tornado shelters
Sales Assessment Results by Robin Hood
50
Needs Improvement
10 questions
Maximum score: 100
Completed in
It's clear you faced some challenges in your sales performance, with an average score of 5 indicating there's significant room for improvement. Your use of solution-oriented techniques was evident in a few responses, and you showed good intentions by acknowledging concerns about budget, vendor changes, and compliance. However, the lack of depth and curiosity in your approach is a glaring weakness. Instead of just addressing surface-level concerns, you need to dig deeper to truly understand your prospects' needs and contexts. Your casual communication style doesn't fit the seriousness of the product—tornado shelters deserve a more professional tone.
To elevate your game, I suggest you focus on practicing consultative selling and objection handling techniques. These will help you engage more effectively with prospects and address their concerns with the depth they deserve. Remember, asking the right questions can open the door to deeper conversations and better solutions.
Your memorable coaching moment? "Curiosity killed the cat, but satisfaction brought it back." In sales, your curiosity will be your best friend. Don't just skim the surface—dive into your prospects' situations with genuine interest. Build that rapport and trust, and you'll see your scores—and your success—improve.
Question Breakdown
1.
3
/ 10Question:
"Our budget is already tight this fiscal year, and I’m not sure where we can fit in a new tornado shelter."
Answer:
we offer flexible financing options that are friendly for any budget. You pretty much decide how long you'd like to make payments on it
Feedback:
The response addresses the budget concern by introducing flexible financing options, which is a positive step. However, it lacks depth in exploring the prospect's specific financial situation or priorities. There is no curiosity or discovery shown through probing questions to understand their needs better. The communication style is somewhat casual and could be more professional, especially given the seriousness of the product (tornado shelters). Overall, while it touches on a solution, it misses the opportunity to build rapport or demonstrate a clear understanding of the prospect's context.
2.
4
/ 10Question:
"We’ve been using our current vendor for years; changing now might disrupt our ongoing projects."
Answer:
Totally understand. By installing one of our patented tornado shelters where the door has never been breached by a debris impact you can rest assured the next time the tornado sirens sound you're family will remain safe
Feedback:
The response acknowledges the concern about changing vendors, which is a good start. However, it doesn't address the disruption of ongoing projects directly or explore the potential value of switching vendors. The focus on safety is relevant, but it does not provide a compelling reason to change from the current vendor. The communication style remains casual and could be more professional given the seriousness of the product. It would be beneficial to ask questions about the prospect's current satisfaction with their vendor and what specific projects are at risk of disruption. This would demonstrate curiosity and understanding of their situation, as well as build rapport. Overall, the response lacks a strong solution-oriented approach and fails to effectively engage with the prospect's concern.
3.
6
/ 10Question:
"I understand the ROI, but how do we ensure compliance with local regulations during installation?"
Answer:
each garage storm shelter design has been stamped by a certified engineer certifying that it meets FEMA and ICC500 codes
Feedback:
The response provides relevant information that addresses compliance with local regulations by mentioning that the designs are certified by an engineer and meet FEMA and ICC500 codes. However, it lacks depth in exploring any specific local regulations that may apply to the prospect's area, which could have demonstrated more curiosity and engagement. Additionally, the response could benefit from offering to provide documentation or support regarding compliance during the installation process. This would build trust and instill confidence in the prospect. A more conversational tone and an invitation for further questions would also enhance the communication and rapport-building aspects.
4.
5
/ 10Question:
"I’m concerned about the long-term maintenance costs associated with a higher-end shelter."
Answer:
totally understand. maintenance on a garage installed storm shelter is minimal to almost none. due to high humidity it should be ventilated at least once every 90 days to allow moisture build up to escape. this step will keep the shelter from showing rust spots on the paint.
Feedback:
The response acknowledges the prospect's concern about long-term maintenance costs, which is a good start. However, it would be more effective to provide a clearer connection between the minimal maintenance required and the overall cost savings, emphasizing the value of a higher-end shelter in the long run. While mentioning ventilation is important, it lacks a discussion on the cost implications and support for maintenance. Additionally, it would be beneficial to invite the prospect to share their specific concerns or questions about maintenance, fostering a more collaborative approach. The tone remains casual and could be more professional given the gravity of the product.
5.
6
/ 10Question:
"What evidence do you have that your shelters outperform those of our competitors in severe weather conditions?"
Answer:
We have video evidence of a man in his pets doing a live video inside the storm shelter as an EF5 went over his home in Moore, OK. His home and neighborhood we totally destroyed.
