Motorized bug screen
Sales Assessment Results by Micah Casey
65
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's get real here; your performance is sitting at a 6.5, which isn’t a disaster, but it’s not exactly setting the sales world on fire either. You’ve shown flashes of brilliance, especially in outlining maintenance needs and ensuring transparency about hidden costs. But let’s be honest, clarity and detail were your Achilles' heel throughout this test. You’ve got a solid grasp of enthusiasm and engagement, but your responses often lack the depth that could really hook a prospect.
You consistently demonstrate good understanding of customer concerns and how your product can meet them, but there’s a pattern of skimming the surface instead of diving deep. Instead of just stating benefits, you need to provide metrics or examples that showcase real-world impact. You also have a tendency to assume too much about what the prospect needs without asking the right, targeted questions to really uncover their pain points.
To sharpen your skills, dive deeper into the Challenger Sale technique and consultative selling. These methods will not only help you challenge customer thinking but also position you as a trusted advisor who provides tailored solutions.
Here’s your coaching moment: remember that selling isn’t just about what you know; it’s about what your prospect needs to know. Don’t be afraid to ask the tough questions and dig into specifics. Engage them in a conversation that showcases your expertise while simultaneously addressing their unique concerns. This is where you’ll win. Now, take this feedback, tighten up those details, and watch your scores soar!
Question Breakdown
1.
5
/ 10Question:
"How does your motorized bug screen ensure compliance with our local regulations and safety standards?"
Answer:
That’s a great question! All systems are up to the IBC code which sets the standard for safety. It is rigorously tested and upgraded to make sure the utmost safety is implemented.
As far as local regulations, each product rep is up to date on their specific local codes, and we continuously get updates on new changes to local codes by attending meetings and being in contact with our local code inspector’s.
Are there any other concerns we should look at to make sure you are comfortable with your project, whether you go with us or another company let’s make sure your questions are answered.
Feedback:
Your response addresses compliance effectively by mentioning IBC code and continuous updates on local regulations. However, it lacks a bit of clarity and could benefit from more detail on how you specifically ensure compliance for each client's unique location. Additionally, while you invited further questions, you could enhance engagement by asking more targeted questions related to their specific concerns or regulations they might be worried about. Overall, it demonstrates an understanding of the importance of safety standards but could be more solution-focused and collaborative in approach.
2.
6
/ 10Question:
"What is the expected ROI timeline for the investment in the motorized bug screen, and how do you measure success?"
Answer:
The roi starts as soon as the install is complete! I love that you’re looking at this as an investment!
These motorized big screens are a huge payoff in roi, not only when you go to get equity from your house, or sell it, but immediately when you use it.
These systems create more usable space, where you can fully enjoy your beautiful outdoor space without getting eaten alive by insects and bugs!
Do you think you would benefit from a more privacy oriented bug screen, or do you want to go with minimal intrusion to the view?
Feedback:
Your response does well to convey enthusiasm about the ROI starting immediately after installation, which is great for engaging the prospect. However, it lacks specific details about the expected timeline for ROI, which is crucial for the decision-making process. While you emphasize the benefits of the screens in terms of usability and comfort, you could enhance the response by providing concrete metrics or examples to measure success over time. Additionally, the follow-up questions are somewhat related but could be more aligned with the ROI discussion to deepen the conversation on financial benefits. Overall, a clearer, more detailed ROI explanation would strengthen your response significantly.
3.
7
/ 10Question:
"Can you provide detailed information on the maintenance costs and frequency associated with your product over its lifecycle?"
Answer:
Of course, I will outline it for you, we also include detailed instructions we leave behind after an install so you don’t have to remember everything from this conversation over the 20 years plus you’ll be enjoying these systems.
Maintenance is minimal, include the system in your yearly house wash and have them lightly rinse down the material and frame.
You can also take advantage of our maintenance program, where we come out once a year and handle all that for you, in addition we will make any adjustments necessary to ensure continued smooth and proper operation.
Would you benefit from enrolling in our maintenance schedule?
