Roofing
Sales Assessment Results
63
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's get real—you've shown some potential, but your performance is falling short of where it needs to be. Your average score of 6.3 tells me there's room for improvement. Your strongest techniques seem to revolve around solution-focused selling and demonstrating value, especially when you highlight potential savings and warranties. However, there’s a consistent pattern of lacking depth in your responses. You're often skimming the surface instead of diving deep into the customer's specific needs and concerns. It's like you have a great dish in the kitchen, but you're serving it half-cooked.
To elevate your game, I strongly recommend honing in on SPIN Selling. This technique will help you structure your conversations to uncover the true situation and needs of your customers, allowing you to articulate the implications of their current choices and the need-payoff of your solutions. Pair that with some solid closing techniques to guide the conversation toward a decision, and you'll see a marked improvement.
Here’s your coaching moment: Think of every interaction as a conversation, not just a transaction. Your goal is to build relationships and trust, not just to make a sale. Ask deeper questions, listen actively, and make sure your responses are tailored to what your customers are really concerned about. Remember, selling is as much about understanding your customers as it is about presenting your product. Now, get back out there and show them what you're really made of!
Question Breakdown
1.
5
/ 10Question:
"I've been looking at other roofing options that seem cheaper, can you explain why yours is worth the extra cost?"
Answer:
I’m an actual roofer who knows the true quality of materials instead of what’s stated in the books so I only offer the best which costs more along with over 2 decades of experience and craftsmanship.
Feedback:
The response does touch on experience and quality, which are important factors in the roofing industry. However, it lacks a structured approach to addressing the customer's concern about cost. Ideally, it should incorporate elements of value selling by clearly articulating the specific benefits and advantages of choosing their roofing services over cheaper options. It could also benefit from asking questions to understand the customer's specific needs and concerns better, which would show active listening and a collaborative approach. Overall, while the knowledge and experience mentioned are valuable, the response could be more customer-centric and solution-focused.
To improve, consider using a framework like SPIN Selling to explore the customer's situation and needs further, and then articulate the implications and need-payoff of choosing your services.
Additionally, a closing technique could be introduced to guide the conversation towards a decision.
2.
5
/ 10Question:
"What if I decide to go with my current roofing vendor? They've been reliable so far, why should I switch?"
Answer:
Same reason you would switch cell phone companies after years of reliability. We offer better warranties and will save you money in the long run. Adding more value and better customer service.
Feedback:
The response does address the objection by drawing a relatable analogy, which can help the prospect consider the benefits of switching. However, it lacks depth in exploring the specific pain points or needs of the customer regarding their current vendor. The analogy may come off as a bit dismissive, as it doesn't directly acknowledge the prospect's satisfaction with their current vendor. A more effective approach would include asking probing questions to understand what they value in their current vendor and demonstrating how your offerings align with or exceed those expectations. The closing technique could also be stronger—encouraging a dialogue or suggesting a time to discuss further could have improved the response. Overall, it lacks a solution-focused approach and depth in value exploration.
Score: 5/10 for addressing the objection but lacking depth and engagement.
3.
7
/ 10Question:
"I understand your roofing solution has great features, but can you clarify how it will truly benefit my budget?"
Answer:
With our certifications we can offer better warranties and use products that will lower your energy bills and get you rebates on your homeowners insurance, saving you money while upgrading your home and its value.
Feedback:
Your response does a good job of addressing the budget concern by highlighting the potential savings on energy bills and rebates on homeowners insurance. However, it could be improved by directly connecting these benefits to the prospect’s specific budget concerns and maybe asking a follow-up question to understand more about their financial situation. For instance, you could ask, "What is your current budget for roofing, and how can we help maximize that?" This would show curiosity and help you tailor your solution even further. Overall, your answer is clear and solution-focused, but it lacks a bit of engagement and a closing technique to encourage further discussion.
4.
7
/ 10Question:
"I have other ongoing projects that need my attention, can you assure me this won't take too much time and resources?"
Answer:
What other projects do you have and what are the scheduled dates? We can make sure to work with whatever you have already going on and seamlessly incorporate our work so you can maximize your time and completion of all of your projects.
Feedback:
The response effectively addresses the concern by asking about the prospect's other projects and scheduled dates, which demonstrates curiosity and a willingness to understand the prospect's situation. This aligns well with a solution-focused approach. However, while it hints at collaboration, it could benefit from directly assuring the prospect that their time and resources will be respected and minimized during the process. A more explicit reassurance could strengthen the response. Overall, the tone is appropriate for the roofing industry, but the closing technique could be enhanced by proposing a specific next step or reassurance about the efficiency of the process.
5.
7
/ 10Question:
"With the current economic climate, how can I be sure this investment is safe and won’t lead to unexpected costs later?"