Feedback:
The response provides a compelling piece of evidence—a live video during an EF5 tornado—demonstrating the shelter's effectiveness in severe conditions. However, it would be more impactful to also mention specific metrics or comparative data showing how your shelters outperform competitors in similar situations. Additionally, the phrasing "totally destroyed" could be softened for a more professional tone. While the anecdote is powerful, it's essential to bolster it with statistical data or expert endorsements to fully address the objection. Asking the prospect if they have specific competitor products in mind could also enhance engagement and curiosity about their needs.
6.
5
/ 10Question:
"This needs to be approved by multiple stakeholders, and I’m not sure everyone will agree on the urgency of this purchase."
Answer:
Understand. A storm shelter is an investment that will protect your family well into the future. While storm shelters don't really increase the value of a home when it comes time to sell it does make it more appealing to people which would give you an advantage over a home that does not have one installed
Feedback:
The response acknowledges the concern about multiple stakeholders and the urgency of the purchase, which is a good start. However, it lacks a direct engagement with the prospect's issue regarding consensus among stakeholders. The response could be strengthened by exploring the reasons behind their uncertainty and offering to assist in addressing these concerns with additional information or presentations tailored for the stakeholders. The mention of the investment aspect is relevant but could be more impactful if tied to specific benefits or features of the storm shelters that would resonate with the stakeholders. Additionally, a more professional tone would be appropriate in this context. Overall, the response misses an opportunity for deeper engagement and collaboration to help facilitate the decision-making process.
7.
7
/ 10Question:
"Can you provide documentation on the shelter’s performance during previous tornado scenarios?"
Answer:
We have a video testimonial on YouTube of the man inside the storm shelter filming as an EF5 tornado went over his home. Also we have a picture of a client that had just purchased the shelter 2 weeks before a tornado. Her home was destroyed and she said that if it wasn't for the shelter she felt she wouldve died.
Feedback:
The response effectively uses a video testimonial and a personal story to showcase the shelter's performance in a real-life EF5 tornado scenario, which can create an emotional impact and build trust. However, it lacks details about specific metrics or documentation that would provide more concrete evidence of performance, such as certifications or comparative data against competitors. Additionally, the tone could be more professional; phrases like "if it wasn't for the shelter she felt she would've died" should be presented more tactfully to maintain professionalism given the serious nature of the product. Offering to provide direct documentation or inviting the prospect to ask further questions would enhance engagement and demonstrate a willingness to support their decision-making process.
8.
4
/ 10Question:
"I’m worried about the integration of this new system with our existing emergency protocols."
Answer:
the garage storm shelters were invented by Texas Tech University to provide a way for people to seek shelter at home during tornados. FEMA and ICC developed the guidelines of how they are to be built and installed. Furthermore a certified engineer must stamp them acknowledging they meet those codes.
Feedback:
The response provides some background information about the garages storm shelters and their compliance with FEMA standards, which is relevant. However, it does not directly address the prospect's concern regarding integration with existing emergency protocols. There is no exploration of how the shelter can complement or enhance current protocols or any discussion about potential challenges in integrating the new system. To improve, the salesperson should ask questions about the existing protocols and how the prospect envisions the integration, which would demonstrate curiosity and engagement. A more solution-focused approach would enhance the effectiveness of the response.
9.
4
/ 10Question:
"How will the installation process affect our team's day-to-day operations?"
Answer:
most installations take anywhere from 3-6 hours from the time we arrive, till the time we finish installing it. After that we clean the garage to where it is cleaner than when we arrived.
Feedback:
The response provides a specific time frame for the installation process, indicating that it will take 3-6 hours, which is helpful. However, it lacks engagement with the prospect's concern about how the installation will impact day-to-day operations. There is no mention of any potential disruptions during that time or how those can be managed. Additionally, the statement about cleaning the garage, while positive, does not address operational concerns or demonstrate curiosity about how the prospect's team currently operates. To improve, the response should include questions to understand their schedule better or offer solutions to minimize disruption, thereby fostering a more collaborative approach. A more professional tone would also enhance the communication.
10.
6
/ 10Question:
"We’ve had issues with previous implementations; how do we know this will be different?"
Answer:
we offer a satisfaction guarantee and lifetime warranty. we've been in business for over 15 years so when you have an issue all you need to do is call or email us and we will address the concern
Feedback:
The response effectively addresses the concern by highlighting a satisfaction guarantee and a lifetime warranty, which can instill confidence in the prospect. However, it lacks specific details about how the implementation process will differ from previous experiences. It would be beneficial to offer insights into any improvements made in the installation process or customer support since past issues occurred. Additionally, asking the prospect about their specific concerns related to prior implementations could demonstrate curiosity and foster a more collaborative dialogue. Overall, while the response provides reassurances, it misses an opportunity to delve deeper into the prospect's unique situation and enhance their trust.