High ticket Coaching and courses
Sales Assessment Results
67
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance has been decent but not stellar, landing you just shy of a passing grade. You’ve shown some solid understanding of value propositions and solution-focused selling, particularly in addressing objections effectively. However, the consistent thread in your responses reveals a gap in customization and active engagement with prospects. Enthusiasm is great, but it can't replace the need for tailored solutions and deep curiosity about your client's specific challenges. You need to ask more probing questions to uncover their needs and ensure your responses reflect that understanding.
I recommend delving into SPIN Selling and Consultative Selling techniques. These will help you refine your questioning skills and foster a more collaborative dialogue. You’re capable of connecting with prospects, but you must dig deeper to truly resonate with their concerns and aspirations.
Here’s your coaching moment: every conversation is an opportunity to build a genuine connection. Shift your focus from selling to understanding. When you approach prospects with a mindset of curiosity and partnership, you'll not only enhance your sales effectiveness but also create lasting relationships. Remember, it's not just about closing deals; it's about opening doors to meaningful conversations.
Question Breakdown
1.
5
/ 10Question:
"How can I be sure that investing in this coaching will provide a solid return on investment for my team?"
Answer:
Our system is not based on concepts or theories. It is a proven 7- figure system that was developed after a decade of personal experience and testing while applying pressure to the system to ensure we have tested everything to see what works and what doesn't at 100%.
Feedback:
The response partially addresses the prospect's concern about ROI by highlighting the proven nature of the system. However, it lacks a specific focus on the prospect's needs and metrics for measuring ROI, which is crucial in high-ticket coaching and courses. Incorporating a question to explore their expectations of ROI and providing examples or testimonials would strengthen the response. The tone is appropriate, but it could benefit from a more collaborative and engaging approach. Overall, it misses an opportunity to showcase value and tailor the solution to the prospect's specific situation.
2.
4
/ 10Question:
"I'm concerned that this program may not align with our current departmental goals and priorities."
Answer:
Based on what you have shared with me about your pain points and challenges, I'm 10,000% confident that we can help you crush your goals and priorities. Our system covers everything you need in your business from A-Z and it's plug and play. If you can meet us half way and just implement the system as you watch the modules each week along with their action steps, you will be golden. Our system will ensure that nothing in your business or with your team is slipping through the cracks. Simple equals scalebale and once these systems are in place, growth and expansion will become EASY! Our system will also empower your team to be confident in their work and you'll never have to micro manage them but instead show up as an evolved leader vs. A "boss" for them.
Feedback:
The response is overly enthusiastic and lacks a tailored approach to address the specific concern about alignment with departmental goals. While it conveys confidence, it doesn't clearly acknowledge the prospect's objection or engage in a conversation about their current priorities. A more effective response would involve asking probing questions to understand their goals better (using a method like SPIN Selling) and then offering a tailored solution that directly connects the program to those goals. Additionally, while the tone is upbeat, it could be perceived as dismissive of their concerns. There’s also a missed opportunity to explore the implications of not aligning with their goals. Overall, the response lacks depth and a collaborative approach, which is critical in high-ticket sales.
Score: 4/10 for enthusiasm but lacking in customization, curiosity, and addressing the specific objection.
3.
7
/ 10Question:
"Given our budget constraints, is this really the best option compared to other coaches or courses available?"
Answer:
Great question and thanks for asking it. I can't claim the Success of other programs but I speak with conviction about our own. All of the owners in our program grow by $50,000-$100,000 of increased revenue in their 1st 6 months with us or you get your $15k investment back.
To ensure your success with your investment in our program,
Can you commit to spend 2-3 hours a week studying the modules, implementing the steps, and getting our coaching along the way?
Feedback:
The response effectively addresses the objection by providing a compelling value proposition with a guarantee that directly speaks to the prospect's budget concerns. However, it could have been strengthened by acknowledging the prospect's specific situation or providing a clearer comparison to competitors, which would demonstrate more active listening and curiosity. The tone is appropriate for the coaching industry, but the closing question could have been crafted to explore the prospect's concerns further rather than just asking for a commitment. Overall, the value exploration is strong, but more engagement could enhance the collaborative approach.
