Roofing
Sales Assessment Results
40
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real: your recent performance isn't cutting it. With an average score of 4, you're leaving a lot of potential untapped. Your attempts to address objections are evident, but they're far too surface-level. You need to dive deeper into the specifics of your products and services. For instance, when discussing warranties, it’s not enough to just claim you have a great one; you need to compare it directly with competitors and back it up with data and testimonials. Customers want proof, not just promises.
There's a consistent pattern here—you're skimming the surface instead of swimming in the deep end. Every response hints at good intentions, but the lack of detail and concrete examples is a major setback. You need to adopt a more consultative approach, engaging your prospects by asking questions and showing genuine interest in their unique needs.
To improve, I suggest you study the Consultative Selling technique and the FAB Technique. Both emphasize understanding your customer's needs and articulating the features, advantages, and benefits clearly. This will help you create a compelling narrative around your offerings.
Here's your coaching moment: remember, in sales, depth over breadth wins the day. When you're tempted to give a quick answer, pause and ask yourself if you're providing the full picture. Your goal should be to build trust and rapport, not just to answer questions. Go all in, and don’t hold back on the details! The next time you’re on a call, aim to leave no stone unturned.
Question Breakdown
1.
3
/ 10Question:
"I'm concerned about the long-term durability of your roofing materials compared to what competitors offer."
Answer:
I absolutely understand your concern and that is why we back our roofing systems with a 50 year non rated warranty to make sure your investment is protected
Feedback:
Your response does acknowledge the prospect's concern, but it lacks depth and specificity. Simply stating a warranty does not effectively address the comparison to competitors or provide insights into the durability of your materials. Consider elaborating on the durability features, benefits of your materials, and how they stand up against competition. Also, including some examples or data could strengthen your argument.
2.
4
/ 10Question:
"How do your warranty options stack up against the leading brands in the roofing industry?"
Answer:
We have the best warranties in the industry and that's what we pride ourselves on and ours reviews back that up
Feedback:
Your response makes a strong claim about having the best warranties in the industry, which is a good start. However, it lacks specific comparisons to leading brands, which is crucial for addressing the prospect's inquiry effectively. Providing details on what those warranties cover, the length, and any additional benefits would enhance your credibility. Additionally, mentioning specific reviews or testimonials could further substantiate your claim and build trust. Overall, aim for a more detailed and comparative approach to fully address the objection.
3.
3
/ 10Question:
"I'm not sure if your installation timelines align with our current project schedule; can you guarantee timely completion?"
Answer:
Absolutely, if you make the commitment today. I will make sure we meet those deadlines
Feedback:
Your response attempts to address the prospect's concern about installation timelines, but it falls short in several areas. Simply stating you can guarantee timely completion if they commit today lacks substance and does not reassure the prospect. You should provide concrete details on your current project timelines, your track record with meeting deadlines, or any processes you have in place to ensure timely installation. Additionally, it would be beneficial to explore the prospect's timeline requirements and potentially align your assurance with their specific needs, thereby demonstrating an understanding of their project. Finally, consider building rapport by showing your willingness to discuss their schedule further. Overall, this response requires a more thorough and consultative approach.
4.
2
/ 10Question:
"What are the hidden costs I should be aware of if I choose your roofing solutions?"
Answer:
Absolutely not. We are absolutely up front and are transparent about our costs
Feedback:
Your response indicates a commitment to transparency, which is a positive aspect; however, it does not directly answer the prospect's question about hidden costs. Simply stating that you are upfront does not provide the clarity the prospect is seeking. It would be more effective to outline specific areas where additional costs might arise, such as maintenance, potential upgrades, or any associated labor costs. Engaging the prospect by asking if they have specific areas of concern regarding costs could also foster a more collaborative discussion. Overall, this response lacks detail and fails to demonstrate a thorough understanding of the topic.
5.
5
/ 10Question:
"With so many roofing options available, what makes yours stand out in terms of quality and reliability?"
