Fitness Coaching
Sales Assessment Results
48
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s get real here – your performance is falling short of where it needs to be. With an average score of 4.8, you’re hovering at a level that’s simply not good enough for a top performer. You’ve got some good instincts, particularly when you highlight ROI and past experiences, but your approach is often too transactional and lacks the empathy that builds trust. You’re missing the mark on engaging with your prospects and exploring their specific needs.
Patterns are clear: you tend to dismiss concerns instead of acknowledging them and lack the collaborative spirit needed to foster deeper conversations. You need to ask more questions and listen actively. When prospects raise budget issues or loyalty concerns, they need to feel heard, not brushed aside.
To elevate your game, dive into consultative selling and objection handling techniques. These will help you refine your ability to empathize and engage more meaningfully with your prospects. Remember, it’s not just about providing solutions; it's about crafting a partnership.
Here’s your coaching moment: Think of every conversation as an opportunity to connect, not just to close. When you truly listen and respond to the unique concerns of your prospects, you’ll not only improve your scores but also build the kind of relationships that lead to long-term success.
Question Breakdown
1.
3
/ 10Question:
"How can I justify this investment to my stakeholders when we're already stretched thin on our budget?"
Answer:
If you don't invest in yourself. How do you expect other people to?
Plus, if you're not crushing it for your stakeholders, enough for this $10k to be an impulase purchase... how is NOT investing in yourself likely to improve that situation?
Feedback:
The response lacks effectiveness in addressing the concern about budget constraints. While it attempts to provoke thought, it may come off as dismissive rather than helpful. A more empathetic and solution-focused approach would acknowledge the stakeholder's budget concerns and explore the potential ROI of investing in fitness coaching. Additionally, it does not ask any questions to uncover the specific needs or challenges faced by the stakeholders, which could have fostered a more collaborative conversation. Overall, the tone could be softened to better resonate with the prospect's situation.
To improve, consider offering specific examples of how previous investments have led to measurable benefits, or suggesting a phased approach to investment that aligns with budget considerations.
2.
2
/ 10Question:
"We have a long-standing relationship with our current vendor; why should we consider switching to a new fitness coaching program?"
Answer:
Stay with them if you like. But we're getting better results, quicker, for less investment. Take the choice.
Feedback:
This response lacks a constructive approach and fails to address the prospect's concern about their long-standing relationship. While it mentions better results and a lower investment, it does not effectively explore the value or benefits in a way that resonates with the prospect. A more effective response would involve acknowledging their loyalty, asking questions about their current satisfaction, and highlighting the unique benefits your program offers with a collaborative tone. Overall, this response could come across as dismissive rather than persuasive.
3.
5
/ 10Question:
"Given the competitive landscape, how do I know your program will deliver better results than others we’re evaluating?"
Answer:
Try it for yourself and find out. We offer 30 day money-back guarantee. Plus, we have 1000s of happy customers.
Feedback:
The response addresses the objection by offering a trial and highlighting customer satisfaction, which is a good start. However, it lacks depth in exploring the unique value of the program compared to competitors. There’s no engagement with the prospect’s specific concerns or an invitation to discuss their particular fitness goals. More emphasis on the program's unique features and benefits, along with asking questions to understand their specific needs, would enhance the effectiveness of the response. Additionally, using a closing technique that encourages them to take the next step would be beneficial. Overall, while the offer is enticing, the response misses an opportunity for a more personalized touch.
4.
4
/ 10Question:
"Can you explain how your coaching program complies with the latest industry regulations and standards?"
Answer:
Sure. You can find that info at (insert link) ... I'll check in with you tomorrow to see if you have any follow up questions, once you've read through.
Feedback:
The response lacks a comprehensive explanation of how the coaching program complies with industry regulations and standards. Instead of providing a link and following up later, the salesperson could have briefly highlighted key compliance aspects right away. This would demonstrate active listening and a solution-focused approach. Additionally, they should have asked if the prospect had any specific concerns or questions about compliance to foster a collaborative dialogue. Overall, the response feels transactional and misses the opportunity to build rapport and trust.
Score: 4/10
5.
6
/ 10Question:
"What assurances do you have that your coaching solutions will integrate smoothly with our existing systems?"