Feedback:
Your response effectively outlines the maintenance requirements and emphasizes minimal upkeep, which is a strong selling point for potential customers. However, while you mention a yearly house wash and the maintenance program, it would be beneficial to provide specific cost details for both the maintenance program and any potential expenses associated with performing the annual house wash. Additionally, addressing the frequency of any parts replacement or potential repair costs over the product's lifecycle could add further value to your explanation. Your follow-up question about enrolling in the maintenance schedule is a good way to engage the prospect, but consider also asking if they have any specific concerns regarding maintenance or costs to further tailor the conversation to their needs.
4.
8
/ 10Question:
"What hidden costs should we anticipate beyond the initial purchase price for implementing your bug screen solution?"
Answer:
What a great question! It sounds like you’ve worked with company’s before that ended up sticking you with a lot of hidden fees and up charges. Did you have a recent experience with this house? Or was it something from a previous house?
The way we operate as a company, we are transparent and put everything in writing that you’re getting from us, as well as how much it costs. Should you be responsible for any additional items to operate this system, those will be clearly outlined in the contract, so that everyone is on the same page and we all have the same expectation for the outcome of this project.
That being said, unless the client wants to handle a specific part of the process, we handle everything for them and make sure it’s done properly.
Feedback:
Your response effectively addresses the concern about hidden costs by emphasizing transparency and clarity in pricing, which is crucial for building trust. Asking about the prospect's previous experiences is a good strategy for empathy and understanding their perspective. However, while you mention that all costs will be outlined in the contract, providing some specific examples of what additional costs could be (e.g., maintenance fees, potential upgrades) would strengthen your answer. Additionally, you could ask more direct questions about what specific hidden costs they are worried about, which would further demonstrate your commitment to understanding their needs. Overall, your approach is solid, but adding more detail and direct engagement would enhance it further.
5.
6
/ 10Question:
"How does your product integrate with our existing home automation systems, and what are the setup requirements?"
Answer:
Our systems are top notch, and to provide the best service to our clients, the company has found that our products work best with the somfy home automation systems, so if you have that in playalready, it’s a simple process that we will actually do for you!
Would it be an issue if our system wasn’t comparable with your current one? Or are you still looking for a good home automation system?
Feedback:
Your response highlights the compatibility of your system with Somfy home automation, which is a strong point. However, it lacks depth in explaining what the setup requirements entail or how the integration process works in more detail. Providing specific information about installation steps, potential challenges, or support services would enhance your answer. Additionally, the follow-up questions could be more focused on understanding the prospect's current system and specific needs rather than assuming they are looking for a new one. Overall, your enthusiasm is evident, but more detailed information and a clearer inquiry into their current setup would strengthen your response.
6.
6
/ 10Question:
"Given the current economic climate, what guarantees do you offer for price stability in the coming years?"
Answer:
Are you looking at future projects with us?
Once we finalize a project, the price gets locked in and installs are typically completed in 4 weeks, so we aren’t dealing with price fluctuation. However, if you’re looking at multiple projects over several years, we will address each as needed. We wouldn’t want to lock you into a higher rate, and then get a better more efficient system that you’re over paying for.
Is this project something you see getting in other locations as well?
Feedback:
Your response begins well by confirming that once a project is finalized, the price is locked in, which directly addresses the concern about price stability. However, it could be stronger if you provided more context about how you determine pricing and any guarantees you can offer on price stability over time, especially given the economic climate. The follow-up questions about future projects and potential expansions are relevant, but they could be more directly tied to the prospect's immediate concern about price guarantees. Additionally, clarifying how you handle potential price increases or market fluctuations would enhance your answer significantly. Overall, while your response shows you understand some aspects of the concern, adding more assurance and detail would improve it further.
7.
6
/ 10Question:
"We're currently satisfied with our vendor, what differentiates your bug screen compared to theirs that justifies a switch?"
Answer:
The fact that we are having this conversation says there’s something lacking with your current vendor.
While no one can be 100% satisfied with service or product over a long relationship with a company, sometimes companies that once offered great service, fast response times and that personal touch, these companies grow quickly and don’t have policies and standards in place that keep that individual client touch.
Our company is built on relationships, structured around delivering on our promises, and thrives on exceeding our clients expectations. Our teams are graded and rewarded on these areas, which keeps us grounded to our clients.
