Roofing
Sales Assessment Results
62
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's cut to the chase—your average score of 6.2 shows some promise but also reveals quite a few areas that need your attention. You’ve demonstrated a solid grasp of consultative selling, especially in your responses that acknowledge objections and provide information. But let’s be real: clarity and a more solution-focused approach are where you’re falling short. Your responses often get bogged down in details without enough engagement or empathy, which is crucial in sales. You need to sharpen your communication—simplify your language and focus on the prospect’s needs and the value you bring.
The pattern here is clear: while you can address objections and provide information, you’re missing the mark on building rapport and engaging the prospect emotionally. This is particularly evident in your lower scores, where you failed to differentiate your offering and instill confidence in your solutions. It’s like you have the tools but aren’t using them effectively.
To elevate your game, I strongly suggest you dive into the Challenger Sale technique. Learning how to challenge a prospect’s thinking while providing unique insights will push you to engage more deeply. Additionally, fine-tuning your objection handling techniques will help you respond with more empathy and collaboration.
Remember, this is a journey. Your coaching moment? Sales isn’t just about selling; it’s about connecting. Focus on building relationships and showing genuine curiosity about your prospects. When you do that, the sales will follow. Now, let’s get to work on making those improvements.
Question Breakdown
1.
7
/ 10Question:
"I've been doing some research and found more competitive pricing that seems to offer similar quality. Can you explain why your solution is worth the extra investment?"
Answer:
For sure! So we get our pricing on what’s called a cost plus contract. Basically what that means is we figure the cost for us to do the work and add in our profit margins. On our bid we took into account all tv proper installations techniques, code requirements the whole shebang and then we add our profit to the quote, obviously no one works for free. Now with the other bid that seems to offer the same at a lower cost could be due to a few things but most commonly it’s the classic quote low then change order in the middle of the project where you get a call that says “oh we didn’t quote for this, I need $5k more to continue one” now your roof is torn off, you’ve already given a deposit, and you’re forced to give the money or be in a tight spot.
Our bids are guaranteed. Unless the scope changes our estimates stand firm. Our crews are top notch, properly insured, properly kitted to do the work up to snuff, They’re all properly trained, and we stand behind our work for 10 years after the job is completed. If you don’t mind me asking Where did you get the other bid? Have you looked up reviews? Are they properly licensed? Do they have open lawsuits or complaints? All this needs to be considered when picking a contractor. Usually if someone’s cheaper than everyone else there’s a reason and it’s usually not because they’re just really nice guys.
Feedback:
The response does a good job of addressing the objection by explaining the pricing structure and emphasizing the integrity and reliability of your service. You effectively communicate the risks associated with choosing a lower-priced option, which aligns well with the consultative selling approach. However, the explanation can be simplified for clarity; not all prospects may be familiar with terms like "cost plus contract." The questions you posed at the end are effective in encouraging further discussion and demonstrating curiosity about the prospect's situation. Consider tightening your communication to focus on the value and benefits rather than the potential pitfalls of competitors. Overall, it does a solid job of exploring value and engaging the prospect but could improve in clarity and efficiency.
Score: 7/10
2.
6
/ 10Question:
"I'm worried about how this will fit in with our existing roof systems and whether there might be integration issues."
Answer:
That won’t be an issue, tying into the editing rooflines is very common and when done properly won’t leak or cause any issues. Was there anything specific you had questions about? I can show you pictures of how it gets tied in if you like?
Feedback:
The response does address the concern about integration issues by reassuring the prospect that tying into existing rooflines is common and can be done properly to avoid leaks. However, it lacks a more detailed explanation of how potential integration challenges are typically handled, which would demonstrate a deeper understanding of the customer's concerns. The offer to show pictures is a step in the right direction, but it could be enhanced by asking more exploratory questions to better understand the prospect's specific situation and perhaps even sharing examples of past successful integrations. Overall, the communication is clear and maintains a positive tone, but it could benefit from a stronger, solution-focused approach and more engagement with the prospect's specific concerns.
Score: 6/10
3.
6
/ 10Question:
"Currently, we have an ongoing project that requires my full attention and resources; I can't commit right now."
Answer:
I get that, but what we can do is get everything setup and in place so we’re ready to rock and roll when this other project is finished. How far out are you from starting this project? Is there anyway I can help with that?
