Courses
Sales Assessment Results
22
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real—you've got some serious work to do. Your average score of 2.2 tells me this isn't just a rough patch; it's a call to action. You seem to struggle with understanding and addressing the prospect's specific concerns, which is crucial in sales. Right now, your communication is too simplistic and lacks the necessary depth to build trust and rapport. You’re not asking the right questions or engaging in meaningful conversations about their needs and expectations.
However, I see potential in you. You need to dig deeper into consultative selling and relationship-building techniques. Focus on developing your ability to ask probing questions that uncover the prospect's pain points. This is where you’ll start to transform your approach from transactional to transformational. Remember, it's about them and what they need, not just about selling your course.
Let this be your coaching moment: sales is not about pushing for a quick close but about creating an ongoing dialogue that leads to trust. Get comfortable being uncomfortable; ask tough questions that challenge your prospects to open up. If you can shift your mindset from merely selling to genuinely understanding, you’ll not only improve your scores but also create lasting relationships that yield results. So, buckle up and get ready to dive into the heart of what makes your prospects tick. It’s time to step up your game.
Question Breakdown
1.
2
/ 10Question:
"I'm worried about the monthly payments; my budget is pretty tight right now. "
Answer:
We offer a payment plan
Feedback:
The response is too simplistic and does not address the prospect's concern effectively. It fails to explore the prospect's budget constraints in detail, nor does it inquire about their specific financial situation or potential alternatives. Enhancing the response with a more empathetic tone, offering exploration of value, and discussing ways to make the payment manageable could improve engagement. A collaborative approach is missing here, as it does not build rapport or trust with the prospect.
2.
3
/ 10Question:
"How can I be sure this course actually delivers value? I've seen others that didn't meet my expectations."
Answer:
Let me send you over a sneak peak and i’ll lock you in my schedule for a meeting at 12. Also, check my website for 5 star reviews
Feedback:
The response fails to directly address the prospect's concern about the course's value and previous disappointments. Simply offering a sneak peek and mentioning reviews does not sufficiently build trust or provide reassurance. A more effective approach would involve asking questions about their specific expectations, discussing the course content in detail, and illustrating the unique value it offers compared to past experiences. Additionally, engaging in a dialogue about their past experiences with other courses could help build rapport and demonstrate genuine interest in their needs.
3.
1
/ 10Question:
"Can you help me understand how this course will fit into my busy schedule?"
Answer:
Yes, you can put your business on autopilot
Feedback:
The response does not address the prospect's concern about scheduling at all. Saying 'you can put your business on autopilot' is vague and does not clarify how the course can fit into their busy schedule. To improve, the salesperson should explore the prospect's current commitments, ask about their availability, and highlight features like flexible learning options, recorded sessions, or time management strategies that the course provides. This would demonstrate understanding, active listening, and a commitment to helping the prospect succeed.
4.
2
/ 10Question:
"I need to get approval from my manager before making any decisions; how can I justify this purchase?"
Answer:
Let me send you over one of my top selling templates
Feedback:
The response does not adequately address the prospect's need to justify the purchase to their manager. Simply offering a template lacks depth and fails to provide the necessary information or reasoning that could help the prospect make a compelling case. A more effective approach would involve asking questions to understand what criteria the manager uses for approval, discussing the specific benefits of the course, and offering to provide a detailed proposal or presentation that highlights how the course aligns with the company’s goals. This would demonstrate a consultative selling approach and help build rapport with the prospect.
5.
2
/ 10Question:
"I've had bad experiences with online courses in the past; how is yours different?"
Answer:
Check my reviews
Feedback:
The response is overly simplistic and doesn't adequately address the prospect's concern about their past negative experiences with online courses. Merely suggesting to 'check my reviews' fails to engage the prospect in a meaningful conversation about their specific issues or expectations. A more effective approach would involve asking the prospect about their previous experiences and what specifically did not meet their expectations. This could be followed by sharing how your course addresses those issues and highlighting unique features or support mechanisms that differentiate it from others. Building rapport and demonstrating a deep understanding of their concerns would create a stronger connection and inspire trust.
6.
2
/ 10Question:
"Is there an option to customize the content? I have specific needs that might not be covered."
Answer:
While you cannot, I value input. Whatever you believe should be updated, please kindly email ideas to me
Feedback:
The response fails to address the prospect's need for customization effectively. Merely stating that customization isn't available does not engage the prospect and leaves their concerns unaddressed. Instead, the salesperson should have asked questions to understand the specific needs and concerns of the prospect, discussed potential alternatives or workarounds, and explored if there are other ways to tailor the experience within the existing framework. Building rapport by showing genuine interest in their needs would also enhance trust and communication.
7.
2
/ 10Question:
"I’m concerned about the long-term maintenance costs of keeping up with this course; what should I expect?"
Answer:
There is none. Only a one-time payment.
Feedback:
The response provided is overly simplistic and does not address the prospect's concern about long-term maintenance costs comprehensively. While stating that there is a one-time payment does inform the prospect of the cost structure, it fails to acknowledge the underlying concern regarding ongoing value and support after the purchase. A more effective response would involve discussing any additional resources, updates, or support that may be available post-purchase, and clarifying whether there are any potential costs associated with these services. Engaging the prospect in a conversation about their expectations and addressing how the course remains relevant over time would demonstrate a deeper understanding of their concerns.
8.
1
/ 10Question:
"How compatible is this course with the tools and platforms we currently use?"
Answer:
10/10. It is also integrated with AI
Feedback:
The response is overly simplistic and does not adequately address the prospect's concern about compatibility with their existing tools and platforms. Simply stating '10/10' and mentioning AI integration lacks detail and fails to engage in a conversation about specific tools or platforms the prospect is currently using. A more effective response would include asking the prospect about their current setup, discussing how the course can seamlessly integrate with those tools, and providing examples or case studies of other users who have successfully implemented the course alongside their existing systems. This would demonstrate a deeper understanding of their needs and build trust.
9.
4
/ 10Question:
"Can you clarify how this course will support my career growth and immediate needs?"
Answer:
Yes. I see you are interested in xyz. This takes you through it, step by step to accomplish your short and long-term goals
Feedback:
The response attempts to address the prospect's inquiry about career growth and immediate needs by connecting their interest in 'xyz' with the course's capabilities. However, it lacks depth and detail. While mentioning 'step by step' is a good start, the response could greatly benefit from explicitly detailing how the course will facilitate career advancement and what specific skills or knowledge the prospect will acquire. Additionally, asking open-ended questions to understand the prospect's current situation, career goals, and needs would demonstrate better active listening and curiosity. This would not only help personalize the conversation but also build trust and rapport. Overall, while there is an attempt to align with the prospect's interests, the response needs to be more comprehensive and engaging.
10.
3
/ 10Question:
"I feel like I should stick with my current provider; what makes your course better?"
Answer:
Let’s compare them side by side…
Feedback:
The response lacks depth and does not effectively address the prospect's objection about loyalty to their current provider. Simply suggesting a side-by-side comparison does not engage the prospect in a meaningful discussion about the unique value of your course. A more effective approach would involve asking the prospect about specific features or benefits they appreciate in their current provider, discussing how your course addresses those aspects while highlighting key differentiators, and illustrating the value it brings to their needs. This would demonstrate active listening and a collaborative approach to understanding their concerns better.