Concrete Waterproofing
Sales Assessment Results

"We have an existing waterproofing solution that we are happy with."

How often do you have to reapply that solution and what warranties come with it?

The response effectively acknowledges the prospect's current satisfaction with their existing solution by asking relevant questions about reapplication frequency and warranties. This approach demonstrates curiosity and a solution-focused mindset. However, the response could benefit from a more explicit acknowledgment of the prospect's contentment, which would enhance rapport-building. Additionally, a closing technique could be introduced to steer the conversation towards exploring potential advantages of your solution, such as longevity or cost-effectiveness. Overall, it's a solid response but lacks a bit in collaborative engagement and value exploration.

"Your price is significantly higher than other quotes we've received."

Our product carries a 25-year warranty and will outlast any other product that might need to be fixed or replaced two or three times over in that time-frame.

The response effectively addresses the concern by highlighting the long-term value of the product through its warranty, which is a strong selling point in the concrete waterproofing industry. However, it could benefit from clearer communication that specifically acknowledges the prospect's concern about pricing. A more collaborative approach would involve asking questions to understand what specific quotes they received and why they perceive those prices as better. This would also show active listening and a curiosity-driven mindset. Additionally, exploring the unique features that justify the higher price could enhance the value demonstration. Overall, while it does touch on value, it lacks a strong closing technique and deeper engagement with the prospect's perspective.

"Can you guarantee that this waterproofing will last for more than 10 years?"

Yes! This product manufacturer offers several different warranties for this product. Some as long as 25 years!

The response effectively addresses the concern by mentioning the manufacturer's warranties, which is a solid point to alleviate the prospect's worries about longevity. However, the salesperson could enhance their communication by adding a brief explanation of what conditions these warranties cover and how the product has performed historically. This would demonstrate a deeper understanding of the product's value and build trust. Additionally, the tone could be slightly more reassuring or empathetic to match the concern about durability. There’s no closing technique or follow-up questions to gauge further concerns or interest, which would help in establishing a collaborative approach. Overall, while the information is useful, more engagement and exploration of the prospect's needs would improve the response.

"We're on a tight budget and can't afford any extra expenses right now."

Oh that makes sense. What would the cost be to replace the concrete and what would happen if it started to crack?

The response does address the concern about budget indirectly by shifting the conversation towards potential future costs of not waterproofing, but it lacks direct engagement with the prospect's current budgetary constraints. It could benefit from a more empathetic tone and acknowledging the immediate concern before prompting the prospect to consider long-term implications. Additionally, asking questions to better understand their budget limits or exploring if there are alternative solutions or payment plans could have been more effective. Overall, this response does not demonstrate strong active listening or a collaborative approach. To improve, the salesperson could say something like, "I completely understand the budget concerns; many of my clients feel the same way. Can we explore some cost-effective options that fit within your current budget?" This would show understanding and a willingness to work together. Score: 4.

"How does your waterproofing compare to [specific competitor's product]?"

Our waterproofing product permeates into the concrete, rather than sitting on top. It fill all the cracks and leaves the concrete looking natural, with a deep watertight barrier.

The response does address the objection by highlighting a specific feature of the waterproofing product that differentiates it from competitors. However, it lacks a direct comparison to the specific competitor's product mentioned, which would have provided a clearer and more effective answer to the prospect's question. The tone is appropriate for the construction industry, but it could benefit from a more conversational approach to build rapport. No closing technique or questions to explore the prospect's needs further were included, indicating missed opportunities for engagement. Overall, while the response presents some value, it falls short in curiosity and discovery, as well as active listening.

"We need to consult with our facilities manager before making any decisions."

Oh that sounds great! When can we all meet together to show him our product and discuss your facilities?

The response is somewhat effective in addressing the objection by suggesting a meeting with the facilities manager, which shows an understanding of the decision-making process. However, it lacks a deeper exploration of the prospect's concerns and fails to showcase value or benefits specific to their needs. The tone is friendly, which is good, but it could be more tailored to highlight how your product could specifically solve issues they may face. Additionally, it could have included a question to probe for more details about the facilities manager's role or concerns. Overall, it shows a willingness to collaborate but misses an opportunity for deeper engagement and value demonstration.

"The application process seems too disruptive to our current operations."

That makes sense. We wouldn’t want to do that. Our waterproofing agent goes on very quickly and dries within hours. We should be able to take care of your surfaces without much interruption at all.

The response effectively addresses the concern about disruption by highlighting the quick application and drying time of the waterproofing agent. However, it could be improved by elaborating on how the process would integrate with the current operations, possibly by asking questions to better understand the prospect's specific concerns or workflow. The tone is appropriate for the industry, but a bit more engagement could enhance rapport. Additionally, a closing technique or a question to move the conversation forward was missing. Overall, good attempt but room for improvement in collaboration and discovery.

"What if we only want to do part of our facility—can your solution be scaled?"

Yes! You tell us what sections you want us to do and we can do them. Because it permeates the concrete, you won’t be left with odd colored sections.

The response effectively addresses the concern by confirming that the solution is scalable and can be tailored to specific sections of the facility. However, it lacks a bit of depth in exploring the prospect's needs further or asking follow-up questions to understand the specifics of what they want to waterproof. The tone is clear and appropriate for the industry, but it could be more engaging. A closing technique could have been employed to encourage the prospect to take the next step, perhaps asking when they would like to discuss the project in more detail. Overall, it's a solid response but could be enhanced with more collaborative engagement and value exploration.

"We've had bad experiences with similar products in the past—how is yours different?"

Most other products sit on top of the concrete, rather than seeping deep to actually stop the problem and protect the concrete.

The salesperson addresses the concern by highlighting a key differentiator of their product—its ability to penetrate the concrete rather than just acting as a surface layer. However, the response could be improved by acknowledging the prospect's previous negative experiences more empathetically and asking follow-up questions to understand their specific concerns. Additionally, there is a missed opportunity to reinforce value by providing evidence or testimonials that support the effectiveness of their product. A more collaborative approach could enhance rapport and trust. Overall, the response is on the right track but lacks depth and engagement.

"We're not convinced that waterproofing is necessary for our current situation."

What other products were considering that would waterproof it?

The response lacks effectiveness in addressing the concern about the necessity of waterproofing. Instead of providing information or reassurance, it shifts the focus to other products, which may come off as dismissive. There is also a lack of clear communication and tone appropriate for the industry, as it doesn't directly engage with the prospect's concern. A more productive approach would include asking questions that explore their current situation and the specific factors leading to their skepticism, while also demonstrating the value of waterproofing. Additionally, there's no closing technique or collaborative engagement present. Overall, the response misses an opportunity to build rapport and discover the prospect's needs.