Roofing
Sales Assessment Results
55
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase; your performance is underwhelming, averaging a score of 5.5. You’ve got some decent instincts, particularly when it comes to acknowledging concerns, but you often miss the mark on deeper engagement and solution-oriented responses. You’re not fully utilizing the power of consultative selling, which could elevate your game. Your responses sometimes feel like they skim the surface without digging into the real issues at hand.
The strongest technique you displayed was active listening, especially when you acknowledged the prospect's concerns. However, there is a consistent pattern of lacking depth in your responses, particularly in exploring the implications of those concerns and providing tailored solutions. Instead of just recognizing objections, challenge yourself to ask probing questions that uncover the underlying issues.
To sharpen your skills, I suggest you dive into the Challenger Sale and Solution Selling techniques. These will help you learn how to not only empathize but also to challenge your prospects' thinking with unique insights and tailored solutions.
Remember, this is about transformation—not just transactions. Your coaching moment? You need to shift from being a reactive salesperson to being a proactive partner in your prospects' journeys. Ask better questions, dig deeper, and always focus on crafting solutions that resonate with their unique needs. Get to work!
Question Breakdown
1.
6
/ 10Question:
"I'm concerned that our stakeholders won't approve the additional budget for this roofing solution."
Answer:
How would the stakeholders react to the additional damage caused by waiting?
Feedback:
The response effectively turns the objection back to the prospect by highlighting the potential consequences of inaction. However, it misses a more empathetic approach that acknowledges the stakeholder's budget concerns directly. While it does encourage further discussion, it could benefit from asking more open-ended questions to gauge the stakeholders' specific concerns or criteria for approval. Additionally, providing a solution-focused suggestion or addressing how the proposed solution could potentially save costs or prevent future damage would create more value in the conversation. Overall, the response is a good start, but it needs more depth and customer-centric language.
2.
4
/ 10Question:
"How will the implementation of this new roofing system affect our current projects and timelines?"
Answer:
The current timeline should not be affected by this new system. However, other trades could delay the timeline if they are not on time. Do you see that happening?
Feedback:
The response acknowledges the prospect's concern about timelines, which is a good start for active listening. However, it lacks a proactive solution-focused approach; simply stating that the new system won't affect timelines without detailing how it integrates with current projects feels insufficient. Additionally, the follow-up question about potential delays from other trades could have been more focused on understanding the broader implications of the roofing system on their projects. A better approach would have included reassurance about support during the transition and possibly addressing how to mitigate the risk of delays from other trades. Overall, the communication could be clearer and more structured, which would enhance the prospect's confidence in the solution.
Score: 4/10.
3.
4
/ 10Question:
"We need more time to review all the proposals before making a decision on the roofing contractor."
Answer:
I understand the desire to wait and look at other estimates. How long have you known about this issue?
Feedback:
The response acknowledges the prospect's need for time, which shows some level of active listening. However, it lacks a strong solution-focused approach and does not effectively address the concern about reviewing proposals. Instead of redirecting the conversation towards urgency or value, it simply asks a question that may not lead to a productive discussion. A better response could have included a question about their timeline while also emphasizing the unique value of your proposal or offering assistance in their review process. Overall, it misses the collaborative and consultative approach that would be beneficial in this situation.
4.
3
/ 10Question:
"Given the current market uncertainty, how can we be sure now is the right time to invest in a new roof?"
Answer:
I would say the right time is when you feel comfortable or when the need justifies the expense the most. Either way, Investment in you home will not go wasted.
Feedback:
The response lacks a solid structure to effectively address the prospect's concern about market uncertainty. It fails to provide specific reasoning or data that would instill confidence in the timing of the investment. Additionally, there are no questions asked to uncover the prospect's specific situation or needs, which could help in tailoring a more effective response. A stronger approach would involve highlighting the importance of protecting the home from potential damage, discussing the long-term value of a new roof, or even offering financing options to alleviate immediate concerns. Overall, the response does not engage the prospect or demonstrate a thorough understanding of their worries, missing an opportunity for a consultative approach.
5.
5
/ 10Question:
"I worry that there might be internal resistance to changing our existing roofing vendor, especially after our last experience."
Answer:
I understand, change can be hard. However, you told me that you weren’t current happy with you previous vendor. I’d be glad to win them over and earn your business.
