Screened patio
Sales Assessment Results
52
Needs Improvement
10 questions
Maximum score: 100
Completed in
Listen up, because we need to have a serious chat. Your performance on this test was a mixed bag of decent attempts and glaring misses. Sure, you recognized some key objections, and I’ll give you credit for that, but it’s like you brought a spoon to a knife fight. Your communication lacks finesse, empathy, and the curiosity needed to really engage with prospects. You have a tendency to skim the surface of issues instead of diving deep, which is a shame because you could have built some solid rapport. And let’s not even get started on your closing techniques—where are they? Overall, you’re showing some potential, but you need to step it up and start treating your prospects like human beings, not just a means to an end. Get your act together and practice those listening skills. You’ve got this, but it’s time to quit coasting.
Question Breakdown
1.
5
/ 10Question:
"I'm not sure if I really need a screened patio right now."
Answer:
I inderstand you don’t think you may want one right now. However, spring is coming with bugs and then you’ll have to wait because everyone is wanting a porch then.
Feedback:
The response addresses the objection by highlighting the seasonality of the need for a screened patio, which is a good angle. However, it lacks finesse in communication and could benefit from a more empathetic tone. Instead of just stating the potential problem (bugs), it would be more effective to ask questions that uncover the prospect's specific situation or concerns. This would enable a more collaborative approach and allow for better value exploration. Additionally, there's no closing technique used here, which could help move the conversation forward. Overall, while the response has a valid point, it could be improved with more engagement and curiosity.
Score: 5/10 for recognizing the seasonal issue but lacking in curiosity and rapport building.
2.
6
/ 10Question:
"Your price seems too high compared to other options I've seen."
Answer:
I know there are companies that can install a screen system cheaper. Make sure they’re not using cheaper product and that they offer warranty on their work. We use high quality materials so our clients are super happy with it! Would you like to schedule with us while we have an opening next week?
Feedback:
The response acknowledges the objection about price, which is a good start. However, it could benefit from a more thorough exploration of the prospect's concerns regarding the quality of materials and warranty. While mentioning high-quality materials is positive, it could be improved by providing specific examples or testimonials that showcase the value and longevity of the product. The closing attempt to schedule an appointment is proactive, but it lacks a transitional question to gauge the prospect's readiness or interest level. Overall, some curiosity and a stronger focus on building rapport could enhance the effectiveness of the response.
3.
4
/ 10Question:
"I need to discuss this with my spouse before making a decision."
Answer:
That’s great that you think this is worth talking to them about.
What do you hope they will say?
Feedback:
The response effectively acknowledges the prospect's need to consult their spouse, which demonstrates active listening. However, it lacks depth in addressing the concern or guiding them toward a decision. A more effective approach would involve asking open-ended questions to explore their priorities and concerns about the decision, and possibly offering to provide additional information for their discussion. The tone is generally positive but could be more engaging. The closing technique is missing, and there is no clear move towards collaboration or value exploration.
4.
6
/ 10Question:
"We're not ready to commit to any home projects this season."
Answer:
When I asked why you reached out today regarding this, you said you were needing to get this done for the holidays. What part of this did I not explain very well? What part do you still have questions on?
Feedback:
The response does a good job of referencing the prospect's initial interest in completing the project for the holidays, which shows that the salesperson is actively listening. However, it could benefit from a more empathetic tone acknowledging the prospect's hesitation to commit. There's also a missed opportunity to explore the underlying reasons behind their reluctance and to provide a sense of urgency or value in moving forward. Asking open-ended questions is a good approach but could be framed in a way that encourages a more collaborative conversation. Overall, while the salesperson demonstrates awareness of the prospect's previous engagement, the tone and exploration of value could be improved.
5.
4
/ 10Question:
"How can I be sure your screened patio will hold up against severe weather?"
Answer:
We offer pretty incredible warranty that covers almost anything short of an act of God.
Feedback:
The response acknowledges the concern about severe weather but lacks depth and personalization. While mentioning the warranty is a good start, it doesn’t fully address the prospect's underlying fear or provide specific details about how the product is designed to withstand severe weather conditions. There’s no exploration of value or further inquiry into the prospect's specific concerns, which could help build rapport. It would be beneficial to include examples or testimonials of durability in severe weather, as well as follow-up questions to engage the prospect further. Overall, this response could be more informative and reassuring, and it missed an opportunity to ask if the prospect has specific weather concerns they are worried about.
