Coaching Consulting
Sales Assessment Results
68
Developing Closer
10 questions
Maximum score: 100
Completed in
Let’s get real for a moment. Your average score of 6.8 shows some solid moments, but you're also leaving a lot on the table. You clearly show a strong understanding of solution-focused and consultative selling techniques, especially when you engage with the prospect's specific concerns and demonstrate empathy. However, there’s a consistent pattern of vagueness and a lack of assertiveness in your closing techniques. You’re doing a decent job of addressing objections, but your responses occasionally lack the clarity and structure that could really elevate your conversations.
To take your game to the next level, I suggest you dive deeper into the art of closing techniques and storytelling in sales. A stronger closing could mean the difference between just having a conversation and actually closing the deal. Also, weaving in some compelling stories could help illustrate the value of what you're offering and resonate more with your prospects.
Remember, the best salespeople don’t just respond; they create a conversation that leads to commitment. Embrace the power of curiosity and clarity in every interaction. It's not just about what you say, but how you make the prospect feel. Keep pushing yourself to refine your approach, and don’t shy away from being a bit bolder in your closing. You have the potential to shine, now go out and own it!
Question Breakdown
1.
7
/ 10Question:
"I'm really tight on my budget right now and I'm not sure I can afford the monthly payments."
Answer:
Alright, thank you for sharing this with me. Can I ask a couple questions about your current budget and how you’re currently allocating your available funds? Once every agree.. Then, Many times, I find my clients are able to eliminate things they are not using or not really a benefit to them and by doing this, in many cases we are able to replace those things with coaching and the net expenses come out the same or in some cases we find we’re able to reduce expenses while getting you started with our coaching program. How does that sound to you?
Feedback:
The response effectively addresses the budget objection by asking questions to understand the prospect's financial situation better. It demonstrates a solution-focused approach by suggesting that they can find areas to cut back, which could allow for the coaching program. However, the opening sentence could be more engaging and empathetic, as acknowledging the difficulty of being on a tight budget might help build rapport. The closing question is a good attempt to involve the prospect, but it might benefit from a more assertive closing technique to encourage commitment. Overall, there's a clear intent to explore value and collaborate, but it could be improved with more warmth and a stronger closing.
Score: 7
2.
6
/ 10Question:
"I like what you offer, but I'm already working with a consultant who I trust; why should I switch?"
Answer:
I understand, this is not uncommon, many of my clients are already working with someone else when we have a discovery call. Most successful people are always looking for an edge and that’s why most schedule time with me. After they respond I might ask, if you had to think of one thing your not getting in your current relationship, what would it be.
Feedback:
The response shows a good understanding of the objection and acknowledges the prospect's trust in their current consultant, which is a positive way to build rapport. However, it lacks a compelling reason to switch, focusing instead on what successful people do. This could come off as vague and may not address the core concern of the prospect. It’s important to articulate the unique value you can provide compared to their current consultant. Additionally, the follow-up question demonstrates curiosity but could be more effective if it directly relates to specific outcomes or improvements you can offer. Overall, while there's a good foundation, more emphasis on value exploration and a stronger closing technique would enhance the response.
3.
7
/ 10Question:
"I need to see a clear ROI before committing, and I'm not sure how this will benefit me in the long run."
Answer:
Makes sense, first my system when followed pays for itself in the first 90 days. You can talk to many top 1% producers in the country and they can share how working with me had an immediate impact on their business and ROI. More importantly these individuals and others will attest that the systems I’ll help you implement along with the leadership strategies will stay with you forever. Providing you lasting and ongoing business growth and profits.
Feedback:
This response effectively addresses the objection by emphasizing a quick ROI and leveraging testimonials from successful clients. However, it could improve by asking the prospect specific questions about their current situation and goals to further explore their needs and demonstrate a collaborative approach. While the tone is generally positive, it lacks a bit of curiosity and discovery, which is crucial in coaching consulting. Overall, it successfully communicates value but could benefit from a more engaging dialogue with the prospect.
