Business Coaching
Sales Assessment Results

"I'm not sure if we need business coaching right now; our team is managing fine as is."

Your team is managing "fine", but what if they were doing GREAT? I can get you from fine to great.

The response effectively addresses the concern by reframing the prospect's current situation from 'fine' to 'great', which highlights the potential benefits of business coaching. However, the response lacks depth in exploring the prospect's specific needs or challenges. It doesn't ask any follow-up questions to understand their perspective better, nor does it provide examples of how the coaching could specifically help them improve. Additionally, while the tone is somewhat upbeat, it could benefit from a touch more empathy or curiosity to build rapport. Overall, there's a good attempt at value exploration, but it could be much stronger with a more collaborative approach. Score: 6

"Your pricing seems higher than other coaching options we’ve looked at."

Correct. Because we deliver more than what other coaches offer. Do you want to make the most use of your time and money and get the best results? IF so, that's my coaching.

The response correctly acknowledges the objection regarding pricing but lacks depth in addressing the prospect's concerns about cost compared to other options. While it attempts to highlight the value proposition, it does not provide specific examples or tangible benefits that justify the higher price. The tone is assertive but could be perceived as dismissive. The closing question is somewhat effective in steering the conversation but lacks curiosity about the prospect's specific needs or experiences. To improve, the salesperson should explore the prospect's expectations and elaborate on the unique value they provide to build rapport and trust.

"We already have a consultant; why do we need a coach as well?"

Because a coach is more hands on and directly helping you solve problems and providing tangible solutions as opposed to advice.

The response addresses the concern by differentiating between a consultant and a coach, which is a good start. However, it lacks depth in explaining the unique value a coach brings, such as accountability, personal development, or long-term growth strategies. The communication is somewhat clear but could be more engaging and tailored to the prospect's specific situation. There are no closing techniques or questions to further explore the prospect's needs or feelings about their current consultant. The response also misses an opportunity to build rapport and show curiosity about the prospect's experiences with their consultant. Overall, it could be more solution-focused and collaborative. Score: 5

"I'm concerned about the time commitment required for coaching sessions."

Effective solutions don't take a lot of time. If you had agreed to take the next step we could already be on our way to solving one of your problems and making you more money.

The response does address the concern about time commitment somewhat, but it lacks a deeper engagement with the prospect's perspective. It could benefit from empathy and understanding regarding their time constraints. Instead of implying that they should have already taken action, it would be more effective to acknowledge their concern and then explain how your coaching can provide value in a time-efficient manner. Additionally, the closing technique could be softer and more collaborative, inviting the prospect to discuss their specific time limitations or needs. Overall, it feels a bit pushy rather than solution-focused or curiosity-driven. Score: 4

"How can I be sure this coaching will deliver a positive ROI for our company?"

We have thousands of clients in your area who have a positive ROI in the same industry.

The response provided lacks depth and fails to specifically address the prospect's concern about ROI. While mentioning thousands of clients offers some credibility, it does not give any tangible evidence or examples that the prospect can relate to. There is no clear communication of how the coaching specifically translates to ROI for their unique situation, nor is there an effort to explore the prospect's specific needs or metrics for success. Additionally, there’s no closing technique or inquiry that could lead to further discussion or engagement. Overall, the response feels generic and does not create a sense of collaboration or discovery. To improve, the salesperson could have asked questions to understand the prospect's current challenges and goals better, shared specific success stories or data points, and engaged in a dialogue about ROI expectations. Keep in mind, in business coaching, prospects are often looking for personalized results, so specificity and relatability are key.

"I’ve heard mixed reviews about coaching programs; how do I know yours is different?"

Because we are the only ones that have been in business for 10 years - double the industry standard. And we have had over 83,000 clients, quadruple the industry standard. If we didn't have a good product, we wouldn't be in business this long with this many clients. You're in the best hands.

