Online Fitness Coaching - Service
Sales Assessment Results
51
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here. Your performance is hovering around mediocre, and it's time to shake things up. You have some solid moments where you demonstrate good rapport-building and consultative selling techniques, especially when you connect goals to benefits. But overall, there's a glaring inconsistency in your approach. You often fail to deliver a compelling value proposition, and your closing techniques are weak, leaving prospects hanging without a clear next step.
You consistently miss opportunities to highlight the unique benefits of your program and how it directly addresses your prospects' concerns. This lack of specificity not only weakens your pitch but also diminishes the perceived value of what you're offering. Your responses need more structure and clarity, especially when addressing objections. It's clear that you know your stuff; now you need to communicate it effectively.
I suggest you dive deeper into mastering the Value Proposition Selling technique. This will help you articulate the unique benefits of your services in a way that resonates with your prospects. Additionally, practicing Closing Techniques, specifically engaging questions that prompt commitment, will help you convert more of those conversations into sales.
Remember, every conversation is an opportunity to build trust and demonstrate value. Don't just acknowledge concerns—address them head-on. A great coaching moment for you is to internalize that your prospects are looking for solutions that justify their investment, so make them feel confident about choosing you. It's time to step up your game and bring the heat!
Question Breakdown
1.
3
/ 10Question:
"I'm worried about the monthly payments; how can I be sure this service is worth the cost?"
Answer:
OK I got you. What specifically is your biggest concern about the payments? Are you concerned that you physically wouldn’t be able to make the payments each month? Or are you more concerned that you’re gonna be spending money that’s not going to directly lead to your fitness results?
In my experience, it’s probably the latter. However, I can assure you that we have every possible measure in place to make sure that you can stay consistent within your program, including, but not limited to monthly check-in, measurable results, tailored workout,
Feedback:
Your response starts well by acknowledging the prospect's concern and asking clarifying questions, which is good for discovery. However, it lacks a clear value proposition to reassure the prospect about the worth of the service compared to the cost. Instead of assuming their concerns are mainly about results, you should present specific benefits of the program that justify the expense. Additionally, you didn't provide a strong closing technique to encourage further discussion or commitment. Overall, focus on demonstrating value directly related to their concern about the cost.
2.
6
/ 10Question:
"I feel like I have other priorities right now; can you help me see how this fits into my immediate goals?"
Answer:
Yeah, absolutely. Why don’t we uncover Some of those other priorities? Because earlier you mentioned how it was very important for you to get down below 30% body fat.
Being below 30% body fat is scientifically shown to help reduce stress, increase energy, and even improve mental clarity, which will likely help you with those other priorities.
Maybe you have other life’s priorities that are more important than fitness right now, but think of your fitness as a direct complement to these priorities. Kind of like putting a special sauce on top of your burger.
Feedback:
Your response demonstrates an understanding of the prospect's concern by inviting them to discuss their other priorities, which is a good consultative approach. You effectively connect the goal of achieving a lower body fat percentage to potential benefits that align with their priorities, such as reduced stress and increased energy. However, the analogy of fitness being like 'special sauce' may come off as too casual and could undermine the seriousness of their concerns. Consider using a more professional or relatable analogy to enhance your persuasive impact. Additionally, it would be beneficial to incorporate a stronger closing technique that encourages the prospect to engage further or commit to exploring how your service can fit within their priorities. Overall, you're on the right track but could refine your approach for greater effectiveness.
3.
7
/ 10Question:
"I've tried online coaching before, and it didn’t work for me. What makes your approach different?"
Answer:
Yeah Eddie, I totally understand where you’re coming from. I know you mentioned earlier that you felt that your last coach wasn’t as attentive to your specific goals, and didn’t hold you accountable when you would miss your workouts regularly.
Here at go arrive, we believe that accountability is the most important aspect of your tailored program, and that consistency will ultimately lead you to your desired results.
Take a look at my client, Jim. He had a poor experience with fitness coaching in the past, which caused him to put off working towards his fitness goals for a while. However, since starting our program, he’s massively, lost body, fat, added muscle, and has way more energy than he had even when he was younger.
So Eddie, let me ask you this, what specifically about your last online coaching program didn’t work for you? And based on what you’ve experienced with me today, what specifically is stopping you from investing in our online coaching program?
