Single ply roofing
Sales Assessment Results
55
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here: your performance is hovering in the realm of mediocrity. With an average score of 5.5, it’s clear you have some solid foundations, but you’re missing the mark on connecting with your prospects and truly understanding their needs. Your strongest showing was in addressing guarantees and warranties, where you provided clear information and offered to engage further. That’s a win! However, your responses often lack the depth and specificity needed to really resonate. You need to dive deeper into the concerns raised, especially around budget and maintenance, rather than just skimming the surface. There’s a pattern of not fully exploring the prospect's objections or providing tailored solutions, which can come off as dismissive. You should focus on honing your consultative selling techniques and practicing empathetic communication. Remember, effective selling is about building relationships, not just making a transaction. Here’s your tough-love takeaway: every interaction is an opportunity to build rapport and trust. Ask more questions, listen actively, and show genuine curiosity about your prospects' challenges. If you can shift your approach to be more customer-centric, you’ll not only improve your scores but also your sales success. Now, go out there and make it happen!
Question Breakdown
1.
5
/ 10Question:
"I'm worried about how much maintenance this single ply roofing will need in the long run."
Answer:
Our TCO is some of the most sustainable in the industry due to our high quality components. You’ll replace many competing roofs twice before ours will fail, and spend more maintaining it. Plus, we are here to help with maintenance!
Feedback:
The response does address the concern about maintenance by highlighting the sustainability and longevity of the product, which is a positive aspect. However, it lacks clarity and specific details regarding maintenance requirements and support. Additionally, it would benefit from a more empathetic tone to acknowledge the prospect's worry. Incorporating a question to further engage the prospect and explore their specific maintenance concerns would help in building rapport and demonstrating active listening.
2.
4
/ 10Question:
"How can I justify this purchase with my current budget constraints?"
Answer:
Think long term. Would you rather spend less now and replace in 15 years, or spend a little extra and replace in 40?
Feedback:
The response attempts to address the budget objection by framing the decision in terms of long-term investment. However, it lacks specificity regarding how the customer can justify the purchase within their current budget constraints. There is no exploration of potential financing options, cost savings on maintenance, or any data that demonstrates value over time. Additionally, the tone could be perceived as dismissive rather than empathetic. A more effective approach would involve asking questions to understand the prospect's budget limitations better and offering tailored solutions that align with their financial situation.
3.
5
/ 10Question:
"I've read that some roofing products don’t perform well in extreme weather; how does this one hold up?"
Answer:
Because we meet the D6754 standard, containing 50% KEE; our roofing handles the cold very well and does not crack.
Feedback:
The response provides some relevant information by referencing the D6754 standard and the material composition (50% KEE), which addresses the concern about performance in extreme weather. However, it lacks depth and specificity regarding how these features translate into actual performance benefits in various weather conditions. Engaging the prospect with questions about their specific weather concerns could have strengthened the response, showing curiosity and active listening. Additionally, a more conversational tone would help in building rapport. Providing examples or data on performance in extreme weather could also enhance credibility and reassure the prospect effectively.
4.
4
/ 10Question:
"I already have a relationship with my current roofing contractor; why should I switch?"
Answer:
We are a roofing manufacturer and work with many contractors throughout the USA which may include yours. We only work with highly skilled contractors who meet standards to the benefit of your investment. We also have a rigorous quality control process inpalce ensuring you get what you pay for.
Feedback:
The response attempts to address the objection by emphasizing the quality of contractors associated with your company and the rigorous quality control process. However, it does not effectively articulate the unique value of switching from the current contractor to your services. There is a lack of engagement with the prospect's existing relationship, which is crucial in understanding their loyalty. A more effective response would involve acknowledging the strength of their current relationship and then highlighting specific benefits or differentiators that your roofing solutions offer, such as superior materials, warranty options, or better customer service. Incorporating a question to explore the prospect's satisfaction with their current contractor could also demonstrate curiosity and active listening, enabling a more collaborative discussion.
5.
6
/ 10Question:
"I need a roofing solution that fits my lifestyle—how easy is it to install and maintain?"
Answer:
We can inspect the roof twice a year and notify you if any maintenance that needs performed. We recommend someone checking in on the roof at the beginning of each season for any viable damage or maintenance items. We provide a maintenance recommendations and make the process easy.
Feedback:
The response addresses the ease of maintenance by mentioning regular inspections and proactive communication about needed repairs. However, it could be strengthened by providing more details about the installation process and how it aligns with the prospect's lifestyle needs. Including specific benefits of the roofing solution in terms of installation time, required skills, or tools would be beneficial. Additionally, asking the prospect about their specific lifestyle requirements or concerns could foster engagement and demonstrate active listening. Overall, there is a good foundation, but more depth and engagement are necessary.
