Coaching
Sales Assessment Results
44
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance here is lacking. An average score of 4.4 isn't going to win you any sales awards. You need to step it up. Your strongest technique seems to be your ability to acknowledge concerns, but that’s where the positives stop. You’re falling short in building deeper engagement and providing tailored solutions. Consistently, you’re missing the mark on asking probing questions, which is crucial in the coaching industry where trust is everything. You’re treating objections like roadblocks instead of opportunities to connect.
To elevate your game, dive into SPIN Selling and Objection Handling Techniques. These will help you craft responses that truly resonate with prospects, allowing you to explore their needs and address their concerns more effectively.
Here’s your coaching moment: remember, every objection is a chance to build rapport and trust. When a prospect raises a concern, don’t just acknowledge it—lean in, listen actively, and respond with tailored insights that show you understand their unique situation. It’s not just about selling; it’s about building relationships. Get out there and show them what you’re made of!
Question Breakdown
1.
0
/ 10Question:
"I'm concerned that the coaching program might not deliver the ROI I'm looking for right now."
Answer:
It might not, there are no guarantees.
Feedback:
This response is dismissive and does not effectively address the prospect's concern about ROI. A more effective approach would involve acknowledging the concern, asking probing questions to understand their specific ROI expectations, and providing examples or testimonials that illustrate past successes and potential value.
Engaging with curiosity and offering tailored solutions is crucial in the coaching industry, where trust and perceived value are paramount.
2.
4
/ 10Question:
"With everything going on in my business, I'm not sure I can commit the time needed to fully engage with a coaching program."
Answer:
I get it. When there are a lot of things going on is often the BEST time for coaching to help you get clear on what’s working and what’s not and getting supported through the process.
Feedback:
The response begins to acknowledge the prospect's concern about time commitment, which is a good start. However, it doesn't fully address the prospect's hesitation. A more effective approach would involve asking questions to understand their specific time constraints and how the coaching program can be tailored to fit their schedule. Additionally, providing examples of how other clients managed their time while benefiting from coaching would help to illustrate the value of engagement. The response lacks clear communication and does not fully engage the prospect's perspective, leading to a missed opportunity for deeper exploration and rapport building.
3.
2
/ 10Question:
"I’m already working with another coach; I’m not sure why I should switch to yours."
Answer:
That’s a great thought. You shouldn’t do anything. If you want the results you’re describing you want, I can help you with that and there is a reason you’re having this conversation when you already have another coach.
Feedback:
The response lacks a thoughtful engagement with the prospect's concern about already working with another coach. It dismisses their hesitation by suggesting they shouldn't make a change without providing a compelling reason. To improve, the salesperson could acknowledge the prospect's current relationship, ask questions to explore what they feel is missing from their current coaching experience, and explain how their coaching approach is different or more beneficial. This would demonstrate curiosity, active listening, and a solution-focused mindset. Furthermore, it would help build rapport by validating the prospect's situation rather than challenging it outright.
4.
5
/ 10Question:
"Can you guarantee that you'll address my team's specific needs and not just provide generic advice?"
Answer:
I can guarantee I will show up and address exactly what your team is asking of me in a way where I listen deeply, ask questions and help them get clarity.
Feedback:
The response begins positively by stating a commitment to addressing the team's specific needs, which is crucial in the coaching industry. However, it lacks detail on how this will be achieved and does not provide any examples or methodologies that demonstrate a tailored approach. To strengthen the answer, it would be beneficial to outline a specific process for understanding client needs, perhaps mentioning initial assessments or ongoing feedback loops. Additionally, inviting the prospect to share more about their team's specific challenges could enhance engagement and demonstrate active listening. Overall, while the intention is good, the response falls short in providing a comprehensive assurance, leading to a somewhat generic impression.
5.
6
/ 10Question:
"I need to see more evidence that your coaching methods have worked for businesses like mine before I make a decision."
Answer:
What kind of evidence are you looking for? I’m happy to provide anything that you need in this regard. I get that maybe you have been burned in the past and would love to know what specific questions or concerns you have. That will help me better provide an answer to your question.
Feedback:
The response shows a willingness to provide more information, which is a good start. However, it lacks specificity and does not proactively offer any evidence or success stories upfront. Instead of just asking what evidence is needed, it would be more effective to immediately share relevant case studies or testimonials that relate directly to the prospect's industry. This would demonstrate understanding of their concern and proactively address it. Additionally, asking follow-up questions to uncover the prospect's previous experiences could foster a deeper connection and build trust. Overall, the response could greatly benefit from being more assertive and informative while still showing empathy towards the prospect's past experiences.
