Therapy
Sales Assessment Results

43
Needs Improvement
10 questions
Maximum score: 100
Completed in
December 27, 2024
Let's cut to the chase—you didn’t just miss the mark; you barely hit the target. Your average score of 4.3 reflects a serious need for improvement across the board. It's clear that while you have the basics down, you’re struggling to engage prospects meaningfully and build the trust that’s essential in sales. Your attempts at addressing concerns often lack depth and fail to connect your solutions to the specific issues the prospects have faced. This isn't just about listing qualifications or proposing follow-ups; it’s about creating a narrative that resonates, builds rapport, and inspires confidence. You’ve shown some initiative, especially in acknowledging concerns and proposing follow-ups, but it falls flat without a deeper engagement and a solution-focused approach. You need to elevate your responses by incorporating specific examples, testimonials, and a more consultative tone that invites collaboration rather than pushing for quick answers. Your responses often feel dismissive and lack the necessary warmth and curiosity that would foster a deeper connection. To turn this around, dive into the Solution Selling and Consultative Selling techniques. These will help you not just to present your services, but to tailor your approach to meet your prospects' unique needs and concerns. Learn how to really listen and ask follow-up questions that demonstrate genuine interest. Remember, every prospect is a human being with real fears and needs. Don’t just sell; engage, understand, and provide value. In sales, you’re not just closing deals; you’re building relationships. So, take this as your wake-up call. It’s time to step up your game and transform those responses into meaningful conversations that lead to trust and, ultimately, sales.

