HVAC
Sales Assessment Results by Tom Powers
60
Developing Closer
10 questions
Maximum score: 100
Completed in
You've got some solid instincts, but the numbers tell a story of inconsistency. Your average score of 6 suggests you’re hovering around mediocrity when you could be soaring higher. You shine when you demonstrate a consultative approach and show curiosity about the prospect's needs, as seen in your responses regarding vendor changes and budget concerns. However, you often miss the mark by not diving deeper into specifics or providing compelling reassurances that could foster trust and confidence.
You need to sharpen your ability to explore deeper needs and address specific concerns proactively. Techniques like consultative selling and value selling will help you craft responses that resonate on a more personal level with your prospects. Imagine the impact of not just addressing an objection but turning it into an opportunity for deeper engagement.
Remember, selling isn’t just about answering questions; it’s about building relationships and trust. Your coaching moment? Every objection is a chance to connect more deeply with your prospect. Don't just acknowledge concerns—transform them into conversations that uncover deeper insights and solutions. You have the potential to turn those scores around, but it requires commitment to being more engaging and solution-focused. Get after it!
Question Breakdown
1.
4
/ 10Question:
"I'm concerned about how the maintenance costs will impact our budget in the long run."
Answer:
Proper maintenance may cost a little at a time every year, but can save you thousands in repair costs and disrupting your peace of mind in the long run
Feedback:
The response addresses the concern by highlighting the long-term savings from proper maintenance, which is a good approach. However, it lacks depth in exploring the prospect's specific budgetary constraints and does not ask any follow-up questions to further understand their situation. A more consultative approach that includes asking about their current maintenance budget or what 'peace of mind' means to them would enhance the effectiveness. Additionally, it could benefit from emphasizing value beyond just cost savings, perhaps by linking maintenance to operational efficiency or system longevity.
Overall, while the answer acknowledges the objection, it misses an opportunity for deeper engagement and exploration of value issues related to HVAC systems.
2.
3
/ 10Question:
"With the seasonal changes coming up, can we realistically implement this before our peak demand?"
Answer:
You absolutely can. We have highly trained professional crews on standby to help you whenever you need
Feedback:
The response provides a somewhat confident assurance, but it lacks depth and detail. It does not address the specific concern about the timing and practicality of implementation before peak demand. A more effective response would involve asking about the prospect's timeline, understanding their specific seasonal challenges, and offering a clear plan for a smooth transition. Additionally, incorporating assurance about potential interruptions during peak times and how your team can mitigate them would demonstrate a more consultative approach. Overall, this answer misses an opportunity to engage in a meaningful dialogue and explore the prospect's concerns further.
3.
6
/ 10Question:
"We've had issues in the past with integration of new systems; how can we be sure this won't disrupt our operations?"
Answer:
What issues have you had in the past? Once I know what problems concern you, I can ensure we can properly address them together to help you feel confident in your investment.
Feedback:
This response demonstrates curiosity and a willingness to engage with the prospect to uncover past issues, which is a positive aspect. However, it could be strengthened by providing some reassurance about your company's integration process or methodologies that minimize disruption. Additionally, rather than only asking about past problems, including a brief mention of specific solutions or strategies your team has implemented successfully in similar situations would enhance credibility. A more proactive approach that outlines how you plan to support them during the transition could further build confidence. Overall, while the inquiry is good for discovery, it lacks sufficient assurance and value demonstration.
4.
7
/ 10Question:
"Given our current vendor relationship, isn't it risky to change to a new system?"
Answer:
It absolutely can be a risk, and I do completely understand the hesitation. What aspects of your current provider relationship do you like? And what aspects do you want to change, that lead you to contacting me for this project? I want to be able to fully understand your needs so we can ensure we can provide you with the best quality of service in our relationship going forward.
Feedback:
This response effectively acknowledges the prospect's concerns about the risks associated with changing vendors, demonstrating empathy and understanding. The salesperson asks thoughtful, open-ended questions that encourage the prospect to share their current satisfaction levels and desired changes. This consultative approach can help build rapport and create a collaborative atmosphere. However, the response could be improved by providing some reassurances about how your company mitigates risks during transitions or by sharing successful case studies of similar transitions. Including a brief mention of how the new system could enhance their operations or solve specific pain points could further emphasize the value of making a switch. Overall, the response is strong but could benefit from more assurance and value exploration.
5.
7
/ 10Question:
"Can you guarantee that this HVAC solution will align with our green initiatives and compliance standards?"
Answer:
Can you outline your green initiatives and compliance standards in more depth, so I can fully understand your needs and tailor your HVAC project to fit everything you need and more? I have systems ranging from the basics, to inverter technologies with some of the highest efficiency ratings in the residential industry that come backed by an excellent warranty. My goal here is to provide you with the best package to suit your needs, with the best install, and the best warranty in the industry.
Feedback:
This response opens the door for a deeper conversation by asking the prospect to elaborate on their specific green initiatives and compliance standards, demonstrating curiosity and a consultative approach. However, it could be strengthened by proactively addressing the prospect's concern about alignment with green initiatives before diving into the offerings. For example, providing specific examples of how your HVAC solutions have successfully met regulatory requirements or environmental standards in similar cases would instill more confidence. Additionally, while you mention the range of systems and excellent warranty, linking these directly to the prospect's need for sustainability and compliance would enhance the relevance. Overall, the response is well-structured but requires more emphasis on how your solutions align with their specific needs.
6.
