Roofing
Sales Assessment Results
58
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real—your performance is hovering just below the mark, and it's time to kick it into higher gear. You’ve shown flashes of potential, particularly in your ability to acknowledge customer concerns and provide some solid product information. That's a good foundation. However, it’s clear you’re missing the mark when it comes to exploring customer needs deeply and engaging them with a more collaborative approach. The consistent pattern of lacking curiosity and follow-up questions is holding you back. You need to pivot from simply answering objections to digging deeper. Embrace the SPIN Selling technique. It could help you uncover more about your prospects' pain points, allowing you to tailor your responses effectively. Also, consider diving into consultative selling practices to strengthen your relationships and trust. Remember, customers want to feel heard, not just sold to. Your takeaway? Next time, think less about closing the deal and more about opening a conversation. Get curious, ask open-ended questions, and make it a two-way street. You’ve got this!
Question Breakdown
1.
6
/ 10Question:
"We've had past issues with roof leaks shortly after installation; how do you ensure quality control?"
Answer:
We take our installs down to the deck, we inspect decking and we study our products and install the best throughout ; we vet our crews and we document install throughout and at end of day , we stand behind our work ; when would like to get started ?
Feedback:
The response addresses the concern about quality control by detailing the steps taken to ensure a thorough installation, which is good. However, it lacks a more empathetic tone that acknowledges the prospect's past frustrations. Instead of directly asking when they would like to start, it would be more effective to ask open-ended questions to explore their specific concerns further. This could better engage the prospect and build trust. Overall, while the response has some strong points, it could benefit from more curiosity and a collaborative approach.
2.
4
/ 10Question:
"The current vendor offers a lower price; can you justify the added value of your service?"
Answer:
Absolutely , we have been in business for 15 years , we believe the products we use are worth the value you will invest
Feedback:
The response attempts to address the objection by emphasizing experience and product quality, but it lacks depth and fails to clearly articulate specific added value. To improve, the salesperson could have used the SPIN Selling approach to uncover the prospect's specific needs and pain points, demonstrating how their services provide a unique solution. Additionally, including a comparison of benefits over just stating experience would strengthen the argument. Questions about the prospect's current satisfaction with their vendor could foster discovery and engagement. Overall, the lack of detailed value exploration and clear communication leads to a low score.
3.
5
/ 10Question:
"I'm worried about how quickly we can get a roof installed with so many projects underway; what’s your timeline?"
Answer:
We want to get to you as quickly as we can and that is our goal. In addition , our goal is to be efficient yet as effective as we can be. We do not cut corners and want to insure your install and protect our labor as well .
Feedback:
The response addresses the concern about the timeline but lacks specificity. It conveys a commitment to efficiency and quality, which is good, but it could be enhanced by providing a more concrete timeline or a process to ensure that the prospect feels reassured. Using a consultative approach by asking follow-up questions about their specific concerns or deadlines would demonstrate active listening and curiosity. Additionally, including a closing technique, such as asking if they would like to discuss scheduling or any other concerns, could help move the conversation forward. Overall, the response is polite but could be improved for clarity and engagement.
4.
6
/ 10Question:
"How do we know your team has enough experience with our specific roofing materials and requirements?"
Answer:
This is a great question . We just installed a similar project for Mr/ Mrs Jones at 115 smith Avenue ; they are very pleased with our work . I recommend you go by their address and check out our work . In addition , we have pictures of work from start to finish that I can email you as well
Feedback:
The response does a decent job of addressing the concern by referencing a past project, which adds credibility. However, it could benefit from a more direct answer that reassures the prospect about the team's overall experience and knowledge with their specific roofing materials. While suggesting they visit the previous client's location is a good idea, it may come off as slightly evasive rather than providing a confident assurance. The offer to send pictures is valuable and shows a willingness to share proof of quality work. To improve, it would be beneficial to include specific qualifications of the team or certifications related to the materials in question. Overall, it lacks depth in solution-focused communication and doesn't clearly engage with any follow-up questions to further explore the prospect's needs.
Score: 6/10
5.
6
/ 10Question:
"Given the current economic climate, how can I be sure investing in a new roof is the right move?"
Answer:
I understand your concerns . I believe investing in a new roof will add value to your home immediately . Prices will rise and so the cost is lower now than it will be in the future . In addition , a new roof can save you money on possible insurance premiums. Plus I believe a new roof could save you money on energy bills. Mr Smith , what is the next step?
Feedback:
Your response does a decent job of addressing the customer's concerns about the investment in a new roof, but it could use more depth and a consultative approach. While you mention potential value increases and savings on insurance and energy bills, you could enhance your argument by providing more specific examples or statistics that illustrate these points. Additionally, asking more exploratory questions to understand Mr. Smith's specific financial situation and concerns would demonstrate active listening and curiosity. The transition to asking about the next step seems a bit abrupt; consider a softer closing that invites more dialogue, such as asking if he has any additional questions or concerns before moving forward. Overall, it's a solid start, but it could be more engaging and tailored to the prospect's needs.
Score: 6
6.
