Roofing
Sales Assessment Results by Cody
36
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here. Your performance on this test was underwhelming, averaging a 3.6. This isn't just a minor bump in the road; it's a wake-up call. You're clearly struggling with addressing customer objections in a way that's specific, engaging, and credible. Your responses often lack depth and the ability to truly understand and empathize with the customer's concerns. While you occasionally touch on positive elements, such as acknowledging prospects' issues, you fail to follow through with concrete examples or tailored solutions that would make a difference.
You need to focus on honing your ability to articulate the value of your offering clearly and compellingly. One key area to dive into is storytelling in sales. You have the data and the experience, but without sharing compelling narratives that illustrate how your solutions have provided real value in the past, you're just another voice in the crowd. Additionally, mastering objection handling techniques will be crucial. You need to learn how to transform objections into opportunities for deeper conversation, not just brush them aside or label them as hypothetical.
Here's the coaching moment for you: Every customer objection is a chance to understand their needs better and showcase how your solution is the answer. Don't just hear them—listen, engage, and respond with the depth and specificity that builds trust. If you can do that, you’ll not only improve your scores but also make a genuine impact on your sales. It's time to step up your game.
Question Breakdown
1.
2
/ 10Question:
"How does your roofing solution compare in terms of long-term durability and warranty against competitors?"
Answer:
We use industry leading materials & we're qualified installers. We're therefore able to offer a better warranty than most.
Feedback:
The response lacks depth and specificity needed to effectively address the objection. While mentioning industry-leading materials and qualified installers is a start, it does not compare the offering directly to competitors or provide measurable data. Additionally, it fails to engage the prospect by asking follow-up questions to understand their specific concerns further. More emphasis on the long-term benefits and supporting evidence (e.g., testimonials, case studies) would enhance credibility and value demonstration. Overall, the response misses an opportunity for a collaborative approach and fails to explore the customer's perspective adequately.
2.
4
/ 10Question:
"I’m concerned about how the installation timeline will affect our ongoing operations; can you assure minimal disruption?"
Answer:
We onvoard you to our customer portal & pffer seamless & cohesive scheduling, management & cleanliness the day of install. Once completed, we ensure our promises are kept & you're satisfied. Does everything I went over make sense?
Feedback:
The response touches on the use of a customer portal and scheduling but lacks specificity regarding how that translates to minimal disruption during the installation. It would benefit from detailing how the process is tailored to the client's operations, perhaps by mentioning typical timelines for installations and how they align with the client's operational schedule. Additionally, the phrase 'Does everything I went over make sense?' feels somewhat dismissive in the context; instead, engaging the prospect with a question about their specific operational concerns would demonstrate active listening and collaboration. Overall, the approach lacks depth in addressing the prospect's specific worry about disruption, and there’s an opportunity missed to showcase the value of your solution in detail.
3.
4
/ 10Question:
"With our limited budget this fiscal year, how can we justify the ROI if we decide to switch from our current vendor?"
Answer:
What other concerns might you have? Ultimately what value are you looking for? Cheap? What's your budget? Let's be transparent so I can verify that we're a good fit.
Feedback:
The response attempts to engage the prospect by asking about other concerns and their budget, which is a positive approach. However, it lacks a direct response to the objection regarding ROI and doesn't articulate how your solution can provide value that justifies their investment. Instead of simply asking if they are looking for something cheap, consider discussing how your roofing solution can save costs in the long run, improve efficiency, or enhance their operations, thus providing a clear ROI. Also, it would be beneficial to ask questions that probe deeper into their current pain points and specific needs related to budget constraints, rather than keeping the conversation broad. Overall, the response needs more focus on value exploration and how your offering aligns with their financial goals.
4.
3
/ 10Question:
"Can you provide examples of successful projects where your team navigated complex committee buy-ins effectively?"
Answer:
Absolutely, our google my business page offers transparency, along with our other media platforms. I'll leave you with this as well, it's a list of customers contact info & their review.
Feedback:
The response lacks a direct answer to the objection regarding specific examples of successful projects. While mentioning the Google My Business page and offering customer contact information is a step towards transparency, it does not provide concrete examples or narratives about navigating complex committee buy-ins. To enhance the response, consider sharing a detailed case study or specific project that illustrates your team's effectiveness in dealing with similar situations. This would demonstrate your expertise and build credibility with the prospect. Additionally, asking the prospect if they would like more information or discussing their particular committee structure could further engage them.
5.
4
/ 10Question:
"What kind of support can we expect post-installation to ensure ongoing compliance with safety regulations?"
Answer:
You're automatically handed over to our team that facilitates regular routine maintenance. This allows seamless trust that we're here long- term
Feedback:
The response mentions being handed over to a team for regular maintenance, which is a good start; however, it lacks detail on what specific support the customer can expect regarding compliance with safety regulations. It would be helpful to explain how the maintenance team ensures that all safety regulations are adhered to, such as through audits, training, or regular safety checks. Additionally, providing examples of your ongoing support, like documentation or reporting, would enhance credibility and demonstrate a commitment to compliance. The phrase 'seamless trust' is vague and could be replaced with more concrete assurances. Overall, your answer needs more depth and specificity to effectively address the prospect's concern about ongoing support for safety compliance.
