Roofing
Sales Assessment Results
56
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s get real here: your average score of 5.6 shows that you’ve got some work to do. You have moments of potential, but they’re overshadowed by a consistent lack of depth and empathy in your responses. You’ve demonstrated a solid understanding of building rapport and addressing basic concerns, but many of your answers fall flat when it comes to providing comprehensive, solution-focused details. You’re missing the chance to show how your offerings truly shine against competitors and how you can ease your prospects’ fears.
Your strongest techniques seem to hover around building rapport and establishing credibility. You know how to make a good first impression, but you need to dig deeper. You need to focus on enhancing your responses with more specific details and empathy. Instead of just addressing what they ask, paint a clearer picture of how your solutions directly solve their problems. This is where you can really elevate your game. You should explore the SNAP Selling and Consultative Selling techniques. They’re designed to simplify the sales process while aligning closely with customer needs—something you're currently lacking.
Remember this: your prospects are looking for reassurance. They want to know that you understand their concerns and that you have tailored solutions to meet their needs. Challenge yourself to ask how you can help them feel at ease, not just how you can close the deal. That’s where the real magic happens. You have the potential to become a great salesperson, but you’ve got to put in the effort to connect the dots. Now get out there and show them what you’ve got!
Question Breakdown
1.
4
/ 10Question:
"I'm concerned about the long-term durability of your roofing material; how does it hold up against harsh weather?"
Answer:
How long would you like your roof to last? All roofing materials are not created equally. With that being said, we offer many options to find what will best suit you and your plans with the house. I always suggest xxx, which comes with a class four impact rating (which can eat 2” hail, along with a 50-year material warranty. This warranty covers 130mph winds , 2” hail, etc
Feedback:
The response begins with a question that invites the prospect to share their expectations, which is a good approach to understanding their needs. However, it lacks a direct answer to the concern about durability and doesn't effectively address the specific harsh weather conditions mentioned. While mentioning the class four impact rating and warranty is relevant, providing more context about how the material performs in various harsh weather scenarios would have strengthened the response. Additionally, the use of 'xxx' is unclear and needs to be replaced with a specific product name for clarity and trust. Overall, the focus should be more on demonstrating the value and reliability of the roofing options in relation to the specific concern raised.
2.
5
/ 10Question:
"With my tight budget, I'm worried about unexpected costs cropping up during installation. How do you handle that?"
Answer:
During the construction process , it is always a chance we run into what you said. With that being said , our on site project managers handle the change orders, and show you the damage and have you sign off on it before we begin the additional repairs. We will never go outside of our scope of work with out your written approval.
Feedback:
The response addresses the concern about unexpected costs by explaining how on-site project managers manage change orders and require client approval before proceeding. However, it lacks a proactive approach to reassure the prospect about budgeting. You could enhance your response by discussing how you provide detailed estimates upfront and any measures taken to minimize surprises during the installation. Additionally, using phrases like "we understand how important your budget is" would show empathy towards the prospect's concerns. Overall, a more solution-focused and reassuring approach could improve the effectiveness of your response.
3.
5
/ 10Question:
"I'd love to proceed, but my partner wants to review a few more options before we commit. Can you give me a few days?"
Answer:
I’m glad to hear that. If you don’t mind me asking , what else are you looking for that I don’t have? We have everything you need within your budget ready to go and we can get this scheduled now.
Feedback:
The response acknowledges the prospect's desire to review more options, which is good for building rapport. However, it lacks sensitivity to the partner's request for more time, which might come off as pushy. Instead of diving immediately into asking what else they need, it would be more effective to express understanding of their situation and offer to assist them in their review process. Additionally, suggesting a follow-up date or offering to provide additional options could demonstrate flexibility and support. Overall, a more empathetic approach would likely lead to a better outcome.
4.
6
/ 10Question:
"What if we need repairs down the line? What kind of support do you offer after the installation?"
Answer:
With this specific system, we offer a MANUFACTURE BACKED 25 year workmanship warranty , along with the 50-year material warranty . This warranty excludes acts of god, and includes anything else that could happen to this system.
Feedback:
The response effectively highlights the manufacturer-backed 25-year workmanship warranty and the 50-year material warranty, addressing the prospect's concern about potential future repairs. However, it could be improved by providing more context on the support process after installation. For example, mentioning how the company handles service requests, the availability of customer support, or any routine maintenance services offered would enhance the reassurance that the prospect will receive ongoing assistance. Additionally, acknowledging the concern directly at the beginning of the response would demonstrate a more empathetic approach. Overall, while the response mentions important warranties, it lacks sufficient detail on post-installation support to fully address the prospect's question.
5.
5
/ 10Question:
"Can you explain how your roofing solution is more energy-efficient compared to others on the market?"
Answer:
We stride to use the best products, and one important one is ridge vent and power attic vents. This ensures that the roof is properly ventilated, which gives your roof a longer life, along with keeping your heating and cooling down.
The attic fans run on a thermostat , so when the attic space gets to the certain temp it automatically kicks back on .
