Roofing
Sales Assessment Results by Jayden Walker
49
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance has left much to be desired, and the average score of 4.9 reflects that. You’ve shown some promising aspects, like acknowledging customer concerns and attempting to provide warranties, but the execution falls flat. There’s a consistent pattern of lacking depth in your responses and a tendency to undermine trust with humor when seriousness is warranted. Your communication needs a serious overhaul—be more solution-focused, employ structured approaches, and engage prospects with open-ended questions to explore their needs.
To elevate your game, I suggest diving deep into Solution Selling and Consultative Selling techniques. These will help you tailor your conversation to the specific needs of your prospects and provide value that resonates. Remember, clients want to know they’re understood and that you’re a partner in their journey, not just a salesperson looking to close a deal.
Here’s your memorable coaching moment: selling is not about what you say; it’s about how you make your prospects feel. If they don’t feel understood or valued, you’re just another voice in the crowd. Step up your game and transform your sales conversations into genuine dialogues. You’ve got this—I believe in your potential to turn it around.
Question Breakdown
1.
3
/ 10Question:
"Our current vendor has been with us for years; I'm not sure if we should switch now."
Answer:
I completely understand, a lot of my clients feel that way about their previous roofer. What they found is that we can bring much more value and a better end product than most of our competitors
Feedback:
The response does acknowledge the prospect's concern, which demonstrates some active listening. However, it lacks depth and specificity. Instead of simply stating that many clients felt the same way, you should ask open-ended questions to explore their satisfaction with the current vendor and the specific value they seek. Additionally, you should provide concrete examples of how your service surpasses the competition, thus emphasizing the value proposition. Overall, your response needs to be more solution-focused and collaborative, engaging the prospect in a deeper conversation about their needs and concerns.
2.
4
/ 10Question:
"Can you guarantee that your materials will hold up against our harsh weather conditions?"
Answer:
I can’t guarantee anything as I can’t see the future lol, but I can tell you with out 5 year workmanship warranty as well as our 25 year manufactur warranty you can have the peace of mind that you are completely covered
Feedback:
The response attempts to address the concern about material performance by mentioning warranties, which is a positive aspect. However, the comment 'I can’t guarantee anything as I can’t see the future lol' is unprofessional and undermines trust. Instead, you should acknowledge the seriousness of the weather conditions and emphasize the high-quality materials used, including any testing or certifications they have undergone. It would also be beneficial to ask about the specific weather challenges they face to further tailor the conversation. Overall, the tone needs to be more serious and focused on reassurance rather than humor.
3.
5
/ 10Question:
"I need to see a clear breakdown of the total cost, including any hidden fees that might pop up later."
Answer:
I completely understand I can get you an estimate by the end of the day unfortunately we can always see everything that is under the shingles, but there won’t be any surprises. Anything that comes up I will come to you with a change order and you can approve everything before any additional work is completed
Feedback:
Your response begins to address the concern by indicating your willingness to provide an estimate and mentioning the change order process, which promotes transparency. However, it lacks clarity and confidence in terms of the cost breakdown. You should explicitly state that you will provide a detailed estimate that outlines all costs, including materials and labor, to build trust. Additionally, instead of saying 'unfortunately we can always see everything that is under the shingles,' it would be more effective to express that you will do your best to provide an accurate estimate based on what is visible. Overall, your response should aim to reassure the prospect that there will be no hidden fees and that you value their need for transparency.
Consider asking if they have specific cost concerns or previous experiences with hidden fees to engage further and demonstrate active listening.
4.
5
/ 10Question:
"With our budget cycle coming up, I don't know if now is the best time to make a significant investment like this."
Answer:
Hey I understand it is a big decision I would just hate for your roof to leak and cause any additional damages I had a client that decided to wait until after hurricane season and a hurricane came threw and caused a additional 20k in damages that could have been prevented
Feedback:
Your response starts with empathy, which is good, acknowledging the weight of the decision for the prospect. However, it lacks a structured approach to address their concern about timing and budgeting. Instead of relying on a past client's experience, you should focus on exploring their specific budget constraints and timing concerns. Ask questions to understand their budget cycle better and discuss potential financing options or the benefits of acting now versus later. This way, you can tailor your solution to their needs while reinforcing the urgency without sounding alarmist. Overall, aim for a more consultative approach that aligns with their financial planning and addresses the repercussions of delayed action without sounding overly dramatic.
5.
5
/ 10Question:
"I'm concerned about how long the project will take; we can't afford delays with this emergency situation."
