Commercial Roofing
Sales Assessment Results

53
Needs Improvement
10 questions
Maximum score: 100
Completed in
December 22, 2024
Let's get straight to it: your performance on this test was underwhelming, with an average score of 5.3. You’ve got some solid instincts, but there are glaring gaps that need to be addressed. Your strongest demonstrated techniques seem to lean towards consultative and solution-focused selling, particularly when you acknowledged the prospect's needs or past experiences. However, too often, you fell into the trap of surface-level responses that lacked depth and engagement. You missed opportunities to build rapport, explore underlying issues, and truly connect with your prospects. Your responses frequently came off as dismissive or overly transactional, which isn't going to cut it in today's sales environment. To elevate your game, dive deeper into the consultative and solution-focused techniques. Learn to ask probing questions that uncover the real concerns behind objections. This will not only help you provide more tailored solutions but also foster trust and rapport with your prospects. Remember this: sales isn't just about pitching a product; it's about understanding your customer’s world and showing them how you can solve their problems. If you can shift your mindset to genuinely engage with your prospects, you’ll see a significant boost in your effectiveness. So, it’s time to roll up your sleeves, dig in, and transform those good starts into great closes.

Question Breakdown

1.
5
/ 10
Question:
"I'm worried about how this roofing solution will fit into our tight budget this quarter."
Answer:
we can break the project down sections if there are concerns about budget restraints
Feedback:
The response attempts to address the prospect's budget concern by suggesting a solution to break the project into sections. However, it lacks depth and fails to explore the underlying issues related to the budget, such as the specific financial limitations and potential impacts of not addressing the roofing issue. It would be more effective to use a consultative approach to ask clarifying questions about the budget constraints and provide more comprehensive options or financing solutions that could fit into their budget. Additionally, the tone could be more empathetic to build rapport. Overall, the response is a good start but needs more elaboration and engagement to be truly effective.
2.
4
/ 10
Question:
"What if the new roofing doesn't hold up as promised? I've had bad experiences before."
Answer:
Way back our warranties 100% and we always do what we say do 100% of the time
Feedback:
The response attempts to address the objection by stating that the company offers a 100% warranty and emphasizes reliability. However, it lacks depth and doesn't invite further conversation or exploration of the prospect's past experiences. There’s no effort to connect this assurance to the prospect’s specific concerns or to ask questions that might uncover more about their past issues with roofing. It misses an opportunity for a solution-focused approach that could reassure the customer more effectively. A better response might have included a question about their previous bad experiences, offering a tailored solution or reassurance based on that context. Overall, it comes off as a bit dismissive instead of building rapport or trust. Score: 4
3.
5
/ 10
Question:
"My team is already overwhelmed with other projects; how can we fit this into our workload?"
Answer:
We will take care of all the logistics and give you a proper report at the end of every day
Feedback:
The response addresses the concern about workload by promising to handle logistics and provide daily reports, which can alleviate some pressure for the team. However, it could be improved by exploring the prospect's specific concerns more deeply—such as asking about their current projects or deadlines to demonstrate active listening and curiosity. Additionally, a stronger closing technique could have been employed to guide them toward a decision. Overall, the response could benefit from a more solution-focused approach, emphasizing the value of your service in easing their burden rather than just stating what you will do. Score: 5
4.
4
/ 10
Question:
"I've heard that your company has had some issues with past projects; how can you assure me this one will be different?"
Answer:
Yes, we did have some issues. We did the proper repairs on our own done then we have figured out where we made mistakes. And have upgraded in our system to make sure that never happens again.
Feedback:
The response acknowledges the concern about past issues, which is good for active listening. However, it lacks a clear assurance and does not elaborate on the specific improvements made or how they will benefit the current project. It also misses an opportunity to explore the prospect's specific concerns through thoughtful questions, which would enhance the collaborative approach. Overall, while there’s an attempt to address the objection, it falls short in clarity and solution focus. A more effective response would include examples of improvements and a stronger emphasis on commitment to quality moving forward.
5.
5
/ 10
Question:
"We're currently locked into a contract with our existing vendor; how can we justify making a change right now?"
Answer:
One. Is your current vendor meeting your needs? Two. Our goal is to provide what our clients need that maybe mean, asking lots of questions to determine what those are so that we can work together and discover the best solution.
Feedback:
The response does a decent job of addressing the objection by asking a key question about the current vendor's performance, which is aligned with a consultative selling approach. However, it lacks depth in exploring the implications of remaining locked into the current contract and does not effectively highlight the value or benefits of switching vendors. There is a missed opportunity to create urgency or to present a unique insight that could challenge the prospect's current thinking. Additionally, the tone could be more engaging and confident. Overall, while it opens the door for further discussion, it doesn't effectively build a case for change or provide a compelling reason to consider your services. Consider incorporating more specific questions about pain points and potential benefits of switching vendors to strengthen your position and facilitate a collaborative conversation.