Feedback:
The response acknowledges the objection about internal resistance to change, which is a good start. However, it lacks depth in exploring the prospect's specific concerns regarding their previous vendor. Instead of just stating willingness to win them over, the salesperson should have asked more probing questions to understand the root of the dissatisfaction and what specific fears they have about changing vendors. The tone is supportive, but it could be more collaborative by inviting the prospect to share more about their experiences. A stronger closing technique or commitment to addressing their specific fears would enhance the response significantly. Overall, it shows some understanding but misses an opportunity to dig deeper into the prospect's concerns and build rapport.
Score: 5/10
6.
5
/ 10Question:
"What if this roofing solution doesn’t align with our long-term strategy and vision for the company?"
Answer:
Then we will need to find another solution. We want our solution to be aligned with your vision while providing the best system for your project.
Feedback:
The response directly addresses the objection by acknowledging the alignment with the prospect's long-term strategy, which is good. However, it lacks depth in exploring the prospect's specific concerns or asking follow-up questions to better understand their vision. A more effective response could include a question to uncover their long-term strategy, using a consultative approach to demonstrate a commitment to their needs. Overall, while the intention is positive, the execution feels a bit too simplistic and doesn't fully engage the prospect in a collaborative dialogue.
Consider incorporating active listening and exploration of value by asking for details about their strategy and how your solution can support it.
A score of 5 reflects a decent start but highlights the need for more engagement and detail.
7.
7
/ 10Question:
"I'm not sure if we have the resources available to manage the installation process effectively alongside our ongoing projects."
Answer:
No worries at all. We will have our project manager onsite to manage our team. We can report back to you so that you are in the loop as well.
Feedback:
The response effectively addresses the concern by assuring the prospect that a project manager will be onsite to oversee the installation, which alleviates the worry about resource management. However, it could benefit from a bit more exploration of the prospect's specific resource challenges to better align the solution. Asking a few follow-up questions to understand their current project load and how they manage resources would demonstrate curiosity and active listening. The tone is appropriate for the roofing industry, but it lacks a clear closing technique to reinforce the value of moving forward with the installation. Overall, it's a solid response but could be improved with more engagement and a stronger close.
8.
7
/ 10Question:
"We are currently satisfied with our existing provider; why should we consider switching?"
Answer:
What are the qualities your existing provider exemplifies that have you satisfied? Is there any area that they can improve on?
Feedback:
The response effectively addresses the concern by asking open-ended questions that encourage the prospect to reflect on their current provider's strengths and weaknesses. This demonstrates curiosity and a solution-focused approach. However, it lacks a clear closing technique or an attempt to differentiate your services from the competition, which could help in persuading the prospect to consider switching. Additionally, the tone is neutral but could benefit from a more engaging and confident approach to foster rapport. Overall, this response is a good start but needs more emphasis on value exploration and a collaborative approach to be fully effective.
9.
7
/ 10Question:
"How can we justify the ROI on this roofing project when we already have so many other pressing priorities?"
Answer:
This roof system will protect the entirety of your asset. It will also be a tax deductible expense in the first year. Would that provide the ROI you are looking for?
Feedback:
The response effectively addresses the objection by highlighting the protection the roofing system provides and mentioning the tax deductibility, which is a clear and tangible benefit. However, it could be improved by exploring the prospect's specific priorities and discussing how the roofing project aligns with their overall goals. Asking additional questions to understand their pressing priorities better would demonstrate curiosity and active listening. The closing question is a good attempt to gauge interest, but it could have been more engaging by inviting further discussion. Overall, a solid foundation but lacking depth in exploration and collaboration.
10.
7
/ 10Question:
"I need to ensure that this roofing option meets all compliance requirements before we can proceed."
Answer:
I can provide our scope of work as well as compare it to the guidelines you are required to follow and email you that report. Would that help?
Feedback:
The response effectively addresses the objection by offering to provide a scope of work and a comparison to compliance guidelines. This shows a solution-focused approach and an understanding of the concern. However, it lacks a bit of curiosity and discovery; asking the prospect about specific compliance requirements would have demonstrated active listening and a more collaborative approach. Additionally, while the offer to email the report is good, it could have been stronger with a closing technique to confirm the next steps or set a follow-up. Overall, it's a solid response but could benefit from more engagement.