Score: 4
6.
6
/ 10Question:
"I've heard negative reviews about your company from friends."
Answer:
Any company doing big things will have negative reviews at some point. Our approach is to address these issues head on to make sure we are correcting them and not repeating these mistakes. We believe we can get better every day!
Feedback:
Your response does a decent job of acknowledging the objection by addressing the existence of negative reviews, which is a good start. However, it lacks a more personalized touch that would help build rapport with the prospect. Instead of just stating that all companies face criticism, you could have asked for specific concerns your prospect's friends had, which shows curiosity and a willingness to listen. Moreover, a strong closing technique could have been employed by inviting the prospect to discuss their specific needs or by sharing a success story that counters the negative feedback. Overall, while you maintained a positive tone and a solution-focused approach, incorporating more active listening and value exploration would strengthen your response significantly.
7.
5
/ 10Question:
"What if I find a better deal elsewhere after I purchase?"
Answer:
You will be enjoying your patio once we are done, and there’s no need to look for deals. You will also understand what to look for and where these deals are not actually as great as they seem
Feedback:
The response attempts to address the concern by focusing on the enjoyment and satisfaction the customer will derive from their new patio. However, it lacks depth in addressing the specific worry about potential better deals after purchase. A more effective approach would involve acknowledging the prospect's concern directly, perhaps by validating their desire for value and reassuring them about the quality and long-term benefits of your offering. Additionally, incorporating a closing technique, such as inviting them to envision their enjoyment of the patio, could enhance the response. Overall, while there is an attempt to emphasize value, the lack of active listening and curiosity about the prospect's perspective limits the effectiveness of the response.
8.
7
/ 10Question:
"I'm concerned about the maintenance required for a screened patio."
Answer:
Our systems are virtually maintenance free, and if an issue comes up, just reach out to let us know and we will come take care of it for you.
Feedback:
The response addresses the concern about maintenance effectively by emphasizing the low-maintenance aspect of the product, which is relevant for the prospect's objection. However, it could benefit from a more engaging tone and a collaborative approach. Asking a follow-up question could help uncover specific maintenance worries the prospect might have, showing curiosity and active listening. Additionally, mentioning any warranties or guarantees could enhance the value exploration. Overall, while the message is clear and solution-focused, it lacks depth in engagement and rapport-building.
9.
5
/ 10Question:
"Can you explain why your product offers more value than just using traditional screens?"
Answer:
The product we use is higher quality materials so our, which lasts longer in the outdoor weather, it is stronger so we can incorporate better open view designs so you can enjoy the view. And we train our techs to put together everything correctly, so it’s much sturdier as well.
Feedback:
The response does provide some information about the product's quality and benefits, but it lacks a clear structure and depth. It does not directly address the specific value comparison with traditional screens, missing an opportunity to highlight unique selling points that set your product apart. Additionally, the communication is somewhat informal and could benefit from a more professional tone. There is no closing technique or effort to ask follow-up questions to engage the prospect further. To improve, focus on articulating specific advantages over traditional screens, and consider asking the prospect what they value most in a screened patio to tailor your response better.
Overall, while the answer touches on important points, it needs more clarity and a stronger value proposition.
10.
4
/ 10Question:
"We just renovated our home, and I'm not sure if a screened patio fits our current design."
Answer:
Do you currently have an outdoor space where you can entertain guests outside without being eaten alive by bugs?
Feedback:
The response somewhat addresses the concern but misses the mark on effectively acknowledging the prospect's renovation. By jumping straight to a question about outdoor space, it lacks a direct connection to their design concerns. A more effective response would have validated their feelings about the recent renovation, then gently guided them to consider the benefits of a screened patio in enhancing their outdoor experience. The tone is casual, which may work for some prospects, but could be perceived as dismissive. Additionally, it does not include a closing technique or exploration of value specific to their design needs. Overall, the approach feels more reactive than collaborative, missing an opportunity to connect deeper with the prospect's situation.