Personal Training
Sales Assessment Results
34
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real. Your performance in this test was underwhelming, averaging a score of 3.4. To say it's disappointing would be putting it mildly. You have a few glimmers of promise, like acknowledging budget concerns and trying to create urgency, but overall, you're skimming the surface without diving deep into the needs and objections of your prospects. It’s clear you need to step up your game in understanding and articulating the value of what you offer. You consistently fail to engage deeply with your prospects, failing to ask the right questions or provide tailored solutions that resonate with their specific situations. You don't just need to learn more techniques; you need to master them. I suggest you focus on Solution Selling and Objection Handling Techniques. These will help you address client concerns more effectively and tailor your approach to meet their unique needs. Remember, sales is not just about selling; it's about solving problems. Your coaching moment is this: don’t just scratch the surface. Dive into the details, understand your client's world, and show them how your solution is the answer to their problems. You have the potential to do better, but it starts with a commitment to truly understanding your prospects.
Question Breakdown
1.
4
/ 10Question:
"We have a tight budget this quarter, how can we justify this luxury expense?"
Answer:
Totally understand. As discussed today I know (your goal) is very important to you and want to help you reach that goal without breaking the bank.
Feedback:
The response acknowledges the budget concern, which is a good start, but it lacks depth and does not effectively address the objection. It doesn't explore or articulate the value of personal training in relation to the client's goals or how it can actually save them money or lead to better health outcomes in the long run. A more solution-focused approach would include offering a tailored solution that fits their budget or emphasizing the long-term benefits of investing in personal training. Additionally, it would be beneficial to ask questions about their specific goals and how they envision achieving them within their budget constraints. Overall, the response could be more engaging and value-driven, lacking an effective closing technique or a sense of collaboration.
Score: 4/10
2.
5
/ 10Question:
"Our current training vendor has been with us for years; why should we consider switching to your services?"
Answer:
Understandable. How much is your current trainer charging monthly? And what’s the ROI of that payment?
Feedback:
The response acknowledges the prospect's long-standing relationship with their current vendor, which is a good start. However, it lacks a deeper exploration of the value proposition for your services. Instead of solely focusing on cost and ROI, it would be beneficial to highlight the unique benefits or advantages your services offer over their current vendor. Asking about the ROI is a useful question, but it should be paired with insights on how your services can enhance their training outcomes or address gaps they might not even be aware of. Additionally, the tone could be more engaging and collaborative, inviting the prospect to discuss their specific needs and how you can meet them better than the competition. Overall, while the inquiry is relevant, it needs more depth and a stronger emphasis on the unique value of your offering.
3.
5
/ 10Question:
"With so many priorities on our plate, how can we be sure that investing in personal training is urgent right now?"
Answer:
With all these priorities your body and mind need to be in pristine condition. Imagine not filling up your car with gas because you have a busy day. You’re not gonna get the job done! I’m here to make sure you stay fueled, energized, and ready to win at those other priorities in life
Feedback:
The response attempts to create a sense of urgency by using a relatable metaphor about fueling a car, which is a good approach to convey the importance of personal training. However, it lacks a direct connection to the specific priorities the prospect mentioned. It would be more effective to ask questions to uncover which priorities are taking precedence and how personal training can align with or enhance their ability to meet those priorities. Additionally, it could benefit from more concrete examples of how investing in personal training can lead to better performance in other areas of life, thereby reinforcing the urgency. Overall, while the metaphor is engaging, the response needs to be more tailored and solution-focused to fully address the objection.
4.
4
/ 10Question:
"I'm worried about how our employees will adapt to a new training program; what support do you offer for that?"
Answer:
What is your biggest worry with regards to your employees?
Feedback:
The response shows a willingness to understand the prospect's concerns, which is a positive approach. However, it lacks specificity in addressing the particular objection about employee adaptation to a new training program. Instead of solely asking about their worries, it would be more effective to provide reassurance by outlining the support mechanisms you offer, such as onboarding sessions, feedback processes, and continuous support throughout the transition. Additionally, incorporating examples of past successes or testimonials can help build credibility. By not providing information on how you can facilitate the adaptation process, the response misses an opportunity to demonstrate value and alleviate concerns.
Overall, while the question is a good starting point for discovery, it falls short in elaborating on the support aspect, which is crucial for addressing this objection.
5.
5
/ 10Question:
"Can you share how your program demonstrates a clear ROI compared to other training options available?"