5
/ 10Question:
"What if the products you offer become outdated quickly with new technology developments?"
Answer:
That is an excellent question, and I am glad you asked. We strive to stay on top of changes in the industry, and always ensure we are at the forefront of new technology and changes. We also make sure to have all the proper materials and training to service systems for many years to come, even if they fall behind advances in the years to come.
Feedback:
This response indicates a positive attitude and acknowledges the prospect's concern, which is a good start. However, it lacks specific examples or details illustrating how your company actively adapts to technological changes or how the products you offer maintain relevance over time. To strengthen your answer, you could mention any processes for regular updates or upgrades, ongoing support, or partnerships with technology leaders in the industry. Providing examples of past product longevity or successful adaptations could also help reassure the prospect. Overall, while the response is encouraging, it could benefit from more concrete evidence and value demonstration.
7.
8
/ 10Question:
"We are facing some internal politics around budget approval; how can you help navigate that?"
Answer:
I would be happy to help. What sort of internal politics around the budget are we dealing with? This is a big investment regardless of whom you choose to work with. Based on our discussion so far, it seems like we are aligning on everything. If there is a problem with the budget, we can see about getting the system qualified for some rebate programs currently being offered, look into some promotions, or possibly reassess the system we built together and see what changes we can make to bring the project within the budget, while still retaining most of the requirements of the investment. We do have some more cost effective systems that might not be quite as efficient, but will save some money upfront and still perform well for many years to come.
Feedback:
This response effectively engages the prospect by asking about the specific internal politics related to budget approval, demonstrating curiosity and a consultative approach. By acknowledging the significance of the investment and suggesting options like rebate programs and promotions, you provide potential solutions that could ease the budget concerns. Furthermore, the idea of reassessing the system to fit their budget while retaining essential requirements showcases flexibility. However, the response could be strengthened by explicitly addressing how you can assist in gaining buy-in from key stakeholders or by sharing approaches you have used in the past to navigate similar situations. Overall, this is a solid response but could benefit from a more proactive strategy for addressing internal objections directly.
8.
6
/ 10Question:
"How do we know the ROI justifies the initial investment, especially considering the luxury nature of this purchase?"
Answer:
That is an excellent question, and to be blunt, there is no sure fire way to confirm this 100%. That being said, we are converting from a 20 year old residential system that runs on 10 SEER to modern day inverter technology with ratings up to 22 SEER2 and a high efficiency gas furnace. Based on general statistics and an energy efficiency calculator, I can estimate the approximate energy savings you will see in the coming years, provided your heating and cooling habits don't change, utility prices don't drastically increase, and the weather in the coming years is comparable to previous years. Let's take a look at it together, and see if this system we built will have the ROI you are looking for.
Feedback:
This response directly addresses the objection by acknowledging the difficulty in guaranteeing ROI, which demonstrates honesty. However, the bluntness in stating that there is no surefire way to confirm ROI could be reframed to maintain a more positive tone. While you provide a comparison of the current system to a more efficient one, it would strengthen your response to include specific examples or case studies where similar upgrades led to measurable ROI for other clients. Moreover, engaging the prospect more by asking about their current energy costs or desired ROI would enhance the consultative aspect. Providing a more structured approach to calculating potential savings, rather than relying solely on general statistics, would also increase credibility. Overall, this response shows potential but lacks a proactive strategy to instill confidence in the ROI discussion.
9.
7
/ 10Question:
"What if our team’s bandwidth can't accommodate the training needed for this new system?"
Answer:
While I completely understand the hesitation with ensuring your team can properly operate this HVAC system, I can assure you that you are completely covered. My installation crews are constantly undergoing continuous training weekly, developed by the North American Technical Expertise Institute, to ensure they perform at the absolute best. We make sure that you, as the customer, receive proper instruction for how to operate your system. We also have the option to monitor the system in real time with our Cloud Services- if there is a problem with it, we will most likely know before you! On top of all that, you have me: I'm not just the guy who comes to sell you a system, but I am also your go to point of contact for anything and everything you need with this project going forward. If there's an issue, you can reach out to me directly and I will do whatever is necessary to get it squared away.
Feedback:
This response demonstrates a good understanding of the prospect's concerns and reassures them by highlighting the ongoing training of your installation crews. By emphasizing the support provided to customers and the availability of real-time monitoring, you build confidence in the training process. However, to enhance your response, consider offering specific training options or a structured training plan tailored to the customer's team. Additionally, mentioning success stories of previous clients who faced similar challenges could further strengthen your credibility. Overall, this response is solid but could benefit from more detail on training customizations and proven outcomes.
10.
7
/ 10Question:
"We're worried about getting buy-in from all stakeholders; how can you assist in that process?"
Answer:
Id be happy to help. Perhaps we can schedule a meeting with the stake holders, and break the project down together into a simple payment program to make this affordable for everyone involved. We have worked with companies in the past by offering financing options that investors found attractive to make the project more accommodating to their needs.
Feedback:
This response shows a willingness to assist and suggests a collaborative approach by offering to schedule a meeting with stakeholders. However, it could be improved by explicitly acknowledging the specific concerns around buy-in from stakeholders and how you can facilitate discussions or presentations that address those concerns. Additionally, while mentioning financing options is valuable, providing examples of past successes with similar clients might increase credibility. A more proactive stance in outlining how you can directly support the stakeholder engagement process would enhance this response. Overall, while the response is encouraging and offers solutions, it would benefit from deeper exploration and a more tailored approach to the concerns raised.