Concrete Waterproofing
Sales Assessment Results by Daxton J Steadman

39
Needs Improvement
10 questions
Maximum score: 100
Completed in
May 1, 2025
Let's be real: your performance on this test was not your finest hour, averaging just 3.9. It's clear you struggled to effectively engage with customers and address their specific concerns. While there were glimmers of potential—like acknowledging budget constraints or suggesting proactive tests—you often fell short on depth and clarity. You consistently failed to provide tailored solutions and lacked a collaborative tone, which is crucial for building trust. To turn things around, focus on honing your solution-focused and consultative selling skills. Dive into the nuances of how to clearly articulate value propositions and engage prospects with meaningful questions. Remember, every conversation is a chance to foster a relationship; don’t just throw information at them. Your memorable coaching moment? "Every no is a stepping stone to a yes, but only if you build a bridge with understanding and value." Embrace the journey ahead and let’s elevate your game!

Question Breakdown

1.
2
/ 10
Question:
"I'm concerned about the long-term ROI of switching to a new waterproofing solution, given the limited options in the market."
Answer:
That's a fair concern seeing has the products now don't have any long term payouts. I mean we see many buildings and walking areas crack and fail do to moisture. So because of that our new product sets the new bar for the market with warrantees. Depending on which one you get, they can range from 15 years to 40 years. Now we worry about it and you don't
Feedback:
The response fails to effectively address the customer's concern regarding long-term ROI. Instead of clarifying how the new waterproofing solution offers value and potential cost savings over time, it dismisses the concern and lacks a solution-focused approach. Additionally, the language used is informal and somewhat confusing, which detracts from building trust. There is no exploration of the customer's specific needs or inquiry about their current situation. Overall, the response lacks clarity, active listening, and a collaborative tone.
2.
4
/ 10
Question:
"What guarantees can you provide regarding compliance with the latest industry regulations and standards?"
Answer:
Understanding your question as best as i can, we are up to date on the waterproofing regulations as far as chemicals and products within ours. It meets the standard for the OHSA and you won't have any problems there. That i can guarantee
Feedback:
The response attempts to address the prospect's concern about compliance by mentioning adherence to regulations, which is a positive start. However, it lacks depth and specificity regarding how the products comply with the latest industry standards. A more effective answer would include details about certifications, testing, or other measures taken to ensure compliance, which would instill greater confidence. Additionally, the language used is informal and could benefit from a more professional tone. Engaging the prospect further by asking if they have specific regulations in mind or if they prioritize certain standards would enhance the dialogue. Overall, while there is an attempt to address the concern, the lack of detail and engagement diminishes the effectiveness of the response.
3.
5
/ 10
Question:
"We're currently facing budget constraints, and I'm not sure if we can justify this expenditure right now."
Answer:
Fair concern, however if you go with the standard product in the market, you're gonna be paying this same amount shortly down the road to fix the same problem. Or even replace the concrete entirely. We are the only product that comes with a warrantee. So as money is tight now, it's better for it to only be tight now and not tight down the line as well.
Feedback:
The response acknowledges the prospect's concern about budget constraints, which is a positive start. However, it lacks a strong value proposition that illustrates the long-term savings of choosing your product over standard options. Simply stating that they will incur the same costs later does not effectively communicate the value of your solution. Additionally, the wording is somewhat informal and could be more polished to enhance professionalism. To strengthen the response, consider providing specific examples or data demonstrating how your product can ultimately save money over time, while also inviting the prospect to share more about their budget limitations. Overall, the response could benefit from a more solution-focused and collaborative approach.
4.
4
/ 10
Question:
"With our existing vendor relationship, it's challenging to change suppliers without clear evidence of superior performance."
Answer:
Well you're in luck. Give us a test square of 10 feet and we'll show you how our product is better
Feedback:
The response suggests a test to demonstrate the product's superiority, which is a proactive approach. However, it falls short in addressing the customer's specific concern about the existing vendor relationship. There is no exploration of the reasons behind their loyalty to the current vendor or an understanding of their hesitation to switch suppliers. A more effective response would acknowledge the strength of the existing relationship and provide compelling evidence or case studies to illustrate how your product outperforms competitors. Additionally, inviting further discussion about their specific needs or concerns could enhance rapport and trust. Overall, while the suggestion of a test is a positive action, the response lacks depth and does not engage with the customer’s perspective sufficiently.
5.
2
/ 10
Question:
"How will this new solution impact our team's bandwidth and daily operations during implementation?"
Answer:
Not at all. Same spray and paint application as the previous one.
Feedback:
The response fails to address the customer's concern about the implementation's impact on team bandwidth and daily operations. Simply stating that there is no difference in application does not provide reassurance or insight into how the transition will be managed. A more effective approach would involve explaining any training or support provided, how the transition process will be smooth, and addressing any potential disruptions. Additionally, engaging the prospect by asking about their specific concerns or operational priorities would enhance the dialogue and show understanding of their situation. This response lacks depth and a solution-focused perspective.