Feedback:
The response effectively acknowledges the prospect's current commitment, which is a good start. However, it lacks a bit of empathy and could have been more solution-focused by offering specific ways to support the prospect during their busy period. Asking how far out they are from starting is a good inquiry, but it could be enhanced by asking about the implications of delaying the decision or how the new project could align with their current commitments. Overall, the tone is appropriate, but it could benefit from a bit more curiosity and value exploration. A closing technique could also be introduced to gently prompt a next step.
Overall, this response shows promise but needs refinement in engaging the prospect's needs and aligning solutions more directly with their current situation.
4.
8
/ 10Question:
"I've heard mixed reviews about your company's post-purchase support; how can I be sure we'll receive the assistance we need?"
Answer:
We always stand behind our work. While I’m not sure what exactly you heard I can absolutely promise we will stand behind our work long after the completed project doing that is what keeps our clients coming back when they have new projects. We offer a 10 year workmanship warranty but because we’re platinum certified with Owens Corning they offer a 25 year workmanship warranty on top of that. So even if we go out of business next year Owens’s Corning has your back and they’re not going anywhere. What were the specifics of what you heard so I can address them more accurately?
Feedback:
The response addresses the objection effectively by providing reassurance about post-purchase support and backing it up with warranties. The mention of the 10-year workmanship warranty and the 25-year warranty from Owens Corning adds credibility and demonstrates solution-focused thinking. The salesperson also asks for specifics about the mixed reviews, which shows curiosity and a willingness to listen to the customer's concerns. However, the tone could be slightly more empathetic to acknowledge the prospect's feelings about the mixed reviews. Overall, the response is clear and informative, but it could benefit from a more collaborative approach.
In terms of closing technique, there wasn't a direct push toward closing, but the inquiry for specifics opens the door for further conversation. Overall, a solid response with room for slight improvement in tone and collaborative engagement.
5.
6
/ 10Question:
"Before proceeding, I need assurance that this investment will deliver long-term value and ROI given our budget constraints."
Answer:
Absolutely. So with this insurance claim your room is about 25k dollars. The claim was 30k, your deductible was 5k leaving you with the 25k delta. And that’s instant equity. If you were to try and sell your home one of the first things people check is the roof, if it’s spent you can easily negotiate that 30k off the price of the home. And as far as longevity goes these Duration designer shingles from Owens Corning are top notch they’re rated for 130mph winds and class 3 rated for hail. You should get 15-20 years out of the roof unless something catastrophic happens like a tornado, hurricane, etc. look at it this way if I said you could invest 5000 dollars and instantly get 30,000 dollars worth of work…that’s a hell of of deal in my book. So when you look at the cost of your 5k over 15 years you’re looking at a cost to benefit ratio of 6x the initial investment. Those are good numbers. What type of deal gets you an ROI like that?
Feedback:
The response addresses the objection by providing a breakdown of the financial implications of the roofing investment, which effectively communicates the potential ROI. However, it lacks a personal touch and doesn't ask any follow-up questions to further engage the prospect. While the information about the shingles' durability is relevant, it could have been even more effective to explore the prospect's specific concerns regarding budget constraints. The closing technique employed tries to create urgency by highlighting the value, but it misses an opportunity to build rapport or invite further discussion. Overall, the response is informative but could benefit from a more consultative approach and deeper engagement with the prospect.
6.
7
/ 10Question:
"There's a tight deadline on this project, and I'm not sure your timeline aligns with our needs. Can you provide more clarity?"
Answer:
Sure, what’s your deadline date? I can tell you for certain if we can make it happen or not with the only caveat being weather. Usually within 2 weeks of you giving me the go ahead we can get it done, but if you have an exact date in mind when this needs to be completed to align with the other aspects of the build we can absolutely plan for that. What’s going on?
Feedback:
The response effectively addresses the prospect's concern about the tight deadline by asking for specific dates, which is a good start. The mention of weather as a caveat is a realistic acknowledgment of potential delays, but it could have been framed more positively to reassure the prospect. The tone is generally clear and professional, appropriate for the roofing industry. However, the response could further benefit from a solution-focused approach by outlining how the company has managed similar deadlines in the past or offering alternatives if the timeline is too tight. Additionally, there could be more active listening demonstrated by summarizing the prospect's needs before diving into solutions. Overall, the response shows curiosity and a willingness to collaborate, but it falls short in fully exploring value and providing a confident reassurance.