Answer:
It's really our experience with how it's installed. Many roofs look the same from the ground but we often get calls from homeowners that have issues with their new roof and that contractor will not respond and we end up correcting it sometimes replacing it due to faulty install
Feedback:
Your response touches on a critical aspect—installation quality—but it lacks a direct comparison of your roofing materials' quality and reliability against competitors. While discussing the installation experience is valuable, it would be more effective to also highlight specific qualities of your materials themselves, such as durability, resistance to environmental factors, or unique features. Additionally, sharing a brief narrative or an example of a successful installation or a satisfied customer can reinforce your point and build trust. Overall, your answer could benefit from a more comprehensive approach that showcases both product and installation excellence.
6.
4
/ 10Question:
"Can you provide evidence that your roofing systems can withstand extreme weather conditions better than alternatives?"
Answer:
Absolutely. I have been doing this for 15 years and have a very clean track record to prove that ours roofing systems last. We live in some of the harshest conditions and will withstand it for many years
Feedback:
Your response attempts to establish credibility by mentioning your experience and track record, which is positive. However, it lacks specific evidence or data to substantiate your claims about the roofing systems' ability to withstand extreme weather. To effectively address the prospect's concern, you should include details such as test results, certifications, or comparisons with competitors' products that demonstrate resilience to harsh conditions. Additionally, consider sharing a success story or testimonial from a customer who has experienced extreme weather with your roofing system. Overall, your answer could benefit from more concrete evidence and illustrative examples.
7.
5
/ 10Question:
"I'm worried about the training required for my team to maintain and manage this roofing system effectively."
Answer:
That's the good thing with our roofing systems. Maintenance is very minimal. We also offer complimentary condition inspections to help address anything if anything arises
Feedback:
Your response addresses the prospect's concern about maintenance by emphasizing the minimal upkeep required for your roofing systems, which is a positive aspect. However, it does not fully address the training aspect mentioned in the objection. You should explain how your roofing system is designed for ease of use, and if there are training resources or support available to ensure that the team can effectively manage the system. Providing examples, such as training sessions or manuals, could enhance your response. Additionally, inviting further questions about specific training needs could foster a more collaborative dialogue. Overall, while you touched on maintenance, more focus on training support would strengthen your answer.
8.
4
/ 10Question:
"Will your roofing solution integrate well with our existing building management systems?"
Answer:
Most certainly. The transitions can be made seamlessly and are often done on residential homes that use different roofing systems
Feedback:
Your response offers a positive assurance that integration can be seamless, which is a good start. However, it lacks specific details about how your roofing solution integrates with existing building management systems. It would be more effective to explain any compatibility features, technologies, or protocols your roofing systems utilize that facilitate this integration. Additionally, providing examples of past successful integrations in similar projects would enhance your credibility. Engaging the prospect by asking about their specific existing systems or concerns could further foster a collaborative dialogue. Overall, this response needs more depth and specificity to fully address the objection.
9.
5
/ 10Question:
"How do you ensure compliance with the latest industry regulations and standards during installation?"
Answer:
In able for us to offer these great warranties, it is required by the manufacturer that consistent training is done throughout the year to ensure consistent installs with anyone within the program.
Feedback:
Your response touches on the importance of training for compliance, which is a relevant aspect. However, it lacks detail on the specific compliance measures and regulations you adhere to during installation. To effectively address the objection, you should elaborate on how your training programs align with industry standards, the frequency of training sessions, and any certifications your team holds. Additionally, consider mentioning any partnerships with regulatory bodies or adherence to best practices that reinforce your commitment to compliance. Overall, your answer needs to provide more concrete information to build trust and confidence in your compliance processes.
10.
5
/ 10Question:
"What kind of support can I expect post-installation, particularly if issues arise with the roofing?"
Answer:
That's a great question. You will have a dedicated project manager that will be periodically throughout the day onsite to check on ensure the project is going smoothly and will be your direct contact if you have any questions
Feedback:
Your response begins positively by acknowledging the prospect's question, which demonstrates active listening. However, it falls short in detailing the comprehensive support they can expect post-installation. While mentioning a dedicated project manager is a good start, it would be more effective to elaborate on what specific support services will be offered, such as warranty claims assistance, maintenance check-ups, or emergency response procedures for issues that may arise. Providing examples of how past clients have benefited from this support would enhance trust and clarity. Overall, aim to paint a fuller picture of the post-installation support experience to assure the prospect of your commitment to their ongoing satisfaction.