Sales coaching
Sales Assessment Results
56
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance is falling short of where it needs to be. Averaging a score of 5.6 means you’ve got some solid moments, but there’s a lot of room for improvement. You’ve shown strength in engaging prospects through curiosity and a willingness to understand their needs, especially when you asked probing questions to open the dialogue. But here’s the kicker: you often lack depth in your responses, failing to address objections with the empathy and clarity required to truly connect with potential clients.
There’s a pattern here. You sometimes come off as too aggressive, which can alienate prospects instead of building rapport. Your tone needs a makeover—think more consultative and less confrontational. That said, you’ve had some successes with responses that invite collaboration and exploration. Use those as your benchmark.
To elevate your game, dive deeper into consultative selling techniques. Focus on truly understanding client needs and crafting responses that reflect that understanding. Also, mastering the art of storytelling in sales could provide you with a compelling way to illustrate your value.
Here’s your coaching moment: selling isn’t just about pushing a product; it’s about building relationships. Slow down, listen actively, and engage with genuine curiosity. Your prospects will appreciate it, and you’ll see your scores climb. Now, go out there and turn those insights into action!
Question Breakdown
1.
6
/ 10Question:
"We're currently evaluating several sales coaching programs, and I need to understand how your solution specifically addresses return on investment compared to others."
Answer:
If we don't help you increase to line revenue by 20% in 60 days or less then you owe us nothing
Feedback:
The response directly addresses the objection by clearly stating a performance-based guarantee, which is a strong point in terms of ROI. However, it lacks depth in terms of exploration and understanding the prospect's specific needs and concerns. It would be beneficial to ask follow-up questions to uncover more about their evaluation criteria and how they measure ROI. The tone is assertive but may come off as a bit too aggressive for some prospects. A more consultative approach could enhance rapport. Overall, while the guarantee is compelling, it could use more collaborative engagement and curiosity.
Score: 6
2.
7
/ 10Question:
"Given our strict compliance requirements, can you assure me that your coaching methods align with industry standards?"
Answer:
Talk to me more about your compliance requirements so I can make sure we can deliver. We've worked with other heavily regulated industries in the past with great results
Feedback:
The response does a decent job of addressing the objection by inviting a dialogue about the prospect's specific compliance requirements. This shows a willingness to customize the conversation to their needs, which is good. However, it could be improved by explicitly stating how the coaching methods align with industry standards or providing an assurance based on previous experiences. The tone is appropriate, fostering collaboration, but it lacks a stronger closing technique that could instill more confidence in the prospect. Asking a follow-up question about their past experiences with compliance in coaching would further enhance curiosity and discovery. Overall, it’s a solid start but needs more emphasis on compliance assurance and a stronger engagement strategy.
Score: 7
3.
7
/ 10Question:
"Our team had a negative experience with a previous sales coaching provider; how can I be sure this will be different?"
Answer:
What didn't work with the previous program? Our results have come across many industries where we've led teams to best months and best years ever.
Was there anything you liked about the previous coaching program?
Feedback:
The response effectively initiates a dialogue by asking about the previous program's shortcomings and successes. This shows curiosity and a willingness to understand the prospect's concerns. However, the response could benefit from more empathy towards their negative experience. Highlighting specific differences in your approach compared to their past experience would strengthen the argument. A more solution-focused follow-up could also be introduced to reassure them. Overall, it’s a solid start but needs a bit more depth in addressing their concerns directly.
4.
4
/ 10Question:
"I need to justify this purchase to my stakeholders, so what concrete metrics can you provide to support the value of your coaching?"
Answer:
What is the most important thing to your stakeholders? They invested in you bc they saw something and they expect a return. From the sound of it you don't think our program would work. How do you usually have these conversations with them?
Feedback:
The response shows some engagement by asking a follow-up question about the prospect's stakeholders, which is good for curiosity and discovery. However, it lacks a direct answer to the objection regarding concrete metrics, which is crucial for building trust and providing value. The tone might come across as slightly defensive, implying doubt about the program instead of reinforcing its benefits. A more effective approach would include specific metrics or case studies demonstrating the program's success and addressing the prospect's concerns directly. Overall, while there are some positive elements, the response misses the mark on providing the needed evidence to support the purchase decision.
Score: 4/10
5.
7
/ 10Question:
"We're facing budget constraints this fiscal year; can you explain how your solution can fit within our current financial limits?"
Answer:
We have packages for every budget, and our goal is to get you more top line revenue so you can invest more into your team and help the business thrive.
What results or value would you have to see to justify this purchase?