Question Breakdown

1.
2
/ 10
Question:
"We've had a bad experience with therapy services before; how can you assure us that this time will be different?"
Answer:
I personally know all of our therapists in our locations and they deeply care about their clients and the outcome of their practice
Feedback:
The response lacks depth in addressing the prospect's concern about past bad experiences. While mentioning that therapists care is a start, it doesn't provide concrete assurances or differentiate your service from previous negative experiences. There’s no exploration of the specific issues they faced before or how your approach mitigates those concerns. It would be beneficial to include a solution-focused statement about how your therapy services or methodologies are different and offer evidence of positive outcomes. Additionally, asking follow-up questions to understand their previous experiences better would have demonstrated active listening and curiosity. Overall, the response fails to build trust and does not engage the prospect meaningfully.
2.
4
/ 10
Question:
"Your pricing seems higher than what we were expecting; can you explain the value that justifies this cost?"
Answer:
Our therapists are all certified and licensed with the state of Utah. They have years of trainings and experience in this field
Feedback:
The response starts well by emphasizing the qualifications of the therapists, which is important. However, it lacks a deeper exploration of the value these qualifications bring in terms of outcomes and client satisfaction. Simply stating that therapists are certified and licensed does not address the prospect's concern about pricing directly. To effectively respond to the objection, you should articulate how these factors translate into better results for clients, such as lower dropout rates, higher satisfaction, or more effective therapy methods. Additionally, consider including specific examples or client testimonials that highlight the benefits of choosing your services over lower-cost alternatives. A more solution-focused approach that connects the qualifications to the value perceived by clients would have strengthened your response significantly.
3.
5
/ 10
Question:
"Several stakeholders in our organization have differing opinions about the therapy approach; how can you align with their concerns?"
Answer:
What are there concerns and opinions? We have graphs that show the progress that clients make using our approach to therapy
Feedback:
The response begins well by asking about the stakeholders' specific concerns and opinions, which demonstrates curiosity and a willingness to engage. However, it lacks depth in addressing the prospect's objection about differing opinions. Simply asking for their concerns does not offer any proactive solutions or demonstrate how you will align your therapy approach with their varied perspectives. Additionally, mentioning graphs to show progress is a good start, but without context or an explanation of how these graphs relate to the stakeholders' concerns, it doesn't effectively address the objection. It would be beneficial to discuss how you can facilitate a collaborative discussion among the stakeholders or share a tailored approach that addresses their differing opinions more directly. Overall, a more comprehensive strategy for engagement and alignment would strengthen your response.
4.
4
/ 10
Question:
"I need to discuss this with my team first before we can move forward; can we revisit this in a week?"
Answer:
I’d like to follow up with you in 2 days. Your child needs help and time is everything
Feedback:
The response shows initiative by proposing a follow-up in 2 days, which indicates a sense of urgency. However, it lacks a deeper engagement with the prospect's need to discuss with their team. Instead of pushing for an immediate follow-up, it would have been more effective to acknowledge their need for discussion and express understanding. You could ask open-ended questions to better understand their team's concerns and decision-making process. Additionally, highlighting the importance of timely intervention for their child's needs is good, but framing it in a way that aligns with their internal discussions would have strengthened your position. Overall, the approach could benefit from a more consultative and collaborative tone.
5.
4
/ 10
Question:
"Your service sounds great, but how do you compare to our current provider in terms of long-term support?"
Answer:
You current provider will be there is you need their services again. We offer intensive outpatient therapy and after that we can see our client as little or as much as needed for as long as they would like
Feedback:
The response starts by acknowledging the existence of the current provider, which is a good step, but it does not effectively compare your services in terms of long-term support. Simply stating that the current provider will be available if needed does not address the prospect's inquiry about how your long-term support differs or is superior. Additionally, while mentioning intensive outpatient therapy is relevant, you should clearly articulate how this offers benefits over the current provider's offerings. Providing specific examples or outcomes that demonstrate the effectiveness and flexibility of your long-term support would enhance your message. Overall, the response lacks a compelling value proposition and does not engage the prospect’s concerns meaningfully.
6.
3
/ 10
Question:
"I'm worried about how your therapy will integrate with our existing wellness programs; can you address that?"
Answer:
We have our set times for group therapy. It matters to you what your priorities are. You will have to look at what wellness programs fit with our program
Feedback:
The response lacks clarity and does not directly address the prospect's concern about integrating therapy with existing wellness programs. While mentioning set times for group therapy is relevant, it does not explain how your therapy services can complement or enhance their current programs. A more effective approach would include specific examples of how your therapy can align with their wellness initiatives, perhaps by highlighting any flexibility in scheduling or customization options. Additionally, asking about their current wellness programs and how they envision integration could demonstrate curiosity and engagement. Overall, the response feels somewhat dismissive and lacks the collaborative tone necessary to build rapport with the prospect.
7.
5
/ 10
Question:
"Given our tight budget, how can you ensure we won't exceed our financial limits during implementation?"
Answer:
When you start, we call the insurance company to verify your benefits. We bill your insurance every two weeks. We send invoices out to you once the insurance starts processing that claims. They send you explanation of benefits. If we are participating with your insurance, you will get a patients responsibility that matches our invoicing. We can follow up anytime with the insurance if you are unsure of how much has been paid by the insurance and what is owed to us.
Feedback:
The response addresses the budget concern by explaining the process of verifying insurance benefits and billing. However, it lacks a direct assurance that costs will remain within the specified financial limits, which is crucial for the prospect. You should consider emphasizing how your billing process is designed to prevent unexpected costs, perhaps by mentioning any caps on client responsibility or how you can help interpret insurance benefits clearly to avoid confusion. Additionally, it would be beneficial to express a willingness to work with the prospect to create a tailored financial plan that suits their budget constraints. Overall, the response could improve by being more solution-focused and assuring the prospect of cost control during implementation.
8.
5
/ 10
Question:
"I'm concerned about the training required for our staff; what support do you provide during that process?"
Answer:
We offer free videos online on what we are teaching our intensive outpatient program. You will get familiar with terms and practices that our client is learning and your staff (family) can participate in this process as well.
Feedback:
The response highlights the availability of free online videos, which is a good starting point for addressing the training concerns. However, it lacks depth in explaining how this training will specifically support the staff and ease their transition to using your therapy services. It would have been more effective to outline additional support mechanisms, such as workshops, Q&A sessions, or direct access to therapists for queries, which would demonstrate a commitment to comprehensive training. Furthermore, inviting the prospect to share specific concerns about the training process could show curiosity and foster a more collaborative discussion. Overall, a more thorough explanation of the support provided would strengthen the response significantly.
9.
5
/ 10
Question:
"Can you provide evidence of success from other businesses similar to ours using your therapy services?"
Answer:
Yes we can pull up data from when a client enters the program and when they graduated. Numbers on depression and anxiety are much lower then when they started
Feedback:
The response acknowledges the request for evidence of success, which is a positive start. However, it lacks specific details and context that would make the data more compelling. Simply stating that numbers on depression and anxiety are lower does not provide enough information to substantiate your claims. It would have been more effective to include specific statistics, such as percentage improvements or testimonials from similar businesses that illustrate successful outcomes. Additionally, mentioning how the therapy service directly contributed to these improvements would strengthen your argument and demonstrate the effectiveness of your approach. Overall, the response could benefit from a more detailed and narrative-driven explanation of success from similar clients to build credibility and trust.
10.
6
/ 10
Question:
"With our current projects, I'm not sure we can prioritize this right now; what makes this therapy urgent for us?"
Answer:
What makes this therapy urgent for you is knowing how much pain your child is in. Their mental health is the number one priority so that you all can have happier lives.
Feedback:
The response addresses the urgency by personalizing the message to the child’s situation, which can resonate emotionally with the prospect. However, it lacks a broader context about why therapy may be a timely intervention beyond the immediate emotional appeal. It would be more effective to elaborate on the potential long-term consequences of delaying therapy or the benefits of early intervention, such as improved outcomes or cost-effectiveness over time. Additionally, asking a follow-up question about the prospect's current projects to understand how they can align therapy with their priorities would demonstrate curiosity and engagement, fostering a more collaborative discussion. Overall, while the emotional appeal is strong, incorporating more context and inquiry would enhance the response significantly.
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