Roofing
Sales Assessment Results by Chris Partida
65
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's get real: your average score of 6.5 isn't cutting it. You’ve shown some flashes of brilliance, particularly with solution-focused and relationship-building techniques, especially when you addressed financing options and warranties. That’s golden. However, there's a consistent pattern of missing deeper engagement with your prospects. You’re skimming the surface instead of diving deep into their concerns and emotions. It’s like you’re holding back the good stuff.
To elevate your game, I suggest you focus on mastering consultative selling and objection handling techniques. These will help you dig deeper into client needs and respond more effectively to their concerns, turning potential objections into opportunities for connection.
Here’s your coaching moment: remember that selling isn’t just about presenting solutions; it’s about building relationships. Ask open-ended questions, explore implications, and foster collaboration. Treat every prospect like a partner in the conversation, and you’ll see your scores—and your sales—skyrocket. You’ve got this!
Question Breakdown
1.
4
/ 10Question:
"I'm worried about how this will affect my monthly budget; roofing isn't exactly cheap."
Answer:
I understand your concern about this affecting your budget, however we can actually get your insurance to cover most if not all of the cost for the roof replacement. That way it won’t affect your budget.
Feedback:
The response begins well by acknowledging the prospect's budget concern, which demonstrates active listening. However, it lacks depth in exploring the implications of the budget issue and does not provide a compelling solution beyond suggesting insurance coverage. It's essential to ask additional questions to understand the prospect's overall financial situation and build rapport. Additionally, elaborating on how the insurance process works and any potential hurdles would enhance trust and clarity. Overall, the response could benefit from a more collaborative approach and details to create value for the prospect.
2.
7
/ 10Question:
"What if the roof needs repairs again soon after installation?"
Answer:
If the roof needs repairs again soon after, we back your roof replacement with a 10 year workmanship warranty and lifetime GAF manufacturer warranty.
If for some reason another storm happens, the insurance will be responsible for the repairs.
Feedback:
The response effectively addresses the concern about potential future repairs by highlighting the 10-year workmanship warranty and the lifetime GAF manufacturer warranty. This builds trust and reassures the prospect about the quality and reliability of the service. However, the mention of insurance being responsible for repairs may not fully resonate with the prospect unless further explained. It would be beneficial to ask open-ended questions to explore their concerns further and provide more context on how the warranties work, including any conditions or exceptions. Overall, while the response is strong in terms of providing a solution, it lacks a collaborative element that could help foster a deeper connection with the prospect.
3.
6
/ 10Question:
"I've heard from friends that some contractors don't deliver as promised; how can I trust you?"
Answer:
I understand many contractors have gave contractors in general a bad rap. However we are not just here for our benefit. We prioritize our client experience and do everything in our power to ensure you are satisfied. That is backed by our 100 plus 5 star google reviews and multiple references we can put you in contact with.
Feedback:
The response starts strong by acknowledging the prospect's concern about contractors' reputations, which demonstrates active listening. However, the phrasing "many contractors have gave contractors in general a bad rap" is awkward and could be rephrased for clarity. While mentioning 100+ five-star reviews and references adds credibility, it lacks a deeper exploration of the prospect's specific trust issues and doesn't invite them into a dialogue. A more effective response could include asking open-ended questions to further discuss their worries and provide a personal assurance. Overall, while the response provides some valuable information, it misses an opportunity for a more collaborative and engaging approach.
4.
8
/ 10Question:
"Is there any flexibility in payment terms?"
Answer:
Yes there is, we can send you a link to apply for our financing which has both a term loan option as well as a 12 month no interest rate option. Both of those options include a 90 day first payment deferment, meaning your first payment isn’t due until 90 days after we move forward. What payment terms best fit you?
Feedback:
The response effectively addresses the prospect's question about payment flexibility by clearly outlining the financing options available, including a term loan and a no-interest option. This shows a solution-focused approach and provides value to the prospect. However, while the question at the end invites a response, it could be improved by being more open-ended to explore the prospect's specific needs further. For instance, asking about their concerns regarding payment or what they are looking for in terms of terms would enhance the collaborative nature of the conversation. Overall, it's a solid response, but fostering a deeper dialogue would add more value.
5.
8
/ 10Question:
"I want to make sure this roof will last and not become a hassle down the line."
Answer:
I completely understand that you want a solid product. We use high quality products and that is backed by 10 year workmanship warranty and lifetime GAF Manufacturer warranty. Along side that security you have our commitment to integrity. If for any reason you run into any problems, we will be at your door within 24 hours to make it right. We have a few references we can put you in contact with that can attest to that commitment we make.
Feedback:
The response effectively acknowledges the prospect's desire for a durable roof and reassures them by mentioning the high-quality products used and the robust warranties in place. This demonstrates an understanding of their concern and provides a solid foundation of reliability. However, while the commitment to integrity and quick response time adds to the value proposition, it could be enhanced by exploring the underlying reasons for their worry about durability. Asking open-ended questions about their past experiences with roofing or any specific concerns they may have would foster a more collaborative dialogue. Additionally, the mention of references is a positive touch, but it could be more engaging if you asked if they would like to hear specific success stories related to durability. Overall, it's a strong response but could benefit from a deeper conversational approach.
