Roofing
Sales Assessment Results
60
Developing Closer
10 questions
Maximum score: 100
Completed in
Your performance reflects a solid understanding of various sales techniques, particularly in demonstrating curiosity and a consultative approach. You excel at engaging prospects by asking questions and showing a willingness to understand their unique challenges. However, there’s a noticeable pattern of lacking depth in your responses. While you open up conversations effectively, you often miss opportunities to provide the concrete evidence and specific examples that could significantly bolster your credibility. Rather than just stating solutions, you need to illustrate them with past successes or metrics that highlight your capability.
To elevate your game, focus on enhancing your solution-focused selling and consultative approach. Practice incorporating testimonials and case studies into your discussions to provide that much-needed proof of your claims. This will not only strengthen your arguments but also help build the trust that leads to closing deals.
Here’s your coaching moment: always remember, it’s not just about what you say, but how you back it up. Your words are powerful, but they need the weight of evidence to truly resonate. Don’t just tell prospects you can deliver; show them how you’ve done it before. The next time you're faced with a concern, think of it as a chance to tell a success story that puts you and your service in the best light.
Question Breakdown
1.
4
/ 10Question:
"I've heard from other managers that their last roofing upgrade took way longer than planned, and we can’t afford delays like that."
Answer:
I understand your concern of the timeline, but the installation of a product of this nature can sometimes take time to complete properly. To address your concern, What I can do to speed up the process is bring another one of my crews to your build.
Feedback:
Your response acknowledges the prospect's concern about delays, which is a good start. However, it lacks depth in addressing the specific fears regarding time management. You could have explored their past experiences more, asking questions about what specific delays they encountered and thus demonstrating empathy. Also, while offering to bring another crew is a good solution, providing concrete examples or timelines of previous projects that were completed on time would strengthen your credibility and alleviate their fears. Consider including metrics or testimonials to support your claims. Overall, a more solution-focused approach with curiosity and discovery would improve your response.
2.
5
/ 10Question:
"I’m worried about the monthly payments; can you guarantee they’ll fit within my budget?"
Answer:
I get it, and thats a genuine concern. Our product is top of the line and that sometimes comes with a slightly elevated price tag. To help you maintain your target budget, we have dozens of different financing options that I can guarantee will fall into your budget. Now if we fit below that budget, what upgrades to your roof system would you be interested in trying to squeeze into that monthly payment?
Feedback:
Your response acknowledges the prospect's concern about monthly payments, which is a good starting point. However, saying you can 'guarantee' financing options may come across as overly confident without specifics. It would be beneficial to ask more probing questions to better understand their budget constraints and any specific limits they may have. Additionally, discussing how the financing options work in more detail, along with examples or potential savings from the upgrades, would provide more value and credibility. Include stories or testimonials that demonstrate how other clients have successfully managed their payments. Overall, enhance your solution-focused approach by actively listening and clarifying concerns before proposing a solution.
3.
6
/ 10Question:
"Our current roofing vendor has been reliable; what makes your service better than theirs?"
Answer:
I have a few questions before I dig into what we can do for you. What about their service stands out most to you? Do you have any problems with their current services that would improve your experience with them? I do know that we stand behind our products and services more than most do. You’ll be dealing with me directly as well so I can assure your service will be top notch.
Feedback:
Your response effectively opens a dialogue by asking questions about their current vendor, showcasing curiosity and a consultative approach. However, it could be strengthened by providing specific differentiators that highlight your service's unique value. Instead of just stating that you stand behind your products, consider sharing specific examples of how your service has exceeded customer expectations compared to competitors. This would not only build credibility but also create a more compelling case for why they should consider switching. Additionally, mentioning any specific benefits such as faster response times, unique warranties, or customer satisfaction ratings would further substantiate your claims.
4.
7
/ 10Question:
"How can I be sure that your solution won’t disrupt our daily operations during installation?"
