Roofing
Sales Assessment Results

"We're considering multiple roofing options, how do you stand out from the competition?"

We do what we say we do

The response is quite vague and doesn't effectively address the prospect's specific concern about how your company stands out among competitors. To improve, consider elaborating on unique selling points or specific differentiators, such as quality of materials, warranties, customer service, or innovative solutions. Additionally, it would be beneficial to engage the prospect with questions to discover their priorities in a roofing solution. This would demonstrate active listening and a solution-focused approach. Overall, the response lacks depth and fails to build rapport. Score: 3

"Your quote is significantly higher than what we expected, can you justify the cost?"

Yes we have been in business for over ten yrs

The response does not effectively address the objection. Simply stating the number of years in business does not justify the higher cost or provide any value to the prospect. There's no explanation of what sets your service apart or why the pricing is justified. You should have explored the prospect's expectations and the value of your services. A more effective approach would involve discussing the quality of materials, the expertise of your team, or any additional services included in the quote. This response lacks clear communication and does not engage the prospect in a meaningful dialogue. Overall, it misses the mark on addressing the concern and closing technique. Consider asking questions to understand their expectations better, such as, "What were you expecting in terms of pricing?" or "Can I explain the benefits that come with our service?" This would show curiosity and active listening while demonstrating value. In summary, this response needs significant improvement to be effective in sales.

"We just had our roof inspected and were told it doesn't need replacing right now, why should we go ahead with this?"

Because with my professional experience your roof has significant damage and I have pictures to show you to prove it . Also it seems like you didn’t trust the other recommendations or you wouldn’t have called me

The response attempts to address the concern by leveraging professional experience and evidence (pictures), which is good. However, it lacks empathy and active listening by implying distrust in the previous inspection without inviting a conversation. Instead of accusing the prospect of not trusting the other recommendations, it would be more effective to ask open-ended questions to understand their perspective better. A more collaborative approach would help build rapport and ensure the prospect feels heard. Additionally, the response lacks a clear closing technique or a solution-focused approach that aligns with the prospects' needs. Overall, while there is an attempt to demonstrate value with pictures, the communication tone could be more respectful and engaging. Score: 4/10 for addressing the concern with evidence but lacking empathy and clarity in communication.

"I'm not sure if we have the budget for a new roof this year, can you work with us on financing?"

Yes absolutely. Do you have any idea your credit score and income

The response addresses the objection regarding financing but lacks depth and sensitivity. Asking about credit score and income immediately may come off as intrusive and doesn't demonstrate empathy or understanding of the prospect's concern about budgeting. Instead, a more effective approach would involve reassuring the customer about flexible financing options and asking open-ended questions about their current budget or financial situation to foster a collaborative dialogue. Additionally, there's no closing technique or exploration of value presented, which could have helped to keep the conversation moving forward positively. Overall, there's room for improvement in building rapport and demonstrating a solution-focused mindset.

"What kind of warranty do you offer, and how does it compare to others in the market?"

Typical is 3 yr workmanship but we do a 10 yr no leak warranty

The response addresses the objection directly by stating the typical warranty period and highlighting the standout 10-year no leak warranty. However, it lacks depth in comparing it to competitors, which could strengthen the argument. The communication is clear but could use a more engaging tone to build rapport. There are no questions asked to further understand the prospect's specific needs or concerns. Including a brief explanation of what makes your warranty superior or any additional terms could enhance perceived value. Overall, it’s a good start but needs more depth and engagement for a better impact.

"Our priority right now is other home improvements, roofing can wait – why should we prioritize this?"

That sounds exciting! What type of home improvement are you planning to do ?

The response fails to effectively address the concern raised by the prospect. While it's good to show interest in their other projects, it does not acknowledge the urgency or importance of the roofing issue. There is a lack of clear communication about the value of prioritizing roofing over other improvements. Additionally, it misses an opportunity to explore the potential risks of delaying roofing work, which could be crucial in a home improvement context. A more effective response would have included a question about their roofing needs while also highlighting the importance of timely roofing repairs or improvements. Overall, the response lacks engagement and does not create a sense of urgency for the roofing service.

"We've had a bad experience with a roofing contractor in the past, what sets you apart from them?"

I’m sorry to hear that . We have a great track record , we can give you phone numbers or show you the testimonials of customers that were very pleased with there roof

The response does address the objection by offering testimonials and references, which is good for building credibility. However, it lacks a personal touch and doesn't fully acknowledge the prospect's past experience. A more effective approach would include empathizing with their situation, providing specific details about what differentiates your services from their previous contractor, and perhaps asking follow-up questions to further explore their concerns. The tone is somewhat neutral and could be more engaging and reassuring. Overall, there's a missed opportunity for a collaborative approach and value exploration.

"I need more time to think about this decision, can you follow up later?"

Yes are you okay if I calm you tomorrow

The response lacks effectiveness in addressing the prospect's objection. Simply agreeing to follow up doesn't provide reassurance or value to the prospect. It would be beneficial to understand what specific concerns or questions they have that are causing them to hesitate. A more solution-focused approach would involve acknowledging their need for time while also offering to provide additional information or resources to help them make a more informed decision. Additionally, the phrasing 'calm you tomorrow' seems to be a typo for 'call you tomorrow,' which could create confusion. Active listening and curiosity in this context are crucial to building rapport and demonstrating value. Overall, the response does not engage the prospect effectively, nor does it explore their concerns collaboratively. Score: 2

"Your materials seem top-notch, but can you explain why they're worth the extra investment?"

They will give you peace of mind for the lifetime of your roof

The response addresses the concern about the investment by mentioning 'peace of mind,' which suggests durability and reliability. However, it lacks depth and specifics about how the materials contribute to that peace of mind, such as their longevity, warranty, or resistance to weather conditions. Clear communication is present, but the tone could be enhanced by being more informative and engaging. There’s no closing technique or any exploration of the prospect's specific needs and concerns. No questions were asked to further understand the customer's perspective, and there was minimal demonstration of value. Overall, the response feels incomplete and could benefit from more detail and a collaborative tone.

"How do we know your team will complete the job on time and to our satisfaction?"

Obviously things can change with weather and acts of God but we will have a great track record and the best crews in the industry

The response acknowledges the potential for delays due to external factors but lacks a proactive approach to address the prospect's concern about timely completion and satisfaction. It misses opportunities to provide specific examples of past successes, customer testimonials, or assurances like a satisfaction guarantee. Additionally, the tone could be perceived as somewhat dismissive of the prospect's valid concerns rather than reassuring. Engaging the prospect with questions about their timeline and expectations would also demonstrate active listening and curiosity. Overall, the response could be more solution-focused and collaborative in building trust.