Residential Painting
Sales Assessment Results
64
Developing Closer
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance is hovering around mediocre, and it shows. You demonstrate some solid foundational skills in areas like rapport building and acknowledging concerns, but too often you’re leaving the customer hanging without the detail and confidence they crave. You’ve got a knack for recognizing the importance of preparation and product quality, yet your responses often lack the depth needed to really engage your prospects. You need to turn that knowledge into a structured approach that showcases your unique value and benefits.
There’s a consistent pattern of missing the mark on addressing objections. Instead of just acknowledging concerns, you should proactively counter them with specifics—think quality comparisons, testimonials, or even past project successes. This would not only ease fears but also position you as a trusted advisor. Your responses sometimes drift into vague territory; the customers want clarity, not fluff.
To push your skills to the next level, dive deep into frameworks like the AIDA Model and the SPIN Selling technique. These will help you craft responses that guide customers through the sales process while keeping their needs front and center.
Remember, it’s not just about answering questions; it’s about building a narrative that connects with your prospects. Your coaching moment? Stop seeing objections as barriers and start viewing them as opportunities to showcase how you and your solutions can genuinely help. Bring the heat, show your expertise, and don’t shy away from making a bold value statement. You’ve got this; now it’s time to elevate your game.
Question Breakdown
1.
3
/ 10Question:
"I'm concerned about the quality of materials you use compared to my current vendor."
Answer:
I completely understand, do you know what products they are using? We have many options that we can use however our standard product is typically a higher quality than most of my competitors, we can look at the data pages for both products to compare
Feedback:
Your response acknowledges the prospect's concern, which is good for building rapport. However, it lacks a clear, proactive approach to addressing the objection. Instead of simply asking about the competitor’s products, you should provide specific information about the quality of your materials and their benefits. This would not only ease the concern but also demonstrate your confidence in your offerings. Providing a comparison or assurance of superior quality upfront would have strengthened your response. Additionally, consider inviting further discussion to understand their specific needs better.
Overall, your answer lacks depth and does not fully engage the prospect's concerns.
2.
6
/ 10Question:
"How do you guarantee that your painting will hold up over time, especially in different weather conditions?"
Answer:
There are many factors that go into how long the paint will last on your home, the quality of prep work is huge, making sure that we do an in depth pressure wash and all the necessary scraping, sanding and priming are the first couple steps to ensuring a long life for your paint. After that we need to make sure that the product we are applying as well as the thickness of product are enough to withstand the test of time, for that we are constantly doing research and we lean on Sherwin Williams to make sure that we are using the best products and we will always to a millage test to make sure we are exceeding the minimum thickness necessary
Feedback:
Your response accurately highlights the importance of preparation and product quality, which is essential for assuring the longevity of the paint job. However, it could benefit from a more structured approach. Consider using a framework to clearly outline your guarantees, such as specific warranties or satisfaction guarantees. Additionally, mentioning how you adapt to local weather conditions, and offering an example of a past successful project that faced similar challenges, would enhance your credibility and provide a more compelling assurance to the prospect. Including an invitation for further questions or a follow-up discussion could also help foster a collaborative relationship.
Overall, this answer has good foundational elements, but it needs to be more engaging and focused on providing value to the prospect.
3.
7
/ 10Question:
"With so many options available, what sets you apart from local competitors?"
Answer:
We are set apart in a variety of ways, internally we are constantly working to better our systems and or communication with customers and employees alike. We have a well defined training program that every single employee goes through even if we hire them with experience, we also have a standardized and defined set of standard operating procedures. At the end of every job we will be doing a detailed final walkthrough with you to ensure your happiness, we will also be providing you with a comprehensive 5 year warranty.
Feedback:
Your response does a good job of outlining specific aspects that differentiate your company from local competitors, such as the training program and standardized operating procedures. However, it could be more impactful if you focus on the benefits these features bring to the customer. For instance, elaborate on how well-trained employees enhance the quality of work and customer satisfaction. Additionally, emphasize how the 5-year warranty not only reflects confidence in your service but also provides peace of mind for the customer. Lastly, consider inviting them to discuss their specific needs or concerns further, which could foster a more collaborative approach.
Overall, while the response has solid elements, it lacks a clear connection to the customer's perspective and does not fully leverage the opportunity to highlight the unique value you offer.
4.
7
/ 10Question:
"I'm worried about the disruption this project might cause to my daily routine; can you assure me of a smooth process?"
Answer:
That is a very valid concern that most homeowners have! We have actually built many systems and procedures to ensure minimal disruption and a smooth process on your job. It all starts with having high quality employees who are well trained on our systems and processes for painting your house and communicating with you at the same time. On top of that, before your project starts, my crew lead will be coming out to go over the entire job with you from start to finish and he will be addressing any major concerns as well as building a customized gameplan to ensure a smooth job with minimal disruption to your life
Feedback:
Your response effectively acknowledges the prospect's concern about disruption, which is a good way to build rapport and shows empathy. Highlighting your systems and procedures for minimizing disruption is a strong point, but it would be even more compelling if you provided specific examples or testimonials from past clients who had similar concerns. Mentioning the role of the crew lead in creating a customized game plan is an excellent touch, as it illustrates proactive communication. To enhance your response further, consider adding a reassurance of regular updates throughout the project and an invitation for the prospect to discuss any specific worries they might have about their daily routine during the project. Overall, the response is solid but could benefit from a bit more detail and customer-centric assurance.
5.