Feedback:
The response touches on the importance of ventilation for roof longevity and energy efficiency, which is relevant to the prospect's inquiry. However, it lacks a direct comparison to competitors' products, which is essential to substantiate the claim of being more energy-efficient. Adding specific metrics or data about energy savings, as well as explaining how these products outperform others in the market, would enhance credibility. Furthermore, using clearer language without grammatical errors would improve communication. Overall, while the points made are relevant, the response could benefit from more detail and clarity regarding competitive advantages.
6.
7
/ 10Question:
"I'm hearing mixed reviews about roofing contractors in the area; how can I be sure your company is reliable?"
Answer:
I love this question. My biggest “thing” with my company is that we are a licensed general contractor, which is required on a project of this size in East TN. With that being said , we have an A+ rating with BBB, and we add your property onto our insurance when completing the project (I always provide a folder to the prospect with copies of these files)
Feedback:
The response starts positively by expressing enthusiasm for the question, which helps build rapport. It effectively establishes credibility by mentioning the company's licensing and A+ rating with the Better Business Bureau, addressing the prospect's concerns about reliability. However, the response could be enhanced by including customer testimonials or references to specific projects that demonstrate the company's track record in reliability. Additionally, mentioning any warranties or guarantees can further reassure the prospect. Lastly, the phrase "I always provide a folder to the prospect with copies of these files" should be made more concise, as it may come off as less professional. Overall, while the response highlights important aspects of reliability, adding more evidence and reassurance would strengthen the overall effectiveness.
7.
7
/ 10Question:
"My current roof isn't leaking yet, so I'm hesitant to invest now; can you help me see the urgency in moving forward?"
Answer:
I always relate replacing a roof before leaking to changing the oil on your car. I’d rather pay for an oil change than a new engine. When you wait for the leak to happen , that water has caused damage before you see the spot on your ceiling. Damaged decking , rafters , insulation, etc will happen before you notice the leak. This will add additional cost down the road. Not to mention inflation and how roofing materials increase every year
Feedback:
The response uses a relatable analogy of changing oil in a car to illustrate the importance of proactive roof replacement, effectively conveying the potential consequences of waiting for a leak. This helps create urgency by highlighting hidden damage and future costs. However, to enhance the effectiveness, it could benefit from more empathy towards the prospect's current situation and concerns. Acknowledging their hesitation while emphasizing the risks of delaying action could strengthen the message. Additionally, providing specific examples of how quickly roof issues can escalate or mentioning trends in roofing material prices would add more weight to the urgency. Overall, while the analogy is strong, a more balanced approach that combines urgency with understanding would be more persuasive.
8.
6
/ 10Question:
"I'm juggling multiple projects right now; will I need to dedicate extra time for the installation process?"
Answer:
No ma’am/ sir, we can complete this project in and out (with clean up) in one day. You don’t even have to be home , but we prefer you to be present if we run into issues , along with our project manager being able to do a walk around with you at the end of a project
Feedback:
The response effectively addresses the concern about time commitment by reassuring the prospect that the installation will be completed in one day, which is a strong selling point. However, it could be improved by acknowledging the prospect's busy schedule and showing empathy towards their situation. Phrasing such as "I understand you're busy with multiple projects, and we aim to make this as seamless as possible for you" would enhance the connection. Additionally, offering to provide updates during the process or ensuring that any issues will be communicated promptly would further alleviate concerns about time management. Overall, while the response is clear and provides a quick solution, a more empathetic tone and proactive engagement would strengthen it further.
9.
6
/ 10Question:
"What if I want to customize the color and style; how flexible are you with those options?"
Answer:
We have over 20 colors that we can provide , and we also have the opportunities to use shingles on main slopes , along with an offsetting or corresponding color of standing seam metal roofing on the small facets to add the extra touch
Feedback:
The response addresses the prospect's inquiry about customization by mentioning the availability of over 20 colors, which is a good start. However, it could be improved by explicitly discussing the flexibility in choosing combinations of colors and styles, emphasizing how you can accommodate specific requests. Additionally, including examples of past projects where customization was successfully implemented could enhance credibility and appeal. A more engaging tone and an invitation for further discussion on preferences would make the prospect feel more involved in the process. Overall, while the response provides relevant information, it lacks depth and personalization to fully reassure the prospect about their customization options.
10.
5
/ 10Question:
"I'm worried about how this might impact my daily operations during the installation. What’s your plan to minimize disruption?"
Answer:
Luckily with this project , we do not have to cut off the power or anything like that on your house. It will be loud , messy , and a lot of banging . I try to remind my clients that we are ripping the head of their house off and putting a new one back on in one day . We will also keep our materials, dumpster, and vehicles out your drive way so you can come and go as you pleas w
Feedback:
The response begins positively by addressing the prospect's concerns about disruption, but it lacks empathy and reassurance. While it mentions that power won't be cut off, it could have elaborated on specific measures taken to minimize noise and mess, ensuring the client feels more at ease. The mention of keeping materials out of the driveway is good, but the overall tone comes across as somewhat casual, missing a professional touch. Additionally, the response ends abruptly, which could leave the prospect feeling uncertain. A more solution-focused approach that outlines a detailed plan for minimizing disruption and emphasizes the company's commitment to customer satisfaction would enhance the response significantly.