Roofing
Sales Assessment Results
41
Needs Improvement
10 questions
Maximum score: 100
Completed in
You've got some work to do, my friend. Scoring an average of 4.1 tells me you're not quite hitting the mark, and it's time for some serious reflection and action. Your strongest technique seems to be your ability to acknowledge customer concerns, but you're not following through with the depth and engagement that transforms those acknowledgments into meaningful conversations. You often miss out on asking the deeper questions that would help you align your solutions with the customer's true needs. Your responses lean too heavily on surface-level facts without diving into the specifics that would resonate with your prospects.
It's clear that you have a willingness to engage, but that alone won't cut it. To turn things around, focus on practicing Solution Selling and Consultative Selling techniques. Understanding your prospect's unique challenges and providing tailored solutions will elevate your approach significantly.
As you move forward, remember this: building rapport is about more than just acknowledging a concern; it's about genuinely connecting with the prospect's experience and providing insights that matter to them. Make every conversation count by being curious, asking the right questions, and showing them how your solutions align with their goals. You can do this, but it requires a commitment to digging deeper and being more solution-oriented. Let’s turn that average score into a stellar performance!
Question Breakdown
1.
4
/ 10Question:
"We have a long-standing relationship with our current roofing contractor; why should we consider switching?"
Answer:
I understand completely are they licensed in the state. How are the reviews
Feedback:
Your response touches on important points about licensing and reviews, but it misses the mark on addressing the customer's loyalty to their current contractor. Instead of just asking questions, you should acknowledge their relationship and then present a compelling reason to consider your services. Try expressing understanding of their loyalty, then highlight unique benefits or value that your company offers compared to their current contractor. A little more curiosity about their experiences with the current contractor could also go a long way!
2.
4
/ 10Question:
"I need to ensure that the roofing solution you offer aligns with our ongoing sustainability initiatives."
Answer:
Absolutely what can I do to help you understand our initiatives
Feedback:
The response shows some willingness to engage, but it lacks depth and specificity. Instead of asking how to help the prospect understand the initiatives, it could have been more effective to share specific details about the company's sustainability initiatives in roofing solutions. Asking more targeted questions about the prospect's sustainability goals could also help uncover their needs better. Overall, this response misses an opportunity for a solution-focused approach and doesn't actively demonstrate value or alignment with the prospect's objectives.
3.
3
/ 10Question:
"We have multiple projects in the pipeline; how will this roofing upgrade fit into our budget and timeline?"
Answer:
Curb appeal, bring your roof up to building code, and brings value up on property
Feedback:
The response touches on some key benefits like curb appeal and compliance with building codes, but it lacks depth and specificity in addressing the prospect's budget and timeline concerns. It doesn't explore how a roofing upgrade can be prioritized in their existing projects or how the investment can fit into their financial plan. There are no questions asked to further understand their situation, and it misses an opportunity for a solution-focused approach. Overall, it feels more like a sales pitch than an engaging conversation.
To improve, the salesperson should ask about their budget constraints and timeline, suggest potential financing options, or provide a phased approach to the project. This would show active listening and a collaborative approach to problem-solving.
4.
3
/ 10Question:
"Can your team ensure that there will be minimal disruption to our operations during the roofing installation?"
Answer:
Absolutely just understand it is construction. And something could get damaged. Just no we will take care of anything that gets damaged
Feedback:
The response lacks clarity and reassurance, which is critical when addressing concerns about disruption during construction. It acknowledges the possibility of damage but does not provide a solid plan or solution to minimize disruption, which is what the prospect is looking for. A more effective approach would include outlining specific measures the team will take to ensure minimal disruption and reassurances about handling any issues that may arise. Additionally, the tone could be more empathetic and reassuring. Overall, the response fails to fully engage with the prospect's concerns and lacks a collaborative approach.
Score: 3/10
5.
5
/ 10Question:
"I'm concerned about how your roofing materials will hold up against our local weather conditions compared to what we currently use."
Answer:
Well the 50 year shingle what we install, compared to the 20 year you have currently. 50 year offers a 130 mph wind warranty.
