roofing
Sales Assessment Results
56
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real: your performance is hovering around average, and it shows. You’ve got some moments of clarity, but they’re often overshadowed by a lack of depth and engagement. You’re like a good movie that just doesn’t have the right ending. Your strongest techniques seem to lean towards acknowledging objections and providing some level of response, but you often stop short of diving deeper into the prospect's fears or concerns. This is a consistent pattern that you need to shake off. You’ve got to get more solution-focused and empathetic in your responses. Embrace those opportunities to build trust and rapport.
I’d recommend you study the Challenger Sale and Solution Selling techniques. Both will help you learn to challenge the way your prospects think and provide tailored solutions that address their specific pain points. This will elevate your game and make your conversations more impactful.
Remember, it’s not just about addressing objections; it’s about connecting with your prospects on a deeper level. Next time, think of it this way: every objection is a doorway into a conversation where you can showcase your product’s value. Don’t just open the door; walk through it with confidence and clarity. You’ve got this; now go out there and show them what you’re made of!
Question Breakdown
1.
5
/ 10Question:
"I'm really worried about how this roofing will hold up in severe weather; I've heard horror stories."
Answer:
Our Production team trains and keeps up to date with the current standards and building codes in effect when replacing a roof
Feedback:
The response addresses the objection by mentioning the training and adherence to building codes, which is relevant to the concern about durability in severe weather. However, it lacks depth and does not directly acknowledge the prospect's fear or provide reassurance regarding the product's performance. A more effective approach would involve sharing specific examples of how your roofs have performed in severe weather, perhaps referencing warranties or testimonials from satisfied customers in similar situations. Additionally, inviting the prospect to ask more questions or express specific concerns would demonstrate active listening and a collaborative approach. Overall, the response is somewhat relevant but misses the opportunity to dive deeper into the prospect's fear and provide a more comprehensive solution-focused response.
Score: 5/10 for partially addressing the objection but lacking engagement and thoroughness.
2.
6
/ 10Question:
"I get that your product is good, but I found a cheaper option that seems to offer similar features."
Answer:
I can understand that price is a part of your decision making process. The component features may be the same but we also provide supervision and safety features
Feedback:
The salesperson did a decent job acknowledging the objection and recognizing that price is a significant factor in the decision-making process. However, the response could have been more effective by elaborating on the unique value of the supervision and safety features, perhaps by linking them to how they reduce risk or provide peace of mind. Additionally, asking a follow-up question to uncover more about the cheaper option and its features could have demonstrated curiosity and discovery. Including a closing technique or a stronger push for the value of their product would also be beneficial. Overall, the tone was appropriate, but the lack of deeper exploration into the value proposition limits the effectiveness of the response.
3.
6
/ 10Question:
"What if we can't get approval from our upper management in time for this emergency purchase?"
Answer:
While waiting on approval we can protect your property as best we can to mitigate any future damage
Feedback:
The response effectively acknowledges the urgency of the situation, which is crucial in the roofing industry, especially for emergency purchases. However, it could benefit from being a bit more solution-focused by offering specific protective measures or temporary solutions that can be implemented while waiting for management approval. Adding a question to explore the timeline for the decision-making process would demonstrate curiosity and active listening. Additionally, the response lacks a closing technique that emphasizes the importance of acting quickly to prevent further damage. Overall, it's a solid start but needs more depth and engagement to maximize impact.
4.
6
/ 10Question:
"I've had a bad experience with a roofing contractor before, and I'm hesitant to trust new vendors, even if you come highly recommended."
Answer:
I hear where you are coming from, but just like there are bad apples in every bunch, there are also very qualified ones. I cut my teeth at every level in this industry and when I made the jump to commercial, I focused on safety first. After my inspection I will present a proposal for us to go over to show you how in depth my experience is.
Feedback:
Your response acknowledges the prospect's concerns, which is a great first step. However, it could benefit from further empathy and validation of their feelings about past experiences. Instead of just suggesting that there are good contractors, you could share a brief story or testimonial from a satisfied customer to build credibility and trust. Additionally, asking some follow-up questions about their specific bad experience could help you tailor your proposal and show that you are truly interested in addressing their concerns. Overall, while you communicated your qualifications well, a more solution-focused and empathetic response would strengthen your position.
Score: 6
5.
5
/ 10Question:
"With our budget constraints, how can I justify this expense when other priorities keep popping up?"