6.
4
/ 10Question:
"I’ve heard mixed reviews about your customer service; how do you address those concerns to maintain customer satisfaction?"
Answer:
I appreciate the concern & allowing us the opportunity to explain- We do our absolute best to provide quality service & control all variables. I would love to have an in-depth discussion, if you'd please share the exact reference, I'd be happy to share our side. Correspondences, etc
Feedback:
The response acknowledges the prospect's concern, which is a positive start. However, it lacks specific strategies or examples of how your company addresses customer service issues. Instead of just expressing a willingness to discuss further, it would be more effective to outline any specific measures taken to improve customer service or share positive testimonials from satisfied clients. Asking for specific references can be seen as deflective rather than proactive; instead, you could address general feedback and highlight improvements or initiatives. Overall, the response does not sufficiently demonstrate your commitment to customer satisfaction or provide reassurance to the prospect regarding their concerns about mixed reviews.
7.
4
/ 10Question:
"Given our need for quick decisions due to current economic pressures, how can you expedite the approval process on your end?"
Answer:
My end is already in motion & will be wrapped up momentarily, due to our industry knowledge, automations structure to offer seamless time effective solutions. When are you ready to start?
Feedback:
The response addresses the urgency implied by the objection, indicating that processes are already in motion. However, it lacks clarity and specificity regarding how exactly you plan to expedite the approval process for the prospect. Describing the automations and structures in more detail would enhance understanding. Instead of asking, "When are you ready to start?" consider asking how soon they need a decision or what their timeline looks like, demonstrating a more collaborative approach. Overall, while there is a positive attempt to convey readiness, the response could greatly benefit from a clearer explanation and engaging questions that invite the prospect to share their specific needs or timelines.
8.
4
/ 10Question:
"Are there any hidden costs associated with your roofing materials that could impact our long-term budget?"
Answer:
We do our absolute best to factor all expenses for a seamless process. Delays hurt our bottom line as well; However, we're also very transparent & we pride ourselves on being transparent. In the event of an unforseen, we will address the matter, offer the solution & overcome the obstacle in a timely fashion, to insure deadlines. In the event of any unforseen- Here's the allocated pricing. Do you have any further concerns? Does everything i went over make sense
Feedback:
The response attempts to reassure the prospect about transparency regarding costs, which is a positive effort. However, it lacks specific details about what is included in the pricing and how the company ensures there are no hidden costs. Instead of simply stating that you factor all expenses and pride yourselves on transparency, it would be more effective to directly address common concerns about hidden costs, perhaps by sharing examples from previous projects or a breakdown of potential costs. The phrase "in the event of an unforeseen" is vague; it would be more impactful to define what types of unforeseen costs could arise and how the company has handled similar situations in the past. Additionally, instead of asking if everything makes sense, consider inviting the prospect to share specific concerns they may have about costs, fostering a more collaborative dialogue. Overall, while the intent is good, the response needs more clarity and detail to effectively mitigate the prospect's concerns about hidden costs.
9.
2
/ 10Question:
"How does your roofing system integrate with what we currently have in place, and what challenges might arise during that transition?"
Answer:
This is a hypothetical question. What do you currently have in place?
Feedback:
The response does not effectively address the objection and instead deflects it by labeling it as hypothetical. It fails to recognize the prospect's concern about integration and challenges during the transition. Instead of simply asking what the prospect currently has in place, it would be more beneficial to proactively discuss common integration scenarios and potential challenges, thereby offering insights and demonstrating expertise. This would also show that you are engaged and committed to understanding their specific needs and concerns. Overall, the response lacks a collaborative approach and does not provide value in addressing the objection.
10.
5
/ 10Question:
"In the event of a major weather event, what assurances do we have regarding your product's performance compared to alternative solutions?"
Answer:
We get you setup with our app/customer portal. You can access us 24/7 & we offer a 12hr emergency response team. We also have open roof coverage endorsement on our insurance policy. We offer the absolute best product & seamlessintegration for assistanne, however, unfortunately, unforseen circumstances are possible- I'll leave you with manufactur spec details to ensure transparency so you can make an informed decision.
Feedback:
The response offers some positive elements, such as access to a customer portal and a 12-hour emergency response team, which demonstrates readiness to assist during emergencies. However, it lacks direct assurances about the product's performance during major weather events, which is the core of the prospect's concern. Instead of solely detailing app access and insurance coverage, it would be more effective to discuss how the roofing products are tested for extreme weather conditions and how they compare to alternative solutions. Additionally, the phrase "unforeseen circumstances are possible" could be viewed as vague and may heighten concerns rather than alleviate them. It would benefit from concrete examples or data supporting the product's reliability and performance in adverse conditions. Overall, the response needs to better address the prospect's specific concerns and enhance clarity about how your solution uniquely mitigates risks associated with extreme weather events.