Coaching
Sales Assessment Results
56
Needs Improvement
10 questions
Maximum score: 100
Completed in
Your recent performance reveals some serious gaps that need addressing. While you occasionally show curiosity and a willingness to engage, too often you miss the mark on empathy and financial justification when handling objections. You lean heavily on emotional appeals without adequately exploring the prospect's budget constraints or needs. This isn't just about selling; it's about understanding the customer. You need to dig deeper into their financial situations and collaboratively find pathways that address their concerns.
Your strengths lie in acknowledging prospects' issues and inviting dialogue, but you often stop short of creating a tailored solution. This lack of depth in your responses is a consistent pattern that holds you back. It's crucial to explore specific needs and provide concrete examples or solutions that resonate with their individual circumstances.
To elevate your game, I suggest you dive into the SPIN Selling and Consultative Selling techniques. These will help you focus on understanding the Situation, Problem, and Needs of your prospects, and enable you to offer solutions that truly resonate.
Remember, every 'no' is an opportunity to learn. Embrace each objection as a chance to dig deeper and connect. Foster a genuine curiosity about your prospects, and you'll build the trust that leads to sales. Take this as a call to action: engage, empathize, and explore. It's time to turn those scores around.
Question Breakdown
1.
2
/ 10Question:
"I love what you're offering, but I really can't justify that monthly payment right now."
Answer:
How are you going to feel in 6 months when you still haven’t taken action on improving your life. You’ll look and feel better and be making more money than you ever have!
Feedback:
The response fails to directly address the prospect's concern about the monthly payment. Instead of providing a solution or exploring the possibility of aligning the coaching service with their budget, it leans heavily on emotional appeal without addressing financial justification. A more effective response would acknowledge the budget constraint and offer potential solutions, such as payment plans or emphasizing value in relation to cost.
Additionally, it lacks curiosity and discovery elements, as there are no questions asked to understand the prospect's financial situation better.
Overall, the response does not engage the prospect in a way that would encourage them to overcome their objection.
In summary, the approach needs to focus more on empathy, understanding the budget, and collaboratively finding a way forward.
2.
4
/ 10Question:
"I need to check how this fits into my current budget before I can commit."
Answer:
Okay, I totally understand that as it’s important to know how this will fit. Remember, this is an investment into your life. So you spend money on a cup of coffee each day? This could easily fit into your budget if you cut a few non essential things.
Feedback:
The response acknowledges the prospect's concern about budget but lacks depth in addressing their specific needs. While it attempts to reframe the coaching service as an investment, it doesn't explore the prospect's financial situation or offer tailored solutions, such as discussing payment plans or alternative options. Comparisons to daily expenses like coffee may come off as dismissive rather than empathetic. A more effective approach would engage the prospect in a dialogue to uncover their budget constraints and collaboratively find a way to make the coaching service feasible for them.
3.
5
/ 10Question:
"Honestly, I'm skeptical about whether this coaching will actually deliver the results I'm hoping for."
Answer:
Did you get a chance to look at the results page on my website? Over the last 2 years we have helped over 50 men transform their lives. Would you like to have the phone numbers for a few of them?
Feedback:
The response attempts to provide social proof by referring to past successes, which is a good strategy to address skepticism. However, it lacks engagement and discovery elements, as it does not ask the prospect about their specific concerns or expectations regarding results. Instead of just offering a results page and testimonials, it would be more effective to first ask what specific results the prospect is hoping to achieve. This would allow for a more tailored response that directly addresses their skepticism. Additionally, offering phone numbers for referrals without first gauging the prospect's comfort level may come off as a bit pushy rather than collaborative. Overall, the approach needs to be more curious and empathetic to build trust and rapport.
4.
6
/ 10Question:
"I've been burned by similar programs in the past; how can I trust this one will be different?"
Answer:
Are there any specific areas that you feel like others didn’t help with that you want us to focus on more? That being said, we have 100% money back guarantee. If you follow our plan as prescribed, you will get the results you’re looking for!
Feedback:
The response begins well by asking a question that seeks to uncover the prospect's specific frustrations and areas of concern, which demonstrates curiosity and a desire to understand their past experiences. However, it could benefit from being more empathetic regarding the prospect's feelings about being burned in the past. Simply stating the money-back guarantee may not be sufficient to build trust; instead, it would be more effective to share a brief story of a previous client who had a similar concern and achieved success. Additionally, offering to have a deeper discussion about how the coaching program differs from their previous experiences would further enhance the collaborative approach. Overall, the response is on the right track but requires more empathy and storytelling to effectively address the prospect's skepticism.
5.
