Coaching
Sales Assessment Results by Jules
2
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase—your performance was dismal, and it shows a clear lack of engagement with the prospects' concerns. You missed the mark on almost every opportunity to connect and provide value. Instead of listening to their objections and responding with tailored solutions, you deflected and avoided the issues. Active listening is not just a nice-to-have; it’s essential in sales, and right now, you’re not just missing it—you’re ignoring it.
Your biggest problem is the failure to establish rapport and trust. You need to shift from a defensive stance to one that embraces collaboration and understanding. Start practicing solution-focused selling techniques. This means not only addressing objections head-on but also being prepared to discuss how your offerings align with the prospect's unique circumstances. You also need to work on objection handling; this is where you can turn a negative into a partnership opportunity.
Here's a memorable coaching moment: "Every objection is an opportunity in disguise—don’t let them pass you by!" Take this to heart and come back stronger. Learn to listen, respond thoughtfully, and show your prospects that you genuinely care about their needs. You’ve got the potential; now it’s time to unlock it.
Question Breakdown
1.
0
/ 10Question:
"We've tried similar coaching services before, but they didn't deliver the ROI we expected; what makes yours different?"
Answer:
I’m curious, did anyone else that used their services succeed?
Feedback:
The response fails to directly address the prospect's concern regarding the lack of ROI from previous coaching services. Instead of providing a differentiating factor or directly responding to the objection, it shifts the focus back to the prospects' past experiences without exploring the specific issues they faced. This approach does not demonstrate active listening or curiosity about their unique needs. Additionally, it lacks a solution-focused stance or a collaborative approach needed to build rapport. Overall, it misses the opportunity to effectively communicate value and address the prospect's specific concerns.
2.
0
/ 10Question:
"I'm worried about the budget allocation for this coaching program; how do you justify the expense?"
Answer:
Just to clarify, are you looking to learn skills to make money or just for the benefit of having the skill?
Feedback:
The response fails to address the prospect's concern about budget allocation and does not justify the expense of the coaching program. Instead, it shifts the conversation to a binary question about the motivation for learning, which may come off as evasive. This approach lacks a solution-focused stance and does not demonstrate active listening. A more effective response would directly discuss the potential ROI, value, and benefits of the coaching to align with the budgetary concerns.
3.
0
/ 10Question:
"Can you explain how this coaching fits into our current priorities and doesn't disrupt our ongoing projects?"
Answer:
I guess I should ask, if what you’re doing in ongoing projects is already working well, why are we here?
Feedback:
The response fails to directly address the prospect's concern about how the coaching fits into their current priorities and the potential disruptions to ongoing projects. Instead of providing clarity on the integration of the coaching program, it shifts the focus back to questioning the effectiveness of their current projects. This approach does not demonstrate understanding or active listening. A more effective answer would acknowledge their priorities, explain how the coaching is designed to complement ongoing efforts, and highlight the benefits of the coaching in enhancing their current initiatives. Overall, the response lacks a constructive and solution-oriented approach.
4.
0
/ 10Question:
"What kind of support can we expect during the onboarding process, especially with our team's busy schedule?"
Answer:
Great question - how self led and resourceful do you find your team to be?
Feedback:
The response does not effectively address the prospect's concern about support during the onboarding process. Instead of providing clarity or assurance regarding the onboarding process, it deflects the question by asking about the team's self-sufficiency, which may come off as dismissive. This approach lacks the solution-focused perspective that is critical in a coaching context, particularly given the prospect's busy schedule. A more impactful response would involve outlining specific support mechanisms, such as training sessions, resources provided, and ongoing communication, to reassure the prospect that their team's needs will be met during the onboarding process.
5.
0
/ 10Question:
"How scalable is your coaching solution if our business grows rapidly in the next year?"
Answer:
This is a great question - how fast are you looking to grow?
Feedback:
The response does not adequately address the prospect's concern about scalability. Instead of providing information about how the coaching solution can adapt to their growth, it deflects the question by asking about their growth rate, which may seem evasive. A more effective response would involve sharing details about the flexibility and resources available in your coaching program to support rapid growth, ensuring the prospect feels confident in your capability to meet their needs. This response misses an opportunity to demonstrate understanding and provide value.
6.
0
/ 10Question:
"With our current vendor relationships, how can we ensure that switching to your coaching program won't create friction internally?"
Answer:
It sounds like you respect the vendors you’re currently working with. That approach means a lot to us too. Do you foresee this being a real issue with your current vendors?
Feedback:
The response does not adequately address the prospect's concern about potential internal friction from switching vendors. Instead of providing reassurance or strategies to ease the transition, it redirects the conversation to a question. This approach may come off as evasive and does not demonstrate a solution-focused approach. A more effective answer would explain how your coaching program can complement existing vendor relationships, outline a transition plan, or offer testimonials from other clients who faced similar situations. Overall, this response lacks the necessary clarity and reassurance needed to build trust and confidence with the prospect.
7.
2
/ 10Question:
"Can you provide case studies that highlight long-term value and success from clients similar to us?"
Answer:
We love to showcase our clients success when it’s to their benefit but we also feels strongly about protecting their privacy. As our client, you’ll be afforded the same respect. Fair enough?
Feedback:
The response does not adequately address the prospect's request for case studies that demonstrate long-term value and success. While the emphasis on client privacy is important, it should not overshadow the need to provide tangible evidence of success. The phrase 'Fair enough?' comes off as dismissive and could suggest a lack of willingness to engage in dialogue. A more effective approach would involve offering anonymized case studies or examples, discussing the outcomes achieved by similar clients, and addressing how those successes could relate to the prospect's specific situation. This response misses an opportunity to build trust and display the value of the coaching program effectively.
8.
0
/ 10Question:
"What are the potential hidden costs associated with implementing your coaching services that we need to be aware of?"
Answer:
What do you mean?
Feedback:
This response does not address the prospect's concern about hidden costs at all. It comes off as vague and does not demonstrate any effort to clarify or explore the specific costs associated with the coaching services. Instead of engaging meaningfully with the objection, it deflects the question, which can lead to frustration for the prospect. A more effective response would involve proactively discussing any potential hidden costs, providing transparency about the pricing structure, and inviting further questions to ensure they feel informed and confident in their decision-making process. Overall, this response lacks engagement and fails to build rapport.
9.
0
/ 10Question:
"Given the seasonal nature of our business, how can your coaching adapt to our fluctuating needs throughout the year?"
Answer:
That’s a great question. Are you looking to become more accessible year round or will you keep to your current seasonal schedule?
Feedback:
The response fails to address the prospect's concern about adapting the coaching to their seasonal business needs. Instead of providing a solution or explanation of how the coaching can adjust to their fluctuating requirements, it shifts the focus back to a question about their preferences. This can come across as unhelpful and evasive. A more effective response would have included specific strategies, examples of flexibility in the coaching program, or case studies showing how similar clients have managed seasonal adjustments. Overall, the response lacks proactive engagement and solution-oriented thinking.
10.
0
/ 10Question:
"I need to get approval from the board; how can you help me present the value and necessity of your coaching to them?"
Answer:
Let me ask you, did your board know you were meeting with me today?
If no - why didn’t you tell them?
If yes - what was their response when you told them?
Feedback:
The response does not effectively address the prospect's concern about needing board approval for the coaching program. Instead of providing assistance or strategies to help present the value of the coaching to the board, it redirects the conversation to questions about the board's awareness of the meeting, which can come across as defensive or confrontational. This approach lacks empathy and fails to demonstrate a collaborative spirit. A more effective response would involve offering to provide materials or data that could help the prospect make a compelling case to their board, thereby addressing their needs directly.