Does that sound like a company you want taking care of you and your projects/vendors?
Feedback:
Your response effectively acknowledges the prospect's satisfaction with their current vendor, which is a good start. However, it leans heavily on the assumption that their current vendor is lacking, which could come off as confrontational. It would be more effective to first ask questions to uncover specific satisfaction points or pain areas with their current vendor.
Highlighting unique selling points of your product, such as features, benefits, or customer success stories that directly compare to what their current provider offers would strengthen your argument. The follow-up question is a good attempt at engagement, but consider rephrasing it to invite a more open dialogue about their current experience, rather than implying a deficiency. Overall, focus on differentiating your product while maintaining a respectful tone towards their current vendor.
8.
7
/ 10Question:
"What level of scalability does your motorized bug screen offer if our needs change or if we expand?"
Answer:
The biggest hang up in this industry when it comes to scaling, comes down to operations and systems.
Our company has rigorously dialed in our entire process from the onsite initial inspection, to the ordering, delivery, and install of these systems.
We track each part of the process to make sure we are doing the best most efficient job while delivering the quality we are known for.
This has allowed our company to grow from its original size by 50% already, proving our process can be scaled and maintained for our future clients.
What areas exactly are you expecting to grow as far as your needs go?
By taking a proactive approach, we can troubleshoot any potential pinch points and keep them from even becoming issues. This keeps everything moving smoothly!
Feedback:
Your response effectively addresses scalability by highlighting your streamlined processes and the company’s growth, which provides reassurance to the prospect. Mentioning the proactive approach to troubleshooting potential issues reflects a strong understanding of customer needs. However, it would be beneficial to provide specific examples or scenarios of how your product can scale with different customer needs, such as adapting to larger projects or additional locations. The follow-up question is a great way to engage the prospect further, but consider also linking it back to specific scalable solutions your product offers. Overall, your communication is clear and instills confidence, but adding more detail on practical scalability would enhance your response.
9.
7
/ 10Question:
"How do you handle internal training for staff on the new product, and what resources do you provide during onboarding?"
Answer:
Training on new products happens at our onsite monthly meetings, or onsite if it’s something immediate. We also do training at the sunpro training facility where we stay up to date on procedures and new products coming to market in the near future.
For new hires onboarding, we do hands on training in the office first, then in the field where they work alongside a seasoned crew and get real world application. Each process gets signed off by a supervisor once the new hire demonstrates they understand and can safely complete a process.
Feedback:
Your response effectively outlines the training process, emphasizing both on-site meetings and hands-on training at the Sunpro facility. This demonstrates a commitment to ensuring staff are well-prepared and knowledgeable about the product. However, it would strengthen your answer to include specific examples of the types of resources provided during these training sessions, such as manuals, online courses, or ongoing support after onboarding. Additionally, mentioning any metrics or success stories related to staff training could add further credibility. Overall, your communication is clear, but enhancing it with more detail about resources could improve it significantly.
10.
7
/ 10Question:
"Can you explain how your product performs in extreme weather conditions, and what assurance do we have regarding its longevity?"
Answer:
While not all our products are rated for extreme weather, we do have product specifically designed to work in those conditions.
These are rigorously engineered to the specific structure they are attached to.
This guarantees that even if they do fail, they will be replaced at our cost.
Our severe weather products have a warranty for an incredible 15 years! Most other companies can only get close to 10 years, so with us, you greatly extend the life of your outdoor area!
Are you ready to get started? It won’t take very long!
Feedback:
Your response provides a solid foundation by acknowledging that not all products are rated for extreme weather, while also emphasizing the availability of specialized products that are engineered for such conditions. Highlighting the 15-year warranty is a strong selling point, as it demonstrates confidence in the product's durability compared to competitors. However, it would enhance your response further to explain how the products are tested under extreme conditions and perhaps provide specific examples or scenarios where they’ve performed well. Additionally, while you end with a call to action, it might be more effective to ask a question that invites further discussion about the prospect's specific weather concerns or experiences, rather than a direct push to start the process. Overall, your approach is informative and persuasive but could benefit from a deeper exploration of product performance in real-world situations.