Painting
Sales Assessment Results by Nick Evert
54
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real: your performance isn't where it needs to be. An average score of 5.4 shows some serious gaps in your sales technique that demand immediate attention. You clearly have moments where you shine—your ability to provide references and acknowledge customer concerns is commendable. Yet, too often, your responses feel self-centered and lack the necessary depth and specificity required to engage and connect with prospects.
You need to focus on becoming more customer-centric. Start asking probing questions to explore your prospect's specific needs and context. It's not just about throwing information at them; it's about understanding their world and tailoring your approach accordingly. This is a consistent pattern you've missed—building rapport requires genuine curiosity and active listening.
To elevate your game, dive into consultative selling and relationship selling techniques. Both will help you craft a more personalized experience for your prospects, ensuring they feel valued rather than just another number in your pipeline.
Here's your coaching moment: remember that every interaction is an opportunity to build a connection. Shift your mindset from 'What can I sell?' to 'How can I help?' This change will not only improve your performance but also foster long-term relationships that lead to repeat business. Get to work, and let’s turn those scores around!
Question Breakdown
1.
2
/ 10Question:
"How can I be sure your paint will withstand the wear and tear in our high-traffic areas?"
Answer:
The paint that we use is the top-of-the-line and the best on the market right now. I have two great Danes and three kids in my house and I can wipe spaghetti sauce off of my walls with ease. I can show you some videos of a house that we did where They were marked left by another contractor and I was able to wipe them right off.
Feedback:
The response lacks a structured approach to addressing the objection. While personal anecdotes and evidence (videos) can be helpful, they need to be better tied to the prospect's specific concerns about high-traffic durability. There was no exploration of the prospect's context or needs, and no clear data or testimonials supporting the claims made. It also misses an opportunity to ask follow-up questions to better understand the prospect's situation and build rapport. Overall, the communication feels more self-centered rather than customer-focused.
2.
6
/ 10Question:
"I’m concerned about how your product’s durability compares to our current supplier. Is there any data to back that up?"
Answer:
I have spec sheets on any product info that you need from Sherwin-Williams, but I think the better testament to the durability would be the 400 reviews that I’ve had in the last year using the same product in every house. If you have any specific questions I would love to answer them for you and I can also get my Sherwin-Williams sales rep on the phone pretty quickly.
Feedback:
The response effectively provides a reference to spec sheets, which can be valuable for data-driven decision-making. By mentioning the 400 reviews, the salesperson begins to build credibility through social proof. However, the response could be enhanced by explicitly connecting the product's durability to the prospect's current supplier's performance, allowing for a direct comparison. Asking follow-up questions to uncover specific concerns about the competitor's product would also demonstrate curiosity and engagement. Overall, while the response is a step in the right direction, it could benefit from more tailored insights and deeper exploration of the prospect's needs.
3.
5
/ 10Question:
"Can we speed up the delivery time? Our last vendor took too long to fulfill orders, and it affected our operations."
Answer:
I completely understand why that would be irritating, which is the exact reason why I have three crews so we can get somebody in there to start right away and knock it out with in timeframe needed
Feedback:
The response acknowledges the prospect's frustration, which is a good start in building rapport. However, it lacks specific details about how the three crews will directly impact the delivery time and what guarantees can be provided. It would be beneficial to elaborate on scheduling, logistics, or a timeline for delivery to reassure the prospect. Additionally, asking follow-up questions to understand their specific timelines and needs would demonstrate greater curiosity and engagement. Overall, while the intent is positive, the response could be clearer and more solution-focused.
4.
5
/ 10Question:
"I’m on a tight budget this quarter, and your pricing seems a bit high compared to some competitors I’ve looked at."
Answer:
I don’t claim to be the cheapest guy, but I am very meticulous and I have a reputation back by 400 reviews of which I can call 90% of my clients right now and getting on the spot review if you’d like to know why they decided to go with me instead of hiring the guy that was a little bit cheaper. A lot of people have learned the hard way by hiring a handyman to do the job of a professional and then they wonder why they get the results they get. We don’t leave paint on the floors. We are very meticulous and you will have contact with me anytime any day during before and after your project.
Feedback:
The response attempts to address the budget concern by emphasizing quality and meticulousness, which can be valuable. However, it does not explicitly connect the higher price to the added value or long-term cost savings of a professional job, which is critical in budget discussions. Instead of focusing on competitors, exploring the prospect's specific needs or budget constraints could have helped tailor the conversation better. Additionally, while mentioning the 400 reviews builds credibility, this response could benefit from including specific examples of how your work has saved money for clients in the long run or improved their project outcomes. A more consultative approach, asking questions about their budget range or concerns, would foster better engagement and rapport.
5.
6
/ 10Question:
"What support do you offer if we encounter issues with the paint application?"
Answer:
In the 11 years that I’ve been painting homes I have only had three issues with products from Sherwin-Williams and they took care of it immediately in every one of those scenarios. I’ve never had an issue with any of their products feeling, but instead, sometimes their employees makes the wrong product or there’s a malfunction with a machine. The nice thing about me being a small local company is that you have my direct line and if there’s ever an issue, you can contact me immediately and I will put the claim through Sherwin-Williams very reputable warranty.
