Roofs
Sales Assessment Results

"We're not looking to replace our roof right now; we just had a repair done."

I completely understand however the face that you just had a repair done shows me that there is damage to the roof and the roof is aged. It’s only a matter of time before the next repair is needed. If I find damage on your roof I can actually get the insurance company to replace the entire roof for you. I’ll hop up and take some pictures and show you what I find

The response addresses the objection by acknowledging the recent repair, which demonstrates some level of active listening. However, it could be improved by softening the tone and showing more empathy toward the prospect's situation. The salesperson jumps quickly to the idea of a full replacement, which may come off as too aggressive. It would be beneficial to ask questions about the roof's condition or the extent of the recent repair to better understand the prospect's perspective. While there is a hint of a solution-focused approach with the mention of insurance, it lacks a collaborative tone. Overall, the response could benefit from a more consultative approach that explores the prospect's needs further before suggesting a solution. Score: 5/10.

"Your quote is significantly higher than other estimates we've received."

Absolutely I understand and that’s for a variety of reasons. We’re actually a licensed roofing contractor even though it’s not required. I’m 1 of 17 people in the state out of thousands of companies that are licensed. We also replace any rotten wood, and go back with all upgraded materials because we do offer a longer warranty on our roofs and we actually stand behind them. There have been many times I’ve seen people go with the cheapest quote and the contractor cuts corners and a year later when it’s leaking the contractor is out of business

Your response does a decent job of acknowledging the objection and providing reasons for the higher quote, focusing on your qualifications and the quality of work, which adds value. However, it could benefit from a more empathetic tone. Instead of jumping straight into your qualifications, try validating the prospect's concern more deeply before transitioning into your unique selling points. Additionally, asking a question to uncover their priorities—such as warranty length or the importance of quality—would demonstrate active listening and curiosity. Finally, consider a closing technique to invite further discussion or a follow-up, reinforcing collaboration. Overall, your response is informative but lacks a softer touch and a clear path to further engagement.

"How do we know your roofing materials are of better quality than others?"

If you choose to use a different product we are more than happy to do that but let me show you why we recommend this brand. First off we warranty all our jobs and stand behind that warranty. These shingles are the thickest and heaviest shingles on the market. Shingles are graded based on weight and thickness. These are also twice as thick as the other shingles you were looking at and have a 130 mph wind rating vs 60mph like the others.

The response does a decent job of addressing the concern by highlighting the warranty and the superior specifications of the roofing materials, such as thickness and wind rating. However, it lacks a strong engaging tone and misses an opportunity to invite further discussion or questions from the prospect. It could benefit from a more collaborative approach, perhaps by asking the prospect what specific qualities they are looking for in roofing materials. Additionally, while it provides some value exploration, it could be even more effective by sharing testimonials or examples of past successes. Overall, it communicates key benefits but could enhance rapport and curiosity. Score: 6

"We're concerned about the disruption this would cause to our daily operations."

I totally understand and my job is to make sure that this doesn’t disrupt your schedule or daily activities what so ever. We can schedule whatever day is best for you and the job only takes one day. We will start that morning and be done with you get home from work.

The response effectively addresses the concern about disruption by acknowledging the prospect's worries and offering a solution that minimizes impact. However, the communication could be clearer and more reassuring. While the tone is friendly, it could benefit from a bit more professionalism, especially in the roofing industry where trust and reliability are key. The response lacks a closing technique or a call to action, which would help guide the prospect towards a decision. Overall, the response shows active listening and a solution-focused approach, but it could enhance curiosity by asking if there are specific times they would prefer or if they have other concerns. Score: 6/10

"Can you provide references from similar projects you've completed?"

Absolutely! We have thousands of 5 star reviews on Google and I can give you references and phone numbers. Please feel free to talk to other customers. I will even get you contacts for other roofs we have done in your neighborhood. Please ask how our work and service were

The response effectively addresses the prospect's request for references by immediately acknowledging the concern and offering a wealth of 5-star reviews, which is a strong point of credibility. The mention of providing specific contacts from similar projects in the neighborhood enhances trust and demonstrates a solution-focused approach. The tone is friendly and professional, appropriate for the roofing industry. However, it could benefit from a closing technique that encourages the prospect to take action, such as scheduling a call or meeting after they’ve spoken with references. Additionally, while the response indicates willingness to provide references, it lacks a question to further engage the prospect, which would foster curiosity and discovery. Overall, it’s a solid response but could use a bit more engagement and a call to action.

"What if we decide to wait until next season to do this?"