4.
7
/ 10Question:
"The timing feels off; I'm juggling multiple projects and I can't take on something new right now."
Answer:
Understand, timing is everything. one of the things I am an expert at is helping take complex and overwhelmed situations, such as multiple projects and identify simple systems to manage and compete these projects quickly and efficiently. Would this be helpful if we could help you juggle and organize all these projects?
Feedback:
The response effectively acknowledges the prospect's concern about timing, which is a good start. It demonstrates active listening and shows understanding of the prospect's situation. However, the communication could be clearer and more concise. The response could benefit from a more focused closing technique, such as summarizing the value of your proposed solution and suggesting a specific next step. Asking a follow-up question might also enhance curiosity and discovery. Overall, it’s a solid attempt but lacks a bit of structure and urgency to push the conversation forward.
Score: 7
5.
7
/ 10Question:
"This sounds great, but I worry about how it will fit into my current lifestyle; will I have the time?"
Answer:
That’s a great question. What I have found is working with me and following my systems. Especially module #3, Calendar Clarity, is designed exactly for this and will help you with efficiencies and result in saving time and helping you to have more hours to work on business and or additional personal time. How would this feel?
Feedback:
The response effectively acknowledges the prospect's concern about fitting the program into their lifestyle, which is a good start. The mention of 'Calendar Clarity' as a solution demonstrates a solution-focused approach. However, it could benefit from a bit more curiosity and exploration of the prospect's specific situation to better tailor the response to their needs. Asking follow-up questions about their current time management challenges could deepen the conversation and create more rapport. Additionally, the tone is supportive but could be more engaging and conversational to resonate better with a coaching consulting audience. Overall, a solid attempt but needs refinement in exploration and engagement.
6.
7
/ 10Question:
"Your solution seems interesting, but how does it stack up against others I've looked at?"
Answer:
Great question. First, can you tell me which programs you have looked at already? Once they respond, I might ask, it sounds like there is something missing that you are looking for, can you define what that is? Once I know more, who my competition is and what they are lacking that the client hasn’t jumped in yet, I’ll now fully answer their question. Here is the main thing you need to know. I know those other systems very well. While good programs, why are more cookie cutter, large group coaching programs with upward to 50 people on calls. Let’s face it, This is not coaching, that is training or a mastermind. You be indicated group coaching fits more into your budget right now and my group coaching caps the group size out at 6-7 people, allowing me to still deliver personalized attention with accountability by myself and other small group members, thus driving the results you’ve told me you need to achieve. How does this sound?
Feedback:
Your response effectively opens the door to further discovery, which is great for understanding the prospect's needs. However, it could be improved by being more concise and ensuring clarity. Asking about their previous programs is a solid way to engage, but you could also summarize the unique benefits of your coaching earlier to provide immediate value. The mention of 'cookie cutter' programs may come off as slightly negative; instead, focus on the positives of your offering. Overall, you demonstrated a good solution-focused approach, but you could enhance your active listening and curiosity by showing more empathy towards their previous experiences. A closing question could also help seal the conversation positively.
Score: 7
7.
5
/ 10Question:
"I love the idea, but what if my team doesn't adopt the changes?"
Answer:
Another great question. Do you have a couple of team members that you are concerned won’t adapt? Is this a pattern when you’ve made changes in the past? I understand, let me sdk. In the past how have you handled the situation when they gave you resistance? Tension isn’t always bad, this is where growth occurs. Remember the graphic I’ve shown you of the Originator Blueprint which has the nine modules of my training program? Great, this is why one of those modules is called, Leadership Mastery. My expertise and history has been running large sales and operation, support teams. This is why this module and overall training g on leadership is key. There is a distinct difference between managing and leading your team. I’m going to help you with identify how to best deal with your team and bring them along on this growth journey with you but, in some cases, when you know and belive the new direction is the right thing and what is needed in your business, a team manner who is not the right fit for where you are going, well, by leading them, they will see they are not a good fit and they may resign. This is why I asked you to identify who they are, we will also work on a backup plan to start looking for the right team member to fill the role. Make sense?
