HOME SECURITY
Sales Assessment Results
65
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's get real—your average score of 6.5 tells me you're hitting some solid notes, but there's definitely room for improvement before you can call yourself a top performer. You’ve shown a decent grasp of your customer's concerns, particularly when it comes to ROI and long-term value. Your use of solution-focused techniques is commendable, especially when you highlight the quality and stability of your offerings. However, the consistent pattern of underwhelming closing techniques is holding you back. You need to push harder to engage the prospect and invite them into the conversation.
You should dive deeper into consultative and collaborative selling techniques. Asking open-ended questions to uncover specific needs or concerns will not only enhance your understanding but also demonstrate that you're genuinely invested in their situation.
Remember, every interaction is a chance to sell, so don’t just present features—invite your prospects to share their thoughts and feelings about them. This is your coaching moment: selling is not just about providing solutions; it's about creating a dialogue. The more you listen and engage, the closer you get to closing that deal. Now, go out there and turn those solid starts into strong finishes!
Question Breakdown
1.
6
/ 10Question:
"I'm concerned about reallocating budget for this home security upgrade when there are other pressing projects that also require funding."
Answer:
Moving and closing on a home can be a stressful process. I am here to help with that. We can work together on getting home security taken off that list of pressing projects. Accomplishing this will give you a peace of mind towards the home, the biggest project of all. I am here to customize a package tailored for your needs to save you money and time, so you can get everything done for your move in a timely manner.
Feedback:
The response effectively acknowledges the customer's concern about budget reallocations, tapping into the emotional aspect of moving and the need for peace of mind. However, it could improve by incorporating a solution-focused approach that addresses the customer's financial constraints more directly. Asking open-ended questions about the other pressing projects could facilitate a deeper understanding of their priorities. While there is an attempt to collaborate and build rapport, the response lacks a strong closing technique to encourage commitment. Overall, it’s a solid start, but it could benefit from more specificity about how the security upgrade can fit into their budget alongside other projects.
2.
7
/ 10Question:
"How can I be sure that the ROI on this security system will justify the initial investment?"
Answer:
Roi can be measured financially, as well as in quality of life terms. You mentioned that you have pets and kids running around, leaving doors open. There is also an inherent fire risk with so much activity in the home. The system will provide a great blanket coverage for those emergencies, which will increase your quality of life by allowing you to relax and focus on your other projects. Financially, the system will qualify you for savings on your home insurance. Due to you working far away fromt he house and having to drive to work, I included a smart thermostat in your package. this will qualify you for 30-40$ off your electric and gas bill each month. These discounts practically pay for your investment into the security system, while also increasing your quality of life.
Feedback:
The response effectively addresses the ROI concern by discussing both financial and quality-of-life benefits, which is a good approach for the home security industry. The mention of potential insurance savings and utility discounts adds a tangible financial aspect, enhancing the value proposition. However, the response could be improved by incorporating a closing technique to prompt further engagement, such as asking if the prospect has any other concerns or if they'd like to explore specific features of the system further. The communication is clear, but minor grammatical errors (e.g., 'fromt' instead of 'from') slightly detract from professionalism. Overall, it shows an understanding of the customer's perspective and builds a collaborative tone.
To enhance effectiveness, ask follow-up questions to explore any remaining hesitations or to confirm the prospect's understanding of the benefits discussed. This would demonstrate active listening and curiosity.
Score: 7
3.
7
/ 10Question:
"Our current vendor has been with us for years; why should we consider switching to your solution?"
Answer:
Over 80% of home security vendors sell out their contract base every 5-7 years. Our security vendor has been a privately owned family business for over 120 years , so we have a great reputation across america for reliable service that wont abandon you to a new company! We also offer the only security system in america that does not use out sourced call centers. We operate 13 call centers in house across america for a consistent 24.7 reponse, this sets us apart from our competitors. The technician will be sure to show you these response times and features in the app before signing up so you can see the difference too.
Feedback:
The response effectively addresses the concern by highlighting the stability and longevity of the company compared to typical vendors. However, it could benefit from a more personal touch, perhaps acknowledging the customer's loyalty to their current vendor before presenting the strengths of your own solution. The communication is clear, but it lacks a collaborative approach; asking the prospect about their experiences with their current vendor could provide valuable insights. The closing technique could also be more assertive by inviting them to a demonstration rather than just stating the technician will show features. Overall, more emphasis on the customer's needs and a softer approach would enhance the response.
4.
6
/ 10Question:
"I need to understand how your system integrates with our existing security protocols and IT infrastructure before making a decision."