6
/ 10Question:
"I've got a few other projects on my plate right now, and I’m not sure if I can take on coaching too."
Answer:
Thats understandable. What are your biggest goals right now? I’d love to talk about how our coaching program might fit into that for you.
Feedback:
The response acknowledges the prospect's concern about their current workload, which is a good start. However, it could be more effective by expressing empathy for their situation and emphasizing the value of coaching in relation to managing multiple projects. Additionally, the question about their biggest goals is a positive move towards curiosity and discovery. However, it could be enhanced by asking how they currently manage their projects and if they see potential benefits from coaching that could help them prioritize or streamline their efforts. Overall, while the approach is collaborative, it needs to connect coaching to the prospect's current challenges more explicitly to increase relevance and urgency.
6.
6
/ 10Question:
"What makes your coaching approach different from the other options I've looked at?"
Answer:
That’s a great question! We are all about building a lifestyle of growth. We build men who are ready to do the work, building the habits and consistency it takes to make real lasting change. There are no quick fixes in life, and we only work with the men who have the mindset to not make excuses and do the work. Does this align with you?
Feedback:
The response begins positively by acknowledging the prospect's question and asserting a commitment to growth, which is good. However, it lacks specificity about what differentiates your coaching approach compared to competitors. While emphasizing a mindset of hard work is valuable, providing concrete examples or unique methodologies that set your coaching apart would enhance the response. Additionally, asking if this aligns with the prospect is a good closure, but it would be more effective to follow up with questions that delve deeper into their specific needs and how your approach can address those. Overall, the response is a step in the right direction, but it requires more detail and alignment with the prospect's individual goals to be truly compelling.
7.
7
/ 10Question:
"I'm just worried this won't align with my lifestyle; I need something that's easy to integrate."
Answer:
Let’s talk about what your life looks like right now. How do you see this fitting in? Are their any areas we can adjust to help you work towards your goals?
Feedback:
The response effectively opens a dialogue by inviting the prospect to share details about their current lifestyle and how coaching might fit into it. This shows curiosity and a willingness to understand the prospect's situation. However, it could benefit from more empathy; acknowledging the prospect's concern about integration directly would help build rapport. Additionally, suggesting specific adjustments or examples of how coaching can be tailored for easier integration would enhance the response, making it more solution-focused. Overall, it demonstrates a collaborative approach but lacks some depth in addressing the prospect's specific worries about alignment with their lifestyle.
8.
7
/ 10Question:
"This sounds great, but I need time to really think it over before making a decision."
Answer:
I understand that, as this is a big decision. How about we do a 3 month trail to start. You can get a taste for the program and we can build rapport together.
Feedback:
The response acknowledges the prospect's need for time, which is a positive start and shows understanding of their hesitation. Offering a 3-month trial is a good solution-focused approach that allows the prospect to experience the program without fully committing, which can alleviate their concerns. However, the response could benefit from further exploration of the prospect's specific reasons for needing time. Asking a question to uncover any underlying fears or considerations would enhance the dialogue. Additionally, providing reassurance about support during the trial period could strengthen the collaborative aspect and build more trust. Overall, it is a solid response but could be improved with more curiosity and engagement.
9.
5
/ 10Question:
"With so many choices out there, how do I know this is the best investment for me?"
Answer:
There’s a reason you reached out to me and we caught your eye, right? Does everything I talked about today align with your current goals and mindset?
Feedback:
The response acknowledges the prospect's inquiry about making the best investment, which is a positive start. However, it lacks depth in addressing their concerns. Instead of solely asking if the prospect's goals align with what has been discussed, it would be more effective to explore the specific factors that led them to reach out initially. Asking questions about those factors can help build rapport and create a more personalized dialogue. Furthermore, providing clear differentiators about your coaching service compared to others and how it specifically addresses their unique needs would strengthen the response. Overall, while the response promotes engagement, it needs to focus more on demonstrating unique value and addressing the prospect's need for reassurance in their investment decision.
10.
8
/ 10Question:
"What kind of support will I get after I sign up? If I run into issues, will there be someone to help?"
Answer:
Absolutely! We have a dedicated team member who works with each client. You get direct access and we follow up with you within a few hours. How does that sound?
Feedback:
The response effectively addresses the prospect's concern about support by clearly stating that there is a dedicated team member available for assistance and that clients receive timely follow-ups. This demonstrates a commitment to customer care, which is important in the coaching industry. However, while you ask for feedback on how that sounds, it would be beneficial to delve deeper into the prospect's specific needs or concerns regarding the support offered. Asking about their past experiences with support in similar programs could further engage the prospect and build trust. Overall, the response is informative but could enhance its impact by incorporating more discovery and empathy.