Feedback:
The response does a decent job of addressing the concern about budget constraints by mentioning the availability of packages for different budgets and linking the solution to potential revenue increase. However, it could be more effective by explicitly acknowledging the prospect's current budget limitations and showing empathy towards their situation. The follow-up question about the results or value needed to justify the purchase is a great way to explore the prospect's needs further, indicating curiosity and a desire to understand their perspective better. Overall, more detail on how your solution could be a cost-effective investment would enhance the value proposition.
6.
3
/ 10Question:
"There are ongoing projects that require our immediate attention; how can your program adapt to our current priorities?"
Answer:
If it doesn't make sense right now then I don't want to waste your time.
Our program is designed to work inside your current workload. The time commitment weekly isn't a heavy pull.
If making more money isn't a priority right now, just let me know.
Feedback:
The response lacks effectiveness in addressing the concern raised by the prospect. While the salesperson tries to reassure the prospect about the time commitment, they miss an opportunity to ask questions that could uncover more about the specific ongoing projects and how the coaching program can integrate with them. The tone comes off as somewhat dismissive and confrontational when mentioning making more money, which could alienate the prospect rather than engage them. A more collaborative approach that emphasizes understanding the prospect's priorities and showing how the program can adapt to them would have been more effective. Overall, the response lacks curiosity, discovery, and effective closing techniques.
Next time, try to ask open-ended questions that show interest in their situation, and position your offering as a solution that complements their current projects, rather than a potential distraction.
Score: 3
7.
4
/ 10Question:
"I have concerns about the time commitment required for implementation without disrupting our current processes; how do you manage this?"
Answer:
Our program is less than 30 minutes daily and one group call 45 minutes a week training.
I want to learn as much about your
Feedback:
The response provided does address the time commitment objection by outlining the specific time requirements for the training program, which is a good start. However, it lacks depth in addressing the prospect's concern fully. It would be beneficial to explain how these short sessions can seamlessly integrate with their current processes, perhaps by emphasizing the minimal disruption and the potential benefits of the training. Additionally, the response trails off with 'I want to learn as much about your,' which leaves the communication incomplete and lacks a clear closing or call to action. Overall, while there is an attempt to respond to the objection, the execution falls short in clarity, completeness, and engagement.
A more effective approach would include asking follow-up questions to understand their current processes better and how they envision a smooth implementation. This would align with a consultative selling approach, enhancing collaboration and rapport.
Score: 4
8.
5
/ 10Question:
"I've heard mixed reviews about your company's market reputation; can you address these concerns directly?"
Answer:
Which review specifically? I don't want to generalize our company and results.
Just like a restaurant can't please everyone our team does the best we can with every client.
Results over feelings. We're not for everybody
Feedback:
The response effectively addresses the objection by asking for specifics, which shows curiosity and a willingness to engage in a constructive conversation. However, it lacks depth in actively listening to the prospect's concern and does not acknowledge the potential impact of negative reviews on the prospect's decision-making process. The analogy about the restaurant is somewhat relatable but may come off as dismissive, as it doesn't directly address the mixed reviews. A more solution-focused approach would have been to acknowledge the existence of mixed reviews, provide a brief explanation of how the company addresses them, and share positive testimonials or success stories that demonstrate value. Overall, while the response opens the door for further discussion, it could be more empathetic and reassuring.
Score: 5
9.
7
/ 10Question:
"We have a strong existing relationship with another vendor; how can you help us see the value in switching to your solution?"
Answer:
What do you like about them?
What isn't working with them?
Is there anything they're not doing that you'd like to see specifically?
Feedback:
The response effectively opens the door for dialogue by asking probing questions, demonstrating curiosity and a desire to understand the prospect's current situation. However, it lacks an immediate value proposition or a clear indication of how your solution can address the prospect's needs. While it's great to explore their current satisfaction levels, it would be beneficial to also highlight how your offering can specifically solve pain points or provide additional value. Overall, it feels like a good start, but needs to pivot towards value exploration and a stronger closing technique.
Consider summarizing the insights gained from their responses and directly linking those to the benefits of your solution to create a more compelling argument for switching.
Score: 7
10.
6
/ 10Question:
"With our team's focus on efficiency and scalability, can you give examples of how your coaching has previously delivered on these priorities?"
Answer:
We helped an hvac company go from 12M to 118M and exit in under 24 months.
Methods, metrics and standard operating procedures are implemented at every level of business growth
Feedback:
The response provides a strong example of a significant success story, which effectively addresses the prospect's concern about efficiency and scalability. However, it lacks details on the specific methods and metrics used, which are crucial for building credibility in the coaching industry. Additionally, the tone is somewhat abrupt; it could benefit from a more conversational approach to engage the prospect effectively. Including a question to further explore their specific concerns or goals would demonstrate curiosity and active listening. Overall, the response shows promise but needs more depth and a collaborative tone to fully resonate with the prospect.