Answer:
I understand your concerns due to economics but our contract insures that all work is covered by a 10 year workmanship and 30 year manufacturing warranty so any issues that may arise would be fully covered by either Second to None or the material provider.
Feedback:
The response effectively addresses the concern by highlighting the warranties, which is a crucial reassurance for the prospect. However, it could be improved by acknowledging the specific economic concerns, perhaps by sharing insights on how investing in roofing can save money in the long run or enhance property value. Additionally, asking a follow-up question to explore any other specific fears the prospect might have would enhance the engagement. The tone is appropriate for the industry, but it could be more conversational to build rapport. Overall, a solid response, but it missed opportunities for deeper exploration and connection.
6.
7
/ 10Question:
"I like your product, but I'm worried about how my team will adapt to this new roofing system. What support will you provide?"
Answer:
We understand that change can be difficult. We will be here every step of the way to help train and educate them on the product and reassure them by showing the benefits to the company and the homeowner by using the system over other systems. Extending the overall life of the roof, adding value to the home and unmatched warranties. Does that sound like something they would be excited about?
Feedback:
The response effectively addresses the concern about team adaptation by acknowledging the difficulty of change and offering support through training and education. The mention of benefits like extended roof life and added home value showcases a solution-focused approach. However, it could improve by including a specific plan for the training process to enhance clarity and confidence. The closing question is good for gauging interest, but it could be more collaborative by inviting further questions about the support offered. Overall, the tone is appropriate for the roofing industry and demonstrates some active listening.
To score it: 7 for addressing concerns and communicating benefits, but lacking in specific support details and deeper engagement.
7.
5
/ 10Question:
"Can you tell me more about the environmental impact of your materials? It's important for us to be sustainable."
Answer:
All of our products are made with all natural materials that EPA approved and can also be repurposed after discarded into innovative projects such as curbing and road repairs.
Feedback:
The salesperson provided some initial information about the environmental impact of the materials, mentioning that they are made with natural, EPA-approved products. However, the response lacks depth and specificity regarding sustainability. It could benefit from a clearer explanation of how the materials contribute to sustainability beyond just being natural and repurposable. Additionally, there are no follow-up questions or acknowledgment of the prospect's concerns about sustainability, which could help build rapport and lead to a more collaborative discussion. Overall, the response is a good start but needs more detail and engagement to be fully effective.
8.
8
/ 10Question:
"How do I know you can deliver on your promises? We've had bad experiences in the past with other vendors."
Answer:
We understand that there are bad apples who ruin the trust of customers. If you’d like we could hive you phone numbers of previous customers as a reference to our quality services along with our A+ BBB rating and 4.9 star rating on google. What would ease your mind the most and allow you to make a sound decision?
Feedback:
The response effectively acknowledges the customer's concern about trust, which is essential in building rapport. By referencing previous customers and providing social proof through the A+ BBB rating and Google reviews, the salesperson is addressing the objection and offering reassurance. The open-ended question at the end encourages further dialogue, showing curiosity and a willingness to understand the customer's needs. However, the response could benefit from a more empathetic tone and a brief mention of specific measures taken to ensure quality, as this would enhance the solution-focused approach. Overall, it's a solid response but could be refined for even better impact.
9.
8
/ 10Question:
"You mentioned ROI, but can you break down how long it will take to see that return?"
Answer:
Yes of course. We upgrade you to a level 3 hail resistant shingle at no extra charge so you instantly get a rebate from your insurance company which lowers your monthly payment creating instant ROI. We also make sure your roof is ventilated properly to create maximum energy efficiency to also save you money on your energy bills. The value of your home raises which gives more selling power and equity. Is there any other questions you have about ROI?
Feedback:
The response effectively addresses the concern about ROI by breaking down the immediate financial benefits, such as the rebate from the insurance company and energy savings. It provides a clear solution-focused approach and demonstrates value through specific features like the hail-resistant shingles and proper ventilation. However, it could improve in a couple of areas: 1) adding a timeline for when the prospect can expect to see these savings would strengthen the response, and 2) the closing question could be more engaging to encourage further discussion. Overall, the communication is clear and appropriate for the roofing industry, and there's a good attempt at collaboration.
Score: 8
10.
4
/ 10Question:
"I need to present this to my team, but some are concerned about the total costs versus immediate benefits. How can I address that?"
Answer:
I would love the opportunity to present this to your team myself and give them answers to any questions they may have.
Feedback:
While your response shows enthusiasm and a willingness to engage, it lacks a specific strategy for addressing the team's concern about costs versus immediate benefits. It's important to acknowledge their hesitation and provide a solution that highlights the long-term value and potential ROI of your roofing services. Consider offering to provide a detailed cost-benefit analysis or case studies that demonstrate previous successes. This would show that you understand their concerns and are prepared to address them thoughtfully. Overall, your response could benefit from a more solution-focused approach and direct engagement with the specific objection raised.