Roofing
Sales Assessment Results
35
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance needs serious improvement. With an average score of 3.5, it's clear you're struggling to effectively address customer concerns and build rapport. Your technique often lacks clarity and depth, leaning towards a confrontational tone rather than a consultative approach. You've missed opportunities to empathize with prospects, ask probing questions, and engage them in meaningful conversations about their needs. Those are fundamental skills in sales, and you're not hitting the mark.
Your strongest moments came when you suggested meetings or highlighted references, but even those lacked the necessary engagement to truly connect with potential clients. You need to focus on developing a solution-focused mindset—understanding the customer's pain points and providing tailored responses that build trust and collaboration. Consider studying SPIN Selling and Consultative Selling techniques. They can help you craft questions that uncover deeper insights into customer needs, transforming the way you engage with them.
For your memorable coaching moment: remember, sales is not about pushing products; it's about solving problems. Shift your mindset from selling to serving, and you'll find that the conversations become not only easier but more fruitful.
Question Breakdown
1.
2
/ 10Question:
"We're on a tight budget this fiscal year; can we justify this expense for roofing right now?"
Answer:
Can you justify not doing it and having it fail
Feedback:
The response to the objection lacks effectiveness and clarity. Instead of addressing the prospect's concern about the budget directly, it takes a confrontational approach. A better response would involve exploring the implications of failing to address roofing issues, discussing potential savings in the long run, and asking questions to understand their situation better. This approach would also show empathy and a willingness to collaborate on finding a solution that fits their budget. Overall, the response does not demonstrate active listening or a solution-focused approach, and it fails to build rapport.
Score: 2
2.
4
/ 10Question:
"We've had issues with contractors in the past; how can we be sure your team will deliver?"
Answer:
You may check my references we also provide a 10 yr workmen ship warranty along with a 50 year transferable shingle warranty
Feedback:
The response provides some reassurance by mentioning references and warranties, which are good starting points. However, it lacks engagement and doesn't directly address the concern about past contractor issues. It would have been more effective to empathize with the prospect's past experiences, ask questions to uncover specific concerns they have, and explain how your team addresses those issues to build trust. Overall, it misses an opportunity for a more collaborative and solution-focused approach.
Consider adding some storytelling about successful past projects or testimonials to strengthen your credibility further. Additionally, asking them about their specific concerns with past contractors could show active listening and curiosity.
Overall, while the response offers some value, it could be significantly improved with more engagement and personalization.
3.
5
/ 10Question:
"I need to ensure that all stakeholders are on board before making a decision on this roofing solution."
Answer:
Let’s set up a call and or meeting with all stakeholders holders
Feedback:
The response addresses the objection by suggesting a call or meeting with all stakeholders, which is a positive approach to include everyone in the decision-making process. However, it lacks depth in understanding the customer's needs and doesn't explore the implications of not having all stakeholders on board. A more effective response could have included questions to uncover who the stakeholders are, what concerns they might have, or how this roofing solution aligns with their objectives. Additionally, the tone could be slightly more engaging to foster collaboration. Overall, it shows willingness to accommodate but misses a more consultative and solution-focused approach.
4.
2
/ 10Question:
"Given the current economic climate, is now really a good time to invest in roofing?"
Answer:
It’s always a good time to invest roofing is economic prof
Feedback:
The response lacks clarity and depth. It does not effectively address the concern about the economic climate or provide a compelling reason why investing in roofing is beneficial right now. A better response would include an understanding of the prospect's situation, perhaps touching on the long-term value of roofing investment, potential savings on repairs, or energy efficiency benefits. Furthermore, it fails to engage the prospect with questions or acknowledge their concerns, which is crucial in building rapport and trust. Overall, the response feels dismissive and does not explore the value or urgency of the investment, leading to a poor impression.
5.
2
/ 10Question:
"How can you guarantee that this roofing system will provide long-term ROI compared to cheaper options?"
Answer:
Well the products used
Feedback:
The response is incomplete and lacks depth. It starts to address the objection by mentioning the products used, but it doesn't provide any details or evidence to support the claims about long-term ROI. To effectively address the concern, the salesperson should highlight specific features and benefits of their roofing system, compare them with cheaper options, and possibly provide data or testimonials to back up their claims. Additionally, asking questions to uncover the prospect's priorities and concerns could enhance engagement and demonstrate a consultative approach. Overall, this response is too vague and does not effectively handle the objection.
6.
5
/ 10Question:
"Some of our team members are resistant to changing vendors; how would you address their concerns?"
Answer:
Let’s set up a meeting with the team members so they can feel confident
Feedback:
Your response is a good start by suggesting a meeting, which demonstrates a willingness to engage with the team and address their concerns directly. However, it lacks depth in terms of addressing the root of their resistance. To strengthen your approach, consider using a solution-focused method to explore their specific concerns. For example, you could ask about their past experiences with vendors and what aspects of the current vendor they value. This would help in building rapport and showing that you value their input. Additionally, it would be beneficial to outline how your company can provide value over their current vendor, addressing potential pain points. Overall, while you have the right intention, a more comprehensive approach would enhance your effectiveness.
Score: 5
7.
1
/ 10Question:
"I'm worried about the environmental impact of new roofing materials; how sustainable are your options?"
Answer:
We supply and install top material
Feedback:
The response fails to effectively address the prospect's specific concern about sustainability. Simply stating that you supply and install 'top material' does not provide any information or reassurances about the environmental impact of your roofing options. A more effective approach would include details on the sustainability of the materials, certifications, or any eco-friendly alternatives available. Additionally, there is no engagement or questions posed to further explore the prospect's concerns or establish rapport. Overall, this response lacks clarity and does not demonstrate a solution-focused or collaborative approach. A score of 1 reflects the inadequacy of the answer.
8.
6
/ 10Question:
"What support will we receive after the installation to ensure everything runs smoothly?"
Answer:
We are available 24/7 to answer any questions and walk you through the process
Feedback:
The response addresses the concern about post-installation support by highlighting 24/7 availability, which is a good start. However, it lacks depth and detail. It could be more effective by specifying types of support (e.g., warranty, maintenance checks, customer service contacts) and how these would proactively ensure smooth operation. Additionally, it misses an opportunity to ask follow-up questions to gauge the customer's specific needs or concerns. Overall, it's a decent answer but could benefit from being more comprehensive and engaging.
9.
5
/ 10Question:
"We have other ongoing projects that might affect our timeline for this roofing project; how flexible can your team be?"
Answer:
We will schedule a day to complete the roof that works with you time line
Feedback:
The response is somewhat effective in addressing the concern about flexibility; however, it lacks depth and does not fully explore the implications of the ongoing projects on the customer's timeline. Asking clarifying questions about their current projects could demonstrate curiosity and active listening. A more solution-focused approach could involve discussing how the team can accommodate their schedule or even offering to help prioritize their projects. Additionally, the tone could be more collaborative and reassuring, emphasizing a partnership in the process. Overall, the response could benefit from more engagement and exploration of the customer's needs.
Score: 5
10.
3
/ 10Question:
"Can you provide evidence of your company's stability and expertise in the roofing industry?"
Answer:
Yes you can check my reviews and or Facebook or website
Feedback:
The response lacks depth and does not effectively address the prospect's concern about the company's stability and expertise. Simply directing them to reviews and social media does not provide substantial evidence or build trust. A stronger approach would involve sharing specific examples of successful projects, years in business, certifications, or industry awards. Additionally, asking questions to understand their specific concerns could have enhanced the engagement. Overall, this response feels too passive and doesn't actively listen to the prospect's need for reassurance.