Answer:
Before I answer that, I’d love to take a look at your daily operational schedule so we can mold our gameplan alongside your schedule to ensure no disruption. In your opinion, what would be the most important thing for us to avoid that would disrupt your operations? We also have a dedicated onsite project manager that will ensure a streamlined experience for you and your clients. He is trained extensively on proper install methods and a clean and proper jobsite. What is your cell number? I’ll have him call you with our gameplan for the build a few days before we start.
Feedback:
Your response does a good job of directly addressing the concern about potential disruptions to daily operations by expressing a willingness to adapt to the prospect's schedule. Asking for their operational schedule shows curiosity and a focus on collaboration. Additionally, mentioning the dedicated onsite project manager adds a level of credibility and assurance that the installation will be managed professionally. However, it would strengthen your response even further if you provided specific examples or case studies where your past projects successfully minimized disruptions. This would enhance your value proposition and provide concrete evidence of your capabilities. Overall, the proactive and consultative approach is commendable, but adding more detail about your past successes could greatly improve your persuasiveness.
5.
6
/ 10Question:
"I’ve had bad experiences with previous roof replacements; how can I trust this will be different?"
Answer:
What were the pain points you experienced during your last installs? Apart from being heavily trained and continuously training to stay up to date with the latest in install techniques, we also have used the same workers for the last 10 years and we can guarantee the level of quality in their install. Our on site project manager is trained to ensure a quality job and maintain a clean jobsite as well. I will be onsite during the morning of the build to ensure we have the correct materials that you picked out for your job as well. You and I will then do a quality control walkthrough after the job is complete to address any concerns you may have and to also highlight the key components of your top quality roof system.
Feedback:
Your response demonstrates curiosity by asking about the prospect's past pain points, which is a positive aspect of engaging in a consultative dialogue. You effectively highlight the experience of your workers and emphasize quality assurance through the onsite project manager's training. However, while you mention the experience of your team, it would enhance your credibility to share specific examples or case studies of how you resolved issues for previous clients. Additionally, consider incorporating testimonials or metrics that showcase your track record of successful installations. This not only builds trust but also reassures the prospect that their concerns are valid and taken seriously. Overall, a more structured approach that includes demonstrated past successes could strengthen your response.
6.
6
/ 10Question:
"What if we don’t see the efficiency improvements you promise? That would impact my team’s productivity."
Answer:
You and I will sit down and put together a game plan before we begin to ensure the efficiency I know we will provide to you and your team. I’d like to discuss further more about your pain points in your business to ensure we properly address those concerns. What are those major pain points you and your team are running into? I am confident that you and I can dig deeper into your systems and processes and formulate the most efficient systems for you and your teams success.
Feedback:
Your response showcases a collaborative approach by suggesting a meeting to create a game plan, which is good for building rapport. You express confidence in delivering efficiency and show willingness to explore the prospect's pain points, demonstrating curiosity and a consultative mindset. However, it lacks specific assurances or evidence that you can deliver the promised efficiency improvements. Consider incorporating examples of past successes where your solutions led to measurable efficiency gains for other clients. Additionally, outlining potential metrics for measuring success would help solidify your credibility. Overall, while your approach is positive, adding concrete data or testimonials would strengthen your position significantly.
7.
5
/ 10Question:
"Can you provide proof that your roofing materials are more cost-effective over time compared to competitors?"
Answer:
We will not be the cheapest bid you receive. We will however provide you with the best solution at the greatest value. In the last decade I have utilized the same suppliers and material manufacturers so the material cost price I get my materials at is much better than most of these rookie roofers can get. By utilizing my connections within the industry, I’m able to pass savings onto my clients. Our crews are top notch and so is the material we install, but we are able to provide competitive pricing. Are you interested in looking at our competitive financing options? We have options for all situations and credit types to allow ourselves to be the ultimate one stop shop for you and your search for the best value. Let’s take a look at a few of those options so you can make an informed decision and feel confident moving forward with me and my company.
Feedback:
Your response attempts to address the cost-effectiveness of your materials by highlighting your long-term relationships with suppliers and your ability to offer competitive pricing. However, it lacks specific proof or concrete data comparing your materials to competitors, which is critical given the objection. Consider including metrics or testimonials demonstrating the long-term savings or durability of your products, as well as examples of how your materials have performed better over time compared to cheaper alternatives. While mentioning financing options is relevant, it diverts from the primary concern about material cost-effectiveness. Overall, strengthening your value proposition with data and concrete examples will enhance your credibility and trustworthiness.
