Martial arts
Sales Assessment Results by Christopher Heiser
19
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance in this test was subpar. An average score of 1.9 isn’t just a red flag; it’s a wake-up call. The feedback consistently points to a lack of depth, engagement, and an understanding of the prospect’s needs. You come off as dismissive rather than collaborative, which is a killer in sales.
Your strongest sales technique would likely be your ability to acknowledge objections, but that’s where the strength ends. You don’t follow through with meaningful engagement or exploration of value. Instead, you need to focus on building rapport and truly listening to your prospects. There’s a pattern here: every response lacks the necessary curiosity and empathy required to connect with potential clients.
To turn this around, I suggest you study the Consultative Selling and Solution Selling techniques. Both emphasize understanding customer needs and building long-term relationships, which you desperately need to practice.
Here’s your takeaway: Sales isn’t just about talking; it’s about listening, understanding, and providing tailored solutions. If you can shift your mindset from pushing a sale to exploring how you can genuinely help your prospects, you’ll not only improve your scores but also your sales results. Get to work on this, because right now, you’re not just missing the mark; you’re missing the entire target.
Question Breakdown
1.
2
/ 10Question:
"We've tried martial arts programs before, but they didn't provide the value we were hoping for; how is yours different?"
Answer:
Cause you didn’t find the right school like us
Feedback:
The response lacks effectiveness in addressing the concern and does not provide any real value or differentiation. It comes off as dismissive rather than engaging. A more effective approach would involve exploring the prospect's past experiences in martial arts, understanding their specific needs and expectations, and then articulating how your program uniquely meets those requirements. Additionally, there are no thoughtful questions to foster a collaborative dialogue, nor does it demonstrate active listening or value exploration. Overall, this response misses the mark on building rapport and addressing the prospect's concerns meaningfully.
2.
3
/ 10Question:
"The costs seem higher than some other options, can you justify the price with tangible benefits?"
Answer:
Yes we are the higest in the area but we provide the highest quality classes and experience possible
Feedback:
The response acknowledges the objection about price but fails to effectively justify the higher cost with specific, tangible benefits that would resonate with the prospect. It lacks detail and does not inspire confidence or curiosity about the unique offerings of your martial arts classes. You might want to incorporate specific benefits, such as expert instructors, smaller class sizes, personalized training, or unique curriculum features. Additionally, consider using a more engaging tone to connect with the prospect. Overall, the response could be much more compelling.
Score: 3 out of 10 for minimal acknowledgment of the objection but lacking depth in value exploration and clarity.
3.
2
/ 10Question:
"We have limited staff resources right now; how much training would be required for our team to implement this?"
Answer:
1 yr
Feedback:
The response to the objection lacks depth and clarity. Simply stating '1 yr' does not address the prospect's concern about limited staff resources or the feasibility of training within their current constraints. A more effective response would have included an exploration of the training process, potential time commitments, and how you could support them in overcoming their resource limitations. Additionally, asking a follow-up question to understand their specific concerns or constraints would have demonstrated active listening and a more collaborative approach. Overall, this response needs significant improvement to be effective.
4.
2
/ 10Question:
"Given our current budget constraints, how can we ensure a solid return on investment from this program?"
Answer:
Absolutely or money back
Feedback:
The response "Absolutely or money back" lacks depth and fails to effectively address the prospect's concern about budget constraints and ROI. It does not provide any specific details or reassurance on how the program will deliver value, which is crucial in the martial arts industry where trust and proven results are key. To improve, the salesperson should have explained how the program can generate a return on investment, perhaps by sharing success stories or metrics. Additionally, asking follow-up questions to better understand the prospect's specific budget concerns would demonstrate active listening and a solution-focused approach. Overall, this response feels too simplistic and dismisses the prospect's valid concern.
Score: 2
5.
2
/ 10Question:
"I’m concerned about the level of support we’d receive post-purchase; can you elaborate on that?"
Answer:
We provide as much support as needed
Feedback:
The response is vague and lacks specific details that would reassure the prospect about post-purchase support. To effectively address the concern, you could elaborate on the types of support offered, such as one-on-one coaching, access to online resources, or community support. Additionally, incorporating a closing technique to encourage further discussion or questions would help maintain engagement. Overall, the response fails to demonstrate a solution-focused approach or active listening.
6.
1
/ 10Question:
"Our company direction is shifting, and I’m not sure if investing in a martial arts program aligns with our new goals."
Answer:
Then you are missing out
Feedback:
The response is dismissive and doesn't address the prospect's concern about alignment with their new goals. It lacks empathy and does not offer any value or insight into how martial arts can benefit their company in light of their new direction. A more effective approach would involve asking questions to understand the new goals better and then demonstrating how a martial arts program can align with and support those goals. Overall, the response fails to engage the prospect or explore the value of the offering.
Consider using a consultative approach to ask what their new goals are and how you can tailor your offerings to fit those needs.
7.
2
/ 10Question:
"I need more time to discuss this with my team; can we revisit this conversation later?"
Answer:
Sure take all the time you need
Feedback:
The response lacks engagement and does not address the concern effectively. While it acknowledges the prospect's need for time, it misses an opportunity to explore the reasons behind the delay or to offer assistance in discussing it with their team. A more proactive approach could have included asking questions to understand their team's dynamics or suggesting a follow-up date. Overall, it fails to demonstrate curiosity or provide value that could help in their decision-making process.
Additionally, the tone is too passive for the martial arts industry, where assertiveness and confidence are valued. A more collaborative approach would strengthen rapport and keep the conversation moving forward.
Consider using a closing technique, such as proposing a specific time to follow up or offering to provide additional information that could help their discussion.
In summary, the response could be improved significantly by being more solution-focused and engaging.
8.
2
/ 10Question:
"There are other projects on our plate that need immediate attention; can this wait?"
Answer:
Sure but you are missing out
Feedback:
The response fails to effectively address the prospect's concern about prioritization. Instead of acknowledging their current projects and exploring the implications of delaying, it simply states a missed opportunity without elaboration. There is no curiosity or discovery demonstrated, nor is there an effort to build rapport or actively listen to the prospect's priorities. A more effective approach would have involved asking questions to understand their current projects and suggesting how your offering could align with their immediate needs. Overall, the communication lacks depth and engagement, which is crucial in the martial arts industry where building relationships can be key.
Score: 2
9.
0
/ 10Question:
"How do you ensure the safety and compliance of your martial arts program with current regulations?"
Answer:
We don’t have any regulations
Feedback:
The response provided is not only incorrect, but it also fails to address the prospect's concern about safety and compliance in the martial arts program. Ignoring regulations can lead to serious issues and damages trust with potential clients. A more effective response should acknowledge the importance of safety, provide information about relevant regulations, and explain how the program ensures compliance. This response lacks clarity, solution focus, and an understanding of the prospect's perspective. Overall, it does not engage the prospect in a meaningful way.
10.
3
/ 10Question:
"I’ve heard mixed reviews about similar programs; how do you address potential reputation concerns?"
Answer:
Our reputation is very well known and positive. So not sure what are your concerns
Feedback:
The response does mention a positive reputation, which is a start, but it lacks depth and exploration of the prospect's specific concerns. Instead of engaging with the prospect to understand their apprehensions, it deflects by saying the reputation is 'very well known and positive.' This fails to demonstrate active listening or a solution-focused approach. A more effective response would involve asking open-ended questions to uncover the specific mixed reviews they've encountered and addressing those directly. Overall, the tone could also be more reassuring and empathetic rather than dismissive.
Score: 3