Roofing
Sales Assessment Results

"I’ve had a bad experience with roofers before, how do I know this won’t be the same?"

Well, Jon my goal is to make sure that you have a great experience with exteriors plus I have been in the business for over 10 years helping customers like your with projects. We work hard to bring a great experience and product to you at a great price

Your response lacks a direct acknowledgment of the prospect's concern about their past bad experience, which is crucial in building rapport and trust. Instead of addressing their feelings, you jumped straight into your credentials without exploring their specific worries. A better approach would involve empathizing and then outlining specific practices or guarantees you have in place to prevent similar issues. It’s important to focus on a solution-oriented approach that reassures the client and addresses their unique situation. Additionally, your communication feels a bit generic and could benefit from more personalization to connect better with Jon. Always aim to demonstrate that you understand the pain points they’ve experienced in the past.

"What if I can’t afford the monthly payments?"

Our payments are really low and we have something for everyone. Let’s first take a look at everything and go from there and see how we can help you.

Your response doesn’t directly address the prospect's concern about affordability. While mentioning low payments is a start, you should further explore their specific financial situation and needs. Consider asking questions to understand their budget constraints better and offer tailored solutions or financing options that fit their circumstances. This approach not only shows empathy but also provides a clearer path forward for the customer. Additionally, using concrete numbers or examples could enhance your credibility and reassure the prospect about their options.

"I’m not sure what the long-term maintenance costs will be; can you break that down for me?"

We wouldn’t put you into a product that has high maintenance cost, let’s look at products are maintenance free and will truly last.

Your response attempts to address the concern about long-term maintenance costs but lacks clarity and detail. Instead of simply stating that you wouldn't recommend high-maintenance products, you should offer specific examples or scenarios regarding typical maintenance costs for the options you provide. This would help to build trust and confidence in your expertise. Additionally, there are grammatical issues in your wording that detract from the professionalism of your response. Consider rephrasing to clearly explain the differences in maintenance requirements between products and how that translates into cost savings over time. Asking a follow-up question to gauge their specific concerns or knowledge would also demonstrate active listening and engagement. Overall, a more thorough and structured answer would greatly enhance your credibility and reassure the prospect.

"What guarantees can you provide that this roof will hold up over time?"

First, we only use the best products for our customers that are time tested in our market and climate. Second all or roofs are installed professionally and backed with a 10 year workman ship warranty. We all over a 50 non prorated warranty on all materials.

Your response does a good job of mentioning the warranties and quality of materials, which is important in addressing the customer's concern about durability. However, there are some areas where you could improve: 1. **Clarity and Detail**: The phrasing "we all over a 50 non prorated warranty" is unclear and contains grammatical issues. It should be corrected for better professionalism and comprehension. 2. **Customer-Centric Approach**: You could strengthen your answer by directly acknowledging the customer's concern about long-term durability. For instance, you could briefly explain what makes the materials you use superior and how they perform over time based on industry standards or customer feedback. 3. **Engagement**: Consider asking a follow-up question to engage the customer further, such as, "What specific concerns do you have about the roof's longevity?" This demonstrates active listening and allows you to address any additional worries.

"I’ve seen cheaper options out there; how does your pricing really compare?"

Some are cheaper yes, I can’t lie to you and say we will be the cheapest. We do things a bit differently at exteriors plus. We have to look at apples to apples and what are they really offering an out of box warranty that’s nothing compared to our roof?are the components quality like ours. We don’t just slap a roof onto your house we build you a roof that last with quality product and experienced craftsman ship

Your response acknowledges the prospect's concern about cheaper options, which is a good start. However, there are several areas for improvement: 1. **Clarity and Structure**: The response lacks a clear structure, making it hard for the prospect to follow your points. Break down your message into distinct parts: acknowledge the concern, compare qualities, and then highlight the value of your offering. 2. **Comparative Analysis**: You mention "apples to apples" but do not provide concrete comparisons. It would be beneficial to specify what differentiates your product from the cheaper alternatives, such as specific features, warranties, or services that justify the price. 3. **Grammar and Professionalism**: There are several grammatical errors, such as "that’s nothing compared to our roof?are the components quality like ours" which detracts from the professionalism of your response. Ensure your communication is polished and articulate. 4. **Engagement**: Consider inviting the prospect to discuss their specific needs or budget constraints. This could help you tailor your response to their situation and build rapport. Overall, your response could be more compelling by focusing on the value you provide and engaging the prospect more directly.

"This seems like a big change; what’s the disruption going to look like for my family?"

Very little, with your roof install we make sure that we plan accordingly for your needs. During the build we make sure clean up is quick and fast and install is done in a timely manner.