6.
6
/ 10Question:
"Can you explain how this roofing compares in price and durability to other options I’ve looked at?"
Answer:
We are the thinnest membrane on the market with twice as much puncture resistance compared to TPO. Because we are 50% KEE, our membrane is sealed on a molecular level creating long term performance and resistance. Additionally, because we are also 50% PVC, the KEE stops the Chlorine from leaving the membrane and increases our fire resistance significantly more than competing membranes. The KEE makes us a bit more of an investment; but the long term performance with a 40 year service life makes it significantly more economical.
Feedback:
The response provides a good overview of the product's durability features, such as puncture resistance and fire resistance, which directly addresses the durability aspect of the objection. However, it lacks a direct comparison to the pricing of other roofing options, which is crucial for the prospect's decision-making. While mentioning that KEE results in a higher upfront investment, it would be beneficial to detail how the overall cost-effectiveness and lifespan compare to alternatives like TPO, especially focusing on potential long-term savings. Additionally, it would strengthen the response to incorporate a question to further engage the prospect and understand their specific comparisons or concerns regarding pricing and options. Overall, while the durability aspects are well articulated, the price comparison needs more clarity and context.
7.
5
/ 10Question:
"What if I need repairs down the line—how do the costs stack up?"
Answer:
We will cover repairs under warranty. We have options available if you’d like to discuss them
Feedback:
The response briefly addresses the prospect’s concern about repair costs by mentioning warranty coverage, which is a positive aspect. However, it lacks detail about what the warranty covers specifically, as well as any potential costs that might arise outside of warranty. It would be beneficial to explain the options available more clearly and outline any associated costs or procedures for repairs. Engaging the prospect with questions about their specific concerns regarding repairs or offering to provide a detailed breakdown of warranty terms could enhance the response. Overall, while it touches on an important point, the answer lacks depth and clarity.
8.
6
/ 10Question:
"I’m concerned about the installation timeline—how will it affect my home life?"
Answer:
We can work the install around your needs! Is there anything specific you are concerned about ?
Feedback:
The response does a good job of acknowledging the prospect's concern by offering to accommodate their needs during the installation process, which is a positive aspect. However, it lacks specific details regarding the installation timeline, such as how long the installation typically takes or any potential disruptions to daily life. Providing a clearer picture of what to expect during the installation process would enhance confidence and alleviate concerns. Additionally, the question posed is a good start for engagement, but it could be more focused on the prospect's specific lifestyle or scheduling needs to foster deeper dialogue. Overall, while there is some effective engagement, more detail and specificity are needed to fully address the concern and reassure the prospect.
9.
6
/ 10Question:
"Is there a risk of hidden costs once I start the project?"
Answer:
Price in total is established up front prior to job start. Outside of pre established payments and future maintenance there are no additional cost.
Feedback:
The response directly addresses the prospect's concern about hidden costs by stating that the total price is established upfront, which is a positive approach. However, it lacks depth and assurance regarding the nature of the costs outlined. It would be more effective to provide additional details about what is included in the total price, such as materials, labor, and any contingencies. Additionally, mentioning a commitment to transparency throughout the project can further alleviate concerns about hidden costs. Incorporating a question to invite the prospect to share any past experiences with hidden costs could enhance engagement and demonstrate active listening. Overall, while the answer does touch on the concern, it would benefit from more clarity and a collaborative approach.
10.
8
/ 10Question:
"What guarantees or warranties do you offer to ensure I won't have issues later?"
Answer:
We have a material only warranty that covers just the membrane; a full system warranty that covers membrane, accessories and install. Our full system warranty will cover the cost of contractor repairs up to the cost of the roof for any damage determined to be the result of product performance or install issues. We have a 10 year, 15, and 20 year full system warranty. Let me walk you through the details.
Feedback:
The response effectively addresses the prospect's concern about guarantees and warranties by providing clear information on both the material-only warranty and the more comprehensive full system warranty. Mentioning specific terms (10, 15, and 20 years) adds credibility and helps the prospect understand the coverage options available. Additionally, offering to walk the prospect through the details indicates a willingness to engage further and clarify any questions. However, it would strengthen the response to include reassurance about the quality of the products or services backed by these warranties, as well as any testimonials or data that could instill more confidence. Overall, the communication is clear and appropriately detailed for the context.