8.
7
/ 10Question:
"My team is already stretched thin; how much training will we need for your roofing system?"
Answer:
Due to the extremely efficient nature of our systems and processes, very little training is needed. We have put together a quick 2 minute video that we can send to your team to highlight some key points about our system. Every single client we have integrated with has experienced very little push back navigating the new systems and has been extremely happy with how fast their team was able to catch on and master our systems. You can call Mr smith on his cell at 940-368-3848 and he will happily provide a testimonial about the smooth integration we provided him and his already busy team. Our systems even freed up time and allowed his team to do more work in less time. Our system streamlined his and so many others businesses, just as it will for your team.
Feedback:
Your response effectively addresses the concern about the training requirements by assuring the prospect that minimal training is needed. Mentioning the 2-minute video is a practical solution, demonstrating your understanding of their time constraints. Additionally, referencing past clients' positive experiences provides social proof, enhancing your credibility. However, it would be beneficial to expand on the specific aspects of the system that make it easy to learn, perhaps by detailing what topics the video covers. While you provide a contact for a testimonial, consider offering a more general summary of feedback from multiple clients to build a broader sense of trust. Overall, your solution-focused approach is commendable, but adding more detail could strengthen your response.
9.
7
/ 10Question:
"I’m concerned about whether your roofing will meet our building's compliance standards; can you clarify?"
Answer:
Can you provide me your companies building guidelines and code requirements so I can ensure our roofing system will not only meet but exceed those standards? All of our projects meet and exceed industry standards, but in certain zip codes and areas there are different requirements to meet compliance. For example, in Galveston texas we need to hand seal every shingle to meet their code requirements, but in Dallas texas we do not need to manually seal. After my team and I review your company’s standard guidelines I will call you to go over how we plan on exceeding those requirements and meeting guidelines.
Feedback:
Your response effectively seeks to clarify the prospect's specific compliance standards, demonstrating a proactive approach to understanding their needs. Asking for the company's building guidelines shows curiosity and a commitment to ensuring that your solution aligns with their requirements. Additionally, providing examples of compliance variations in different areas showcases your expertise and knowledge of local regulations. However, it would strengthen your response to include more details about how your roofing solutions have previously met or exceeded compliance standards in similar situations. Providing specific success stories or testimonials related to compliance would further enhance your credibility. Overall, while your approach is solid, adding data or examples could significantly improve your persuasive power.
10.
7
/ 10Question:
"How do I get buy-in from my upper management when they’re already skeptical of new vendors?"
Answer:
Do you know what they may have experienced to create that sour taste in their mouth previously with other vendors? I’d like to hear about those negative experiences to make sure we put extra emphasis on those areas. One way to get them to buy into us and our systems is by having them speak with upper level management of companies we have currently integrated with that our loving working with us. I can provide many references in your industry that will attest to our quality of service. I believe when they hear it from current clients of ours it will ease their mind. I’d also like to sit down and have a meeting with your management team to discuss their concerns so we can start to create the relationship with them and ensure their concerns and needs are met and answered to the best of our abilities. What email should I send our reference list to so they can hear it for themselves how great we really are?
Feedback:
Your response begins by trying to understand the reasons behind the skepticism of upper management, which is a good approach as it shows empathy and a willingness to address past concerns. However, the phrasing of 'sour taste in their mouth' may come off as informal or unprofessional in a business context; consider using a more neutral term. You effectively suggest leveraging testimonials from other companies, which is a strong tactic to build credibility. Additionally, proposing a meeting with their management team is an excellent way to foster relationships and address concerns directly. However, the response could be strengthened by providing specific examples of how you've helped past clients win over their management teams or detailing the process you will follow during the meeting. This would enhance your value proposition and show that you have a systematic approach to gaining buy-in. Overall, your curiosity and collaborative approach are commendable, but clarity and professionalism in your language could improve the effectiveness of your response.