Consulting
Sales Assessment Results
45
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance in this test isn't just lacking; it's in desperate need of a wake-up call. With an average score of 4.5, you're not even scratching the surface of what effective sales conversations should be. Your strongest technique appears to be a basic acknowledgment of client concerns, but even that is often overshadowed by an assertive and presumptive approach that alienates rather than engages. You miss opportunities to build rapport through empathy and collaboration, which are critical in a consulting context.
The consistent pattern is a lack of depth in your responses. You often fail to ask open-ended questions, which is a missed chance to uncover the real needs of your prospects. Instead of digging deeper into their concerns or exploring flexible solutions, you tend to make assumptions or issue commands that come off as pushy. This is a sure-fire way to lose trust and rapport.
To elevate your skills, I strongly recommend diving into Consultative Selling and the PASTOR Framework. Learning to truly understand your client's needs and amplifying their concerns with empathy will transform your approach. You need to practice asking questions that foster a collaborative dialogue, allowing you to discover their unique pain points and expectations.
Here’s your coaching moment: remember, sales isn't about dominating the conversation; it's about guiding it. Shift from a mindset of asserting your solution to one of partnership and collaboration. When you genuinely seek to understand your prospect's needs, you'll not only gain their trust but also close more deals.
Question Breakdown
1.
0
/ 10Question:
"I love what you offer, but I’m not sure if I can fit the monthly payments into my budget right now."
Answer:
You can't afford not to fit the solution to your problems into your budget. Aren't you tired of suffering?
Feedback:
The response lacks empathy and fails to address the prospect's concern about budget constraints effectively. Instead of focusing on the pain points, it makes a presumptive statement that may alienate the prospect. A more consultative approach would involve understanding their financial situation and exploring flexible payment options or the value of the service to justify the investment. This response could damage rapport and trust.
Additionally, it does not ask any questions to discover the root of the budget concerns or engage the prospect in a collaborative manner. Overall, this approach is not effective for a consulting context, which typically requires a sensitive and understanding tone.
2.
2
/ 10Question:
"Can you guarantee that your consulting services will actually deliver the results I need?"
Answer:
I can guarantee that if you do exactly as I say, you will get results. How committed are you to living your dream life?
Feedback:
This response is overly assertive and lacks an understanding of the prospect's concerns about guarantees. While it attempts to provoke a commitment, it fails to provide a sense of partnership or collaboration, which is essential in consulting. Instead of issuing a guarantee, it would be more effective to discuss past successes, share case studies, or outline a clear process that demonstrates how you will work together to achieve their goals. Asking open-ended questions to explore their specific needs further could build trust and rapport, rather than focusing on a command for commitment.
3.
4
/ 10Question:
"What if we don’t see immediate benefits from your recommendations?"
Answer:
Great question. You have access to me via phone and text in between our weekly 1-1 check ins so that I can respond to your concerns. This will ensure you get the help you need when you need it.
Feedback:
This response provides a degree of accessibility, which is a positive aspect, but it fails to directly address the concern about immediate benefits. Instead of solely focusing on availability, it would be more effective to acknowledge the prospect's worry, possibly by sharing examples of how past clients have experienced gradual improvements and what they can realistically expect in terms of timeline for results. Additionally, asking a follow-up question to explore their expectations would enhance the collaborative approach. Overall, while there is a hint of responsiveness, it lacks depth in addressing the primary concern.
4.
6
/ 10Question:
"I’m really concerned about the time investment—my schedule is already packed."
Answer:
Let's look at your schedule together to figure out what's keep you so busy so that I can assist you with determining priority tasks. As I said earlier, one of my solutions is to teach you how to be get more done in less time.
Feedback:
This response demonstrates a collaborative approach by suggesting to work together on the prospect's schedule, which is a positive aspect. However, it could be improved by first acknowledging the prospect's concern about time investment with empathy. Additionally, providing specific examples of how your consulting services have helped past clients manage their time effectively or outlining the expected time commitment upfront could further alleviate their worries. A follow-up question to understand their current priorities could enhance the engagement and discovery process. Overall, this answer shows promise but lacks depth in addressing the root concern thoroughly.
5.
7
/ 10Question:
"I’ve had bad experiences with consultants before; how do I know this will be different?"
Answer:
I'm very sorry to hear about your bad experience. I've worked with hundreds of clients in the past, and will happily share their testimonials with you. Can you please share with me a bit about what happend with consultants in the past?
