Coaching
Sales Assessment Results
48
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance in this test leaves much to be desired. An average score of 4.8 isn't going to cut it in the competitive world of sales. You've shown some flashes of potential, particularly with your curiosity and engagement in understanding prospects' concerns. That said, there are glaring deficiencies in how you handle objections and convey value. You often sidestep critical issues like ROI and stakeholder alignment, instead of diving deep to build trust and rapport. It's clear you have the right intentions, but you need to refine your approach. Focus on honing your objection handling skills, particularly around budget and compliance. You need to study the Sandler Selling System and Value Selling more closely. These techniques will help you understand and address client needs more effectively.
Here’s your coaching moment: remember that every objection is an opportunity in disguise. Don't just acknowledge concerns; tackle them head-on. Show your prospects that you're not just selling a service, but you're a partner in their success. Embrace the art of storytelling to illustrate your value and past successes. You have the raw material; now, it's time to craft it into something that shines.
Question Breakdown
1.
7
/ 10Question:
"I'm concerned about the ROI; how do I know this coaching program will deliver measurable results?"
Answer:
What would you need to see to be confident that this program can deliver exactly what you want?
Feedback:
The response effectively invites the prospect to clarify their expectations, demonstrating a solution-focused approach and curiosity. However, it lacks a direct acknowledgment of the concern about ROI and does not provide any initial value exploration or examples of measurable results from past clients. Adding a brief mention of previous successes or metrics could enhance credibility and address the ROI concern more directly. Overall, while the tone is appropriate for the coaching industry, more engagement on the ROI topic would improve the response.
2.
6
/ 10Question:
"Before I can approve this, I need to ensure all stakeholders are aligned and supportive of this investment."
Answer:
Ok I definitely understand that. Let’s get them on the phone now so they can hear the details from me
Feedback:
The response shows a good level of understanding and acknowledges the prospect's concern about stakeholder alignment. However, it lacks depth in addressing the objection. Instead of immediately suggesting a call, it would be more effective to ask questions to understand who the stakeholders are, their specific concerns, and how best to address those in the meeting. This approach would demonstrate active listening and a solution-focused mindset. Additionally, the tone could be slightly adjusted to ensure it feels collaborative rather than overly assertive. Overall, the response could be improved by exploring the value of the investment further and suggesting a more structured plan for involving stakeholders.
3.
6
/ 10Question:
"We've had previous coaching initiatives that failed to deliver; what guarantees can you provide this time?"
Answer:
When you say fail to deliver tell me exactly what didn’t meet your expectations.
Feedback:
The response effectively prompts the prospect to provide specific details about their previous experiences, which is a great start for understanding their concerns. However, it lacks a reassurance element that addresses their worry about guarantees. A more effective approach would involve acknowledging their past frustrations and providing insights on how your coaching methodology differs from previous attempts. This could involve sharing success stories or outlining a clear process that ensures better outcomes. The tone is appropriate, but it could be warmer and more empathetic to build rapport. Overall, the response shows curiosity and a desire for discovery but misses the opportunity to demonstrate value and build trust.
Score: 6
4.
1
/ 10Question:
"Given our current budget constraints, can we justify this expenditure against competing priorities?"
Answer:
Can you?
Feedback:
The response provided is dismissive and does not effectively address the prospect's concern about budget constraints. Instead of engaging in a dialogue, it simply deflects the question back to the prospect without offering any assistance or insight. A more effective approach would involve acknowledging their budget constraint, exploring their priorities, and demonstrating how your coaching services can deliver value that justifies the expenditure. Questions about their competing priorities and how your coaching can help alleviate those challenges would also show curiosity and active listening. Overall, this response lacks a collaborative approach and does not explore the value of your offering effectively.
5.
4
/ 10Question:
"How can we be sure your coaching approach will integrate well with our existing processes and culture?"
Answer:
You said you’re client first culture and our process inter grates perfectly with that
Feedback:
The response attempts to connect the prospect's existing culture with the coaching approach, which is a positive angle. However, it lacks clarity and depth; the integration point is not well articulated. Instead of just stating that the processes integrate, it would be more effective to elaborate on how the coaching strategies specifically align with their culture and existing processes. Asking questions about their current practices and providing examples of how your coaching has successfully integrated with similar organizations would strengthen the response. Additionally, the tone could be more engaging and collaborative. Overall, while the intent to connect is there, the execution needs refinement for better impact.