Feedback:
Your response effectively acknowledges Eddie's previous experience with online coaching, which helps establish rapport. By highlighting accountability as a key component of your program, you create a clear distinction between your service and his past experiences. Sharing a success story about a client, Jim, adds credibility and demonstrates the potential positive outcomes of your coaching.
However, while you do prompt Eddie to share his specific concerns, your closing questions could benefit from being more direct in guiding him toward a commitment. For instance, after addressing his past experience, directly ask how he feels about the accountability aspect and whether he sees that as a potential solution to his earlier dissatisfaction. Strengthening this closing technique would encourage further engagement and move towards closing the sale.
4.
7
/ 10Question:
"I’m not sure if I have time to commit to this coaching. How flexible is your program?"
Answer:
Hey Andrew, totally understand where you’re coming from. I know you have a very busy schedule with work, and I know your three kids take up a lot of time and energy.
But it’s very important to remember that improving your health and fitness translate into having more energy to accomplish other tasks, therefore freeing up more time to focus on other lives priorities.
That being said, however, our program is very flexible with regards to timing and location. Whenever you have to travel for work, you will be able to bring your equipment with you, and still complete your workouts regularly to be able to achieve your desired results, which you mentioned was to lose body fat and to positively influence your kids with health and fitness.
If you’re able to have this level of flexibility within my program, do you see how that will help you stay consistent and achieve your fitness goals?
Feedback:
Your response begins well by acknowledging Andrew's busy lifestyle and demonstrating understanding, which is crucial for rapport building. You effectively highlight the connection between fitness and increased energy, which can help address his concerns about time. However, while you mention the flexibility of the program, it would be beneficial to provide specific examples of how the program accommodates various schedules. For instance, you could mention options for shorter workouts or on-demand sessions that can be completed at any time.
Additionally, the closing question is good as it prompts engagement, but consider asking a more direct question about his willingness to explore a plan that fits his schedule. Overall, your approach is solid, but adding specific examples and refining your closing could enhance your effectiveness.
5.
5
/ 10Question:
"Can you assure me that your coaching will easily fit into my busy lifestyle without adding stress?"
Answer:
Yeah, you’re already stressed enough. You certainly don’t wanna add more!
And good news for you, by consistently, moving your body, strength, training, and fueling your body with the right nutrition consistently, you will actually decrease your overall levels of stress hormone in the body.
I totally understand your concern about adding stress, however, my online fitness coaching program will reduce your amount of stress, overtime, allowing you to be more productive and reaching other goals in life.
Feedback:
Your response starts off with acknowledging the prospect's stress, which is a good way to connect empathetically. However, while you mention that the program can help reduce stress, you don't provide specific examples of how the coaching itself is designed to fit into a busy lifestyle. Consider discussing flexible scheduling options, short workout routines, or how clients can integrate fitness into their daily activities without adding to their burden.
Additionally, the message could benefit from a clearer connection between the benefits of your coaching and how they directly address the prospect's concerns. A more explicit closing question that invites further engagement would also help in keeping the conversation moving toward a commitment. Overall, while you have the right intent, refining your message with concrete examples and strengthening the closure could greatly enhance your effectiveness.
6.
7
/ 10Question:
"I’ve seen other options that seem more affordable; can you explain the value your service provides?"
Answer:
Yeah, absolutely. I know it can be very tempting to wanna go for the cheapest and most affordable option.
However, it’s important to focus on the specific results you want to achieve, and make sure that that program will allow you to achieve those results.
During our evaluation, we noted that your knees came in when you go down to a squat, showing that your gluteus medius, medial, hamstring, and medial calf muscles need strengthening to help you move properly, not get hurt, and set your body up for optimal function.
Knowing this information, it’s very important for you to complete the prescribed exercises that will help alleviate these muscular imbalances and ultimately help you reach your goals.
If you were able to follow this method, fix your muscular imbalances in the knees, and move more effectively without getting injured would you be ready to move forward with this program?
Feedback:
Your response effectively addresses the prospect's concern about affordability by shifting the focus toward value and results. You emphasize the importance of achieving specific results tailored to their needs, which is a solid approach. Additionally, by referencing the evaluation findings regarding their knee positioning and the necessary strengthening exercises, you are providing a personalized touch that underlines the expertise of your program.