6
/ 10Question:
"I need to convince my team that your solution aligns with our long-term budget constraints; what data do you have?"
Answer:
We can provide data on rising costs , plus we can provide data on how doing your roof could save you 20-30% now as opposed to in the future . The longer you wait , costs could increase by as much as 15-20% . I would highly recommend moving forward to prevent future rising costs . Roofing material has increased by 30-35% in last 3-4 years
Feedback:
The response does address the objection by providing relevant data about rising costs and potential savings. However, it lacks a more consultative approach; it could have asked questions to better understand the team's specific budget constraints and priorities. Additionally, while it mentions the potential cost increase, it would be more effective to present this information in a way that aligns with the team's long-term financial strategy. The urgency is implied but could be reinforced with a clearer call to action. Overall, the communication is clear, but a more collaborative tone and deeper exploration of the prospect's needs would enhance effectiveness.
7.
7
/ 10Question:
"We’re considering an eco-friendly option; does your service support solutions that meet environmental standards?"
Answer:
Yes it does . One we are a Gold installer of Atlas roofing . Atlas also produces a shingle that reflects the UV rays, up to 28% first year . In addition , you may want to consider ,Radiant barrier OSB as an option . It will also reflect UV rays at 15% . We have checked back with both options on past customers and seen a lower energy bill after install . Which option do you feel will best meet your needs?
Feedback:
The response effectively addresses the customer's concern about eco-friendly options by highlighting the environmentally friendly features of the Atlas roofing products. The mention of the Gold installer status and specific product benefits shows credibility and expertise. However, the communication could be clearer and more engaging; phrases like 'Yes it does' feel abrupt and could benefit from a more conversational tone. The closing question is good, prompting the prospect to think about their needs, but it could be more open-ended to invite further discussion. Overall, while the response provides relevant information and demonstrates value, it could better explore the prospect's specific needs and foster a collaborative rapport.
8.
7
/ 10Question:
"If we choose your service, what kind of post-purchase support can we expect, especially for unexpected issues?"
Answer:
Great question , Mr Smith. We offer the following support . We include with our pricing a System plus warranty that is not only backed by Tiger Roofing but by Atlas manufacturer. It increases the standard warranty from 10 years to 20 years non prorated . Also , at Tiger roofing , we back our labor warranty for 5 years . But Mr Smith , I want to assure you this , I have been in business for over 10 years. If you call I will answer my phone. We were here yesterday , we are here today and we will be here tomorrow for your roofing needs.
Feedback:
The response effectively addresses the objection by providing specific details about the post-purchase support, including the warranty terms, which is crucial in the roofing industry. However, it could benefit from a more structured approach to clarify the points made. For example, the salesperson could use a framework like SPIN Selling to delve deeper into the customer's concerns about unexpected issues and how the warranties specifically address those. The tone is friendly and reassuring, which is appropriate for the context. Additionally, the statement about personal availability is a nice touch, showing commitment and building rapport. However, it could be enhanced by asking a follow-up question to ensure the prospect feels heard and to explore any further concerns they may have. Overall, it's a solid response but lacks some elements of curiosity and discovery.
Score: 7
9.
6
/ 10Question:
"I'm hesitant to change vendors since our current relationship has been stable; what makes your approach better?"
Answer:
Stable is always solid. But let me ask you this : are you satisfied with being content or would you like to be wowed ? At Tiger Roofing , we want to WOW our clients . We are not satisfied with being content. We want you to wake up thinking each morning I get to work with Tiger Roofing!
Feedback:
The response does a good job of acknowledging the prospect's stability with their current vendor, which shows some level of active listening. However, it could have been more effective if it directly addressed the specific concerns about switching vendors by comparing the unique benefits of Tiger Roofing to the current vendor. The use of a rhetorical question is a strong technique to prompt reflection, but it might come off as a bit pushy instead of collaborative. To improve, the salesperson could incorporate some specifics about what makes Tiger Roofing distinct, perhaps touching on aspects of the customer experience, quality, or service that would lead to a more compelling argument for change. Additionally, asking more open-ended questions to explore the prospect's needs and pain points would strengthen the approach. Overall, it’s a decent effort but lacks a strong, solution-focused argument and could benefit from better value exploration.
10.
5
/ 10Question:
"Do you have testimonials or case studies from similar projects that demonstrate your reliability and support?"
Answer:
Yes, we have over 200 google reviews. We have face book testimonials, but most importantly, we want your work to be special so that we can add you to our 5 star review and testimonials.
Feedback:
The response addresses the objection by confirming the existence of testimonials, which is good. However, it lacks specificity regarding the type of projects that are similar to the prospect’s needs, which is crucial in building trust. Instead of mentioning the quantity of Google reviews and Facebook testimonials, the salesperson could have highlighted specific case studies or success stories directly related to the prospect's situation. The tone is friendly and enthusiastic, but it could be more focused on the prospect's concerns. The closing technique could have included an invitation to discuss these testimonials in further detail, fostering a more collaborative approach. Overall, the response missed an opportunity to explore value and engage the prospect more effectively.
Score: 5