Feedback:
The response addresses the objection by asking probing questions, which is good for discovery, but it lacks clarity and coherence at times. The salesperson does attempt to connect the conversation to the Leadership Mastery module, indicating the value of their training program. However, the explanation becomes convoluted and may confuse the prospect rather than reassure them about their team's adoption of changes. The mention of a backup plan for team members not fitting the new direction may come off as somewhat negative and could undermine confidence. While the active listening aspect is present, the communication could be more structured and concise. Using a more straightforward closing technique would also help reinforce the value of the program and encourage a positive outlook on team adaptation. Overall, the response shows promise but lacks clarity and a strong, positive closing.
Score: 5/10
8.
8
/ 10Question:
"I want to prioritize this, but I've had some bad experiences with similar services before."
Answer:
Thank you for sharing this. Can you share an example or two of what you’re talking about? What would be a couple benchmarks that we would need to hit to give you confidence we are moving in the right direction?
Feedback:
The response effectively acknowledges the prospect's concern, which is crucial in building rapport. By asking for specific examples of past experiences, it demonstrates curiosity and an understanding that the prospect's feelings are valid. Additionally, the request for benchmarks shows a solution-focused approach and a willingness to align on expectations, which is excellent for establishing trust. However, it could benefit from some reassurance regarding how your service differs from their past experiences, perhaps by briefly mentioning your unique value proposition. Overall, a solid response that could be improved with a touch more empathy and assurance.
Score: 8
9.
7
/ 10Question:
"Can you ensure that this will really deliver the results I need? I’ve been burned before on other investments."
Answer:
I’m sorry that has happened to you before, And I surely don’t want you to feel like that again. While I can’t guarantee results because everyone’s effort is different what I can guarantee is this. First, would it make you feel better to talk with a few different clients that have varying levels of production to see how they feel and if this give you more confidence? Second- what I can guarantee is this- you and I will set clear and measurable benchmarks that you want to hit, with clear action items that upfront. Does this make sense? Great, I offer a money back guarantee for 90’days. It gives you an opportunity to work with me and make sure I’m doing what I say I’ll do. Here is all you have to do.. if you do the work and commit to your benchmarks and action items, and do the work. If you do this and don’t see the agreed upon results, you can request a full refund no questions asked. I’ve never had anyone that did their part ask for a refund but they always see results. By me committing to this with you does this make you feel more confident ?
Feedback:
The response effectively acknowledges the prospect's past negative experiences, which shows active listening and empathy. However, it could be improved by being more concise and focused. The offer to connect with previous clients adds credibility, but the phrasing could be clearer. The money-back guarantee is a strong closing technique that demonstrates confidence in your service, which is crucial in this situation. Overall, the solution-focused approach is good, but some parts could benefit from more clarity and a tighter structure to enhance communication flow. A few more probing questions could help further explore the prospect's specific needs and concerns.
In summary, a solid response but could be tightened up for clarity and impact.
Score: 7
10.
7
/ 10Question:
"I just need a bit more time to think this through; making a decision like this feels overwhelming."
Answer:
Understand, can you share what you are feeling overwhelmed about?
What would make you feel less overwhelmed? Listen to the answer then ask, How would we do this?
Once they tell me what we can do to remove the overwhelm, I am going to directly address and and ask again, does this sound good now?
Feedback:
Your response shows a strong consultative approach by asking about the specific overwhelm the prospect is feeling. This is an excellent way to uncover underlying concerns and demonstrate empathy. However, the follow-up question 'How would we do this?' might come off as a bit vague and could confuse the prospect. Instead, you could ask more specific questions about their concerns or what aspects of the decision-making process they find overwhelming. Additionally, while you plan to address their answers and ask if it sounds good, incorporating a closing technique earlier could help guide them toward a decision. Overall, it's a solid approach, but tightening up the questions and incorporating a more structured closing would enhance effectiveness.