Roofing
Sales Assessment Results by Hayden Hester
26
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real: your performance on this test was a rough ride, averaging just 2.6. The consistent theme here is a lack of engagement and curiosity in your responses. You brushed aside the prospect's objections instead of digging deep and exploring their needs and concerns. This isn't just about selling; it's about connecting. You need to stop throwing vague reassurances and start offering concrete solutions. Your suggestions to talk to neighbors or merely express pride in your work were weak and failed to build trust. It's clear you have the potential, but you need to sharpen your skills in objection handling and value articulation.
Focus on practicing techniques like SPIN Selling, which can help you ask better questions and understand your customer's situation and needs. Additionally, the Challenger Sale can push you to think differently and provide unique insights that challenge your prospects’ thinking.
Here’s your coaching moment: selling isn't just about closing a deal; it's about opening a dialogue. When a prospect raises a concern, see it as an invitation to engage, not a wall to push against. Use that moment to build rapport and trust. You have what it takes to turn this around—now go out there and show them!
Question Breakdown
1.
1
/ 10Question:
"I just don’t see why I need to replace my roof right now; it still seems fine to me."
Answer:
That is totally fine just let me know when you think your roof isn’t fine anymore we just did your neighbors and they love it you can have a word with them if you would like and ask them how we did thank you for your time
Feedback:
The response lacks a proactive approach to addressing the prospect's concern. Instead of engaging in a discussion about the potential risks of not replacing the roof, or exploring the benefits of a new roof, the salesperson simply brushes off the objection. There was no inquiry into the customer's situation or needs, which would demonstrate active listening and curiosity. Additionally, the suggestion to speak with neighbors doesn't directly address the prospect's immediate concerns or ask if they have any specific questions or worries about their roof. Overall, this response fails to convey the value of the service and does not build rapport or trust with the prospect.
2.
2
/ 10Question:
"The price of your roofing options is a bit higher than my budget allows at the moment."
Answer:
We can talk about price and the results are amazing after you will be amazed you can also ask some of the roofs we have done in the neighborhood thank you for your time have a good day
Feedback:
The response does not adequately address the prospect's budget concern. Instead of engaging directly with the objection, the salesperson shifts focus to results without exploring the pricing issue or potential payment options that could fit the budget. There is a lack of curiosity in understanding the prospect's specific financial limits or needs. Additionally, the suggestion to ask neighbors lacks relevance to the immediate concern and does not build rapport. Overall, this response fails to demonstrate value or provide a collaborative approach to resolving the objection.
3.
3
/ 10Question:
"I’ve heard from friends that there are cheaper options out there; why should I go with you?"
Answer:
We take care of our customers and we do the best we can and take our time. We also are very confident in our roofing and our outcome you can talk to your neighbor that we did last week and ask them what they think of us if you would like to
Feedback:
The response does not effectively address the prospect's concern about cheaper options. While it mentions customer care and confidence in the roofing service, it lacks specific points of differentiation that would justify the higher price. There is no exploration of the value provided, such as quality materials, warranties, or long-term benefits. Additionally, merely suggesting that the prospect can talk to a neighbor does not directly engage with the objection or highlight the unique selling propositions of your roofing services. A more effective response would involve comparing features and benefits clearly and directly addressing why investing in quality may save money in the long run due to durability and service. Overall, the response fails to create a compelling case for choosing your service over cheaper alternatives.
4.
2
/ 10Question:
"What if I invest in a new roof and then the market for roofing materials changes?"
Answer:
We won’t charge you a outrageous amount we take care of our customers and don’t want to rip them off
Feedback:
The response does not directly address the prospect's concern about market fluctuations affecting the investment in roofing materials. Instead of engaging with the objection, it provides a vague assurance about pricing without explaining how the company mitigates risks related to market changes. A more effective response would involve discussing the stability of pricing, potential guarantees, or how investing in quality materials could provide long-term value despite market fluctuations. Additionally, the tone comes across as dismissive rather than informative, which does not build trust or rapport with the prospect.
5.
2
/ 10Question:
"I’m worried about committing to monthly payments; they could stretch my budget too thin."
Answer:
And that’s totally fine you just let us know we can also talk about price change a little bit we are here to help you.
Feedback:
The response does not adequately address the prospect's concern regarding monthly payments and budget management. It lacks clarity and does not provide specific solutions or options for managing payments, such as flexible financing or payment plans that could alleviate their worries. The phrase "we are here to help you" is vague and does not demonstrate active listening or a collaborative approach to understanding the prospect's financial situation. A more effective response would involve asking questions to uncover the prospect's budget constraints and offering tailored solutions that show empathy and understanding of their financial concerns.