Answer:
Yes, integration is very important these days with so many existing protocols and IT Infrastructures. We have partnered with over 90% of the smart home market manufacturers for a consistent service across multiple platforms. Any device with wifi or bluetooth will sync to the system's phone app as well, you can even do this yourself post installation without a technician present. it is super easy! Of course, service visits are built into the 2 year warranty so if you do have any issues, our technicians can come out and assist you.
Feedback:
The response addresses the prospect's concern about integration by highlighting partnerships with major smart home manufacturers, which is a solid point. However, it could benefit from more specificity regarding how the system would fit into the prospect's existing protocols and IT infrastructure. The mention of self-installation is good, but it could be perceived as dismissive of their need for detailed integration information. A better approach would have included asking follow-up questions to uncover specific concerns about their current systems, thus demonstrating curiosity and active listening. The tone is generally appropriate, but it lacks a more consultative element that could have built rapport with the prospect. Overall, while the response touches on important points, it misses deeper engagement and exploration of the prospect's specific needs.
5.
7
/ 10Question:
"Given the competitive market, what guarantees do you offer to ensure that your solution is the best choice for our needs?"
Answer:
You mentioned that your previous security system raised the price of your monitoring plan over time, as well as not honoring your original warranty. Our security vendor is backed up by a comprehensive 3 year warranty, 3 year contract for guaranteed service visits and a fixed monitoring price point. Our anonymous trustpilot reviews also reflect a 4.9/5 engangement rating with our technicians, indicating extremely competitive service.We have had customers come back over and over for 20+ years due to our competitive pricing and technology. With the custom package we have put together, I have no doubt it will fit your homes needs.
Feedback:
The response effectively addresses the objection by highlighting guarantees like a comprehensive 3-year warranty and a fixed monitoring price, which are important in the home security industry. However, while it provides some good information, it lacks a clear closing technique to move the conversation forward. It could benefit from a more collaborative approach by asking the prospect questions about their specific needs or concerns to engage them further. The mention of trustpilot reviews is a great way to build credibility but could be paired with a more direct invitation to discuss how these guarantees directly meet their unique situation. Overall, the communication is clear, but it could be more engaging and solution-focused.
Score: 7
6.
6
/ 10Question:
"Before we move forward, I need to ensure that this aligns with our long-term company direction and compliance requirements."
Answer:
We have to make sure the whole team is on board. I know you are part of a large force making sure company decisions are aligned correctly. Our clients value flexibility and that is why we have our technicians come out to your home and do an extensive walkthrough of the property before committing you to the monitoring contract. This will allow you to get a feel for the system , as well ask any questions you might have for the qualified technician. They have seen thousands of homes and are very smart, they will make great suggestions for you. I will make sure to send you a comprehensive breakdown of the pricing, terms and conditions, and included equipment before the technician arrives. If you have any questions or concerns, you contact me directly as your account manager to help keep this squared away. Long term, this product is guaranteed with a fixed price 3 year contract. Every 3 years you will be month 2 month and can renew with us again, guaranteeing a long term reliable pricing structure with quick service.
Feedback:
The response does a decent job of addressing the prospect's concern about alignment with long-term company direction and compliance requirements by emphasizing the flexibility and thoroughness of the service. However, it lacks direct engagement with the specific objection raised. Instead of merely highlighting the technician's walkthrough and service structure, a stronger approach would be to ask probing questions to better understand the prospect's compliance requirements, and how the solution can specifically address those. Additionally, while the response provides reassurance about pricing stability, it could have included a clearer value proposition tailored to the prospect's long-term goals. Overall, the tone is friendly, but it could benefit from a more consultative approach.
Score: 6/10 for effectively communicating aspects of the service but lacking in direct alignment with the specific compliance concern and deeper exploration of the prospect's needs.
7.
7
/ 10Question:
"I've seen other systems that offer similar features at a lower price; can you explain the unique advantages of your solution?"
Answer:
Most systems operating at a lower monthly rate than ours typically are run on a 2nd or 3rd tier hardware platform. They also use an outsourced phone app with limited customization options. Due to these problems, customers often buy these services, then have to pay even more later to upgrade to the proper 1st tier platform. Utilizing our competitive free equipment offer, we can give you a fantastic modernization to your system at a competitive rate. It is hard to find a system at 59.99 that includes in house alarm monitoring, a custom phone app, and cameras with 24/7 recording. we build in these features so you have everything you need for emergencies. You mentioned concerns over long term goals as well for IT infrastructure and pricing. We offer an industry leading 3 year warranty on our product which guarantees a consistent experience. No other company is extending beyond 1 year for camera warranties! The advanced smart thermostat our system comes with will save you 30-40$ a month on your energy bills , which the other systems cannot do. this will more than make up for the added monthly expense, given that you travel so much!
