Roofing
Sales Assessment Results
50
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get straight to the point: your performance needs a serious wake-up call. Scoring an average of 5 tells me you’re just skimming the surface of what's required in sales. Sure, you showed some understanding of the prospect's concerns, but your responses often lacked the depth and the empathetic touch that builds trust. You have a grasp of consultative techniques, which is good, but you need to dig deeper into the specifics. When addressing concerns, don't just acknowledge them—provide detailed solutions or examples that reassure the prospect. You also missed opportunities to engage the prospect further by asking more probing questions that could unearth deeper insights into their needs.
Your strongest moments were in acknowledging the prospect's concerns, but you fell short in providing tailored solutions or reassurance. The pattern here is clear: you’re playing it safe rather than pushing for a more collaborative and engaging conversation. I suggest you study the Challenger Sale and Consultative Selling techniques. They will help you learn how to challenge the prospect's thinking and also position yourself as a trusted advisor who genuinely cares about their needs.
Here’s your coaching moment: remember that every interaction is a chance to build a relationship. Don't just answer questions—create a dialogue. Be that salesperson who not only listens but also opens the door to deeper conversations. Step out of your comfort zone and make your prospects feel like they have a partner in you, not just a vendor.
Question Breakdown
1.
4
/ 10Question:
"I'm concerned about how long the roofing installation will take; my business can't afford significant downtime."
Answer:
No Problem, Would we have access to the property after hours?
This project is estimated to take X amount of time, and we could have it secured and waterproofed in the first day, allowing us to finish the job without affecting your business
Feedback:
The response does address the concern about downtime, indicating that the project will be secured and waterproofed quickly. However, it lacks clarity due to the placeholder 'X amount of time' which should be replaced with a specific estimate to provide reassurance. Additionally, while asking about after-hours access is relevant, it does not sufficiently explore the prospect's anxieties or engage them further. Consider incorporating a more empathetic tone and offering solutions tailored to the prospect's needs, such as scheduling strategies or additional support during the installation.
2.
5
/ 10Question:
"I need to know if this roofing solution can handle the weight of the seasonal snow; what if it collapses?"
Answer:
We have completed over 3500 roofs this year alone, i understand your concern, and thats one of the reasons i checked in your attic, was to confirm the structural integrity
Feedback:
The response acknowledges the prospect's concern about the weight of snow and potential collapse, which is a good start. However, it lacks specificity regarding how the roofing solution is designed to handle such conditions. Mentioning the number of completed roofs is a positive sign of experience, but it does not directly address the structural integrity of the roofing solution itself. It would be more effective to provide details about the materials used, load-bearing capacities, or any relevant certifications that assure the prospect of safety. Furthermore, the tone could be more empathetic and reassuring. Engaging the prospect with questions about their specific concerns or past experiences with snow loads could enhance the discovery process and build rapport.
3.
6
/ 10Question:
"I've had issues with my last contractor regarding hidden costs; how can I trust there won't be any surprises?"
Answer:
After my thorough inspection, we agreed on the scope of work. this will all be in black and white. any additional cost would solely be decking repairs, in which we can come to an agreement on if that issue arises
Feedback:
The response addresses the concern about hidden costs by emphasizing that the scope of work will be clearly documented, which is essential for building trust. However, it could be strengthened by providing more reassurance around transparency and communication throughout the project. For instance, outlining how you will keep the client informed of any potential changes or issues can further alleviate their fears. Additionally, using a more empathetic tone and showing understanding of their past experiences with contractors would help build rapport. Consider discussing any warranties or guarantees that protect against unexpected costs as well.
Overall, while the response does touch on key points, it lacks depth and a collaborative approach that could enhance trust with the prospect.
4.
7
/ 10Question:
"What if I decide to expand my business later? Is this roofing system scalable enough to support additional structures?"
Answer:
What type of expansion are you looking to add? And what timeframe do you have set for the expansion? This will allow me to build this project out with that in mind
Feedback:
The response effectively seeks to clarify the prospect's needs by asking specific questions about their intended expansion. This demonstrates a consultative approach, as you're trying to understand their vision and how your roofing solution can align with it. However, the answer could be enhanced by providing some initial insights or reassurances about the scalability of your roofing system. Sharing examples of previous projects or the flexibility of the materials used could help build confidence. Additionally, incorporating a tone that acknowledges the prospect's future ambitions would foster better rapport. Overall, while the curiosity and discovery aspects are present, adding a bit more information on the capabilities of your solution would strengthen the response.
5.
