Windows
Sales Assessment Results
60
Developing Closer
10 questions
Maximum score: 100
Completed in
You've taken a swing at the sales game, but let's be real: your performance is more of a warm-up than a home run. You’ve shown glimpses of potential, especially in your curiosity and acknowledgment of customer concerns. Your use of solution-focused approaches and active listening in some responses hints at a solid foundation, but you consistently miss the mark on effectively addressing customer objections and demonstrating value. Your scores reflect that inconsistency—some answers shine while others fall flat.
To elevate your game, dive deeper into the techniques of Value Selling and Solution Selling. These will help you articulate the benefits of your products and tailor your responses to customer needs more effectively. You need to show empathy and urgency to make your value proposition undeniable.
Here’s your coaching moment: think of sales as a conversation where you guide the customer to realize their own needs. Don’t just acknowledge their concerns—own them. Show them why switching to your windows is not just an option but a necessity. If you can connect the dots between what they need and what you offer, you'll be unstoppable. Let's turn that warm-up into a championship performance.
Question Breakdown
1.
3
/ 10Question:
"We're currently using another vendor, and I'm not sure if switching to your windows is worth the hassle right now."
Answer:
Sounds like your windows are doing fine okay. I guess if you were to change anything, what would it be?
Feedback:
The response provided does not effectively address the customer's concern about switching vendors. While it does attempt to ask a follow-up question, it lacks a strong acknowledgment of the customer's current situation and the potential benefits of switching. The tone is somewhat casual and lacks the urgency or value proposition that could persuade the customer to consider your windows. There is no indication of a closing technique or exploration of the value of your product compared to the current vendor. The response could benefit from a more solution-focused approach that highlights the unique advantages of your windows and addresses the hassle concern more directly.
2.
4
/ 10Question:
"With so many projects on our plate, I can't prioritize this luxury window upgrade immediately."
Answer:
I can understand that. Besides having other projects on your plate, would there be any other reason the upgrade wouldn’t make sense?
Feedback:
The response shows some understanding of the prospect's situation by acknowledging the multiple projects, which is a good start. However, it lacks a strong solution-focused approach or an attempt to explore the value of the luxury window upgrade in the context of the prospect's current projects. It would benefit from a follow-up question that ties the upgrade to potential long-term savings, efficiency, or aesthetic benefits that could help prioritize it. Additionally, there's no closing technique applied here, missing an opportunity to guide the prospect towards considering this upgrade as part of their planning. Overall, more curiosity around their projects and how the window upgrade could fit into their timeline would strengthen the response significantly.
3.
3
/ 10Question:
"The quoted price seems higher than what our budget allows; can you justify the cost?"
Answer:
Well, can I ask what your budget was based on?
Feedback:
The response lacks depth and fails to directly address the concern about the higher price. While asking about the budget is a step towards understanding the prospect's financial constraints, it doesn't justify the cost or explore the value of the product being offered. A more effective approach would have included acknowledging the objection, explaining the value and benefits of the product, and perhaps comparing it to competitors. Additionally, the tone could be more empathetic towards the prospect's situation to build rapport. Overall, this response misses an opportunity to engage with the prospect's concerns meaningfully.
4.
6
/ 10Question:
"I need more time to discuss this with upper management, as they might have concerns about budget allocations."
Answer:
I get that. What concern do you think others have besides price?
Feedback:
The salesperson did a decent job of acknowledging the prospect's need for more time and opened up the conversation for further discussion by asking a relevant question. However, they could have improved their response by showing empathy towards the prospect's situation and providing reassurance regarding the budget concerns. A more effective approach would involve exploring the implications of delaying the decision and framing the discussion around how the solution aligns with upper management's priorities. Overall, the response lacks depth in understanding the broader implications and could benefit from a more tailored approach to address the prospect's specific concerns.
5.
7
/ 10Question:
"I’ve had issues with previous window installations; how can I trust that your solution will be different?"
Answer:
What previous issues have you had? We are a one stop shop company, so what that means for you is - we make the windows, install them and service them if things were to go wrong. So if I leave the company or the installers leave, any problems would still be handled because we control the entire process. Here take a look at our 4,000 5 star reviews. What do you think?
Feedback:
The response effectively addresses the objection by asking clarifying questions about the prospect's previous issues, which demonstrates curiosity and discovery. By emphasizing that the company controls the entire process—from manufacturing to installation and service—it reassures the prospect about reliability. However, while mentioning the 4,000 five-star reviews adds social proof, it could be enhanced by explicitly connecting that proof to the prospect's past experiences. Additionally, a more engaging closing technique could have been employed to invite further discussion or commitment. Overall, the tone is appropriate for the industry, and the response is solution-focused and collaborative.