Feedback:
The response effectively conveys the salesperson's experience, highlighting a low incidence of issues and the quick resolution provided by Sherwin-Williams. This builds credibility and reassures the prospect about the reliability of the product. However, the response could be improved by providing more details on the specific support processes in place, such as how quickly the salesperson can respond to issues or the steps taken to resolve a problem efficiently. Additionally, asking the prospect if they have specific concerns or previous experiences with support could foster engagement and demonstrate active listening. Overall, while the message is positive and reassuring, it lacks depth in the support framework offered.
6.
7
/ 10Question:
"I need to ensure that switching to your products won’t disrupt our ongoing projects or workflows. How will you handle that?"
Answer:
We can accommodate a schedule that will work around your workflow and your other projects to be as out of sight and out of mind as possible until the project is completed. The other thing that we do is make sure that everything is done in consecutive days. We don’t take days off to go do another job in the middle of this job. We are a small company and we are very flexible to the needs of your project.
Feedback:
The response effectively acknowledges the prospect's concern about workflow disruptions and offers a solution by highlighting scheduling flexibility. However, it could be improved by providing more specific details on how the scheduling process would work in practice, including potential timelines and how any adjustments would be communicated. Additionally, asking follow-up questions to understand the prospect's current workflow and specific concerns would demonstrate greater curiosity and engagement. Overall, while the response is solid and customer-focused, it could benefit from more clarity and specificity.
7.
4
/ 10Question:
"Is there a training component for our staff to ensure proper use of your products?"
Answer:
The only training that you need is the quick review that I’m going to give you now and at the end of the project completion. You are welcome to call me if you have any issues with any of it beyond normal wear and tear but I assure you that we are only using the top products by Sherwin-Williams, which is the reason why it will be durable and long-standing.
Feedback:
The response provides some information about training, but it lacks depth and specificity. While it mentions a "quick review," it fails to outline what this entails or how it will equip the staff with the necessary skills to effectively use the products. Additionally, it would be beneficial to acknowledge the importance of proper training in ensuring the longevity and effectiveness of the products. Offering to provide more detailed training options or resources could have been a strong value-add. Moreover, inviting questions or concerns from the prospect would have enhanced engagement. Overall, the response feels a bit dismissive and does not fully address the importance of staff training for product usage.
8.
5
/ 10Question:
"How do you handle compliance with our industry’s specific safety regulations for painting materials?"
Answer:
I have personally trained every person on my team to take the necessary safety precautions with everything. It is very important to me as the business owner to make sure that my employees are safe, and I have selected the top employees to oversee all of these meticulous safety precautions When I’m not there. Extensive training is very important to me because we like to do it once and do it right
Feedback:
The response touches on the training provided to employees regarding safety precautions, which is a positive aspect. However, it lacks specific details about how compliance with safety regulations is managed beyond employee training. The prospect likely seeks assurance about adherence to industry regulations and protocols, so it would be beneficial to mention any certifications, audits, or compliance checks that are in place. Additionally, engaging the prospect by asking about their specific compliance concerns or requirements could enhance rapport and demonstrate active listening. Overall, while the intent to prioritize safety is clear, the response could be more comprehensive and client-focused.
9.
7
/ 10Question:
"What guarantees do you provide in terms of color matching and consistency over time?"
Answer:
I do a complete color and design consultation with you free of charge and I will make sure that you are completely happy with the match that we do. I cannot guarantee that the sun will not fade the paint over time, but I will offer you the best products with the highest rating for UV protection. The paint that we use on the exterior has a lifetime warranty by Sherwin-Williams.
Feedback:
The response effectively addresses the concern about color matching by offering a free consultation, which demonstrates a customer-focused approach. Providing assurance of customer satisfaction with the color match is also a positive aspect. However, the statement about the inevitability of sun fading could be worded more carefully to maintain a more positive tone. While mentioning the lifetime warranty on Sherwin-Williams products is a strong point, the response would benefit from elaborating on how color consistency is maintained beyond just the warranty, such as through professional application techniques or specific product features. Additionally, inviting the prospect to express any further concerns or questions could enhance engagement and responsiveness.
10.
7
/ 10Question:
"I’ve heard mixed reviews about your customer support; can you reassure me about your service levels?"
Answer:
I understand that we have been growing very quickly because of the quality of our work so I have decided to give all of my clients my direct number and the number to my project manager, and we have a rule that we will call you back the same day that you call us or at the very least text you.
Feedback:
The response begins with an acknowledgment of the prospect's concern, which is a positive approach to building rapport. By providing clients with direct contact information and a commitment to prompt communication, the salesperson effectively reassures the prospect about service levels. However, the response could be enhanced by referencing specific customer support practices, such as response times, follow-up processes, or any relevant metrics that illustrate service quality. Additionally, it would be beneficial to invite the prospect to share their specific experiences or concerns regarding customer support to foster a more collaborative dialogue. Overall, while the intent is strong, the response lacks depth and could more clearly demonstrate the value of the support provided.