6
/ 10Question:
"How quickly can you respond if I have a roofing issue after installation? I can't afford long delays."
Answer:
of course, waiting on a repair from a leak can become expensive. We have somebody on payroll to answer your call 24/7, in which we can have a represenative out to mitigate and assess as early as possible
Feedback:
The response addresses the prospect's concern about response time effectively by highlighting the 24/7 availability for emergency calls, which is reassuring. However, it could benefit from a more structured answer that clearly details the typical response times for assessments and repairs. Additionally, using a more empathetic tone would help the prospect feel understood in their urgency. Providing examples of past quick responses or testimonials could enhance the credibility of your promise. Engaging the prospect with questions about their previous experiences with delayed responses could also deepen the conversation and build rapport.
6.
5
/ 10Question:
"The budget is tight this quarter; can you work with my payment terms to make this more feasible?"
Answer:
i understand working around a budget can be difficult. What exactly did you have in mind?
Feedback:
The response demonstrates an understanding of the prospect's budget constraints, which is a positive start. However, it lacks specificity and does not proactively offer any potential solutions or options. While asking about the prospect's needs is crucial for discovery, it would be beneficial to provide some examples of flexible payment terms or financing options that you could offer. Additionally, using a more formal tone and structure would enhance professionalism in the communication. Engaging the prospect by discussing how other clients have navigated similar situations could build rapport and trust. Overall, while the inquiry into their specific needs is valuable, the response could be more solution-oriented and reassuring.
7.
5
/ 10Question:
"I've read about different materials; how does your roofing compare to others on durability and cost?"
Answer:
One of the upsides to working with us, is the fact of how much volume we complete. therefore we receive incentives to continue installing these systems. instead of lining our pockets from the rebates and discounts, we pass them on to you. Allowing you to have the high quality system, at a fraction of the cost
Feedback:
The response touches on the benefits of volume purchasing and cost savings, which is relevant to the objection regarding cost comparison. However, it lacks specific information about the durability of the roofing materials in comparison to competitors. Providing details such as material specifications, warranties, or performance metrics would enhance credibility. Additionally, the tone could be more engaging and customer-focused; acknowledging the prospect's research demonstrates active listening and helps build rapport. Consider integrating questions about what specific materials the prospect is interested in to facilitate a more tailored discussion. Overall, while there are positive elements in the response, it falls short in addressing the core of the inquiry regarding durability specifically.
8.
5
/ 10Question:
"Can you provide references from other businesses that have used your roofing services? I need assurance before making a decision."
Answer:
Of course, i can provide you with that. What is it in particular that you are looking for, so i can lead you in the right direction?
Feedback:
The response acknowledges the request for references, which is a positive aspect as it shows willingness to provide assurance. However, it lacks immediate specificity by not offering any references proactively or detailing the process of how these references can be accessed. Asking what the prospect is specifically looking for is a good question for discovery, but it could also be enhanced by mentioning the types of businesses or projects you have previously worked with, which would build credibility. Additionally, the tone could be improved with a more professional language choice and structure. Overall, while the intent to assist is there, the response could be more proactive and informative to instill confidence in the prospect.
9.
4
/ 10Question:
"What if my team isn't trained to manage maintenance on this new roofing system? Will you offer ongoing support?"
Answer:
It is unlikely you will need any maintenance in the near future, but we are only a phone call away in the event you do, or even just need it checked
Feedback:
The response acknowledges the concern about maintenance training, which is a positive start. However, it lacks a proactive approach by not offering specific training options or ongoing support programs that could reassure the prospect. Instead of implying that maintenance will be unnecessary, consider emphasizing how your company provides comprehensive training and support resources to ensure the team feels confident managing the new roofing system. Additionally, the tone could be more engaging and supportive to build rapport with the prospect. A more detailed explanation of the support process would enhance their confidence in your services.
10.
3
/ 10Question:
"I want to ensure that the roofing project aligns with our business vision; how do you support that alignment?"
Answer:
Well im not sure that we can, what exactly do you mean when you say, vision?
Feedback:
The response lacks clarity and confidence in addressing the prospect's concern about alignment with their business vision. While asking for clarification on what the prospect means by 'vision' is a step towards understanding, the tone comes off as uncertain and does not instill confidence. Instead, the salesperson should express a willingness to understand the prospect's vision and offer examples of how previous projects have been tailored to align with clients' business objectives. Additionally, discussing how the roofing solution can support the prospect's future goals would demonstrate a more proactive and consultative approach. Overall, the response does not effectively engage with the prospect or convey a sense of partnership.