Fitness
Sales Assessment Results by Ariel Hendricks
59
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance on this test reveals some glaring gaps, and the average score of 5.9 isn't going to win you any sales awards. You’ve shown some decent understanding of addressing customer concerns, especially when you highlighted expected weight loss results and the convenience of your program for busy individuals. However, there’s a pattern of falling short on empathy and specificity, which are crucial in building trust and rapport with prospects. Your responses often lacked the depth needed to truly connect with customers and make them feel understood.
It’s clear you have the potential to engage effectively, but you need to dig deeper into understanding your prospects’ pains and how your solutions can uniquely address them. I suggest you focus on practicing the Solution Selling technique and the Consultative Selling approach. These will help you not only identify customer pain points but also tailor your responses and solutions more effectively.
Take this coaching moment with you: sales is not just about delivering information; it’s about creating a connection. When a prospect shares their concerns, don’t just hear them—listen and respond with empathy and specifics that resonate with their situation. The next time you engage with a prospect, remember: it’s not just about what you sell, but how well you understand and respond to their needs.
Question Breakdown
1.
3
/ 10Question:
"I'm really worried about how this will fit into my monthly budget with all my other expenses."
Answer:
Totally understand -- luckily we'll be helping you save money on eating the right things so you'll be cutting costs all around!
Feedback:
Your response attempts to address the budget concern, but it lacks specificity and fails to directly empathize with the prospect's financial worries. Instead of just stating that you'll help them save money, it would be more effective to provide concrete examples of cost savings or a breakdown of how your program fits their budget. Additionally, asking follow-up questions to explore their budget constraints further would show active listening and curiosity. Overall, the response misses an opportunity to build rapport and demonstrate value in a more personalized manner.
2.
5
/ 10Question:
"I've tried a few fitness programs before, but they just never seemed to work for me—how is this different?"
Answer:
That's the thing -- a lot of people don't see progress, and that isn't good for you OR me.
Day to day you'll be checking in with your accountability coach to make sure you're seeing actual progress.
If you're following everything we ask and Still not seeing progress -- i'll coach you for free until you do!
Feedback:
Your response acknowledges the prospect's previous challenges but lacks a strong differentiation of your program. Instead of just stating that many people struggle, it would be more effective to highlight specific features that make your program unique. While mentioning the accountability coach is a positive aspect, you should elaborate on how this support differs from what they may have experienced in the past. Offering free coaching as a guarantee is a strong commitment, but adding a question to further understand their specific past experiences or concerns would enhance rapport and demonstrate active listening.
3.
4
/ 10Question:
"What happens if I sign up but then can't stick with it? Will I still be charged?"
Answer:
Is there any reason why you believe you won't be able to stick with it?
Feedback:
Your response attempts to engage the prospect by asking a question, which is a good start for uncovering their concerns. However, it does not directly address their specific inquiry about charges if they can't stick with the program. A more effective approach would be to provide clarity on the payment structure, any cancellation policy, and support options available for those struggling to maintain their commitment. This would not only reassure the prospect but also demonstrate active listening and empathy for their potential challenges. Additionally, offering a brief explanation of how your program facilitates accountability and support could provide added reassurance.
4.
7
/ 10Question:
"With so many options out there, I need to know this is worth the price. What kind of results can I expect?"
Answer:
Totally! Generally our ladies are seeing a loss of 12-18lbs healthily within 12 weeks time. What would life look like for you feeling slimmer and more capable and minus 18lbs?
Feedback:
Your response effectively highlights the expected weight loss results, which addresses the prospect's concern about value for price. Providing a specific range (12-18lbs) lends credibility to your claims. However, it would be beneficial to include additional context about how these results are achieved, such as mentioning the support, resources, or methodologies utilized in your program. This would create a clearer picture of value. Additionally, while your follow-up question encourages the prospect to visualize their goals, consider framing it in a way that invites them to share their specific fitness aspirations, which could further enhance engagement and rapport.
Overall, the response is good but could be improved by adding more details about your offering.
5.
7
/ 10Question:
"I want to make sure this program is convenient enough for my busy schedule—how much time will I need to commit?"
Answer:
Our programs are built around busy parents with careers! in the time it usually takes you to get the kids ready for school, and get to work -- that'll be enough for 1 weeks worth of your fitness! all we need from you is 30mins 3 x a week. do you have 90mins to spare in a weeks time to make sure you lead a healthier lifestyle?