Answer:
Absolutely yeah so the peer reviewed science clearly shows that the most important factor in long-term health is consistency. Most people struggle with consistency because they travel, have a family, and prioritize other things in life. My program makes it so that no matter where you are in the world as long as you have an Internet connection, you will be able to complete your workouts, track your meals, and monitor your progress each and every day
Feedback:
The response emphasizes the importance of consistency in achieving long-term health, which is a valuable insight. However, it falls short of directly addressing the prospect's request for a clear ROI comparison with other training options. While highlighting the adaptability of your program is beneficial, it would strengthen the response to include specific metrics or success stories that demonstrate past client outcomes or improvements in health and productivity due to your training program. Additionally, providing a tangible comparison, such as cost savings or measurable results compared to competitors, would enhance your credibility. Overall, while the response presents a good point about consistency, it lacks the focused ROI discussion the prospect is looking for, which is crucial in a competitive landscape.
6.
0
/ 10Question:
"We have compliance requirements that your program may not meet; can you clarify how you handle those?"
Answer:
Not really
Feedback:
The response "Not really" does not address the objection at all, which is critical in a sales conversation. It shows a lack of effort to engage with the prospect's concerns about compliance, leaving them without any reassurance or information. This response fails to communicate understanding or value, and it does not ask any follow-up questions to explore the prospect's compliance requirements. Overall, this is a missed opportunity to build rapport and demonstrate how your program can meet their needs.
A more effective approach would include an acknowledgment of their compliance concerns, an explanation of how your program adheres to regulations, and an invitation to discuss specific requirements they might have.
7.
1
/ 10Question:
"What assurances can you provide regarding the long-term value and scalability of your personal training services?"
Answer:
Absolutely.
Feedback:
The response "Absolutely" is far too vague and does not provide any substantive information to address the prospect's concerns regarding long-term value and scalability. It lacks detail and fails to engage the prospect in a meaningful way. To effectively handle this objection, you should provide specific examples of how your training services have delivered long-term value to clients, such as measurable outcomes, testimonials, or case studies. Additionally, discussing scalability—how your services can grow or adapt to meet changing client needs—would be crucial. This response does not demonstrate active listening or curiosity about the prospect's specific concerns and misses the opportunity to build rapport and trust. Overall, this is a missed opportunity to convey the value of your services.
8.
0
/ 10Question:
"Our decision-making process involves multiple stakeholders; how will you facilitate alignment among them?"
Answer:
In what aspect of personal training does this ever work?
Feedback:
The response is unresponsive and does not address the prospect's concern about aligning multiple stakeholders in the decision-making process. It lacks engagement, curiosity, and a solution-oriented approach. Instead of questioning the relevance of alignment in personal training, it would be more effective to provide strategies on how you can facilitate discussions among stakeholders, such as offering to present to the group, providing informational materials, or discussing how past clients have navigated similar situations. Overall, this response misses the opportunity to build rapport and demonstrate value in addressing a complex decision-making scenario.
9.
4
/ 10Question:
"I've heard mixed reviews about your company in the market; how can I trust that your program will deliver results?"
Answer:
Totally understand, and very smart of you to do your research ahead of time to learn more about our company. Of course, with every company, some people have good experiences, and some people have bad experiences. However, I can assure you that our customization ability of this program will allow you. To make sure that you’re gonna
Feedback:
The response begins positively by acknowledging the prospect's diligence in researching the company, which is a good approach. However, it doesn't effectively address the core concern regarding mixed reviews and trust. Instead of just stating that experiences can vary, it would be more impactful to provide specific evidence of success, such as testimonials from satisfied clients, case studies, or metrics demonstrating the effectiveness of your program. Additionally, the phrase "allow you" appears incomplete and may confuse the prospect. A more complete response would emphasize how your program addresses common concerns and offers a reliable pathway to achieving results. Overall, the response lacks depth and the necessary reassurance to build trust.
10.
6
/ 10Question:
"Given the current economic climate, what makes your personal training service a worthwhile investment right now?"
Answer:
Totally understand you’re trying to be as financially careful as possible in this economy. However, based on our discussion, you’ve shown me time and time again that you’ve struggled with consistency with regards to your workouts. And you say you haven’t been working out, haven’t been eating healthy, and haven’t been sleeping all that well. All of those things affect your ability to make money in this economy and to make decisions every single day. With my personal training program, we’ve had several people build this level of consistency by making a year-long commitment to a tailored workout program.
Feedback:
The response begins by acknowledging the prospect's financial concerns, which is a positive approach, but it could benefit from a more focused exploration of the economic climate. While you highlight the prospect's struggles with consistency, it's important to tie this back to how your personal training services can lead to improved health outcomes that ultimately save or earn them money in the long term. Providing specific examples or testimonials of other clients who have benefited despite economic challenges would strengthen your argument. Additionally, emphasizing the value of investing in health during tough times could create a stronger connection. The closing about the year-long commitment is a good start but could be strengthened by reiterating the potential ROI. Overall, while the response shows empathy and understanding, it could be more solution-oriented and specific to the context of the current economic climate.