4.
7
/ 10Question:
"What if our team struggles to adopt the new strategies taught in the coaching sessions?"
Answer:
Great question. A big part of our system focuses on the culture of your team as you guys implement our systems and experience growth. The best thing to do right now is include them, future pace them, and explain your vision for the growth with these systems. You'll be creating a culture of team members who are not only excited about the opportunity, but also are committed to be retention on your team for the long haul because growth for the company equals more opportunities for them to also grow inside of the business both in positions and financially. Everyone wants a long term career opportunity these days. Welcome feedback from them where they experience fulfillment in their work by contributing ideas as you implement the new strategies and systems.
Do you feel that there is anyone in particular on your team whose personality may not be a good fit for the future of your companies culture based on their ability to not be coachable or adapt? If so, are you open minded to the fact that you may need to cut cancer from your team to ensure growth and a positive environment for the rest of your team?
Feedback:
The response effectively addresses the initial concern about team adoption of new strategies by emphasizing the importance of a positive culture and teamwork. It suggests involving the team in the process, which reflects a solution-focused approach and encourages curiosity and discovery. However, the second part of the response, which asks about team members who might not fit the new culture, could come across as confrontational, potentially alienating the prospect rather than fostering collaboration. It would be beneficial to reframe this inquiry in a more supportive manner, focusing on building the team rather than suggesting cuts. Overall, the communication is clear, but the tone could be softened to better align with consultative selling principles.
The response could also include a closing technique to reinforce the next steps in the coaching process.
Score: 7/10 for effectiveness, clarity, and a solid solution-focused approach, but room for improvement in tone and collaborative engagement.
5.
6
/ 10Question:
"I have a colleague who tried a similar program and didn't see any practical benefits; how is yours different?"
Answer:
I can't speak for themselves credibility of other programs that I myself have not gone through. What I can say is that after 6 years on this team, I speak with conviction about our systems, our coaching, and that when owners follow them, they are guaranteed to have massively successful results. Our entire system is based on practicality and tangibility. Based on the formula you and I both used just now to be sure the numbers make since with your size facility and the number of clients you can increase your program to, you'll easily crush your goal and increase revenue by $250,000 annually in tuition alone. Does that make sense and answer your question?
Feedback:
The response does a decent job of addressing the objection by emphasizing personal experience and the effectiveness of the program. However, it lacks a clear comparative element to differentiate from the colleague's experience. While the speaker mentions the practicality and tangible results of their program, they could strengthen their argument by providing specific success stories or testimonials from past clients that illustrate the benefits. The closing question, 'Does that make sense and answer your question?' is a good attempt to engage, but it could be improved by asking more open-ended questions to explore the prospect's concerns further. Overall, the response shows some alignment with Solution Selling and Value Proposition Selling, but it could benefit from deeper curiosity and discovery about the prospect's specific doubts.
6.
7
/ 10Question:
"With so many other initiatives happening right now, how can I justify prioritizing this coaching?"
Answer:
In our program, yes we will teach you how to have a 7- figure business from implementing our systems but we also have a personal development element incorporated in our coaching. For example, let's chat about a concept called the "predicateble future". If you don't change anything and everything stays the same now, the results are predictable. You'll still be struggling with the same challenges except 3-6 months from now, you'll likely also be experiencing burn out. That burn out will be parallel to your business success in your personal life and relationships.
From that perspective,
How would you feel if nothing changes and everything stays the same as it is now 3-6 months from now because you chose not to commit to your future success and growth by simply implementing our plug and play systems?
Feedback:
The response effectively addresses the objection by linking the coaching program to both business success and personal development, which is critical in high-ticket coaching. The use of the concept "predictable future" is a compelling way to illustrate the consequences of inaction, creating urgency for the prospect to consider change. However, the approach could benefit from a bit more curiosity and discovery; asking open-ended questions about the prospect's specific initiatives or challenges could have deepened engagement. The tone is appropriately serious yet encouraging, fitting for a coaching context. The closing technique could be stronger by inviting the prospect to share their thoughts on how they prioritize their initiatives. Overall, solid response but some room for improvement.