Your response touches on the minimal disruption expected during the installation, which addresses the prospect's concern. However, it could be more effective in several ways: 1. **Empathy and Understanding**: Start by acknowledging the emotional aspect of the prospect's concern about disruption. This builds rapport and shows that you understand their perspective. 2. **Specifics**: Provide more concrete details about what the timeline of the installation will look like and how it will impact daily routines. For example, you could mention the expected duration of the installation and any specific measures you take to minimize inconvenience, such as scheduling or communication plans. 3. **Engagement**: Consider inviting questions or discussing specific concerns the prospect might have about their family's routine during the installation. This demonstrates active listening and helps you address any additional worries they may have. Overall, while your answer is a step in the right direction, enhancing clarity and engagement will strengthen your response significantly.

"If I proceed now, how long will the installation actually take?"

Our typical installs are one day. From start to finish. That includes removal and install of all product for the job and a thorough clean up of project.

Your answer provides a clear timeframe for the installation, which is helpful for the prospect. However, there are several areas for improvement: 1. **Clarity and Detail**: While stating that the installation takes one day is concise, it would be beneficial to elaborate on what that day entails. For example, you could mention the typical start time, how many crew members will be present, and what the customer can expect regarding noise or activity. 2. **Empathy**: Consider acknowledging that the prospect may have concerns about the disruption caused during that day. This would help build rapport and show that you understand their perspective. 3. **Engagement**: Encourage further discussion by asking if they have any specific concerns about the process or timeline. This demonstrates active listening and allows you to address any additional worries they may have. Overall, your response lays a good foundation, but adding more detail and engaging the prospect would enhance the effectiveness of your answer.

"I’m concerned about how this roofing choice will impact my home’s resale value."

That’s a great question, it will help the sale of your home and increase the value. Roofs are something new buys look for a lot when purchasing a home. And that extended warranty that comes with your roof is transferable to the new home owner free of charge.

Your response touches on the importance of a new roof for resale value, which is relevant to the prospect's concern. However, there are several areas for improvement: 1. **Clarity and Detail**: While you mention that a new roof will help the sale and increase the home's value, it would be beneficial to provide specific examples or data that support this claim. Consider discussing how much value a new roof typically adds or citing industry statistics. 2. **Empathy and Engagement**: Acknowledge the emotional aspect of the concern about resale value. This could help build rapport with the prospect. Instead of just stating facts, consider asking if they have specific concerns or questions about how the roofing choice might affect their home’s appeal. 3. **Value Exploration**: While you mention the transferable warranty, elaborate on how this feature adds value to potential buyers and can make the house more attractive in the market. This could enhance your credibility and demonstrate thorough understanding of the benefits. 4. **Professionalism**: Ensure the wording is polished. For example, “new buys” should be “new buyers.” Small grammatical errors can detract from your professionalism.

"My neighbor had a different company do their roof, and it looks great; why should I choose you?"

They definitely could be an opinion for you. I think I have explained why we would be a great fit. Although that company may have been a good fit for them they may not be a good fit for you. And with over 200 5 star reviews from homeowners like your self I know we are going to do a great job for you.

Your response acknowledges the neighbor's experience, which is a good start, but it lacks clarity and effectiveness in addressing the prospect's concern. Here are some areas for improvement: 1. **Empathy and Understanding**: Begin by empathizing with the prospect's perspective. Recognize that it's natural to compare options and validate their consideration of your competitor's work. 2. **Specific Differentiators**: Instead of being vague about why you might be a better fit, provide specific differentiators that set your company apart. Highlight unique features, services, or benefits that your company provides compared to the competition. 3. **Reviews and Social Proof**: While mentioning the 200 five-star reviews is a strong point, consider elaborating on what customers specifically appreciate about your work. Share a brief testimonial or highlight a common theme in those reviews that relates to quality, reliability, or service. 4. **Engagement and Curiosity**: Invite the prospect to share what specifically attracted them to their neighbor's roof or what qualities they are looking for in a roofing company. This shows active listening and allows you to tailor your response to their needs. In summary, while your answer touches on relevant points, enhancing clarity, empathy, and engagement will significantly strengthen your response.

"How will I manage the process if I’m not here during the installation?"

Another great question, I would be happy to keep you up to date on progress of the project thought out the day by emailing you pictures of the progress of your project. Look forward to working with you

Your response addresses the prospect's concern about managing the installation process while they are not present, which is a positive aspect. However, there are several areas for improvement: 1. **Empathy and Reassurance**: It would be beneficial to start by acknowledging the prospect's feelings regarding being away during the installation. This builds rapport and demonstrates understanding of their concerns. 2. **More Detailed Explanation**: While mentioning that you'll send pictures is a good start, consider offering more details about how you will manage the installation in their absence. For example, you could explain who will be on-site, how they will ensure quality and safety, and how communication will be handled throughout the day, not just through photos. 3. **Engagement**: Invite the prospect to express any specific concerns they might have about the installation process or any particular aspects they would like to be kept updated on. This demonstrates active listening and allows for a more tailored response. 4. **Professional Tone**: The phrasing "thought out the day" should be corrected to "throughout the day" for clarity and professionalism. Overall, enhancing the reassurance aspect and providing more detailed information will strengthen your response significantly.