Feedback:
The response effectively addresses the objection by emphasizing the quality and long-term value of your system compared to lower-cost alternatives. You successfully highlight specific advantages, such as the use of first-tier hardware, a custom app, and an industry-leading warranty, which demonstrates a solution-focused approach. However, the communication could be clearer and more concise. Adding a closing technique, such as asking if they see the value in these features, could strengthen the engagement. Also, some curiosity-driven questions could invite the prospect to share more about their specific needs or concerns. Overall, you acknowledged the prospect's perspective well, but there's room for improvement in value exploration and collaborative engagement.
Score: 7
8.
6
/ 10Question:
"Our key stakeholders are hesitant about changing our security system; how can you help me ease their concerns?"
Answer:
I can assure you that given the systems class leading 3 year warranty, you will have no problem getting your concerns addressed over time. We understand it is a commitment to the systems monitoring as well, so we have our technicians come out and do a thorough walkthrough with you first. This will insure you have a complete understanding of the technology, and pricing structure over time. This will give your stakeholders a reliable projection for the next 3 years. Along with the technician is a comprehensive email breakdown we send out. this will contain equipment options, pricing, and terms. The whole team can go over this before and during the installation. If you have any problems post installation, you can call me as your account manager. I will keep this squared away and aligned to your teams key goals.
Feedback:
The response addresses the objection by highlighting the warranty and support provided, which helps ease concerns about commitment. However, it lacks a collaborative approach and fails to ask any thoughtful questions to further discover the stakeholders' specific concerns. The communication is clear but could benefit from a more empathetic tone. While the solution-focused aspects are present, it would be more effective to involve the prospect in the conversation and demonstrate understanding of their stakeholders' hesitations. Overall, while the response covers some key points, it misses an opportunity for deeper engagement and exploration of value.
Score: 6
9.
6
/ 10Question:
"There's a significant internal push for other urgent priorities right now; how can I justify this investment to my team?"
Answer:
The team is focused on a viable long term pricing structure, according to your emails. I can guarantee this with our 3 year fixed price contract. this will make it easy for you and the team to cross home security off your list, allowing you to focus on more projects. You dont want to have your operations interrupted by a home break in, or worse, a fire. We can help you protect that in a timely and consistent manner. Financially, we will also save you 30-40$ a month on your electric and gas bills, which is a significant return on investment over time for the team. I will send you a detailed pricing and terms breakdown so your team can see the value in protecting the new house with our offer.
Feedback:
The response does a decent job addressing the objection by emphasizing long-term stability with the fixed-price contract and highlighting the financial savings on utilities. However, it lacks a direct acknowledgment of the prospect's concern regarding justifying the investment to their team. The salesperson should have asked more probing questions to understand the team's priorities and perhaps provided a more tailored value exploration specific to the team's needs. Additionally, while the urgency of home security is introduced, it could be more compelling by illustrating potential risks and repercussions of inaction. Overall, the communication was clear, but it missed the mark on engagement and collaborative discovery.
Score: 6/10
10.
7
/ 10Question:
"What kind of post-purchase support do you offer to ensure we can effectively implement and maintain the new system?"
Answer:
Great question, the long term is always of concern for a team like yours. To support those efforts, the system comes with a class leading 3 year contract for a fixed price point over time. We pair that with an industry best 3 year warranty as well for servicing your hardware. With the 59.99 monitoring fee, all software updates are included automatically to keep your team up to date on their phone apps. As your account manager, youn can call or text me anytime 24/7 Monday through Friday for support incase anything goes wrong. The system is also backed with an insurance policy, so if you have a break in , we can provide a 500$ payback policy for immediate damages! Unique solutions for complex problems is our specialty with advanced technology. All of these guarantees are listed in your products contract as well .
Feedback:
The response effectively addresses the concern of post-purchase support by detailing the various aspects of the support offered, such as the three-year contract, warranty, software updates, and 24/7 access to the account manager. However, the communication could be clearer with a more structured format, possibly using bullet points for better readability. It would also benefit from a more engaging tone to foster rapport. While the response covers the solution-focused aspect well, it lacks a closing technique to prompt a next step or commitment from the prospect. Overall, the response demonstrates some curiosity about the customer's needs but does not ask follow-up questions to explore their specific concerns further. Additionally, while the value is implied, it could be highlighted more explicitly in relation to the prospect's unique situation. Therefore, I would rate this response a 7 out of 10 for its effectiveness in addressing the objection, but it could be improved in clarity and engagement.