Score: 7/10
6.
7
/ 10Question:
"The timing feels off right now; we have a fiscal deadline approaching that limits our spending."
Answer:
I get that. If you don’t mind me asking, when is that deadline to see if we can even help? Besides that, if there wasn’t a limit, would this be something you’d get done?
Feedback:
The response does a good job of acknowledging the prospect's concerns about timing and spending limits. Asking about the deadline is a thoughtful way to explore potential solutions and shows curiosity about the prospect's situation. However, the second question could be rephrased to sound less hypothetical and more relevant to their immediate needs. Instead of focusing on what could happen if there weren't limits, it might be more effective to discuss how your solutions can align with their fiscal strategies or offer flexible options. Overall, the tone is appropriate, and there is a solid attempt at active listening and curiosity, but it could benefit from a more solution-focused approach.
Score: 7
7.
8
/ 10Question:
"I appreciate the features, but I'm worried about the long-term reliability and support you offer."
Answer:
If you don’t mind me asking, where does that concern come from? A past experience or something you’ve seen or heard? We have a signature service team dedicated to helping you at any moment regarding these type of situations. I actually had a customer that was concerned about the same thing until they saw all of our glowing 5 star reviews about our support.
Feedback:
The response effectively acknowledges the prospect's concern about long-term reliability and support, which is a critical issue in the windows industry. The salesperson displays curiosity by asking a follow-up question about the source of the concern, which can lead to deeper discovery and understanding. Mentioning the dedicated service team adds a layer of assurance, and sharing a customer success story about positive reviews is a good way to build credibility. However, the response could be strengthened by providing more specific details about the support offered and perhaps a more direct closing technique to encourage a decision. Overall, it balances empathy with informative content well, but it could improve in demonstrating specific value and addressing potential implications.
Score: 8
8.
7
/ 10Question:
"What guarantees do you have against the current economic climate affecting the quality of your windows?"
Answer:
Great questions. Companies have 2 options in an economic climate like this. 1, you can lower your quality to keep prices down or 2 you can raise prices to keep a high quality great experience. We haven’t been around for over 100 years by lowering our quality. Our finance plans tend to help on budget during this higher price economy. What options fit you the most?
Feedback:
The response effectively addresses the concern by highlighting the company's long-standing commitment to quality, which is a strong selling point. However, it could improve by providing specific guarantees or assurances regarding the windows' performance or durability in the current economic climate. The tone is appropriate, but it could show more empathy towards the prospect's concerns. The closing question about options is a good way to engage the prospect, but it could be enhanced by asking more exploratory questions to understand their specific needs. Overall, the response demonstrates a solution-focused approach but lacks depth in value exploration and active listening.
9.
7
/ 10Question:
"I'm not convinced that your windows will provide tangible benefits over what we already have installed."
Answer:
Just curious, what makes you say that? If you remember; we tested the efficiency of your current windows and they showed to be extremely inefficient. Newer windows would increase the Efficiency by at least 30% but also provide the updated look your wife wanted. But I completely get it, if you’re not 100% confident, I wouldn’t do it either. What would make this upgrade make sense to you?
Feedback:
The response shows a good effort in engaging the customer and seeking to understand their perspective by asking a follow-up question. The salesperson effectively refers to prior testing, which adds credibility to their claims about the inefficiency of the current windows. However, while they mention the efficiency increase and the aesthetic appeal, they could further emphasize the specific benefits that align with the customer's priorities, such as energy savings, comfort, or potential resale value. Additionally, acknowledging the objection directly and providing a more robust solution-focused approach would enhance the effectiveness of the response. Overall, it balances curiosity and an attempt to address the concern but lacks depth in value exploration.
Score: 7
10.
8
/ 10Question:
"Can you elaborate on how you’ll ensure the installation process is smooth and doesn’t disrupt our operations?"
Answer:
We have master certified installers that only work with our products. It will be a one day install, with and inside crew and specific exterior crew to keep the debris low. We put up zip walls to prevent any mess getting in other rooms. Which operation are you most concerned about and we can make specific notes to make sure we don’t disturb you. Would that help?
Feedback:
The response effectively addresses the concern by highlighting the expertise of the installers and specific measures taken to minimize disruption. It clearly communicates the installation timeline and precautions, which is essential for reassuring the prospect. The follow-up question about specific operations shows curiosity and a willingness to collaborate, enhancing the consultative approach. However, the tone could be slightly more empathetic to further build rapport. Overall, it demonstrates a solid understanding of the customer's needs and offers a clear solution.