6.
7
/ 10Question:
"I'm not sure if this is the right time for such a big expense with everything going on in the economy."
Answer:
The economy is definitely a concern and I understand. However we can get your insurance to pay for most if not all of the roof replacement cost. Our biggest priority is making sure you are making the right decision with this new roof. If for any reason you would have to pay this out of pocket, we have financing which has a very flexible term loan option or 12 month same as cash option which charges you 0 interest if paid within those 12 months.
Feedback:
The response acknowledges the prospect's concern about the economy, which is a good start in demonstrating active listening. However, it doesn't fully explore the emotional implications of their hesitation regarding the timing of such a significant expense. While mentioning insurance coverage and financing options provides potential solutions, the response lacks a deeper engagement with the prospect's specific financial fears or considerations. Asking open-ended questions about their thoughts on timing, or any specific concerns they have about the current economic climate would create a more collaborative dialogue. Overall, the response is informative but could benefit from a more empathetic and exploratory approach.
7.
7
/ 10Question:
"Can you explain the long-term savings versus the upfront costs?"
Answer:
The biggest thing to realize here is that you are ALREADY paying for insurance on your home. The amount of money you’ve already paid them since your last roof surpasses the cost for a new roof.
The best thing is that by replacing your roof now, we can hold them accountable to pay for your roof and you’ll qualify for insurance premium discount due to the new roof.
It’s a win win situation.
Feedback:
The response effectively highlights the connection between existing insurance payments and the cost of a new roof, which can resonate with the prospect's concern about long-term savings versus upfront costs. By emphasizing the potential for insurance premium discounts, you create a compelling financial incentive. However, the answer could benefit from a clearer breakdown of the long-term savings and how they compare to the upfront investment. Additionally, asking the prospect about their current insurance plan or any specific concerns they have regarding costs could foster a more collaborative discussion. Overall, while the message conveys value, deepening the explanation and encouraging dialogue would enhance effectiveness.
8.
5
/ 10Question:
"How do I know your materials are better than what other companies offer?"
Answer:
Often times a lot of other companies promote specific products and shingle classes but one thing I will be 100% transparent about is that all of that is just a sales tactic. We 110% stand behind the product we install which is GAF and they back us as well because we are a GAF Certified contractor which is why they are able to offer our clients like yourself a lifetime warranty.
Feedback:
The response begins by attempting to address the prospect's concern about the quality of materials by mentioning the company's transparency and commitment to the product. However, dismissing other companies' promotions as mere sales tactics could come across as defensive and may alienate the prospect. While stating that you are a GAF Certified contractor and can offer a lifetime warranty adds credibility, the response lacks a more detailed comparison of why GAF products are superior and how they specifically meet the prospect's needs. Additionally, this response could benefit from asking the prospect about their priorities when it comes to roofing materials, which would foster a more collaborative dialogue. Overall, while the response includes some valuable points, it could be more effective by balancing assertiveness with curiosity and providing specific comparisons to enhance trust and engagement.
9.
7
/ 10Question:
"I'm concerned about how long the installation will actually take; I can't have my house in chaos for weeks."
Answer:
I definitely understand the concern in the installation time but the good news is that it will only take one day. We will arrive at 6:30 am and be done with the roof replacement by 4-5pm that same day.
Feedback:
The response begins with an acknowledgment of the prospect's concern regarding installation time, which demonstrates active listening. However, while stating that the installation will only take one day provides clarity, it lacks additional context that could further reassure the prospect. For example, discussing the steps involved in the process or how you minimize disruption during installation could enhance their confidence. Additionally, inviting questions about any specific worries they have regarding the installation process would foster a more collaborative conversation. Overall, it effectively addresses the concern but could benefit from a more comprehensive and engaging approach.
10.
6
/ 10Question:
"What happens if I have an issue after the job is done; what kind of support can I expect?"
Answer:
We try our absolute best to eliminate any issues that could come up after the job however this is construction and things do happen sometimes.
Once thing that we pride ourselves in as a company is our commitment to integrity and making sure our clients are our focus.
If for any reason you have a problem after the job we are there to get the problem taken care of and mitigated within 24 hours.
We have a few references we can put you in contact that can back our commitment to integrity.
Feedback:
The response begins by addressing the prospect's concern about post-job issues, which shows active listening. However, while acknowledging that issues can occur is honest, it could have been phrased more positively to reinforce confidence in your workmanship. Emphasizing the commitment to integrity and a quick resolution within 24 hours is a strong point, but it lacks specific details about how support is provided (e.g., warranty details, customer service processes). Additionally, mentioning references adds credibility, but inviting the prospect to discuss their specific concerns would foster a more collaborative dialogue. Overall, enhancing the clarity and positivity of the response while diving deeper into the support process would strengthen the message.