The response effectively highlights the longevity and client base of the coaching program, which addresses the prospect's concern about credibility. However, it lacks a personal touch or an invitation for further discussion, which can make the prospect feel more engaged. Additionally, it could benefit from a more empathetic tone that acknowledges the mixed reviews rather than dismissing them outright. A good closing technique would involve asking if they have specific concerns or questions about the program. Overall, while the response is informative, it misses on active listening and curiosity. Score: 6

"What if the coaching approach doesn’t align with our company culture?"

The coaching approach makes company culture stronger because coaching makes each department stronger and work better as a team. When you are more confident at your job, it is easier to do your job. When every member of the team is more confident in their job, the culture will be stronger because everyone will be happier at work. Including you. The extra money you will make from the superior work being done in your company will be just a bonus.

The response attempts to address the objection by linking coaching to a stronger company culture, which is a good approach. However, it lacks specificity about how the coaching would align with or enhance the existing culture. The tone is optimistic, which is appropriate for the industry. However, the explanation could benefit from clearer articulation of specific examples or strategies that demonstrate alignment with the company's unique culture. There is minimal exploration of the prospect's specific culture or needs, and no questions are posed to better understand their concerns, limiting curiosity and discovery. The closing technique is absent, as there is no call to action or next step proposed. Overall, while the response has some positive elements, it fails to fully engage the prospect's concern.

"We’ve tried coaching before and it didn't work out; what makes your program different?"

Our program is different because we don't just preach and teach. We delve into every aspect of your company, find the roadblocks, and work through them WITH you. We don't leave you to solve it yourself, we get you to the finish line and make every area of your business more efficient and profitable.

The response effectively addresses the concern by highlighting a key differentiator—collaboration. It reassures the prospect that they won't be abandoned as they were in previous experiences. The tone is appropriate for the business coaching industry, emphasizing partnership and support. However, it could benefit from a closing technique to encourage further engagement, such as inviting the prospect to share specific challenges they faced in their previous coaching experience. Additionally, incorporating a question could enhance curiosity and discovery, prompting the prospect to reflect on their past coaching experiences and needs. Overall, the value exploration is solid, but there's room for improvement in engagement and closing techniques.

"I need more time to discuss this with my team before making a decision."

I can understand. But let me ask you this - when you were a kid, did your parents ever tell their boss that they would have to discuss it with their kid before they could make their decision? Because that's essentially what you're doing. You're the leader. You need to lead instead of ask for permission. If this weren't a good fit for your company we wouldn't have been talking this long and to this extent about your business. You're discussing this with me because you know it's a problem that needs to be fixed and we can help you, just like we've helped the thousands of other business owners in a similar situation as you. The faster we move forward, the faster we can be making your money back.

The response attempts to challenge the prospect’s authority and decision-making process, which could come off as condescending rather than supportive. While the salesperson acknowledges the objection, the analogy drawn could alienate the prospect instead of building rapport. A more effective approach would involve asking questions to understand the specific concerns the team might have, thereby fostering a collaborative atmosphere. The tone is somewhat aggressive, and it misses an opportunity to explore potential value and address any specific hesitations the team might have. Additionally, while the urgency is emphasized, there’s a lack of curiosity about the team’s dynamics or specific needs that could be addressed. Overall, this response could deter rather than persuade the prospect. Score: 3/10 for effort in urgency but lacking in empathy and collaboration.

"Can you provide success stories that demonstrate the effectiveness of your coaching?"

We have had 5 roofing clients just like you grow from around a dozen employees to 300, and exit for 9 figures. The one thing in common with every business is that all businesses will close one day. Will yours close because you're bankrupt, or because you exited and can retire? I'd like to help you exit your business and allow you to have complete financial freedom in life.

The response does a fair job of addressing the prospect's request for success stories by providing a specific example of previous clients' growth and exit success. However, it could improve by offering more detailed success stories, such as specific strategies employed or testimonials that highlight measurable outcomes. The tone is a bit abrupt and could be softened to build rapport better, especially with the comparison of business closure scenarios, which may come off as somewhat morbid or aggressive. The closing technique is present, but it lacks a clear call to action. Overall, it shows some curiosity about the prospect's goals, but it could engage more with questions to better understand their unique situation. The value exploration is present, but it could be more compelling.