Score: 7
7.
8
/ 10Question:
"I need to get buy-in from my superiors; how do I convince them that this is worth the investment?"
Answer:
I'm on your team, let's include them in on the conversation. I want to be sure to answer all of their questions and show them the benefits of our program that will literally solve all of your challenges as well as the companies. We believe in creating "win-win" scenarios for everyone on their team and the company. Can they jump on a zoom call to connect with us tomorrow the same time we did today?
Feedback:
The response effectively addresses the objection by suggesting a collaborative approach that includes the prospect's superiors in the conversation. This shows an understanding of the customer's need for buy-in and demonstrates a willingness to engage with all stakeholders, which is crucial in high-ticket sales. However, while the tone is positive and supportive, it could benefit from a bit more specificity about how the program addresses the company's challenges, enhancing the value exploration aspect. Asking for a specific time for the call is a good closing technique but could be strengthened by emphasizing the potential benefits of the discussion further. Overall, it's a solid response, but with room for improvement in demonstrating the program's value directly to the superiors.
Score: 8
8.
8
/ 10Question:
"What happens if the coaching doesn't deliver the promised results within the expected timeframe?"
Answer:
If you follow the system and implement the action steps from the modules that are released each week, you're guaranteed to have successful results. However, if you watch and implement the modules each week, consistently attend your coaching calls and lean our our team for support- yet you still don't experience successful results, we will refund your investment in full.
With that guarantee, and my own conviction about how confidently I know you'll experience the results you want, are you ready to jump in today and crush your goals with us?
Feedback:
The response effectively addresses the objection by providing a clear guarantee, which is crucial in high-ticket coaching sales. The mention of following the system and attending coaching calls emphasizes accountability, which is important in this context. However, the tone could be slightly more empathetic to acknowledge the prospect's concerns about results. The closing technique used is a bit assumptive and could benefit from a softer approach by asking an open-ended question to gauge their feelings about the offer. Overall, the response demonstrates a solution-focused approach and conveys confidence, but could improve in active listening and rapport building.
9.
8
/ 10Question:
"I'm worried about the ongoing support after the coaching; will we have access to resources if we need help implementing what we've learned?"
Answer:
Great question and thanks for asking! Each month you will have 1 on 1 coaching calls, each week you will have group coaching calls with our team, and in between coaching calls, you'll be able to post ongoing questions in our private Facebook group. Our team of 12 coaches will literally be with you every step of the way!
Feedback:
The response effectively addresses the concern about ongoing support by outlining the various forms of assistance available, including one-on-one coaching, group calls, and access to a private Facebook group. The tone is positive and reassuring, which is appropriate for the coaching industry. However, it could benefit from a more personal touch, perhaps by acknowledging the prospect's specific worries or by asking if they have any further concerns. Overall, the response is solution-focused and demonstrates value, but it lacks a closing technique to solidify the commitment.
A score of 8 reflects a strong response with room for improvement in personal engagement and closing.
10.
7
/ 10Question:
"Can you explain how this coaching addresses the specific challenges we face in our department?"
Answer:
Our system is plug and play A- Z. Not only will we cover systems for all of the challenges you have mentioned today on our call, but we will also address the blind spots you don't even realize you have currently as well. Your department lacks systems that are simple and scalable. Our entire program focuses on tangibility and making growth EASY. Your teams departments will absolutely love these systems as it solves their problems and gives them the confidence they need to move forward powerfully. This will also empower you as a leader to not feel the need to micromanage your team but instead trust them.
Does that sound like something you and your teams department can get excited about and onboard with?
Feedback:
The response effectively addresses the objection by outlining how the coaching program tackles both stated challenges and potential blind spots. The use of positive language ('love these systems', 'empower you as a leader') adds an encouraging tone. However, it could be improved by incorporating more specific examples or case studies to demonstrate tangible results. The closing question engages the prospect and invites further discussion, which is a good technique. It would also benefit from showing curiosity by asking open-ended questions about their specific challenges to deepen the conversation. Overall, it's a solid response but lacks a bit of specificity and engagement in terms of exploring the prospect's needs further.