6.
4
/ 10
Question:
"I need to ensure that this investment won't disrupt our current projects or team morale."
Answer:
As far as morale, the product application and wear and tear is much easier so you can get through jobs faster. So the laborers being able to go home quicker i'm sure makes them happy. And with your current projects, you can start applying it to them as well. You just need clarification on estimation and a price before you apply obviously. But other than that its a quick 20 minute application and you're done
Feedback:
The response attempts to address team morale by highlighting that the new product is easier to apply, which is a good start. However, it lacks a comprehensive response to the prospect's concerns about potential disruptions to current projects. While it's mentioned that the application is quick, there is no clear outline of how the transition will be managed or what support will be provided during implementation. Engaging the prospect by asking about their specific project timelines or any additional concerns they may have would foster a more collaborative approach. Overall, while there are positive elements, the response needs more depth and clarity to effectively build confidence in the product's impact on operations.
7.
6
/ 10
Question:
"What is the expected learning curve for our staff to effectively use this product, and how will we manage that?"
Answer:
We can supply videos and training to show you how it is applied. Training will take 1 hour and it will cover everything. It goes on the same as the product you were using before so it should be very familiar to your workers and staff. The only thing that might be new is the setup process of spraying the concrete with water before and waiting till it is almost dry before applying. As the other product just has you directly apply.
Feedback:
The response effectively addresses the prospect's concern about the learning curve by offering a concrete training solution and outlining the familiar application process. However, it could be improved by being more detailed about the training materials provided (e.g., types of videos, hands-on support) and addressing any potential questions or hesitations the staff might have about the new setup process. Additionally, engaging the prospect by asking if they have specific concerns or past experiences with training would foster a more collaborative dialogue. Overall, the answer is a good start but lacks some depth and engagement.
8.
4
/ 10
Question:
"Can you clarify the service level agreements in terms of support availability and response times?"
Answer:
In terms of support. You can either call the company who makes the product for your questions, or you can call us directly. Depending on our current jobs we may or may not send someone out immediately to help, but if we can't go we will make sure someone involved with the product can be there.
Feedback:
The response attempts to address the prospect's inquiry about service level agreements, but it lacks clarity and structure. While it's beneficial to mention that there are two contact options (the manufacturer or your company), it does not specify typical response times or the level of support that can be expected. The phrase "may or may not send someone out immediately" can create uncertainty and concern regarding the reliability of support. Providing a clearer outline of what customers can expect in terms of response times, typical scenarios for when support is offered, and any guarantees related to availability would help build confidence. Additionally, engaging the prospect with questions about their specific needs for support could foster a more collaborative dialogue.
9.
5
/ 10
Question:
"How will this solution integrate with our existing systems, and what are the potential migration complexities?"
Answer:
This product mixes with your concrete perfectly. That is what it is designed for. It mixes with the calcium in the concrete so any type of existing system should work. Only potential migration complexities we have delt with is getting the product in bulk too start. But even then that time wasn't longer than 2 months.
Feedback:
The response attempts to address the prospect's concern about integration with existing systems by stating that the product mixes well with concrete, which is a positive point. However, it lacks detail about the actual integration process and what specific systems are compatible. Additionally, the mention of migration complexities is vague and could cause concern; it would be more effective to elaborate on how the product has been integrated in similar situations or provide examples to instill confidence. Engaging the prospect by asking about their current systems or any specific integration concerns would help to foster a more collaborative dialogue. Overall, while the response provides some useful information, it could benefit from more clarity and depth.
10.
3
/ 10
Question:
"Given the current economic climate, how can we be sure that this investment won't become a financial burden?"
Answer:
This climate hasn't changed the prices of the product. It won't become a burden because it won't be affected. So your investment will be taken care of
Feedback:
The response attempts to address the prospect's concern about the economic climate and the potential financial burden of the investment. However, it lacks depth and fails to provide sufficient justification or context to instill confidence. Simply stating that the prices haven't changed does not adequately address underlying worries about the overall economic impact. A more effective response would involve discussing the long-term benefits of the investment, potential cost savings, and how the product can enhance operational efficiency, ultimately making it a worthwhile investment despite economic uncertainties. Additionally, engaging the prospect with questions about their specific financial concerns or how they perceive the current economic challenges would foster a more collaborative dialogue. Overall, the response needs to be more solution-focused and engaging to effectively reassure the prospect.
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