Answer:
Its never easy to spend money on non revenue producing expenses but should this expense be delayed too long, it could interrupt product and lead to lost customers and revenue as well
Feedback:
The response does a fair job of acknowledging the concern about budget constraints, but it could benefit from a more solution-focused approach. Instead of just highlighting the negative implications of delaying the expense, consider asking questions to uncover more about the prospect's priorities and explore options that could fit their budget. For instance, discussing potential financing options, phased installations, or even emphasizing the long-term savings and value of investing in quality roofing could strengthen the argument. Additionally, using a more empathetic tone and showing understanding of their situation would help build rapport. Overall, while there is a hint of value exploration, the response lacks depth in curiosity and collaboration.
Score: 5
6.
3
/ 10Question:
"Can you guarantee that your installation won't disrupt our daily operations?"
Answer:
I can never guarantee it but we will do our best not to. We will communicate effectly and work with your time to minimize any disruption
Feedback:
The response lacks confidence and does not effectively address the concern about disruption. While it's good to communicate the intention to minimize disruption, it's crucial to provide a more reassuring and solution-focused response. Instead of saying you can never guarantee it, consider discussing past experiences where you've successfully minimized disruptions and perhaps offer a plan for managing the installation process. This would demonstrate value and build trust with the prospect. Additionally, a closing technique to encourage further discussion on scheduling or specific needs would be beneficial. Overall, the response needs more assertiveness and detail.
7.
5
/ 10Question:
"I'm not convinced that the long-term savings you're talking about would actually materialize for us."
Answer:
No one can efficiently predict the cost of future repairs and/or the loss of revenue from a business disruption. This total repair solution gives you that expense, and more importantly, the peace of mind that you won't have a business interruption
Feedback:
The response addresses the concern about long-term savings by shifting the focus to the unpredictability of future costs and emphasizing peace of mind. However, it lacks a clear connection back to the specific long-term savings and benefits that the prospect would gain. It could benefit from more curiosity and exploration of the prospect's specific situation, perhaps by asking a question like, "What specific concerns do you have about future costs?" This would show active listening and an understanding of their perspective. Additionally, a stronger closing technique could be employed to encourage a decision, such as summarizing the key benefits. Overall, the tone is appropriate for the roofing industry, but the response could be more solution-focused and collaborative. Overall, it demonstrates some effective elements but misses opportunities for deeper engagement and value exploration.
8.
6
/ 10Question:
"I love the idea of a new roof, but what if we find underlying issues during installation that add to our costs?"
Answer:
Issues after construction begins do come up. If we come across any then we will document it and take photos and present multiple solution options to you so a quick decision can be made so as to not delay construction
Feedback:
Your response does address the concern about potential underlying issues, which is good, but it could be improved. While you mention documentation and presenting multiple solutions, you could further enhance your answer by emphasizing the importance of transparency and communication throughout the process. This would help to build trust and alleviate the prospect's worries about unexpected costs. Additionally, consider incorporating a closing technique to reassure them of your commitment to delivering a quality service, perhaps by highlighting your team's experience in handling such situations. Overall, it's a solid foundation, but a bit more empathy and reassurance would elevate it.
9.
7
/ 10Question:
"I'm having a hard time getting everyone on board with this decision; our team is pretty set in their ways right now."
Answer:
I want everyone to feel comfortable about making the right decision. Let me come in and present to them all and give them the pros and cons of each proposed solution and I can also address any concerns or questions at the same time
Feedback:
The response effectively acknowledges the prospect's concern about team buy-in, which demonstrates active listening. Offering to present to the entire team is a good approach as it shows a willingness to engage collaboratively and address concerns directly. However, the response could benefit from a stronger emphasis on the value of the proposed solutions, perhaps by highlighting how past clients have successfully navigated similar situations. Additionally, asking a few exploratory questions to understand specific team concerns could have enhanced the curiosity and discovery aspect. Overall, a solid effort, but it could be more tailored to showcase the value and address the specific dynamics of the team.
Score: 7
10.
7
/ 10Question:
"Is there a way to customize this roofing solution to better fit our specific needs and preferences?"
Answer:
I like to present multiple options so that you have all the information needed to make a decision. I will propose 3 options. 1, exactly what you asked for. 2, my recommendation. 3, a less cost prohibited option of my recommendation that may by you some time before you are prepared to fully absorb the larger expense
Feedback:
The response effectively addresses the customer's objection by offering multiple options, demonstrating flexibility and a willingness to meet the client's specific needs. However, it could benefit from a more collaborative tone. Instead of simply stating the options, it would be stronger to ask the customer about their specific preferences or concerns to ensure the solutions align well with their expectations. This would enhance the curiosity and discovery aspect, showing that you're actively listening and engaged in their unique requirements. Additionally, while providing a cost-effective option is a good strategy, it could be framed better to highlight the value of each option rather than just focusing on the cost. Overall, a solid foundation but needs a bit more personalization and inquiry.
Score: 7