6.
3
/ 10Question:
"I need to evaluate how this coaching will address compliance requirements specific to our industry."
Answer:
We make sure all of our process are within the guidelines of the Consumer finance bearing
Feedback:
The response attempts to assure the prospect that your coaching aligns with compliance requirements, but it falls short in clarity and detail. It lacks specificity about how your processes meet compliance standards or how you ensure adherence to regulations. A more effective approach would involve explaining your compliance strategy, perhaps by highlighting certifications, partnerships, or experience in the industry. Additionally, asking the prospect about their specific compliance concerns would demonstrate active listening and curiosity. Overall, the tone is somewhat vague and does not fully address the prospect's need for assurance on compliance.
7.
7
/ 10Question:
"Can you provide evidence or testimonials that demonstrate long-term value from your coaching?"
Answer:
Yes my client Boyd was in the same situation you’re in. After 30 days of our process he made $46,000 6 months later he made $1,000,000 in cash collected.
Feedback:
The response provides a specific success story, which is valuable in addressing the objection regarding evidence and testimonials. However, it lacks detail about the coaching process and how it contributed to Boyd's success. Providing more context about the challenges faced, the coaching methods employed, and the steps that led to these results would enhance credibility and make the testimonial more convincing. Additionally, it would be beneficial to invite the prospect to ask further questions or request additional testimonials to demonstrate openness and engagement. The tone is appropriate, but could benefit from a bit more warmth and collaboration. Overall, the response successfully highlights a significant outcome but needs more depth for maximum impact.
8.
4
/ 10Question:
"I'm not convinced this will yield immediate results; what can we do to create urgency for this decision?"
Answer:
What would you need to see in order to be convinced?
Feedback:
The response attempts to understand the prospect's concerns by asking a clarifying question, which is a positive aspect of engaging in a dialogue. However, it fails to address the urgency aspect of the objection directly. Instead of just seeking further clarification, it would be more effective to acknowledge the concern about immediate results and then propose specific actions or timelines that demonstrate quick wins or immediate benefits from your coaching. This could include outlining a plan for initial steps or offering a trial period to create a sense of urgency. Overall, while curiosity and discovery are evident, the response lacks a proactive approach to instill a sense of urgency, which is crucial for this objection.
9.
6
/ 10Question:
"Before committing, I need clarity on the technical support you'll provide during and after implementation."
Answer:
Sure we have 24/7 client support that are specialist in ads, funnels, customer support etc everything you need we’ve already thought about it and made the solution available to you immediately no buffer time required. Does that sound like what you’re looking for?
Feedback:
The response effectively assures the prospect about the availability of 24/7 client support, which addresses the concern regarding technical support. However, it could be improved with more specificity about the types of support offered and how they relate to the prospect's needs. Instead of simply stating that everything has been thought of, providing examples of support scenarios or processes would enhance credibility and show comprehensive understanding. Furthermore, the phrase 'does that sound like what you’re looking for?' could come across as somewhat dismissive. A more collaborative approach might involve asking the prospect about their specific concerns regarding technical support to foster a deeper dialogue. Overall, the response is positive in tone but lacks detailed value exploration and could be more engaging.
10.
4
/ 10Question:
"What are the risks associated with switching from our current vendor to your coaching services?"
Answer:
The only risk is you not doing it sooner. This switch will double your revenue within 30 days and eliminate the hassles you’re currently having
Feedback:
The response presents a bold claim about revenue doubling and alleviating hassles, which could capture attention. However, it lacks a thorough examination of the specific risks associated with switching vendors. A more effective response would involve acknowledging potential concerns the prospect might have regarding the transition, such as disruption to existing processes, loss of support during the switch, or training requirements. Additionally, providing examples of how you have successfully managed similar transitions for other clients could enhance credibility and build trust. Overall, while the assurance of positive outcomes is appealing, the lack of a balanced discussion around risks makes this response insufficient and potentially undermines trust.