Roofing
Sales Assessment Results

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

I’m glad that you’re doing your due diligence and getting multiple quotes. Let’s look at the quotes side-by-side and compare them to see what may be different.

The response effectively acknowledges the prospect's concerns regarding pricing, demonstrating active listening. By suggesting a side-by-side comparison of quotes, it shows a solution-focused approach and an intent to explore value differences. However, the response lacks a bit of curiosity and discovery; asking questions about the specifics of the other quotes could have further engaged the prospect and provided more insight into their decision-making criteria. The tone is appropriate for the roofing industry, being professional yet collaborative. A closing technique could also be incorporated to guide the conversation toward a decision. Overall, it's a solid response but could benefit from deeper engagement and a stronger close.

"We don't have the budget for this right now, can you work with us?"

Definitely I understand that budgets are always a concern. Let’s look to see if there is anything that we can cut back on the work or we can always look at financing options.

The response shows understanding of the prospect's concern about budget constraints, which is a positive aspect of active listening. However, it lacks depth in exploring the specifics of the budget issue. Asking more probing questions about their budget limitations or what aspects of the project they might be willing to adjust would demonstrate curiosity and discovery. The mention of financing options is a good attempt at providing a solution, but it could be strengthened by emphasizing the value and potential ROI of the roofing project. Additionally, a more collaborative approach could be taken by inviting the prospect to discuss their needs further rather than focusing solely on cuts or financing. Overall, the response is on the right track but could use more engagement and value exploration. Score: 6

"I'm not sure we really need a new roof; can it wait another year?"

let’s look at the pictures together and I will explain the damage and the wear and tear on your roof and why you may be risking leaks or something worse if we don’t replace it now

This response effectively addresses the concern by offering a visual explanation of the roof's condition, which can help the prospect understand the urgency. The tone is professional and informative, which is appropriate for the roofing industry. However, the closing technique could be stronger; asking questions to confirm the prospect's understanding or feelings about the information presented would enhance the engagement. Additionally, while the solution-focused approach is present, it could benefit from more exploration of potential long-term costs or consequences of delaying the roof replacement. Overall, the response demonstrates active listening and curiosity, but could improve on building rapport and exploring value further.

"We've had a bad experience with a roofing contractor before; how can we trust you?"

I completely understand that especially here in Texas, where it is an unregulated industry. Along with my quote I have provided my certificate of insurance my business registration along with my manufacture certification and references. Please feel free to check them. Additionally, you will not pay we will not collect payment until the day we do the work

The response effectively acknowledges the prospect's concern about trust, which is crucial given their past bad experience. It provides concrete evidence of credibility by mentioning the certificate of insurance, business registration, manufacturer certification, and references, which helps to build trust. However, the communication could be more engaging; instead of just listing documents, it might be beneficial to ask questions to understand their specific past experiences better. This could lead to a more tailored assurance. The closing technique is somewhat present, but it could be stronger by inviting the prospect to discuss any other concerns or to set up a follow-up meeting. Overall, it lacks a bit of warmth and rapport-building, which are essential in the roofing industry where trust is paramount. Score: 7/10

"I'm concerned about the disruption to our business during the roofing process."

we can work together to develop a project timeline so that we don’t disrupt access to your building and we can also look at after hours and weekend work when possible

The response effectively addresses the concern by proposing a collaborative solution with a project timeline that minimizes disruption. It demonstrates a solution-focused approach and a willingness to accommodate the client's needs by suggesting after-hours and weekend work. However, it could be improved by asking the prospect about their specific concerns or needs regarding the disruption, which would show curiosity and active listening. Overall, the tone is appropriate for the roofing industry, but more engagement could enhance rapport. Score: 8

"How do I know your materials are as good as you claim?"

With the product samples and providing also giving you access to the third-party lab testing and you can check online to compare other peoples experience with them. The manufacturer has been in business for over 60 years. They are manufactured right here in Dallas and have local support.

The response effectively addresses the concern by offering product samples and access to third-party testing, which helps build credibility and trust. However, it could have been clearer and more engaging with a warmer tone, perhaps by expressing enthusiasm about the quality of the materials. The salesperson missed an opportunity to ask open-ended questions to discover more about the customer's specific needs or concerns regarding the materials. Including a closing technique, such as asking if the prospect would like to schedule a time to discuss the samples or testing further, would have strengthened the response. Overall, it demonstrates a solution-focused approach and acknowledges the prospect's perspective, but lacks a bit of curiosity and engagement. Score: 6

"We’re looking at a competitor who offers a longer warranty; how does your warranty compare?"

With your roofing installation you will obtain two warranties. The first warranty will be the workmanship warranty provided by our company and we provide a five-year workmanship warranty. The manufacturer warranty is a limited lifetime warranty that is not prorated until after 10 years.

The response does provide information about the warranties, which is relevant to the objection. However, it lacks a direct comparison with the competitor's offering and does not address the prospect's concern about the length of the warranty in a more persuasive manner. Additionally, it misses an opportunity to ask questions that could uncover the prospect's priorities regarding warranty coverage or their specific concerns with the competitor. The tone is clear, but it could be more engaging to build rapport. Lastly, no closing technique or next steps are suggested, which is critical for moving the conversation forward. Overall, while informative, the response could be more solution-focused and collaborative.

"Can you guarantee there won’t be any hidden costs after we sign?"

as we discussed previously the only issues that we may run into our unseen issues when we remove your old roofing system, the pricing is itemized here in our quote. If we have to replace rotten decking, it will be $50 per sheet other than that, our quote is firm fixed price and will not change.

The response addresses the concern about hidden costs by clarifying that the provided quote is firm, but it could have been more effective by directly acknowledging the prospect's worry about unexpected expenses. A better approach would include reassurance and emphasizing transparency in the process. Additionally, the salesperson could ask if the prospect has any specific concerns or examples of hidden costs from previous experiences to foster further dialogue. The tone is a bit too technical and could benefit from a more conversational style to build rapport. Overall, it's a decent start but lacks depth and warmth.

"The timing isn’t right; we’re focused on other renovations at the moment."

I completely understand that especially with timelines and budgets. What are the renovations? Are you looking at at this time? What would be the financial impact if those other renovations were affected by a roof leak? When remodeling a home the roof is one of the best places to start because it is your first line of protection against the elements and waterproofs your home.

The response starts strong by acknowledging the prospect's concern about timing, which is a good approach. However, it lacks a bit in building rapport through personalization. The follow-up questions about the renovations are a good attempt at discovery, but they could be more engaging or tailored to the prospect's specific situation. The question about the financial impact of a roof leak is insightful and effectively highlights urgency, but it could be more effective if it connected back to their specific renovation priorities. The final statement about the roof being the first line of protection is valuable, but it could be enhanced by directly linking it to the prospect's ongoing renovations to heighten relevance. Overall, the response is solution-focused but could benefit from deeper curiosity and a more collaborative tone. Score: 7.

"What assurances do we have that your team will complete the project on time?"

Our installation process is very thorough. We scheduled delivery of materials and our construction crew to be on a very strict timeline. We will also provide an on-site project manager the day of the job to make sure that the work is progressing correctly and we will make necessary adjustments to keep the project timeline intact

The response effectively addresses the concern about project completion timelines by outlining specific steps the team will take, such as scheduling delivery and having an on-site project manager. However, it could be improved with a more empathetic tone to show understanding of the prospect's anxiety about project delays. Adding a closing technique, such as inviting the prospect to discuss any specific past experiences they've had with project delays, would also be beneficial. Overall, the response is informative but lacks a personal touch and an invitation for further dialogue. Score: 7