6
/ 10Question:
"How can I trust that you will complete the project on time given the recent delays I've experienced with other contractors?"
Answer:
Our estimating process is tried and true, we do not give a square footage price, I have inspected your house and estimated the time and materials based on real data of how long my guys take to produce a job like yours, however there is always a chance of unforeseen issues like one of my guys getting sick, if that were to happen I do have many other crews that I would be able to bring on to get your project done! However if timeline is your biggest concern, I can always work two crews on your job to get it done even faster, would that work for you?
Feedback:
Your response provides a good foundation by explaining your estimating process and the use of real data to set expectations. This helps in building trust by showing transparency. However, it could be improved by emphasizing your track record of completing projects on time, perhaps by sharing statistics or testimonials from previous customers who had similar concerns. Additionally, addressing the prospect's past negative experiences more empathetically could further establish rapport. When you mention the option of using two crews, it’s a proactive approach, but consider phrasing it as a guarantee rather than a question for a stronger closing. Overall, while you’ve addressed the concern, more specific examples and a clearer assurance would enhance your response.
6.
6
/ 10Question:
"What if I find a better price for a similar service; how do we handle that?"
Answer:
What exactly does a similar service look like to you? I talk with many of the other painting contractors around here and I have yet to find one with a warranty that comes close to our 5 year warranty and the majority of them are using A100 paint where we are using Duration. If you were to find a similar service for a lower price then I would have genuine concern about the quality and where corners might be cut
Feedback:
Your response demonstrates a proactive approach by asking what the prospect considers a similar service. This opens the door for further discussion and highlights your willingness to understand their needs. Mentioning your superior 5-year warranty and the comparison of paint types helps differentiate your offering, but you could strengthen your response by focusing on the value and benefits of your services instead of just the features. Consider addressing the prospect's concerns regarding quality versus price more empathetically, assuring them that the best value is not solely based on price. Overall, your response is on the right track, but it could be more customer-centric by emphasizing how investing in quality will provide them with better long-term results.
7.
8
/ 10Question:
"Will I have access to a project manager during the painting process for any questions or concerns?"
Answer:
Absolutely! You will actually have access to two, there will be a job manager on site 100% of the time who can answer any questions and handle all concerns, on top of that our crew lead will be available to you for any reason you may need! Our office is also open from 9-3 and Aileen as well as I can answer any questions if for some reason you couldn’t get ahold of the crew lead
Feedback:
Your response effectively addresses the prospect's concern by ensuring they have access to not just one, but two points of contact during the painting process. This demonstrates a commitment to customer service and clear communication, which are crucial in building trust. However, consider emphasizing how having these contacts will enhance their overall experience, such as providing peace of mind and quick resolutions to any issues that may arise. Additionally, mentioning the availability of the office staff is a nice touch, but could be more impactful if you specified how they can assist, perhaps by addressing more complex concerns or scheduling issues. Overall, this is a strong answer, but adding a bit more about the benefits of this access could further enhance its effectiveness.
8.
8
/ 10Question:
"I need to ensure the paint you're using meets all safety and compliance standards; can you provide documentation?"
Answer:
Absolutely, I have it right here in this folder that I will be leaving you with, it has all the safety data sheets on all the products we will be using, would you like me to go over them with you now?
Feedback:
Your response effectively addresses the prospect's concern by confirming that you have the necessary documentation readily available. This demonstrates preparedness and builds trust, which is crucial when discussing safety and compliance standards. However, consider enhancing your response by summarizing the importance of these standards and how they benefit the customer. Additionally, instead of asking if they'd like to go over the documentation now, you could take a more proactive approach by suggesting a brief overview of key points to reassure them further. This would help reinforce your commitment to transparency and customer service. Overall, it's a solid answer, but a bit more engagement and emphasis on the value of compliance could improve it further.
9.
6
/ 10Question:
"If I decide to add extra rooms later, how flexible are you with pricing and scheduling?"
Answer:
The sooner into your project we know the better, are there any rooms you are considering adding? It would definitely be easier for me to add them now so that you already have the price and we can schedule your job accordingly and if needed we can always take a room or two out, does that work for you?
Feedback:
Your response effectively opens the door for further discussion by asking about the prospect's potential plans for adding rooms, which shows curiosity and a willingness to understand their needs. However, the phrasing could be more assertive and confident. Instead of asking if it works for them, consider positioning the flexibility as a benefit of working with you. You could mention specific policies or practices regarding pricing adjustments and scheduling that highlight your adaptability, which would alleviate any concerns they may have. Additionally, providing an example of how you have handled similar situations in the past could reinforce your credibility. Overall, it's a good start, but it could benefit from more assertiveness and detail about your flexibility with pricing and scheduling.
10.
7
/ 10Question:
"What measures do you have in place to minimize mess and protect my property during the painting?"
Answer:
We will be doing a lot of masking and making sure to clean up your home every day before we leave. We also are constantly doing training with other companies to ensure that we have the best masking techniques, we are even implementing negative air to make sure that we capture and contain all paint dust from spraying
Feedback:
Your response effectively addresses the prospect's concern about mess and property protection by mentioning specific measures such as masking and daily clean-up. Highlighting the training with other companies to improve techniques is a strong point, as it conveys a commitment to quality. However, it could be enhanced by providing examples or testimonials from past clients that demonstrate your success in minimizing mess. Additionally, briefly explaining the benefits of negative air systems for dust containment could further reassure the prospect. Overall, while your answer includes good details, incorporating more customer-centric examples would strengthen your response.