Martial Arts
Sales Assessment Results by Martin Patenaude
32
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance here is falling short, and it's time to get serious about your sales skills. With an average score of 3.2, it's clear that you're missing the mark on connecting with prospects and addressing their concerns. Your responses are often vague, lacking the empathy and depth needed to build rapport and trust. You’re not just selling a service; you’re offering a solution, and right now, it feels like you’re only scratching the surface.
What shines through is your ability to offer trial classes, but that's just the tip of the iceberg. You need to dive deeper into the specifics of what makes your program unique and how it can genuinely fit into the lives of your prospects. The common thread here is a lack of engagement and personalization. You’re not asking enough questions to uncover the real needs and desires of your potential clients.
To turn things around, focus on Solution Selling and Consultative Selling techniques. Learn to ask probing questions that uncover the true pain points of your prospects. Understand their financial concerns, busy schedules, and personal goals, and respond with tailored solutions that resonate with them.
And here’s your coaching moment: sales is about relationships, not transactions. Each conversation is an opportunity to connect, understand, and help. If you can shift your mindset from simply closing a sale to truly serving your clients, you’ll not only improve your scores but also create lasting relationships that drive future business. It’s time to step up and make every interaction count.
Question Breakdown
1.
0
/ 10Question:
"I'm not sure I can afford the monthly payments with my current budget."
Answer:
What is your current budget?
Feedback:
The response fails to effectively address the concern raised about affordability. Asking for the prospect's budget does not provide any reassurance or solution to their objection. It lacks empathy and does not explore potential flexible payment options or the value of the classes in relation to their investment. A more solution-focused approach, such as discussing different payment plans or the benefits of the program, would have been more appropriate. Additionally, establishing rapport and showing understanding of the prospect's financial situation is crucial in this context.
2.
2
/ 10Question:
"I've heard mixed reviews about your classes; how do you ensure consistent quality?"
Answer:
We follow a system
Feedback:
The response is too vague and lacks detail, failing to address the prospect's concern about quality effectively. It does not explain what the 'system' entails or how it directly contributes to ensuring consistent quality in classes. A more effective approach would include specific examples of quality assurance measures, feedback mechanisms, or instructor training protocols. Additionally, offering to share testimonials or success stories could help build credibility and alleviate the prospect's concerns. Overall, the response does not engage the prospect or provide a strong solution-focused answer.
3.
4
/ 10Question:
"What if my schedule doesn't allow me to attend classes regularly?"
Answer:
There are 3 different time slots to train and on the weekends
Feedback:
The response provides some information about the availability of training slots, which is a good start; however, it lacks depth and fails to address the concern about the prospect's schedule effectively. It would have been more effective to acknowledge the prospect's busy schedule and express understanding, then elaborate on how the flexibility of the time slots can accommodate their needs. Additionally, suggesting alternative training options, such as online classes or make-up sessions, would demonstrate a more solution-oriented approach. Overall, the answer could benefit from clearer communication and a more empathetic tone.
4.
4
/ 10Question:
"Can you explain how your program actually benefits me in the long run?"
Answer:
Improved energy, strength, and confidence
Feedback:
The response provides some positive outcomes, but it lacks depth and specificity. Instead of just stating benefits like energy, strength, and confidence, the salesperson should elaborate on how these benefits can lead to long-term changes in the prospect's life, such as improved physical health, mental well-being, or social interactions. Additionally, relating these benefits to the prospect's personal goals or situation would have created a more compelling and personalized response. Engaging the prospect with questions about their specific goals could also enhance the conversation and demonstrate active listening.
5.
3
/ 10Question:
"I'm concerned about the time commitment; I have a busy lifestyle already."
Answer:
Most train 1 x a week, can you train at least 1 time a week?
Feedback:
The response acknowledges the prospect's concern by mentioning that most people train once a week, which is a positive start. However, it fails to engage with the prospect's busy lifestyle effectively. It would have been more impactful to empathize with their situation and provide reassurance about the flexibility of class schedules or the possibility of tailored training options. Asking if they can train at least once a week does not explore their specific availability or needs, and it comes off as somewhat dismissive. A more solution-focused approach that highlights how training can fit into their busy schedule would enhance the response significantly.
6.
5
/ 10Question:
"How do I know your martial arts style will fit my personal goals and preferences?"
Answer:
Come and try a class for free
Feedback:
The response offers a trial class, which is a good start as it allows the prospect to experience the martial arts style firsthand. However, it lacks depth in addressing the prospect's specific goals and preferences. To improve, the salesperson should ask the prospect about their personal goals and preferences, demonstrating active listening and understanding. Additionally, providing some context on how the martial arts style aligns with common goals (like fitness, self-defense, discipline, etc.) would help to create a more tailored and engaging response. Overall, while the offer of a free class is a positive action, the lack of exploration into the prospect's specific needs limits the effectiveness of the response.
7.
2
/ 10Question:
"What happens if I don't see improvement in my skills after a few months?"
Answer:
We'll take some time to assess what you are not doing correctly
Feedback:
The response lacks empathy and support, failing to address the prospect's concern about not seeing improvement. It suggests a rather negative approach by focusing on assessing what the prospect is doing incorrectly, which may come off as critical rather than constructive. A more effective response would acknowledge the prospect's feelings and emphasize a collaborative approach to help them improve, such as outlining personalized training plans, regular progress evaluations, and supportive coaching. Engaging the prospect with questions about their training experience and goals could enhance the dialogue and build rapport. Overall, the response does not instill confidence or provide a reassuring solution.
8.
4
/ 10Question:
"I’ve looked at other schools; what makes your program stand out?"
Answer:
Been teaching since 1975. Our school is family owned and you will feel good in our positive environment
Feedback:
The response provides some history and emphasizes the family-owned aspect, which can be appealing. However, it lacks depth in explaining what specific elements make the program unique compared to competitors. To improve, the salesperson could highlight distinctive features such as specialized training programs, experienced instructors, success stories, or community involvement that set their school apart. Additionally, engaging the prospect by asking about their specific interests or what they value in a martial arts program could help tailor the conversation and address their needs more directly. Overall, the answer needs to be more compelling and relevant to effectively communicate the program's unique value.
9.
5
/ 10Question:
"Is there flexibility in your contract if my situation changes?"
Answer:
Cancel any time. There are no contracts
Feedback:
The response addresses the concern about flexibility by stating that there are no contracts and that cancellation can occur at any time. However, it lacks warmth and doesn't engage with the prospect's potential worries about their situation changing. To improve, the salesperson could express understanding of the prospect's concerns and highlight the benefits of having a flexible approach. Additionally, offering to discuss specific scenarios where flexibility might be necessary could help build rapport and trust. Overall, while the answer provides a straightforward fact, it fails to create a sense of collaboration or empathy.
10.
3
/ 10Question:
"How do you handle requests for specialized training or adjustments?"
Answer:
Private Training
Feedback:
The response is overly simplistic and lacks detail. While mentioning 'Private Training' indicates a potential solution, it fails to explain how private training can be tailored to meet specific needs or requests for adjustments. A more effective answer would include details about how the training can be customized based on individual goals, preferences, or any special requirements the prospect may have. Additionally, engaging the prospect by asking for their specific needs or concerns would show active listening and foster a collaborative approach. Overall, the response does not adequately address the prospect's request for specialized training or adjustments.