Screen porch
Sales Assessment Results

"I'm not sure if I actually need a screen porch right now."

What made you decide to reach out today? While you may not need it today, I know the bugs in this area are very back come springtime and you will be begging for a screen, but we get booked up for weeks then, so many of your neighbors went ahead and got their screens early. And now they’re enjoying them year round.

The response touches on the prospect's hesitation by asking a question about their motivation for reaching out, which is a good approach to uncover their needs. However, it lacks a deeper engagement with the prospect's specific situation and does not sufficiently acknowledge their current concerns about the necessity of a screen porch. The statement about bugs is relevant but could be made more compelling by asking how they currently deal with bugs or if they have any outdoor activities planned where a screen porch might enhance their experience. The mention of neighbors enjoying their screens is a good attempt at social proof, but it could be stronger with more detail or a direct comparison to the prospect's situation. The closing technique is missing; even a gentle nudge to consider a consultation would help. Overall, the response is somewhat effective but could benefit from more curiosity and a clearer value exploration. The tone is friendly and relatable, which works well for this industry.

"Your price is significantly higher than other quotes I've received."

We expect that. It does surprise some people, but when they look at the quality material we bring vs other companies, they quickly see the value in our price. Not only do you get better product, but we will put our warranty up against any other company and outperform them. Would you be more comfortable with more affordable option for today, that you will make more warranty claims on later?

The salesperson begins by acknowledging the prospect's concern about price, which is a good start. However, the response could be more effective if it explicitly addressed the prospect's objection by empathizing with their situation. The mention of quality and warranty is relevant, but it could benefit from more specific examples or comparisons to illustrate the value proposition clearly. The closing question about an affordable option seems somewhat dismissive and may come off as sarcastic, which could alienate the prospect rather than engage them. A more collaborative approach, perhaps asking about their specific needs or budget constraints, would foster a better dialogue. Overall, while the response touches on value, it lacks effective engagement and curiosity about the prospect's perspective.

"How do I know your screen porch will be durable against extreme weather?"

While no company can claim it will handle extreme weather, we do have products that are built to handle that better, like our storm protection screen. These systems are made for hurricanes and made out of Kevlar so they are super tough. Let’s see how these would be a fit for your need.

The salesperson effectively addressed the concern about durability by acknowledging that no product can guarantee against extreme weather while highlighting specific features of their product designed for such conditions (storm protection screen and Kevlar material). The communication is clear and straightforward, which is appropriate for the industry. The closing technique is present with an invitation to explore the fit of the product to the prospect's needs, demonstrating a solution-focused approach. However, the response could benefit from more curiosity and discovery; asking the prospect about their specific weather concerns or experiences would enhance engagement. Active listening is somewhat present, but further acknowledgment of the prospect's perspective would strengthen rapport. Overall, the value is explored through the mention of the specialized product features, but a bit more emphasis on how these features translate into benefits for the customer would improve the response. Score: 8

"I'm worried about the maintenance it will require after installation."

Our systems and products are virtually maintenance free. What areas concerned you the most around maintenance issues?

The response effectively addresses the concern by highlighting that the systems are virtually maintenance-free, which directly counters the prospect's worry. However, it could have been enhanced by providing specific examples or testimonials that demonstrate low maintenance in practice. The follow-up question invites the prospect to share their specific concerns, which is a good way to show curiosity and discovery. Overall, the tone is appropriate for the home improvement industry, but it could be warmer to build rapport further. There's a clear solution-focused approach, but the closing technique could be stronger by offering reassurance or a call to action. Overall, a solid response but with room for improvement in engagement and detail.

"We just bought a new house, and we're focused on other renovations right now."

That’s really great! Building out your home how you want it! Most homeowners find that this is a great time to get everything done since there’s already work disturbing your home. One more crew work outside simultaneously, won’t be that much more bother. And if it’s in regards to finances, we have some decent options to get you in a payment so you’re not exhausting your cash all at once. Where do you want to go from here?

The response does a good job of acknowledging the prospect's excitement about their new home and renovation plans, which demonstrates active listening. However, it could be improved by addressing the specific concern about timing more directly. The suggestion that additional work won't be much bother could be perceived as dismissive of the prospect's priorities. While the mention of financing options is relevant, it is introduced somewhat abruptly without enough context or exploration of the prospect's financial concerns. The closing question is a nice touch, but it could be more focused on the prospect's needs rather than just moving forward. Overall, the response shows potential but lacks some finesse in balancing enthusiasm with sensitivity to the prospect's current situation.

