Roofing
Sales Assessment Results

"I'm not sure if I can afford the monthly payments right now with everything else going on."

I completely understand and w don't want to put you into an uncomfortable situation financially but I'm not sure we can afford to let this situation get any worse.

The response acknowledges the prospect's financial concern, which is good for active listening. However, it lacks a clear solution-focused approach and does not provide reassurance or options for affordability. Instead of saying 'we can't afford to let this situation get any worse,' which could sound threatening, it would be more effective to explore flexible payment options or financing plans that could alleviate the prospect's concerns. Additionally, there is a lack of curiosity or discovery about their specific financial situation, and no closing technique is utilized to move the conversation forward. Overall, the response could be improved significantly with a more collaborative and supportive tone.

"I've heard some mixed reviews about your company's reputation in the roofing industry. Can you address that?"

I'm very sorry that you've heard mixed reviews about us. We are human just like everyone else and I'll be the first to admit that I can make mistakes but what helps me stand out from the other companies is that I will personally make sure that if there is any mistakes, it is handled quickly and professionally

Your response acknowledges the concern, which is a good start, but it lacks depth in addressing the reviews. Instead of just admitting to mistakes, you should provide specific examples of how your company has resolved issues in the past or improved its services based on feedback. This would build credibility and trust. Additionally, consider asking the prospect if they have specific reviews or concerns in mind. This shows curiosity and active listening, allowing you to address their issue more effectively. Overall, while you demonstrated a willingness to take responsibility, a more solution-focused approach with examples would strengthen your response.

"I'm still evaluating if this roofing solution will truly meet our needs compared to what we already have."

Can you tell me a little bit more about those needs? I'd love to help find a solution that fits those specific needs and that you are comfortable with.

The response effectively addresses the prospect's objection by inviting them to share more about their specific needs. This demonstrates curiosity and a solution-focused approach, aligning with consultative selling principles. However, it could be improved by acknowledging the prospect's evaluation process and adding a sense of urgency or a closing technique to encourage a decision. Overall, it shows good communication, but lacks a stronger push for moving the conversation toward a resolution.

"We have limited options available in our area, which makes this decision even more challenging for me."

Limited options can be difficult when trying to make a decision this big but if I were able to check all of your boxes, find a solution that met your needs and a monthly payment that fit your budget, what would stop you from moving forward today?

The response effectively acknowledges the prospect's concern about limited options, indicating an understanding of the challenge they face. However, it could benefit from a more empathetic tone and a few probing questions to explore the specifics of their needs and limitations. While the closing question encourages action, it might come off as a bit presumptive without further exploration of their hesitations. To improve, consider asking about what specific options they are looking for and any other factors influencing their decision. Overall, a good effort, but could enhance engagement and clarity.

"How can I justify this expense when our budget is already tight?"

We never want to put our customers ina financial bind. If you don't mind me asking what price range would fit in your budget? We can look at solutions that may be more affordable to not put any financial stress on your family.

The response effectively acknowledges the customer's concern about budget constraints, showing empathy and a willingness to find a solution. By asking about their price range, the salesperson demonstrates curiosity and a collaborative approach, which are crucial in consultative selling. However, the response could be strengthened by explicitly highlighting the value or benefits of the roofing service, potentially using a value proposition or a solution-focused approach to reassure the prospect of the investment's worth. Overall, it's a good start, but it could benefit from a bit more emphasis on value exploration and reassurance regarding the investment. Consider incorporating specific examples of how your roofing services can save money in the long run or improve home value, which could help justify the expense better. Score: 7

"I’m worried about whether this project aligns with our long-term goals and current direction."

Would you mind sharing those long term goals with me? My passion is to find a roofing solution that fits your needs and your goals for this home. Knowing what your goals are will help me to find that perfect solution that brings value to your home, saves you money in the long run and aligns with your long term vision of your home.

The response effectively invites the prospect to share their long-term goals, which is a good starting point for understanding their concerns. However, it could benefit from a bit more depth in addressing the objection. While the salesperson expresses passion and a desire to find a solution, they should also reassure the prospect by briefly tying their roofing solutions to common long-term goals (like energy efficiency, property value increase, etc.) to show alignment. Additionally, incorporating a closing technique, such as summarizing the value of discussing their goals, would strengthen the response. Overall, it's a solid start but lacks a bit of depth and assurance.