Answer:
I completely understand we have a 2 day install grantee but we only use the best so typically our installation only last 1 day
Feedback:
Your response starts by acknowledging the prospect's concern, which is good. However, it lacks clarity and depth. While mentioning a 2-day install guarantee is helpful, it would strengthen your response to provide more context about what factors can affect the timeline and how you mitigate those risks. Additionally, stating that installations typically last only 1 day needs more elaboration on why this is the case and what steps you take to ensure efficiency. Consider asking the prospect about their specific timeline needs or any prior experiences with delays to engage further and demonstrate that you value their situation. Overall, aim for a more comprehensive and reassuring response that addresses their concerns more thoroughly.
6.
5
/ 10Question:
"What happens if there’s an issue after installation? What support do you offer?"
Answer:
We offer a 5 year workmanship warranty as well as a 25 year manufacture warranty
Feedback:
Your response mentions the warranties offered, which is a good start as it addresses the prospect's concern about post-installation support. However, it lacks detail about how support works beyond the warranties. You should explain what kind of support clients can expect during those warranty periods, such as responsiveness to issues, processes for claims, or any maintenance services. Additionally, consider asking the prospect if they have specific concerns or past experiences with post-installation issues to foster a more engaging conversation. Overall, aim for a more comprehensive and reassuring response that outlines both the warranties and the support system in place to build trust and confidence.
7.
5
/ 10Question:
"I've seen cheaper quotes from competitors; how can I justify paying more for your service?"
Answer:
I completely understand wanting to get the best price but sometimes cheaper isn’t always better a past client of mine went with a cheaper bid and we ended up having to redo there roof because it was improperly installed, what was a 2k difference ended up becoming a extra 15k bill
Feedback:
Your response acknowledges the prospect's concern about price, which is good. However, it lacks a structured approach to effectively justify the higher cost. While mentioning a past client's experience adds credibility, it could be more impactful if you framed it as a lesson learned, emphasizing the value of quality over cost. You should provide specific details about what differentiates your service, such as superior materials, installation techniques, or customer support that contributes to long-term savings. Additionally, consider asking questions to understand their specific needs and what aspects of a roofing service are most valuable to them, which will help you tailor your value proposition. Overall, your response should focus on a more consultative and value-driven approach to engage the prospect meaningfully.
8.
7
/ 10Question:
"I've heard mixed reviews about your warranty; can you clarify what it covers and for how long?"
Answer:
Absolutely, our workmanship warranty covers any leaks or damages that happen due to installation errors and our 25 year manufacturer warranty covers any kind of defects that could happen to the shingles so you are completely covered and have nothing to worry about
Feedback:
Your response effectively addresses the prospect's concern by clearly outlining both the workmanship warranty and the manufacturer's warranty. You provide specific information about what each warranty covers, which helps to build trust. However, it would enhance your response to include details about the process for filing a claim or how quickly issues are typically addressed. Additionally, consider asking the prospect if they have specific concerns or experiences that led to their mixed feelings about warranties, which can open the door for further dialogue and demonstrate active listening. Overall, a solid response, but adding depth and fostering engagement would strengthen it further.
9.
5
/ 10Question:
"Our team is already stretched thin; how much time will this project actually require from us?"
Answer:
We handle everything with the insurance company the most you will have to do is send a email or 2 that we will formulate for you. I don’t expect you to understand all the ins and outs of roofing or spend hours researching. That’s why I’m here to make the load as light as possible
Feedback:
Your response attempts to alleviate the prospect's concern about their team's workload by emphasizing how you will simplify the process. However, it lacks clarity on the actual time commitment required for the project and doesn’t provide specifics about the project's timeline or what phases might require their involvement. Instead of stating that they won’t need to understand the ins and outs of roofing, focus on what you will manage and how you will keep their responsibilities minimal. Consider asking them about their current workload or specific concerns to further engage them in the conversation. Overall, your approach should reinforce reassurance and provide a clearer picture of the project demands.
10.
5
/ 10Question:
"I worry about the disruption this will cause to our daily operations during installation."
Answer:
I completely understand we can work with you and your schedule you just let me know what you need and we can make sure you are able to do it as if we weren’t even there
Feedback:
Your response acknowledges the prospect's concern about disruption, which demonstrates some empathy. However, it lacks concrete details about how you plan to minimize disruption during the installation process. Instead of just promising to work around their schedule, it's crucial to explain specific strategies you have in place, such as flexible working hours, clear communication about the process, or a dedicated team to minimize interference. Engaging the prospect with questions about their specific operational challenges or any previous experiences with similar projects could foster a deeper conversation and show that you are genuinely interested in their needs. Overall, aim for a more comprehensive response that outlines the measures you will take to ensure a smooth installation process with minimal disruption.