"Can you explain the return on investment for a screen porch?"

Sure, aside from additional upgrade to your outdoors, it creates more usable space for most of the year. Your house value will go up a little bit too. And if you ever go to sell it, and there’s another house in this neighborhood on the market, the house with extras like screen porch will sell faster than the others. This makes a great return on investment.

The response does address the concern about return on investment by highlighting the benefits of additional usable space and increased house value. However, it could be more effective with specific data or statistics to back up the claims made. The tone is generally friendly, but it lacks a more persuasive closing technique to encourage commitment. Asking the prospect more questions about their specific needs or concerns could enhance discovery and curiosity. Overall, while the response presents valuable points, it could be strengthened with more detailed explanations and a collaborative tone.

"What if I change my mind after installation?"

Do you often change your mind after making a big decision like this? What would be something to make you Change your mind on this? We address concerns on this while we plan out your project with you to make sure you get exactly what you’re wanting.

The salesperson's response attempts to address the objection by asking a clarifying question about changing minds, which shows some level of curiosity and discovery. However, it lacks effectiveness in directly addressing the concern of post-installation regret. The tone is somewhat conversational, which is appropriate for the industry, but it could be more reassuring. The response could benefit from a stronger closing technique, perhaps by offering reassurance about the installation process or a satisfaction guarantee. Additionally, the follow-up question is a bit vague and could lead to confusion rather than clarity. Overall, while there are elements of active listening and collaboration, the response needs more focus on demonstrating value and addressing the client's specific concern.

"How does your product compare in terms of energy efficiency against others on the market?"

If you’re wanting better energy efficiency, there are certainly different levels to that and we can go with a product that offfers higher ratings on that. Our clients choosing this option call me to let me know when the power billls go waaaaaay down after installing our products

The response addresses the concern about energy efficiency by acknowledging that there are varying levels of efficiency. However, it lacks specifics on how the product compares to competitors, which is crucial for addressing the objection effectively. The tone is conversational, which is good, but it could be more professional to instill confidence in the prospect. Additionally, there's no direct closing technique or follow-up questions to engage the prospect further or explore their specific needs. The mention of client satisfaction is a positive touch, but it would be stronger with actual data or comparisons. Overall, more clarity and detail on the product's benefits compared to others could enhance the response significantly.

"I'm concerned about the installation process disrupting my daily life."

Installs typically take one day, and we will be on the outside, allowing you to get around and do whatever you need to throughout the process. In addition to that, our crews to top concern around our clients to make sure we don’t interrupt when possible. We want the best experience for you.

The response addresses the concern about disruption by highlighting that the installation typically takes only one day and that the work is done on the outside, which is a good start. However, the communication is somewhat unclear and could be made more concise. The phrase 'to top concern around our clients' is awkward and confusing. The tone is generally friendly, but it could be more reassuring. To enhance the response, it would be beneficial to ask the prospect about their specific concerns regarding disruption, which would show active listening and curiosity. Additionally, incorporating a closing technique that invites the prospect to proceed or ask further questions could strengthen the engagement. Overall, there's a solid foundation, but clarity and a more proactive approach would improve the response significantly.

"I’ve heard negative reviews about your company, how can you address that?"

Companies our size often have some negative reviews on projects that didn’t go the best or clients that are just unhappy with our job. While it’s hard to control what people say about us, we do our due diligence to make sure every complaint is addressed above and beyond, and we study it to make sure we do a better job Next time. Our core Values says that we don’t make excuses and so our best to make anything right, even if it isn’t our fault.

The response acknowledges the concern about negative reviews, which is a good start for active listening. However, it could be more effective by providing specific examples of how complaints were resolved or improvements made, thus demonstrating a solution-focused approach. The tone is somewhat defensive rather than reassuring, which may not build rapport effectively. Additionally, it lacks a clear closing technique or an invitation for further discussion, which could have helped engage the prospect more collaboratively. Overall, while the response shows some understanding of the issue, it needs more value exploration and curiosity to fully address the prospect's concern.