Roofing/Construction
Sales Assessment Results
36
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase—your performance in this test is lacking, and it shows a clear need for improvement across the board. You’ve got some decent intentions, but the execution is falling flat. Your strongest demonstrated technique seems to be a faint attempt at curiosity in a few responses, but it’s overshadowed by a lack of real listening and engagement with the customer's needs. The patterns here are pretty concerning: you consistently deflect, provide vague responses, and miss opportunities to build rapport. It’s clear you need to shift from transactional selling to a more consultative approach where you actually listen and respond to the customer’s pain points.
I suggest you dive deep into the Consultative Selling and Solution Selling techniques. These will help you cultivate a more collaborative mindset, which is desperately needed in your current approach. Start practicing asking thoughtful questions that explore the customer's challenges and demonstrate genuine concern for their situation.
Remember, selling is not about pushing a product; it’s about understanding and solving problems. Your memorable coaching moment? Customers want to feel heard and valued. If you can master that, you’ll not only improve your scores but also build lasting relationships that pay off in the long run. Let’s get to work!
Question Breakdown
1.
0
/ 10Question:
"We’re currently experiencing staff shortages; how can we ensure timely installations?"
Answer:
It will not be a problem, everyone is having issues with staff problems. Seems like no one is wanting to work no days. If we get the work we will be able to install in a timely manner!!
Feedback:
The response lacks professionalism and fails to address the customer's concern effectively. It dismisses the issue of staff shortages instead of providing a solution or reassurance. There are no thoughtful questions or active listening demonstrated, nor is there an exploration of value. A more collaborative approach that acknowledges the customer's challenges while offering specific strategies for timely installations would have been better. Overall, this response does not inspire confidence or build rapport with the prospect.
2.
2
/ 10Question:
"I’m concerned about the long-term maintenance costs associated with your roofing solutions."
Answer:
That is a great question. How long were you thinking of holding on this property??
Feedback:
The response does not adequately address the customer's concern about long-term maintenance costs. Instead of providing relevant information or reassurance regarding maintenance, the salesperson deflects with an unrelated question about property ownership duration. This approach lacks clarity, curiosity, and an understanding of the prospect's perspective. A more effective response would have involved discussing maintenance options and costs while also asking questions to further explore the customer's needs. Overall, this answer fails to build rapport or provide value.
3.
5
/ 10Question:
"With the current economic climate, how can we justify this luxury purchase to upper management?"
Answer:
We would be looking at adding long term equity to the property and increasing the value and prepare for when the market shifts back into your favor.
Feedback:
The response attempts to address the customer's concern by highlighting the long-term value and equity addition. However, it lacks a deeper exploration of specific benefits or a compelling narrative that relates to the customer's current situation. There is an absence of proactive engagement or questions to understand upper management's position better. A more effective approach would include discussing potential ROI, cost savings over time, or risk mitigation strategies. Building a stronger correlation between the investment and immediate benefits would enhance the credibility of the response.
4.
4
/ 10Question:
"We've faced issues with previous vendors; what guarantees do you offer for reliability?"
Answer:
What kind of issues did not align with what your needs were. I am not here to knock another company but more so guarantee with the years of experience and clear communication of your needs we can exceed your expectations
Feedback:
The response does attempt to address the concern by asking about the specific issues faced with previous vendors, which shows some curiosity and willingness to understand the prospect's perspective. However, it falls short in providing clear assurances or guarantees regarding reliability. The statement regarding experience and communication is vague and does not directly address the prospect's request for guarantees. A more effective response would include specific examples of reliability, customer testimonials, or guarantees that highlight how these factors will alleviate the prospect's concerns. Overall, while it opens the door for discussion, it lacks the depth and assurance necessary to instill confidence in the prospect.
5.
4
/ 10Question:
"I need to understand how this roofing system integrates with our existing structures and processes."
Answer:
That is wonderful. Let's set a time up where we can sit down and show you how this fits into current structures.