Feedback:
Your response effectively addresses the prospect's concern about convenience by emphasizing that your program is tailored for busy individuals. Mentioning the 30-minute sessions three times a week provides clarity on commitment. However, the phrasing is a bit convoluted, especially the comparison to getting kids ready for school, which could confuse the prospect. It would strengthen your response to clearly outline how your program can seamlessly fit into their busy lifestyle, perhaps by mentioning flexible scheduling options or additional support. Additionally, consider asking a follow-up question to better understand their specific schedule to show active listening and customization of your offering.
6.
6
/ 10Question:
"I'm not sure about the onboarding process; it sounds complicated, and I don't want to waste time. Can you simplify it for me?"
Answer:
Absolutely -- I'd hare for you to feel lost right in the beginning!
From here, we'll get you scheduled for your nutrition meeting with your accountability coach, and then she will sign you up for your first session! Simple as that! Is there anything else you need clarity on?
Feedback:
Your response starts off well by expressing empathy and a desire to ensure the prospect feels comfortable during the onboarding process. However, the phrase "I'd hare for you to feel lost" seems to be a typo which could confuse the prospect. While you offer a clear outline of the initial steps (nutrition meeting and first session), it would be beneficial to simplify the explanation even further and explicitly mention how long the onboarding process takes or what other support is available. Additionally, offering reassurance about ongoing support throughout the process could further alleviate their concerns. Overall, while your response is friendly and proactive, clarity and reassurance would enhance its effectiveness.
7.
7
/ 10Question:
"I've heard good things about your program, but how do I know it will truly meet my personal fitness goals?"
Answer:
I'm happy to hear you've heard good things! That's why we're meeting here today -- let's get super clear on what YOU need. And we will map out your specific gameplan together. how's that sound?
Feedback:
Your response is warm and welcoming, effectively acknowledging the prospect's positive perception of your program. By expressing enthusiasm and a willingness to collaborate on their specific needs, you build rapport and trust. However, it would enhance your answer to include specific questions to uncover their personal fitness goals and challenges, allowing you to tailor the game plan more effectively. Additionally, assuring the prospect that your program has successfully helped others with similar goals could further bolster their confidence in your offering. Overall, while your response is encouraging, more specifics about their goals could improve engagement and show commitment to their success.
8.
8
/ 10Question:
"If I get started and don't see results right away, will there be support to help me adjust my plan?"
Answer:
Absolutely - each week you'll be submitting a quick check in form for your coach to see clearly what needs to be adjusted so we don't waste your precious time with trial and error! we make adjustments each week depending on how your body responds
Feedback:
Your response effectively addresses the prospect's concern about support and adjustments by detailing the weekly check-in process. It reassures them that they won’t be left to navigate changes alone. However, it could be strengthened by explicitly mentioning how the coach will provide personalized guidance based on the check-in feedback. Additionally, using a more empathetic tone to acknowledge their potential frustrations with a lack of immediate results would help build rapport. Overall, this response shows a solid understanding of the prospect's needs but could further enhance the collaborative approach and reassurance.
9.
7
/ 10Question:
"I currently have a gym membership that I’m not using; why should I switch to your program?"
Answer:
Oh no! That may be exactly why we're here today. something must be missing that's keeping you from using the membership you have already? Would you mind clarifying that for me? in my experience people don't use a membership when they arent seeing results. luckily with our check in process we can see the progress week to week to keep you coming back and chipping away at your goals!
Feedback:
Your response starts off empathetically, acknowledging the prospect's current situation with their unused gym membership. By asking for clarification, you attempt to uncover the underlying reasons for their lack of engagement, which is a good approach. However, it could be more effective if you directly addressed the key benefits of your program compared to a traditional gym membership—such as personalized coaching, accountability, and structured progress tracking. While you mention the check-in process, elaborating on how this leads to better results and engagement would strengthen your argument. Additionally, consider reinforcing how your program specifically addresses the challenges they faced with their current membership. Overall, your response demonstrates curiosity and engagement but could be enhanced by emphasizing the unique value of your offering.
10.
5
/ 10Question:
"Can you explain the cancellation policy? I want to be sure I'm not locked into something long-term if it doesn’t work out."
Answer:
sure no problem! our cancellation policy is super simple actually -- if for any reason you cannot continue, we will always try to find a solution to keep you moving forward and if not -- the cancellation is only 50% of the contracted value!
Feedback:
Your response provides some clarity about the cancellation policy, which is a positive aspect. However, it lacks a tone of reassurance and doesn’t fully address the prospect's concern about being locked into a long-term commitment. Instead of just stating the cancellation fee, it would be more effective to detail any additional support or solutions you might offer before cancellation, thus emphasizing your commitment to their success. Additionally, consider rephrasing to ensure a more empathetic tone that acknowledges their concerns. Overall, while you give some useful information, enhancing the reassurance and support aspect could strengthen your response.