Answer:
I have the assurance from having done this 1800 times before.
Plus, integration is something we work on together.
Feedback:
The response demonstrates some effectiveness by highlighting past experience, which is a good approach in addressing the concern. However, it lacks specific details about how the integration process works and what steps will be taken to ensure a smooth transition. It could have included a more collaborative tone, emphasizing partnership and support throughout the integration. Also, adding some questions to uncover specific concerns about the existing systems would have showcased curiosity and active listening. Overall, while it shows some experience, it misses the mark on building rapport and providing a thorough solution-focused answer.
6.
7
/ 10Question:
"I’m concerned about the long-term value of this program; how do we measure ROI effectively over time?"
Answer:
Lets do an A-B comparison test of productivity, fitness, mental acuity and overall success, from some of your team ON the program, and some that aren't. Lets see what the data says.
Feedback:
The response effectively addresses the customer's concern by proposing a clear method to measure ROI through an A-B comparison test. This approach aligns well with a solution-focused strategy, demonstrating a commitment to understanding and validating the program's long-term value. However, the communication could be enhanced by acknowledging the prospect's concern more empathetically and perhaps asking follow-up questions to explore their specific metrics of interest. While the suggestion is proactive, it lacks a collaborative tone that could further build rapport. Overall, it could benefit from a more comprehensive approach that includes an initial acknowledgment of the concern and the establishment of a shared goal for measuring success.
Score: 7
7.
6
/ 10Question:
"We're currently focused on several urgent projects; why should fitness coaching take priority right now?"
Answer:
You've answered your own question. Fitness coaching IMPROVES that focus you mentioned. And improves productivity, which you'll need if you're working on urgent projects.
Feedback:
The response effectively connects fitness coaching to the prospect's current focus on urgent projects, emphasizing productivity as a key benefit. However, it could have been more collaborative by asking a follow-up question to further explore their specific projects or challenges. This would demonstrate active listening and curiosity. Additionally, a more empathetic tone acknowledging their situation could strengthen rapport. Overall, it's a decent attempt but lacks depth and engagement.
8.
6
/ 10Question:
"We've had past experiences with coaching programs that didn't meet our expectations; how different is your approach?"
Answer:
It's completely unique. Both in method and practice. We take a holistic approach, covering the 5 main areas of fitness, rather than just focusing on exercise and nutrition.
Feedback:
Your response does a good job of addressing the concern about past experiences by stating that your approach is unique and holistic. However, it lacks depth and specific details that would help build credibility and trust. Consider elaborating on what those 5 main areas are and how they differ from traditional coaching methods. Additionally, asking a follow-up question about their previous experiences could show that you're listening and genuinely interested in addressing their concerns. A stronger closing technique could also help in guiding them toward a positive decision. Overall, it’s a good start but needs more engagement and clarity.
9.
2
/ 10Question:
"Can your program be customized to fit our unique organizational goals and employee needs?"
Answer:
Of course.
Feedback:
The response is far too brief and lacks depth. While it acknowledges the objection, it doesn't provide any details or examples of how the program can be customized, which is crucial for building trust and demonstrating value. There’s no engagement or further questioning to explore the prospect's specific needs. A more effective response would include asking follow-up questions to understand their goals better and providing examples of past customizations. Overall, this reply falls short in addressing the concern effectively and lacks a collaborative approach.
Score: 2.
10.
7
/ 10Question:
"What kind of ongoing support and training will you provide after implementation to ensure success?"
Answer:
We provide 360 degree appraisals. In-process training. Shadowing. And regular updates. This ensures we have a unique perspective on how to not only adjust the coaching for teh individual - but to evolve it for the next member of your team that goes through the process. So results and success are magnified, for each member of your team that goes through the coaching.
Feedback:
Your response addresses the concern about ongoing support and training effectively by highlighting various methods like appraisals and shadowing. However, it could benefit from clearer communication – simplify the language and make it more relatable to the prospect's needs. Additionally, while you mention the evolution of coaching, consider asking the prospect if they have specific support needs or what success looks like for them. This would show curiosity and a collaborative approach. Overall, you provided a good foundation but missed the opportunity for deeper engagement and personalized solutions.
Score: 7