Feedback:
This response starts well by expressing empathy for the prospect's past bad experiences, which is crucial for building rapport. Offering to share testimonials is a good strategy for providing social proof and reassuring the prospect of your competence. However, while the follow-up question invites the prospect to elaborate on their past experiences, it would be even more effective to ask open-ended questions about their specific concerns or expectations moving forward. This would allow for a deeper exploration of their needs and reinforce a collaborative approach. Overall, this response shows progress toward a consultative style but could benefit from a more proactive showcase of how your services are different from their past experiences.
6.
6
/ 10Question:
"I need to run this by my partner first, and they’re a tough sell on new expenses."
Answer:
I would be happy to meet with you and your partner to go over my program and how it can help both of you. Would you mind calling your partner so that we can scheudle a date and time for us to meet?
Feedback:
This response acknowledges the need for the prospect to involve their partner, which is a positive aspect. However, it could be improved by expressing empathy for the prospect's situation regarding their partner being a tough sell on new expenses. Offering to provide specific information or tailored benefits that directly address the partner's potential concerns may also strengthen the pitch. Instead of simply asking the prospect to schedule a meeting, consider asking what concerns their partner might have or what information would be persuasive for them. This approach would demonstrate active listening and a collaborative mindset, further building rapport with the prospect.
7.
5
/ 10Question:
"What’s your policy on follow-up support after the initial consultation?"
Answer:
As I mention earlier, one of my differentiators is that I come to you, we have weekly 60 minites 1-1 consultations, and I'm available by test or phone in between meetings.
Feedback:
This response highlights your differentiators, such as in-person consultations and accessibility, which is a positive aspect. However, it lacks a direct answer to the specific question regarding your policy on follow-up support. To improve, you should clearly describe the nature of follow-up support after the initial consultation, including any ongoing resources, check-ins, or additional services offered. Furthermore, engaging with the prospect by asking if they have specific needs for follow-up support could enhance the collaborative aspect of the conversation. Overall, the response is informative but could be more focused on the prospect's inquiry about post-consultation support.
8.
4
/ 10Question:
"Honestly, I’ve seen similar services priced lower—what makes yours worth the extra cost?"
Answer:
WHat separates me from the others is that I go to my clients, hold my clients accountable as a cognitive coach.
Feedback:
This response attempts to differentiate your services, which is important, but it lacks depth and clarity. Simply stating that you go to clients and hold them accountable does not adequately explain the unique value or benefits of your services compared to lower-priced alternatives. It would be more effective to provide specific examples of the outcomes your clients have achieved due to your approach, highlighting the added value they receive. Additionally, engaging the prospect with a question about what specific aspects they are looking for in a service could foster a more collaborative discussion. Overall, the response needs more substance and context to effectively justify the higher cost.
9.
5
/ 10Question:
"With so many options available, how can I be sure this is the best fit for my needs?"
Answer:
Great question. This is the solution you need based on the challenges you have shared with me, coupled with the fact that nothing to date has produced the results you want. Can you tell me what your concern is?
Feedback:
This response attempts to assert that your solution is the right one based on the prospect's expressed challenges, which is a positive start. However, it lacks specificity and does not provide concrete evidence or examples of how your services align with the prospect's needs. Instead of making an assumption about their needs based on previous conversations, it would be more effective to ask probing questions to uncover their specific criteria for a good fit. This would demonstrate active listening and a more tailored approach. By engaging the prospect in a discussion about their expectations and needs, you could build rapport and better illustrate how your services can meet their unique requirements. Overall, while there is a hint of a solution-focused approach, it needs to be more collaborative and thorough.
10.
6
/ 10Question:
"I want to ensure this aligns with my long-term goals; can we customize the approach to fit my lifestyle?"
Answer:
I am more than open to suggestions. Please share with me what you had in mind.
Feedback:
This response indicates a willingness to listen and adapt, which is a positive aspect for building rapport. However, it lacks specificity and initiative in addressing the prospect's request for customization. It would be more effective to first acknowledge the importance of aligning with their long-term goals and then proactively ask questions about what those goals are. This would not only show that you value their input but also guide the conversation toward understanding how your services can be tailored to meet their needs. Encouraging the prospect to elaborate on their lifestyle and goals could lead to a more meaningful dialogue and demonstrate a commitment to a personalized approach.