Coaching program
Sales Assessment Results by Steve McNamara
55
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real; your average score of 5.5 tells me there’s a solid foundation, but you’re far from hitting your peak potential. You’ve shown some good instincts, especially when it comes to inviting prospects to share their thoughts and concerns. That curiosity is a strength, but it often fizzles out when it comes to delivering specific, tailored solutions that resonate with your audience. You have a knack for engaging prospects, but you need to dig deeper into their budget constraints and pain points. Too often, your responses come off as presumptive, lacking the empathy and understanding that builds trust. You must practice using techniques like SPIN Selling or the PASTOR Framework to guide your conversations more effectively. Those frameworks can help you explore the Situation and Problem while amplifying the implications of not addressing their concerns. Remember, every prospect has a unique story, and it’s your job to uncover it. Here’s your takeaway: next time, instead of just jumping into selling, take a moment to connect, ask probing questions, and weave in stories of past successes to build credibility. Make it about them, not just your program. You're on the right path; now, it's time to elevate your game.
Question Breakdown
1.
2
/ 10Question:
"We've allocated our budget for this quarter elsewhere, can we revisit this next fiscal year?"
Answer:
What if I could show you a way that it improves your bottom line this quarter would you then be open to move on this now?
Feedback:
The response lacks depth and does not adequately acknowledge the prospect's concern about budget allocation. Although it attempts to pivot towards a potential ROI, it fails to build rapport or explore the customer's situation further. There should have been a curiosity-driven question to understand their budget constraints better or to discuss the implications of delaying the decision. Additionally, it would have been beneficial to offer a solution that addresses budgetary concerns while still highlighting the value of the coaching program. Overall, the approach feels too presumptive without an adequate understanding of the prospect's priorities and limitations.
2.
5
/ 10Question:
"I'm concerned about how your coaching program will integrate with our current methodologies and practices."
Answer:
Can you tell me more about your current methodologies and practice?
Feedback:
The response does a commendable job of inviting the prospect to share more about their current methodologies, indicating a willingness to listen and understand. However, it lacks specificity regarding how your coaching program might align with or enhance their existing practices. To strengthen the response, you could follow up with a statement that demonstrates how previous clients have successfully integrated your coaching program. Additionally, addressing potential integration concerns directly and emphasizing your program’s flexibility would enhance credibility. Overall, it effectively opens a dialogue but needs more depth and reassurance regarding integration.
3.
6
/ 10Question:
"How do I justify the ROI of this program to our stakeholders when we're already under tight budget constraints?"
Answer:
Can you tell me more about the room you do have in your budget and what specifically are stakeholders expectations if they were to commit to this program?
Feedback:
The response does well to inquire about the prospect's budgetary constraints and stakeholder expectations, showing an understanding of the financial concerns at play. However, it could be improved by proactively addressing ROI by providing examples of past client successes or potential metrics that demonstrate the program's value. This would help to alleviate concerns and build confidence in the investment. Additionally, incorporating a follow-up statement that connects their current budget limitations to potential outcomes from the program would strengthen the response further. Overall, while it opens up a dialogue, it lacks a strong value proposition and reassurance regarding the ROI.
4.
4
/ 10Question:
"We've had mixed results with coaching in the past, what makes your program different this time?"
Answer:
That’s an interesting question from someone who hasn’t done my program before. What I will say is that the feedback I have received from current clients is they stay in my program because it over delivers on the promise and it’s a supportive environment for each individual goals and desired outcomes providing solid strategy and sustainable results.
Feedback:
The response begins with a dismissive tone by implying that the prospect's question stems from a lack of experience with the program, which could alienate them. While it highlights positive feedback from current clients about the program's supportive environment and delivery on promises, it misses an opportunity to directly address the prospect's concern about mixed results. To improve, you should specifically outline what differentiates your coaching from past experiences, perhaps by providing examples of unique methodologies or success stories that speak to tangible outcomes. Additionally, asking the prospect about their previous experiences and what they specifically found lacking could foster a more collaborative conversation and build trust. Overall, the response lacks empathy and a tailored approach to the prospect's specific concerns.
5.
5
/ 10Question:
"I'm worried about the time commitment required from our team—will they be able to manage their regular workload alongside this?"
Answer:
A key element of the program is focused on implementing tools and simple systems to be more effective in the workplace saving time. The program also provides training on leadership and communication to help improve workplace efficiency.
Feedback:
The response addresses the time commitment concern by emphasizing that the program focuses on efficiency and provides tools to save time. However, it lacks a direct acknowledgment of the prospect's worry about balancing their team's workload. To improve, consider asking the prospect about their current workload and specific time constraints. Additionally, providing examples of how past clients successfully integrated the program without overwhelming their team would strengthen your position. Overall, while the response highlights efficiency, it could benefit from a more personalized approach and direct engagement with the prospect's concern.