Feedback:
The response provides a factual comparison of the roofing materials, highlighting the longevity and wind warranty of the 50-year shingles. However, it lacks a deeper engagement with the prospect's specific concerns about local weather conditions. A more effective response would involve asking questions to understand those conditions better and addressing any specific worries the prospect might have. Additionally, while mentioning the warranty is a good start, it could be strengthened by discussing how these shingles have performed in similar local conditions or by offering a guarantee to alleviate concerns. Overall, it needs more curiosity and a collaborative approach to build trust.
Score: 5
6.
5
/ 10Question:
"Our team has been hesitant about changing vendors due to past experiences; how can you assure us of your reliability?"
Answer:
I have 100 reviews on google and BBB. And I can you some pass clients name and number for reference
Feedback:
The response addresses the concern about reliability by mentioning positive reviews and offering references, which is a good start. However, it lacks depth and fails to fully engage with the prospect's hesitance. It would have been more effective to acknowledge their past experiences and express empathy towards their concerns. Additionally, asking follow-up questions to understand their specific worries or past issues would show active listening and curiosity. This approach could also help build rapport and trust. Lastly, a closing technique or a summary of how these references relate to their specific needs would strengthen the response. Overall, the response is somewhat effective but could benefit from a more solution-focused and collaborative approach.
7.
4
/ 10Question:
"What guarantees can you provide to justify the cost of your roofing solutions over our current vendor?"
Answer:
Guaranteed to do the job to meet our labor warranty and use the right materials so the manufacturer can warranty your roof
Feedback:
The response provides a basic guarantee regarding labor and materials, which is a good start. However, it lacks specificity and does not directly address the prospect's concern about justifying the cost over their current vendor. It would be beneficial to include more details about unique selling points, such as the longevity of materials, potential cost savings over time, or any additional warranties that set your roofing solutions apart. Asking a follow-up question to understand what guarantees the current vendor offers could also foster engagement and demonstrate curiosity. Overall, the response is a bit vague and could be more compelling.
Score: 4
8.
5
/ 10Question:
"I've heard mixed reviews about your company's service; how do you address those concerns?"
Answer:
I would love to see the reviews your talking about so we can go into specifics. Address with a solution to make sure your happy at the end of the day
Feedback:
The response acknowledges the customer's concern about mixed reviews, which is a good start. However, it could be more effective by addressing the objection directly rather than asking to see the reviews first. A better approach would be to empathize with the customer, share a brief positive story or testimonial to counter the mixed reviews, and explain how your company ensures quality service. It would also be helpful to ask open-ended questions to further understand the specific issues they've heard about. This would demonstrate active listening and curiosity. Overall, the response lacks a strong solution-focused approach and could benefit from a more proactive engagement strategy.
9.
4
/ 10Question:
"Our budget cycle is tight; can we negotiate a better pricing structure based on our long-term needs?"
Answer:
Sure! What would your budget be? We offer financing 12 and 120 months if you qualify
Feedback:
The response is somewhat effective in addressing the budget concern by offering financing options, which can be a valuable solution for clients with tight budgets. However, it lacks depth in exploring the client's specific needs and the implications of their budget constraints. There are no questions asked to understand their budget better, which misses an opportunity for curiosity and discovery. Additionally, it doesn't fully leverage a solution-focused approach or a collaborative tone, as it could have explored their long-term needs in more detail. A better response would include questions to clarify their budget constraints and how the financing options could align with their long-term goals. Overall, it feels a bit transactional rather than consultative.
Score: 4/10
10.
4
/ 10Question:
"There are other bids on the table; what sets your roofing solution apart from the competition?"
Answer:
We have a roofing license. Which you don’t need in State of Ga. We use our own crews, we don’t sub contract work out. We believe in service not sales!
Feedback:
The response touches on a couple of important points, like having a roofing license and using in-house crews, which can indicate quality control. However, it falls short in addressing the objection effectively. It lacks a clear differentiation that would resonate with the prospect's specific needs and doesn't explore how your services translate into tangible benefits for them. Instead of just stating facts, a more solution-focused approach would involve asking questions to discover what the prospect values most about the bids they have and how your offerings align with those needs. Additionally, the tone could be more engaging and collaborative. Overall, it misses a solid closing technique to steer the conversation toward a decision.
Score: 4