We absolutely can wait I only have a couple concerns. First I know you said you’ve had some leaks so I don’t want them to get worse and damage anything further on the interior of the home. Also material prices have been slowly increasing about every 3-4 months so I just don’t want you to wait have to pay more for the same product and service

The response does a good job of addressing the concerns about waiting by highlighting the potential risks of leaks worsening and the impact of rising material costs. However, it could be more effective with a stronger closing technique, perhaps suggesting a specific action or timeline. The tone is appropriate for the roofing industry, and the message is clear. There's an element of curiosity about the prospect's situation, but it could benefit from more engagement by asking about their timeline or specific concerns. Overall, it shows active listening and a solution-focused approach, yet lacks a bit in fostering collaboration and exploring more value. Score: 7

"We need to consider the long-term warranty and support you offer before making a decision."

I completely understand. First off we are completely back by the shingle manufacturer for any leaks or issues with shingles that may arise. I also want you to take into consideration that this is construction and things do happen and no one is perfect. We do have leaks from time to time and immediately get to them and get the roof fixed along with any interior that might have been damaged. But please check our reviews or let me put you in touch with some people that have had leaks and they can tell you how we handled the issue. I see plenty of company’s offer a ridiculous warranty but don’t stand behind it or are out of business next year when a leak does occur. That doesn’t happen with us but please do your research and see for yourself

The salesperson did a decent job of acknowledging the concern regarding long-term warranty and support. However, the response could be more effective by clearly stating the specifics of the warranty offered and how it compares to competitors. While they provided some reassurance about the manufacturer's backing, the communication lacks a structured approach to addressing the objection. The mention of being in construction is somewhat dismissive and could have been framed more positively. The offer to connect the prospect with past customers is a good touch, but it could be more prominently featured as a way to build trust. Overall, the tone is conversational, but it could be more solution-focused and proactive in addressing the prospect's concerns directly. Asking questions to uncover more about the prospect's specific needs or concerns regarding warranty and support would enhance the effectiveness. There's room for improvement in showcasing value and building rapport. Score: 5

"How do we know that this is the right time to invest in a new roof?"

The biggest concern I have is the fact that you have leaks and I can see missing shingles from the ground. You can definitely wait til a later date however I don’t want more damages to occur and cost you more money or be more of a headache

The response does acknowledge the urgency of the situation by pointing out the leaks and missing shingles, which is good for addressing the concern. However, it lacks a solution-focused approach and fails to effectively communicate the value of investing in a new roof now versus later. It also misses an opportunity to ask the prospect about their specific concerns regarding timing and budget. Additionally, the tone could be more empathetic and less about the potential 'headache' of waiting. Overall, while there's some recognition of the problem, the response could benefit from more curiosity and discovery, as well as a stronger closing technique by emphasizing the benefits of acting now rather than waiting.

"We've had a bad experience with a contractor before; how can you guarantee your work?"

I completely understand. There are thousands of roofing companies in the area and some are good but most are bad and that gives us all a bad wrap. Unfortunately with roofing it’s not a requirement to have a license however I do have one. Out of thousands of companies there are only 17 licensed in the state and I’m one which requires me to stand behind my work

The response starts off well by acknowledging the prospect's concern, which shows active listening. However, it could be more effective in addressing the objection by offering specific examples of how the company guarantees their work, such as warranties, customer testimonials, or a satisfaction guarantee. While mentioning the license adds credibility, the response lacks a clear closing technique to steer the conversation towards a solution or next step. Additionally, it would benefit from asking the prospect about their past experience to show curiosity and discovery, which could help build rapport. Overall, while there are some positive elements, the response needs more depth and focus on assurance and value exploration.

"This seems like a big investment; what financing options do you have available?"

I completely understand and I’ll be honest it is a big investment however it’s the first layer of protection on your most valuable asset and if your home isn’t your most valuable asset I’m sure something in your home is! We offer a variety of different financing options with flexible terms that allow you to pick what’s best for you and if there is damage on the room I can probably get insurance to pay for the entire thing

The response addresses the concern about the investment effectively by emphasizing the importance of the roof as protection for the home, which is a solid strategy for value exploration. However, it could have been clearer and more concise. The mention of various financing options is good, but it lacks specifics—this would help in demonstrating the value of those options directly. Additionally, while the response acknowledges the prospect's concern, it could have included more curiosity-driven questions to further understand their specific situation or preferences regarding financing. Active listening is somewhat present, but deeper engagement with the prospect's financial situation would enhance rapport. Overall, the tone is appropriate, but a more structured response could strengthen the closing technique and collaborative approach. This response scores a 6.