However, while you do a good job of highlighting a specific aspect of the service, you could enhance the value proposition by discussing other unique benefits of your coaching, such as ongoing support, accountability, or community access. Furthermore, the closing question is effective, but it could be more engaging by asking how they feel about the value of a tailored program versus a generic alternative, encouraging more dialogue.
Overall, you're on the right track, but incorporating broader aspects of value and refining the closing could improve your effectiveness.
7.
6
/ 10Question:
"I don't want to waste time on something that won't yield results. How quickly can I expect to see changes?"
Answer:
I totally understand not wanting to waste time on something that’s not actually going to help get the results you want.
Historically, speaking, people tend to feel the changes after a few weeks, and see the changes after a few months. Those first few months can be a mental challenge since a lot of times people don’t see the very specific goal. Coming to fruition. However, that’s why it’s very important to be on a tailored program where you’re held accountable to overcome these mental roadblocks so that you can start actually seeing your results after a few months.
It’s also important to stay consistent towards working towards these goals even after you start to see progress within the first few months.
I know your goal is fat loss, and if you were able to start seeing some progress within the first few months and then arrive at your ultimate goal by the end of the year, would you be ready to get started today?
Feedback:
Your response begins well by acknowledging the prospect's concern about the time investment and the desire for results, which helps build rapport. However, the explanation about when clients typically see changes could be clearer and more positive. Instead of framing the first few months as a mental challenge, emphasize the small wins clients may experience along the way, which can motivate them and reduce their perceived time investment. Additionally, while you mention the importance of accountability in a tailored program, consider providing specific examples of how your coaching will track progress and support them during this period.
The closing question is effective in encouraging commitment, but it could be more impactful by asking how they feel about the expected timeline and their willingness to engage in a program that provides support and accountability during those initial months. Overall, refine your messaging to be more encouraging and specific about the structured support your program offers to enhance effectiveness.
8.
4
/ 10Question:
"I’m concerned about ongoing support. What happens if I need help after I sign up?"
Answer:
Your online fitness coach is there to help throughout the whole process and keep you accountable all year long
Feedback:
Your response acknowledges the prospect's concern about ongoing support, which is a good start. However, it lacks specific details on how the support will be provided after signing up. To enhance your response, consider mentioning the types of support available, such as regular check-ins, access to resources or a community, and how clients can reach their coach in various situations. This would give the prospect a clearer picture of the ongoing relationship and support they can expect. Additionally, a more engaging closing question could help guide the conversation toward a commitment. Overall, you need to elaborate on the support structure to effectively address their concern.
9.
0
/ 10Question:
"I have a tight budget; how can I justify this expense when there are cheaper alternatives?"
Answer:
Yeah I hear you.
Feedback:
Your response fails to address the prospect's concern at all. Simply saying 'Yeah I hear you' is insufficient and does not provide any justification for the expense or highlight the value of your service over cheaper alternatives. It's crucial to acknowledge the budget constraint while also emphasizing the specific benefits and results your program offers that justify the investment. Additionally, you should include examples of how your service is tailored to help the prospect achieve their goals, making it clear why it is worth the cost compared to budget options. This response lacks curiosity, engagement, and is not solution-focused, which are key elements in addressing objections.
Overall, this response does not demonstrate an understanding of the prospect's perspective or attempt to build rapport, leading to a very low effectiveness in overcoming the objection.
10.
6
/ 10Question:
"What if I don't see any improvement? Can I cancel the service easily?"
Answer:
Totally understand your concern. Oftentimes during a fitness program it does take time to start seeing your results. This is why we strongly encourage our year long program. Not only is it the most affordable option, it also forces you to truly commit to the process even if the results take a little longer to manifest.
We do have a month to month option however if you’re concerned about the commitment. Which would you prefer the yearlong or month to month?
Feedback:
Your response starts well by acknowledging the prospect's concern about not seeing improvement, which is important for building rapport. You emphasize that results take time, which can help set realistic expectations. However, the explanation regarding the year-long program as the most affordable option could come off as dismissive of the prospect's concerns. It would be beneficial to elaborate on specific support mechanisms in place to help clients achieve measurable results during the program, such as regular assessments or check-ins to track progress.
Additionally, although you mention the month-to-month option, the closing question could be more engaging. Instead of asking which option they prefer, ask how the prospect feels about committing to the longer program versus trying a month-to-month and what might help them feel more secure in their decision. Overall, while you have a solid foundation, enhancing your response with more detail on support and refining the closing could improve its effectiveness.