Digital Marketing Agency scaling coaching
Sales Assessment Results

"We're already working with another marketing agency, why should we switch?"

Im not sure you should just yet. If you could change anything about them what would it be?

The response shows a good start by asking a thoughtful question, which demonstrates curiosity and discovery. However, it lacks a strong addressing of the objection and doesn't clearly communicate the unique value proposition of your services. Additionally, it misses an opportunity to build rapport or explore the prospect's current pain points. A more assertive approach with a clear rationale for switching agencies, combined with a follow-up question that delves deeper into their experience with the current agency, would strengthen the response. Overall, while there's a hint of engagement, it falls short of effectively addressing the prospect's concern about switching agencies. Score: 4/10 for initiating a conversation but lacking depth and clarity in value exploration.

"Your pricing structure seems too complex; can you simplify it for me?"

How do you mean “too complex”?

The response does not effectively address the concern raised by the prospect. While seeking clarification is a good practice, the salesperson fails to provide any initial reassurance or a brief summary of the pricing structure to ease the prospect's confusion. There is a lack of clear communication and an opportunity to demonstrate understanding of the prospect's perspective. Furthermore, the response does not explore potential solutions or value, nor does it engage the prospect in a collaborative manner. It feels somewhat dismissive. A more constructive approach would involve simplifying the explanation upfront and then asking for clarification on specific parts that remain confusing. Overall, the response lacks the necessary depth and warmth to build rapport. Score: 2/10

"How can I be sure that your coaching will deliver results in my industry?"

What makes you concerned that you may not hit your targets working with us?

The response addresses the objection by prompting the prospect to share their concerns, which is a good start for uncovering deeper issues. However, it lacks a direct reassurance about the effectiveness of the coaching, which is critical when addressing skepticism. Clear communication is partially effective, but the tone could be more reassuring. There’s no closing technique employed, nor is there an exploration of the value the coaching could provide specifically for the prospect’s industry. While asking a question shows curiosity, it's also important to provide some initial value or examples that demonstrate past success. Overall, the response needs a stronger focus on addressing the prospect's concern directly while still encouraging dialogue. Score: 4

"We don't have the budget for this right now; can you offer a cheaper solution?"

I mean we could but Im concerned for you if we did that because how coukd we commit the resources needed for you to hit your target within 6 months?

The response attempts to address the concern by expressing genuine concern for the prospect's success, which demonstrates active listening and a collaborative approach. However, it lacks a clear communication structure and doesn't directly address the budget issue or explore alternative solutions. It would be beneficial to acknowledge the budget constraint more explicitly and suggest lower-cost options or payment plans that can still align with their goals. Additionally, the response could benefit from more curiosity-driven questions to understand their specific financial limitations and needs better. Overall, while the intention is good, the effectiveness and clarity of the response need improvement.

"Can you provide case studies or success stories that demonstrate your effectiveness?"

Of course I can send them over now but let me ask, if you review them and theyre good, what’s your next step?

The response effectively acknowledges the request for case studies, which shows active listening. However, it could be improved by first providing a brief overview of a relevant success story or two before transitioning into the question about the next steps. This would help in demonstrating value right away. The tone is appropriate, but the phrasing of the follow-up question could be more open-ended to encourage a deeper conversation and show curiosity about the prospect's needs. The closing technique is decent, but lacks a collaborative approach that would build rapport. Overall, a solid attempt but could benefit from additional value exploration and engagement.

"I'm concerned that we won't have enough time to implement your strategies alongside our current workload."

Is hitting your target of $1 million profit in 12 months the most important goal in the business? What’s more important to you: process or progress?

The response takes a somewhat aggressive approach by redirecting the question back to the prospect without addressing their concern about time. This could come off as dismissive rather than empathetic. While it does attempt to clarify the prospect's priorities, it fails to acknowledge the valid concern about workload. A more effective response would have included reassurance about the implementation process, possibly suggesting a phased approach or offering support to ease the transition. Asking thoughtful follow-up questions is valuable, but they should be framed in a way that shows understanding of the prospect's current situation. Overall, the response lacks clear communication, does not demonstrate active listening, and misses an opportunity for a collaborative approach to address the prospect's concern. Score: 3

"What if we don’t see immediate results? How will you support us during that time?"

What kind of support do you think you might need? Can I count on you to stick to the program even if it feels like you’re not seeing immediate progress?

The response acknowledges the prospect's concern but lacks depth in addressing the worry about immediate results. While asking about the type of support needed is a good start, the response could benefit from providing reassurance about the support available during the process, such as regular check-ins, resources, and strategies for maintaining momentum. Additionally, affirming the prospect's commitment to the program is essential, but it should be balanced with an empathetic tone. Overall, the response feels slightly defensive and doesn't fully explore the value of the program or how the agency will actively support the client. A more solution-focused approach, with clear examples of support, would strengthen the communication. Score: 5

"I'm not convinced that digital marketing is the right approach for our business; can you address that?"

What makes you say that? Is there an example you have where digital marketing hasnt grown a business?

The response effectively invites the prospect to elaborate on their concerns, demonstrating curiosity and a willingness to understand their perspective. However, it lacks a direct attempt to address the objection first. Instead of simply asking for examples, the salesperson could have also provided insights or statistics on how digital marketing has helped similar businesses. This would show value exploration and active listening. The tone is appropriate for a coaching context, but it could benefit from a warmer, more collaborative approach. Overall, while the response opens the dialogue, it misses the mark on providing reassurance or solutions right away.

"Other agencies have promised similar results; what makes your approach different?"

Out of the hundreds of applications we receive each week, what makes you different from anyone else we’d consider?

The response does not effectively address the client's concern about differentiation. Instead of providing a clear explanation of what sets your agency apart, it shifts the focus back to the prospect, which may come off as defensive rather than collaborative. This approach misses an opportunity to demonstrate value and build rapport. There is also a lack of curiosity and discovery; asking about the prospect instead of sharing your unique selling propositions does not help in establishing trust or providing a solution. A more effective response would directly highlight your unique methodologies, success stories, or case studies that demonstrate your agency's distinctiveness. Additionally, engaging the prospect with thoughtful questions about their specific needs could help in fostering a more productive conversation. Overall, this response feels dismissive and does not create a positive dialogue.

"We need to consult with our board before making any commitments; how can you help us with that?"

Ok so how do your board feel about your business hiring a coach to support achieving business target of $1 million profit within 12 months?

The response attempts to address the objection by probing into the board's feelings about hiring a coach, which shows some curiosity. However, it lacks effectiveness in addressing the concern since it doesn't provide reassurance or value on how the coaching process can support the board's decision-making or the company's goals. There's also a missed opportunity to engage in a collaborative discussion about the board's priorities or to offer to support the prospect in presenting the coaching solution to the board. The communication could be clearer and more supportive, with a more consultative tone. Overall, it feels a bit abrupt and doesn't close effectively on the next steps or further engagement. To improve, consider acknowledging the need to consult with the board, offering to provide information or a proposal that they can present, and asking deeper questions about what specific concerns the board might have regarding hiring a coach. This would demonstrate active listening and a more solution-focused approach. Score: 4