training options. However, the tone could be a bit more customer-centric, emphasizing collaboration in finding the best solution. Asking an open-ended question at the end is a good touch, but reinforcing the value of customer involvement and how it benefits their dog could enhance the response. Overall, this response shows good understanding but lacks some warmth and deeper exploration of the prospect's needs.