"We have ongoing projects that need my immediate attention; I don't know if I can prioritize this roofing decision right now."

I totally understand. The hard part about a situation like this is the roof protects one of your major investments and the state it's in cannot be overlooked. I want to make sure this process is as easy and painless as possible for you. No matter which option you choose we can handle all of the financing right now so you don't have to worry about writing checks or paying invoices later. Our projects will always be quick and easy, typically taking only 1 day and we can plan around your schedule to not interfere with your other projects and the best part is we have options that fit every budget so we can make sure the roof does not cause anymore financial strain while you are completing these other projects.

The response effectively acknowledges the prospect’s concern about ongoing projects, which shows active listening. However, it could benefit from a clearer structure and a more solution-focused approach. While it mentions financing and flexibility, it doesn't delve deeply into exploring how the roofing decision could impact the ongoing projects or future costs, which would align with a consultative selling approach. Additionally, while the response aims to reassure, it lacks a strong closing technique to solidify the next steps. Overall, it has good elements but needs refinement to enhance clarity and impact.

"What kind of support do you provide after the roofing installation? I'm concerned about that."

That's such a great question! Once you purchase a roof for us you are a customer for life! Not only will you have quality assurance on site with one of our amazing superintendents but you will also have ongoing inspections for years to come! Once the roof is complete we will do a final walk through with yoh to make sure there are no more concerns. Then we will register your warranty with our office and the manufacturer so you know you have peace of mind if anything goes wrong but after all of that we will come back every 6 months to ensure that nothing is wrong with the roof. While we may not have any heavy winds or hail, critters or trees could still damage the roof so these twice yearly inspections will ensure that if there is any damage it is addressed immediately and it doesn't cause any interior damage. You will also have 24/7 access to our office in case you ever have any questions or need assistance with anything at all!

Your response effectively addresses the concern about post-installation support by outlining specific services provided, such as ongoing inspections and warranty registration. The tone is friendly and reassuring, which is great for building trust in the roofing industry. However, consider adding a closing technique, such as asking if they have any further questions or if they would like to discuss scheduling inspections. This could help steer the conversation towards a commitment. Overall, your response shows a strong solution-focused approach and demonstrates value clearly. Good job!

"I’ve had a bad experience with a previous contractor, and I'm hesitant to commit again without assurance."

I completely understand that concern. Unfortunately too many bad contractors have given our industry a bad name. I actually have many customers bring up this exact same concern on a regular basis. We offer $0/down options with our low monthly payments and that ensures that you won't have to pay a dime until you're completely satisfied with your roof! We also strive for high quality work so we have a dedicated superintendent on every project to make sure that every step is going smoothly. From tapping your property to putting on the final touches and everything in between, our stage will make sure you are happy with the entire process. I will also be sending you a live link to all of the project photos. This will allow you to watch the project unfold as we work on your home. You'll be able to see every photo that is taken and every step of the process that we have discussed will be documented. These precautions that we take are why so many customers with the same concerns as yourself, leave us such positive reviews online! Do you have any more questions about our commitment to making this an easy process before we get started?

The response effectively acknowledges the prospect's concern about previous bad experiences, which shows active listening and empathy. However, the follow-up could have been more solution-focused by explicitly addressing the implications of their past experiences and how your company's approach directly mitigates those issues. While the mention of $0 down and project visibility through photos adds value, it could benefit from including a more tangible guarantee or warranty on the work performed. The closing question invites further discussion, but it could have been more assertive in guiding the prospect towards commitment. Overall, the tone is appropriate for the roofing industry, but there is a missed opportunity to deepen the connection by exploring the prospect's specific past issues in greater detail. Score: 7

"We’re still negotiating with our current vendor, and I don’t want to rush into any decisions."

Thank you so much for letting me know. It sounds like your current vendor may not be meeting all of your needs. Let's discuss those and see if we can find a solution that meets all of your needs and your budget. If we can do that today can I count on earning your business?

The response effectively acknowledges the objection and opens up a dialogue about the prospect's needs, which is a good start. However, it could benefit from a bit more exploration regarding what specific needs the current vendor is not meeting. Additionally, the closing question could come off as a bit presumptive since the prospect is still in negotiations. A more consultative approach would be to ask open-ended questions to better understand the situation before trying to close. Overall, it shows intent to provide value, but there’s room for improvement in curiosity and discovery.