Roofing sales
Sales Assessment Results by Aaron Piotrowski
53
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance is stuck in the average lane with an average score of 5.3, and it shows. You have a solid grasp on acknowledging concerns, but your responses often skim the surface instead of diving deep into customer needs. Your use of empathy is commendable, but it needs to be more pronounced. You often fall short in providing comprehensive solutions that address budget concerns, installation details, and long-term value, leaving your prospects wanting. To elevate your game, focus on honing your consultative selling skills. This means engaging in deeper conversations about your prospects' specific financial situations and needs, and offering tailored solutions that truly resonate. Additionally, practice the storytelling technique to illustrate your points effectively and build trust. Remember, every conversation is a chance to connect on a deeper level. When in doubt, ask more questions—don't just state facts. Your memorable coaching moment? "Selling isn't just about offering a solution; it's about crafting a collaborative dialogue that transforms a prospect's concern into confidence." Stop playing it safe and start digging deeper!
Question Breakdown
1.
4
/ 10Question:
"I'm worried about how much this is going to cost me every month; can you help me understand the payment options?"
Answer:
I completely understand. What is phenomenal is after completing your inspection your roof qualifies to be covered by your insurance. The only thing you will be responsible is your deductible at the start of the project. You cover the deductible and the insurance covers the rest. Does that sound fair?
Feedback:
Your response acknowledges the prospect's concern, which is a good start. However, it lacks clarity in explaining the payment options beyond the insurance coverage. You should provide more detailed information on potential financing plans or payment schedules to address their worry about monthly costs. Additionally, using "does that sound fair?" is a bit vague; instead, ask if they have any specific budget constraints or preferences to engage them further. Overall, while you touched on a solution, the response needs improvement in clarity and thoroughness.
2.
5
/ 10Question:
"I love the idea of a new roof, but how do I know it will fit my budget without breaking the bank?"
Answer:
Due to it being damaged by hail and wind, the insurance will pay for the roof. Only thing you are responsible for is your deductible.
Feedback:
Your response addresses the financial aspect by mentioning insurance coverage, which is a positive step. However, it lacks a deeper exploration of the prospect's budget concerns. To improve, you could ask specific questions about their budget limits or preferences, and offer additional options, such as financing plans or payment structures to alleviate their worries. Engaging them in a conversation about their financial situation would demonstrate understanding and provide tailored solutions. Overall, while informative, your answer could benefit from more empathy and collaborative dialogue.
3.
6
/ 10Question:
"What happens if we have a rainy season right after the installation? Is the roof really going to hold up?"
Answer:
Yes great question, We install all shingles above 40 degrees F and durin go dry conditions so all the shingles seal and seat appropriately. There is a 7 year workmanship warranty on our work and if for any reason you have any issues we will come back out and fix it!
Feedback:
Your response addresses the prospect's concern about installation conditions and includes a warranty, which is positive. However, it could be improved by specifically acknowledging the potential worry about the roof's performance during inclement weather. Consider discussing the durability of the materials used, any testing done to ensure performance during rainy conditions, and the benefits of the warranty in relation to weather-related issues. This would provide a more comprehensive reassurance to the prospect. Overall, while you provided some useful information, expanding on the durability and performance under adverse weather conditions would enhance your response.
4.
6
/ 10Question:
"I heard horror stories about roofs needing repairs soon after installation. How can I be sure yours won’t have the same problems?"
Answer:
We provide a 7 year workmanship warranty so if there are any issues due to installation we will come back and fix it immediately. We use the highest quality material with Owen’s coroning duration. Once we complete installation there will be no further issues with your roof.
Feedback:
Your response effectively addresses the concern by mentioning the 7-year workmanship warranty, which provides reassurance to the prospect. However, it could be improved by acknowledging the prospect's fear about potential issues more explicitly. Consider discussing how your installation process minimizes risks of future problems and the specific quality control measures taken. Additionally, providing examples or testimonials from satisfied customers who experienced no post-installation issues could further enhance trust. While you're on the right track, adding these elements would strengthen your response and provide a more comprehensive assurance to the prospect.
5.
5
/ 10Question:
"Can you walk me through what the maintenance will look like after the installation? It seems like a big commitment."
Answer:
We will handle all the preparation and clean up before and after the project. It is extremely important to call us back for an inspection after a future hail or wind storm and we will be more than happy to ensure the roof is in proper condition.