6.
3
/ 10Question:
"How do I know the value I’m getting justifies the cost of this roofing system?"
Answer:
We have done a lot of work in the surrounding areas and in your neighborhood you can always go ask them if we are good as I say we are but we take care of our customers and we take pride in our work
Feedback:
The response attempts to build credibility by suggesting the prospect can ask neighbors about past work, but it fails to directly address the prospect's concern about the perceived value of the roofing system in relation to its cost. Instead of providing specific evidence of value—such as quality materials, warranties, customer satisfaction ratings, or long-term cost savings—the answer is vague and relies on anecdotal evidence. It also lacks an exploration of the prospect's specific needs or concerns, which would demonstrate active listening and curiosity. To improve, the salesperson should clearly articulate the benefits and value-added features of the roofing system, while also inviting the prospect to share their specific concerns about cost justification.
7.
3
/ 10Question:
"I’m considering doing the job myself; isn’t that more convenient and cost-effective?"
Answer:
Yes but the people we have are professionals not saying you are not. But it would be better if you have us do it we take care of customers and take pride in our work and we can work on price
Feedback:
The response acknowledges the prospect's DIY consideration but it lacks a strong, persuasive argument for why choosing a professional is the better option. Instead of explaining the benefits of hiring professionals, such as quality assurance, warranties, or time savings, it merely states that the company takes pride in their work. Additionally, the phrase "not saying you are not" comes off as dismissive and could diminish rapport with the prospect. A more effective response would involve asking questions to uncover the prospect's motivations and addressing the potential risks or downsides of a DIY approach, thus providing a clearer value proposition for the company's services. Overall, this response does not build sufficient trust or present a compelling case for professional roofing services.
8.
4
/ 10Question:
"I’m not sure how your roofing materials will hold up in our local weather conditions; can you assure me?"
Answer:
They are very effective they do everything they are supposed to do we take pride in the materials and our work we have had a lot of houses go through storms and the shingles did what they was supposed to do and didn’t fly away or leak
Feedback:
The response attempts to address the prospect's concern about the effectiveness of roofing materials in local weather but lacks detail and specificity. While it mentions pride in materials and past performance, it fails to provide concrete evidence or data on how the materials are tested against local weather conditions. Additionally, the language is somewhat informal and contains grammatical errors ('they was supposed to do'), which may undermine credibility. A more effective approach would include specific examples of weather resilience, possibly referencing warranties, customer testimonials, or independent testing results related to the product's performance. Engaging the prospect with questions about their specific weather concerns could also foster a more collaborative dialogue, enhancing rapport and trust.
9.
4
/ 10Question:
"If I decide to get a new roof now, how long before I see a return on that investment?"
Answer:
You will see a return when ever it storms or very fast winds come by you will see that the shingles have not moved nor have that leaked at all
Feedback:
The response attempts to address the prospect's concern about the return on investment by implying that the durability of the shingles will provide value during storms. However, it lacks clarity and fails to quantify the return on investment in a meaningful way. Instead of providing specific examples, data, or a longer-term perspective on how a new roof can lead to energy savings, insurance premium reductions, or increased home value, the answer is vague. A more effective response would have included a discussion about the longevity of the roof, potential cost savings over time, and how these factors contribute to the overall value. Additionally, engaging the prospect with questions about their specific concerns could enhance rapport and facilitate a more collaborative discussion.
10.
2
/ 10Question:
"I have to consult with my partner before making any decisions; how can I get their buy-in on this?"
Answer:
Tell your partner that we take care of the customer we take pride in our work we do very good work and do it with care and want the best outcome for our customers and you can ask your neighbors if they like our work and think it’s worth the risk thank you have a great day shoot me a call
Feedback:
The response does not directly address the prospect's need to consult with their partner. Instead of providing guidance on how to facilitate that conversation, the salesperson reiterates the company's commitment to quality without offering concrete strategies or key points that the prospect could share with their partner. Additionally, simply suggesting that the prospect ask neighbors for referrals lacks relevance and fails to engage with the prospect's situation. A more effective response would involve asking questions to understand what concerns the partner may have and offering tailored information to support the prospect in gaining their partner's buy-in. Overall, this response does not build rapport or provide value to the prospect's situation.