6.
4
/ 10Question:
"How do you handle data privacy when sharing sensitive business information during coaching sessions?"
Answer:
Everything between us is between us. That is a key part of our agreement unless otherwise decided upon in future sessions depending upon any unique scenarios that may arise.
Feedback:
The response attempts to address the concern by emphasizing confidentiality, which is important in the coaching industry. However, it lacks clarity and does not provide specific details about the measures in place to protect data privacy. To strengthen the response, the salesperson could outline specific protocols for handling sensitive information, such as data encryption, secure storage, and confidentiality agreements. Additionally, inviting the prospect to share their specific concerns about data privacy would demonstrate active listening and foster a more collaborative approach. Overall, while the intention is good, the response feels vague and does not effectively reassure the prospect about their sensitive information.
7.
5
/ 10Question:
"Given the seasonal nature of my business, how can I be sure that this coaching will benefit me right away?"
Answer:
As part of coaching we’re ultimately working on you— this not only extends to benefits in your business but ALL areas of your life. As those areas improve it also directly and indirectly effects your business and decisions you make. This can also include increases income to provide for the off season.
Feedback:
The response attempts to address the prospect's concern by emphasizing personal development and its broader impact on business. However, it lacks specificity regarding how the coaching will provide immediate benefits given the seasonal nature of the business. To strengthen the response, the salesperson could provide examples of how previous clients in similar situations have achieved quick wins or implemented actionable strategies during off-seasons. Additionally, asking the prospect about their specific challenges during the seasonal downturn could demonstrate curiosity and engagement, further building rapport. Overall, the response feels somewhat vague, missing an opportunity to illustrate immediate value and tailored solutions.
8.
7
/ 10Question:
"Budget is tight this fiscal year; how can I justify this expense to my stakeholders?"
Answer:
I get your concern. I’ve worked with others in similar positions. I can provide you the specific results for those clients and how the work we did together ultimately improved their company culture and was responsible for bringing in more income to more than justify the investment in my services.
Feedback:
The response effectively acknowledges the prospect's concern about budget constraints, which is important in building rapport. However, it could be strengthened by providing specific examples of measurable outcomes from previous clients, such as percentages of revenue increase or specific improvements in company culture. This would make the argument for ROI more compelling and provide concrete evidence to help justify the expense to stakeholders. Additionally, asking the prospect about their specific goals or metrics of success could enhance the solution-focused approach and demonstrate further curiosity regarding their situation.
9.
6
/ 10Question:
"What happens if I don’t see improvements after the initial coaching phase—how do you ensure customer success?"
Answer:
As part of the coaching process we are constantly evaluating and assessing and pivoting as necessary. This ensures we’re making the necessary adjustments to move you towards your goals and desires.
This requires we have open communication and agreements and that you are committed to the process and do the work required.
Feedback:
The response acknowledges the prospect's concern about ensuring success, which is important. However, it could be more effective by providing specific examples of how the evaluation and assessment process works in practice. Mentioning tools or methodologies used for tracking progress and success would enhance credibility. Additionally, the response could benefit from inviting the prospect to share their specific expectations or metrics for success to demonstrate curiosity and engage them in the conversation. Overall, while the commitment to open communication is good, the response lacks detailed reassurance that the coaching process is adaptive and results-focused.
10.
5
/ 10Question:
"I’m worried about the learning curve for my team—how much time do you expect us to invest before we start seeing any benefits?"
Answer:
The time to see benefits varies however on average it takes about 90 days to start fully seeing the more full benefits to your team.
While you will start seeing benefits within the first couple weeks; the full in benefits will start hitting typically around 90 days.
Feedback:
The response provides a time frame for expected benefits, which is a good start. However, it could be further improved by addressing the prospect's specific concerns about the learning curve in more detail. For example, discussing how the coaching program will facilitate the learning process, any initial training or support provided, and how you can help the team adapt quickly would create a more reassuring picture. Additionally, inviting the prospect to share their team's specific challenges or concerns about the learning curve would demonstrate curiosity and engagement. Overall, the response lacks a deeper exploration of how the transition will be managed, which could enhance the prospect's confidence in the coaching process.