6.
8
/ 10
Question:
"This roofing option sounds great, but how do I know it will truly save us money in the long run?"
Answer:
I can provide you with a few case studies on this Roof system if you were interested that truly displays the energy efficiency and the money it has saved clients in the past Also, I can connect you with some past clients that would be happy to give you share their experience with the system
Feedback:
Your response effectively addresses the prospect's concern by offering tangible evidence through case studies and the opportunity to connect with past clients. This demonstrates a solution-focused approach and emphasizes value exploration, showing that you're willing to back up your claims with real-life examples. However, you could improve by asking a follow-up question to further engage the prospect and understand their specific concerns or criteria for evaluating potential savings. Overall, it's a strong response, but a little more curiosity could enhance the interaction further.
7.
6
/ 10
Question:
"With so many options out there, why should I choose your service over competitors?"
Answer:
Difference between our product and our competitors is we have a seamless system. We never have to tear off or open your roof so that you would be exposed to the weather. It all goes down seamlessly never exposing you to the risk of having leaks while the roofing project is in progress.
Feedback:
The response effectively highlights a unique selling point, focusing on the seamless system, which is a strong differentiator in the roofing industry. However, it could benefit from a more comprehensive exploration of the customer's needs and concerns. Asking questions to uncover specific pain points or priorities would demonstrate active listening and curiosity. Additionally, incorporating a closing technique, such as summarizing the benefits or creating a sense of urgency, would strengthen the overall response and encourage decision-making. Overall, the communication is clear and presents a solution-focused approach, but it lacks engagement and rapport-building elements. Score: 6
8.
5
/ 10
Question:
"I need to consult with my financial advisor before making any decisions; can we pause this conversation?"
Answer:
Yes, we can definitely pause the conversation but first before we do. I have a few questions for you. The first one is am I missing something that you would like to see? The second is there something I failed to provide that you need? And the third. Do you feel that this system is a good fit for what you are trying to achieve?
Feedback:
The salesperson's response does a decent job of acknowledging the prospect's need to consult with their financial advisor. However, the follow-up questions could have been more strategically aligned with the prospect's objection. Instead of pausing the conversation, they should have used this opportunity to explore the prospect's concerns further, potentially addressing any financial worries directly. The questions are somewhat vague and could benefit from being more specific to the value of the roofing system. Additionally, a closing technique could have been employed to encourage the prospect to consider discussing this with their advisor in the context of the value they would be missing out on. Overall, while there is an attempt to engage the prospect, the response lacks a strong focus on addressing the objection effectively and demonstrating value. Score: 5 out of 10.
9.
5
/ 10
Question:
"The team is concerned about how long the installation will take—can we streamline that process?"
Answer:
Our system. Install typically takes 3 to 5 days on a few variables if your team is concerned about time we can work with you to determine when the best time is to do it for example maybe we do it on the weekend instead of throughout the weekdays and we break it up that way, or we can be in and out on a certain timetable if that provides a better solution
Feedback:
The response does address the objection by providing a specific timeframe for installation and suggesting flexibility in scheduling, which is a good start. However, it lacks clarity and could be more structured. A more effective approach could involve asking questions to uncover the specific concerns of the team about the installation duration, thus demonstrating active listening and curiosity. Additionally, using a solution-selling technique to highlight the benefits of a streamlined process would strengthen the response. Overall, the communication could be clearer, and a more collaborative tone would help build rapport with the prospect. Consider incorporating a closing technique to guide the conversation towards a decision. Score: 5
10.
6
/ 10
Question:
"I'm not sure my partners will agree on this investment; how can we align everyone on this decision?"
Answer:
Can you tell me why your partners wouldn’t agree to this? Let’s set up a meeting for everyone that needs to be involved in decision-making and do a presentation then so that we to the bottom of all the questions. I have a few demonstrations our roofing systems that provide a lot of answers and show durability and provide the opportunity to draw out potential objections and provide the solution
Feedback:
The response does a decent job of addressing the objection by asking a follow-up question to uncover the underlying reasons for the partners' hesitance. However, it could have been more effective by providing specific insights on how to align the partners on the investment. The suggestion to set up a meeting is a good step toward collaboration, but it lacks a sense of urgency or compelling reason for the partners to attend. The mention of demonstrations is a positive aspect, as it adds value and shows a solution-focused approach. Overall, the communication is clear, but it could benefit from a stronger emphasis on value exploration and a more structured closing technique to guide the decision-making process. Additionally, there could be a more inquisitive tone to uncover the concerns of the partners further. Score: 6/10 for moderate effectiveness in addressing the concern, but could improve in clarity and engagement.
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