6.
6
/ 10Question:
"What kind of ongoing support do you provide after the coaching sessions are completed?"
Answer:
Firstly I’d like to ask what kind of support are you potentially wanting? Generally At the end of the program based on results we assess what steps would be best to take next. There is an option to continue the program further with personalised support and coaching. Then there is an option to invest in a heavily reduced lifetime rate to access resources and group support.
How does that sound?
Feedback:
The response starts well by inviting the prospect to articulate their specific needs for ongoing support, demonstrating curiosity and engagement. However, it could enhance clarity by outlining what types of support are typically available after the coaching sessions, rather than asking the prospect to specify first. This would provide the prospect with a clearer picture of options before diving into details about personalized support and group access. While mentioning the reduced lifetime rate adds value, it would be beneficial to emphasize the advantages of ongoing support in relation to their goals. Overall, the response is informative but could benefit from a more structured presentation of the support options to ensure the prospect clearly understands the benefits and how they align with their needs.
7.
7
/ 10Question:
"How will the effectiveness of your coaching be measured, and can we expect tangible results?"
Answer:
The effectiveness of my coaching can be measured by the goals we help you set in the program. For example if you set a goal around your health there will be tangibles such as weight lost, muscle gained and steps measured. Another example would be if you set a sales goal- the tangibles to measure would be leads through funnel and sales targets. The program has proven strategies that have helped many committed clients in the past achieve their goals.
Feedback:
The response effectively addresses the prospect's concern by clearly explaining that the coaching effectiveness is tied to specific goals that clients set. By providing concrete, relatable examples such as health metrics and sales targets, you help the prospect visualize potential outcomes. However, to enhance the response, consider incorporating a framework for how these results will be tracked and reported over time. Additionally, mentioning any testimonials or case studies that highlight past successes would add credibility and reinforce the value proposition. Overall, the response is informative but could benefit from more emphasis on measurement consistency and client success stories.
8.
7
/ 10Question:
"With seasonal factors impacting our business right now, is this the right time to invest in coaching?"
Answer:
Can you please tell me more about the seasonal factors? I’ve had several clients complete this program in the past who had fluctuations in their business which you could say were seasonal. What they found by doing the program was as their mindset and emotional fitness improved they were able to take more calculated risks in their business decisions which helped their business to be set up for continued growth in any season.
Feedback:
The response begins well by seeking to understand the prospect's specific seasonal factors, which demonstrates curiosity and an eagerness to engage. However, while mentioning past clients who benefited during seasonal fluctuations is useful, it lacks a strong emphasis on how this coaching program can be specifically tailored to address the current challenges the prospect faces. To improve, consider offering concrete examples of how clients overcame seasonal obstacles and achieved growth through the program, as well as outlining the immediate benefits of starting the coaching now rather than delaying. Overall, this response could effectively build rapport but should focus more on the prospect's unique situation and the immediate value of investing in coaching at this time.
9.
6
/ 10Question:
"Are there alternative solutions that might provide similar benefits without the same level of investment?"
Answer:
What would be an investment level that has you feels more comfortable and what is the biggest problem you are looking to solve by investing in coaching?
We can tailor the solution to suit based on your response
Feedback:
The response shows a good level of curiosity by asking the prospect about their comfort with investment and the problems they seek to solve. This approach effectively opens the door for a dialogue that could lead to understanding their needs better. However, it lacks a direct comparison to alternative solutions and fails to address the prospect's query about finding similar benefits for less investment. To improve, consider mentioning the unique value your coaching program offers, which justifies the investment, while also exploring whether there are smaller-scale solutions or packages that could meet their needs. Overall, while the response is engaging and invites discussion, it needs to more directly address the prospect's concern about alternative solutions.
10.
7
/ 10Question:
"How can we ensure that we're not disrupting our team's morale during the implementation of this coaching program?"
Answer:
The program offers training and guidelines for how to best support your team during the implementation of this program. It also offers accountability and group coaching so if anything is effecting team morale it can be addressed immediately and any solutions from this can be implemented straight away. We have worked with big teams in the past and the feedback we have received is how the structure the program provides enhances morale organically which improves both performance and productivity in the team.
Feedback:
The response effectively addresses the concern about team morale during the implementation of the coaching program. It highlights the training and guidelines provided, which can help manage the integration process smoothly. The mention of accountability and group coaching indicates a proactive approach to addressing potential morale issues as they arise. However, to further strengthen the response, consider providing specific examples or testimonials from previous clients that illustrate how the program positively impacted team morale. Additionally, including a question to the prospect about their specific concerns regarding morale could foster engagement and demonstrate a more personalized approach. Overall, the response is solid but could benefit from more concrete evidence and a collaborative tone.