Feedback:
The response shows a positive tone and willingness to engage, which is a good start. However, it lacks depth in addressing the prospect's specific concern about integration with existing structures and processes. Simply suggesting a meeting does not provide immediate value or insight. A more effective approach would involve asking probing questions to understand the prospect's current systems better, discussing how your roofing solution has successfully integrated with similar structures in the past, and highlighting particular features that facilitate seamless integration. Overall, while the intention to collaborate is there, the response misses the opportunity to demonstrate understanding and provide reassurance.
6.
4
/ 10Question:
"Can you explain the payment terms? We have strict budget approvals that might delay purchase decisions."
Answer:
I sure can. We can be flexible in the terms but first let's get some info on your time frame when. Beat to start this project.
Feedback:
The response acknowledges the prospect's concern about payment terms, which is a positive start. However, it lacks clarity and depth regarding the actual payment terms that might be offered. The phrase "we can be flexible in the terms" is vague and does not provide specific options or details that could help the prospect understand their choices better. Additionally, rather than solely seeking information about the time frame, the salesperson should have explored how the payment terms can align with the prospect's budget approval process. This would demonstrate a more solution-focused approach that builds rapport and addresses the prospect's needs more effectively.
7.
4
/ 10Question:
"I’ve heard mixed reviews about your product’s performance; can you provide case studies to support its efficiency?"
Answer:
100%....will be able to demonstrate the pros and cons of those reports. Provide best case senerio for your application.
Feedback:
The response acknowledges the prospect's request for case studies, which is a positive aspect, but it lacks clarity and depth. The phrase "100%....will be able to demonstrate the pros and cons of those reports" is vague and does not directly address the need for specific case studies. While indicating a willingness to provide information, the response fails to outline how the case studies will relate to the prospect's concerns about product performance. A more effective approach would involve explicitly mentioning relevant case studies that showcase successful applications, including quantifiable results, and addressing the mixed reviews directly. Additionally, asking further questions to understand the prospect's specific concerns would demonstrate active listening and a more consultative approach.
8.
4
/ 10Question:
"What’s your plan for ongoing support once the project is completed? We need assurance for future maintenance."
Answer:
It is latest in our paperwork with out warranty and final invoicing. We have a 3 labor warranty and if ever have an emergencies we are out within 24 hrs.
Feedback:
The response attempts to address the customer's concern about ongoing support and future maintenance by mentioning a labor warranty and emergency response time. However, it lacks clarity and detail regarding the specifics of ongoing support beyond what is presented in the paperwork. The phrasing is somewhat disjointed and does not provide a comprehensive picture of the support process or maintenance services. A more effective answer would include a clear explanation of the ongoing maintenance options available, details about the warranty coverage, and how these factors contribute to long-term customer satisfaction. Additionally, asking the prospect about their specific needs for support would demonstrate active listening and a more consultative approach.
9.
5
/ 10Question:
"Can you clarify how the installation timeline fits with our immediate needs and current project schedules?"
Answer:
Absolutely. We are flexible and have the man power to make this fit into your scheduling. Let's sit down and discuss further how we can better serve you.
Feedback:
The response acknowledges the prospect's concern about the installation timeline and expresses flexibility, which is a positive aspect. However, it lacks specific details regarding how your team plans to accommodate the prospect's immediate needs and project schedules. A more effective response would provide examples of past projects where timelines were successfully adjusted, clarify any potential scheduling conflicts, and perhaps suggest concrete next steps for aligning schedules. Additionally, asking questions to understand the prospect's specific timelines and project priorities would demonstrate active listening and enhance collaboration.
10.
4
/ 10Question:
"Given that our team is already overwhelmed, how will your solution impact our daily operations and workload?"
Answer:
We are here to take some of the pressure off your team. We find solutions not creating them.
Feedback:
The response has a positive intention by stating that your solution aims to alleviate pressure on the team. However, it lacks specific details on how this will be achieved and does not address the prospect’s concern about operational impact and workload directly. A more effective approach would have included tangible examples of how your solution has benefited similar teams in the past, along with specific features that minimize disruption during implementation. Additionally, asking questions to further explore the prospect's current challenges would show active listening and reinforce a collaborative approach. Overall, while the intent is there, the response needs more depth and clarity to instill confidence in the prospect.