Feedback:
Your response acknowledges the commitment aspect and provides some information about preparation and post-installation cleanup, which is positive. However, it falls short in explicitly detailing the ongoing maintenance process after installation. To improve, consider outlining what regular maintenance tasks the homeowner can expect, such as inspections, cleaning gutters, or checking for loose shingles. You might also want to address how often they should schedule these maintenance activities and why they're important for the longevity of the roof. Including this information will help alleviate concerns about the commitment involved and demonstrate your commitment to their long-term satisfaction.
6.
5
/ 10Question:
"I want to make sure this roof will last for years, but how do I gauge its long-term value?"
Answer:
Our shingles have a 130 mph rating and a 30 year manufactures warranty. If you ever have a severe hail storm please be sure to contact us to inspect it
Feedback:
Your response highlights the shingles' durability with a strong mph rating and a 30-year manufacturer warranty, which is a good start. However, it lacks deeper explanation regarding the long-term value of the roof. To enhance your answer, consider discussing factors that contribute to its longevity, such as the quality of materials, installation process, and any maintenance recommendations to ensure the roof remains effective over time. Additionally, you might want to provide examples of past customers who have benefited from the longevity of your roofs. Overall, while you mention important aspects, elaborating on the long-term value more thoroughly would strengthen your response.
7.
6
/ 10Question:
"How do you handle unexpected costs that might come up during the installation process?"
Answer:
There is one cost that I always make sure to make my customer aware of so there are no surprises. If when we tear off the current shingles we find rotted decking or mold we will have to replace those plywood sheets. This would be an addition incurred cost for you as the homeowner at $100 a sheet. On the day of the project I will make sure you are aware of anything additional.
Feedback:
Your response does a good job of addressing the potential unexpected costs related to rotted decking or mold, which is important for transparency. However, it could be improved by discussing how you proactively communicate with homeowners throughout the installation process and what steps are taken to minimize such additional costs. Consider explaining any inspection procedures prior to starting the project that could help identify issues beforehand. Additionally, it may be beneficial to ask the prospect if they have any specific concerns regarding unexpected costs or their budget, fostering a more collaborative dialogue. Overall, while informative, your answer lacks a broader overview of managing costs and engaging the customer in the conversation.
8.
5
/ 10Question:
"I have a friend who just got a cheaper quote. Why should I choose your service over theirs?"
Answer:
We work directly with the insurance carriers so you are not responsible for the cost of your roof. The estimate provided is done with the same software as the insurance carrier called xactimate. We do the work at the exact cost the insurance company is able to pay.
Feedback:
Your response highlights a key advantage of working with you—the connection to insurance carriers and the alignment of your estimates with their standards. However, it misses the opportunity to address the prospect's concern about price more effectively. To enhance your answer, consider discussing the added value of your services, such as quality of materials, workmanship, warranties, or customer service that justify the cost. It's also beneficial to ask open-ended questions that explore the details of the other quote, which can help you differentiate your offering. Overall, while you provided relevant information, expanding on the value proposition would strengthen your response and help build trust with the prospect.
9.
5
/ 10Question:
"What if I want to add features later? Is the roof easily customizable to accommodate that?"
Answer:
We would prefer to select all options when we plan the scope of work so I will provide you all options and colors so you can pick and have everything planned before we start and you can fall in love with your home again.
Feedback:
Your response touches on the importance of planning and options, which is good. However, it could be more direct in addressing the prospect's concern about future customization. Consider explicitly discussing how your roofing systems are designed to accommodate additional features or modifications down the line. Providing examples of past projects where customers successfully added features after installation could also enhance your credibility. Additionally, inviting the prospect to share specific features they might be interested in can foster a more engaging conversation and help you better tailor your offerings.
10.
6
/ 10Question:
"I’m just not sure if now is the right time for such a big investment; how can I feel more confident about moving forward?"
Answer:
Totally understandable. The great thing is this is paid for by your insurance because of the hail storm you had last May. Your home is only eligible to file a claim up to 1 year after the date of loss, this is the perfect time to file it so it is fully paid for.
Feedback:
Your response addresses the prospect's concern about timing by emphasizing the urgency of filing an insurance claim, which is a solid approach. However, it could be enhanced by exploring the prospect's feelings about the investment further. Consider asking open-ended questions to understand their hesitation and provide additional reassurance, such as discussing the long-term benefits of a new roof, potential increases in home value, or offering financing options if insurance coverage is a concern. Building more rapport and engaging in a two-way conversation will help instill confidence in their decision. Overall, while you provided a relevant point regarding the insurance claim, more empathetic dialogue and value exploration would strengthen your response.