Roofing Service
Sales Assessment Results
42
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real: your performance here was subpar, and it's time to face the music. With an average score of 4.2, it's clear you need to step up your game. One of your stronger techniques seems to be an attempt at transparency, particularly when discussing hidden costs. But let's not kid ourselves; you can't just say there are no hidden costs and expect that to be enough. You need to dive deeper into the specifics and engage the prospect more effectively.
A consistent pattern across your responses is a lack of depth and engagement. You often miss the mark when it comes to addressing the specific concerns of the prospect. Instead of just stating facts or offering simplistic reassurances, you need to ask questions that encourage dialogue and uncover deeper insights. Your responses come off as defensive rather than collaborative. This is a crucial shift you need to make if you want to build trust and rapport.
I suggest you focus on honing your skills in solution selling and consultative selling. Both techniques will empower you to better understand the prospect's needs and craft tailored solutions that resonate with them. Remember, it's not just about presenting features; it's about demonstrating how your solution aligns with their specific situation.
As a memorable coaching moment, think of sales as a dance rather than a monologue. You need to lead, but you also have to listen and react to your partner's cues. Engage your prospects in a way that makes them feel heard and understood. That is the key to building meaningful relationships and successfully closing deals.
Question Breakdown
1.
2
/ 10Question:
"I'm concerned about the long-term ROI of this roofing solution compared to our current provider's offering."
Answer:
Let’s go through this product together. What we offer is a product that will truly last a lifetime. It is rated to withstand up to 4” hail, made out of recycled tires (so you’re also saving the environment) and will come with up to a 35% discount on your insurance premiums.
Feedback:
The response lacks a direct address of the prospect's concern regarding long-term ROI. While the details about durability and environmental benefits are valuable, they do not explicitly connect to ROI, which is critical for the prospect's decision-making. Additionally, there is no exploration of the current provider's offering to create a comparison. You should ask questions to uncover more about their current situation and needs, and effectively communicate how your product's benefits translate into financial savings or increased value over time. Overall, the response does not provide a compelling case to alleviate the prospect's concerns.
Focus on engaging the prospect with curiosity-driven questions and a clearer articulation of financial benefits to improve your objection handling.
2.
4
/ 10Question:
"With our fiscal year ending soon, how can we justify this expenditure when budgets are tight?"
Answer:
You don’t have to. We have multiple financial institutions that offer a wide range of options. From same as cash up to 20 year options. Everything is a soft credit pull so it will not affect any credit reports on top of that. The ROI on this, between the discount from your insurance provider and being able to raise rents to each tenant slightly, you are looking at a maximum of a 2 year ROI
Feedback:
The response begins to address the prospect's concern about budget constraints by mentioning flexible financing options, which is a positive aspect. However, it falls short by stating 'You don’t have to,' which may come off as dismissive of the prospect's need to justify the expenditure. Additionally, while mentioning the potential for ROI is relevant, the explanation lacks depth regarding how this investment aligns with the prospect's current budget situation. More emphasis should be placed on exploring the prospect's specific budget concerns and offering tailored solutions that highlight cost-effectiveness and long-term savings. Engaging the prospect with questions about their budget limitations and priorities could enhance the response significantly, fostering a more collaborative discussion.
3.
2
/ 10Question:
"Can you guarantee that your materials will meet our compliance standards for durability and safety?"
Answer:
Money back guaranteed
Feedback:
The response is overly simplistic and fails to address the prospect’s specific concern about compliance standards for durability and safety. Simply stating 'Money back guaranteed' does not provide any substantive information or reassurance regarding compliance. It's crucial to elaborate on how the materials meet the required standards and perhaps provide certifications or testing results. Additionally, asking follow-up questions to understand the specific compliance standards the prospect is concerned about would demonstrate active listening and a solution-focused approach. Overall, this response lacks depth and does not engage the prospect meaningfully.
4.
3
/ 10Question:
"We're currently locked into a contract with a vendor that we've been using for years; how can we approach this transition smoothly?"
Answer:
I would consult with an attorney for any breach of contract to make sure you are covered and won’t have any recourse action. You could also ask them if they are willing to make the same deal as we are and explain to them what we are doing.
Feedback:
The response lacks a proactive and solution-oriented approach to addressing the prospect's concern about transitioning from a long-term vendor. While suggesting legal consultation may be appropriate, it could come across as defensive rather than collaborative. Additionally, simply asking the current vendor if they can match the new deal does not demonstrate understanding of the complexities involved in transitioning contracts or the potential negotiation strategies that could be used. A better approach would involve asking the prospect about the specifics of their current contract and their pain points, then guiding them through potential options for negotiation or alternative solutions that could facilitate a smoother transition. Engaging in a discussion about the value and benefits of the new offering compared to the existing vendor would also strengthen the response.
5.
5
/ 10Question:
"What support can we expect post-installation, especially if we encounter any issues during peak seasons?"
Answer:
We have a warranty team dedicated for these instances. You can also save my personal number. I am the owner of the company so if any issues were to arise, please contact me immediately
Feedback:
The response addresses the prospect's concern about post-installation support by mentioning a dedicated warranty team, which is a positive aspect. However, it would be beneficial to elaborate on what specific support the warranty team provides and how quickly they can respond to issues during peak seasons. Merely providing a personal number is a good gesture but lacks depth in terms of the overall support process. Engaging the prospect with questions about their past experiences with support or specific concerns they might have regarding peak seasons could also enhance the dialogue. Overall, while the response is somewhat supportive, it lacks comprehensive detail and interactive engagement that would strengthen the prospect's confidence in your service post-installation.
6.
5
/ 10Question:
"Our team is already stretched thin; how would this implementation impact our current operations?"
Answer:
We will draw out a plan for you to relay to your team. We will also work hand in hand with you and your team to make sure we are delivering on our promise to you.
Feedback:
The response indicates a willingness to collaborate and support the prospect's team during the implementation, which is a positive aspect. However, it lacks specificity in addressing the prospect's concern about how the implementation will impact their current operations. It would be beneficial to ask questions that uncover specific pain points or operational challenges the team is facing. Providing more detailed insight into how the implementation process will be structured and any resources or training that will be provided to alleviate their workload could strengthen the response. Additionally, discussing how your solution could ultimately streamline operations or reduce their workload in the long run would enhance the value proposition. Overall, while the tone is supportive, more depth and clarity are needed to fully reassure the prospect.
7.
6
/ 10Question:
"What hidden costs should I be aware of that might affect our overall budget for this roofing service?"
Answer:
There are no hidden costs. We outline every scenario that could happen and affect price up front. If one of these were to come about, it will be documented and sent to you promptly
Feedback:
The response effectively addresses the prospect's concern about hidden costs by stating that there are none and emphasizing transparency in pricing. However, it lacks depth in terms of how you've handled similar situations in the past or how you proactively manage potential cost changes. Offering examples of what scenarios might be documented would strengthen your position. Additionally, it would be beneficial to engage the prospect with questions to uncover any specific past experiences they may have had with hidden costs, thereby fostering a more collaborative discussion. Overall, while the answer reassures the prospect, it falls short of providing a comprehensive perspective on cost management.
8.
4
/ 10Question:
"How do you handle service level agreements in case of unforeseen delays or failures in service delivery?"
Answer:
Unforeseen delays will be discussed with you and your team. Failure in service delivery, you are welcome to cancel your agreement immediately with us via written email
Feedback:
The response addresses the objection by mentioning that unforeseen delays will be discussed, which indicates a willingness to communicate. However, it lacks detail on how you manage these situations proactively before they escalate to cancellations. Instead of only stating that the client can cancel the agreement, it would be better to explain the steps taken to mitigate delays or failures, such as regular progress updates or contingency plans. This would instill more confidence in the prospect regarding your reliability. Additionally, engaging the prospect with questions about their past experiences with service level agreements could foster a more collaborative discussion and show that you value their input. Overall, more depth and a focus on solutions would enhance the response significantly.
9.
6
/ 10Question:
"What evidence can you provide that your roofing system performs better than the alternatives available in the market?"
Answer:
I will provide you with a case study on the product we are presenting. I will also put you in contact with the manufacturer and suppliers to help ease your mind and make this decision the easiest you’ve ever made.
Feedback:
The response demonstrates a good intention to provide evidence by offering a case study, which is a positive step toward addressing the prospect's concern about performance compared to alternatives. However, it lacks specific details about what the case study entails — such as performance metrics, customer testimonials, or comparative data that highlight the superiority of your roofing system. Additionally, while connecting the prospect with the manufacturer and suppliers is a supportive gesture, it could come across as deflecting the responsibility of providing evidence directly. Engaging the prospect with questions about their specific criteria for performance and what alternatives they are considering would foster a more collaborative discussion. Overall, this response could be improved by including more specific evidence and facilitating a deeper dialogue to better address the prospect's needs.
10.
5
/ 10Question:
"If we face internal resistance to this change, how can you assist us in gaining stakeholder buy-in for the decision?"
Answer:
Case studies. I will show you how we helped another customer of ours actually make money back with this product. If you would like I can also put you in contact with the VP of another valued customer of ours that have many properties across the state.
Feedback:
The response offers a positive step by mentioning case studies, which can help illustrate the value of the roofing service. However, it lacks deeper engagement with the prospect's specific situation regarding internal resistance. Instead of simply stating that you'll show case studies, it would be more effective to ask questions to understand the root of that resistance. For example, inquiring about the stakeholders' concerns or priorities could provide valuable insights for tailoring your approach. Additionally, while connecting them with a VP is a helpful gesture, elaborating on how this relationship could facilitate discussions might enhance your credibility. Overall, the response could benefit from a more collaborative approach to directly address the prospect's needs and concerns about stakeholder buy-in.