Score: 7
7.
4
/ 10Question:
"Another vendor is offering customization options that better match our unique requirements. How does your offering compare?"
Answer:
We all get our materials from the same providers so whatever it is they offered we can offer as well. But also I apologize for not getting the specifics of what you wanted change beforehand but that’s on me. What are you wanting to change? We have lots of color options, different styles hip and ridge shingles, we can even do slate or clay tiles. Did you have anything specific in mind? Let me grab my laptop real quick and we can put a design together for you real quick, I’ll be right back
Feedback:
The response shows a willingness to engage and offers to collaborate on a solution, which is positive. However, it lacks a strong value proposition and does not directly address the competitor's customization options in a compelling way. Acknowledging the competitor's strengths is good, but the salesperson should have elaborated on how their offerings can still meet the prospect's needs or even exceed them. Asking more open-ended questions about the prospect's specific requirements is a good move, but it could have been integrated more smoothly into a discussion about the unique value their service provides. Overall, while there is a basic level of engagement, the response does not effectively differentiate the offering nor instill confidence in the prospect about choosing this vendor.
Score: 4/10 for lack of clarity and not fully addressing the objection.
8.
5
/ 10Question:
"I need to get buy-in from my stakeholders, and I'm not sure how to present the benefits effectively to them."
Answer:
I can present berthing to them for you! I’ve done board presentation for shareholders before and usually what they look for is ROI, cost benefit ratios, and all that, and cost over time. When is your next scheduled board meeting?
Feedback:
The response shows initiative and a willingness to help, which is great for building rapport. However, it lacks a more consultative approach by not asking questions to better understand the specific concerns of the stakeholder group. The term "berthing" appears to be a typo, which can confuse the prospect and diminish professionalism. It's essential to communicate clearly and focus on the prospect's needs and how to address them. Additionally, while offering to assist with the presentation is proactive, it would be more effective to ask open-ended questions about what specific benefits the stakeholders are interested in, thus engaging in a more collaborative exploration of value. The closing question about the next board meeting is good, but it could have been framed more strategically. Overall, there's a good foundation, but it needs refinement and a touch of clarity.
9.
6
/ 10Question:
"Our decision-making committee is quite complex, and I can't guarantee all approvals will come through in time to move forward with this decision."
Answer:
We can move forward as soon as you’re ready, our estimates are guaranteed for 60 days. Do you think it will take longer than that? Even if it’s outside that we can work something out and Amy changes won’t be drastic. Labor costs don’t fluctuate much and materials only ever change in small incremental amounts so that shouldn’t be an issue. In fact if it’s just small changes I’ll extend that guarantee for an additional time if needed. Whats your your committee usually look for? That way I can heave everything addressed from my end as soon as it’s submitted for approval and hopefully speed up the decision making process
Feedback:
The response acknowledges the complexity of the decision-making process, which is good for active listening. However, it lacks a strong solution-focused approach and could benefit from a bit more empathy towards the prospect's concerns. Instead of just stating that the estimates are guaranteed for 60 days, it would be beneficial to explore the specific concerns the committee might have. Asking what the committee typically looks for is a good question, but it could be preceded by a statement that shows an understanding of their process. This would help build rapport and demonstrate a collaborative approach. Overall, the tone is clear, but a more consultative style would enhance the effectiveness of the response. Closing techniques could also be stronger, perhaps by summarizing the benefits of acting sooner rather than later. The score reflects the potential but also the need for improvement in engagement and empathy.
10.
7
/ 10Question:
"Given the current economic climate, I'm hesitant to make any significant investments without a clear understanding of the potential risks."
Answer:
The potential risks are exponential more and more likely to occur the longer you wait, the leaks you have now could me much worse, leaks left unattended usually cause mold, mold remediation is expensive and time consuming and that’s not even to mention the health concerns; potential production shutdowns for you company…these aren’t care tactics either. These are all very likely problems of waiting to do these repairs. So if you’re worried about the costs in this up and down market we can look at financing the deal with our lender at a low interest rate, that way you only have the monthly payments and not a huge e chunk out all at once. What specifically did you have concerns with?
Feedback:
The response effectively highlights the urgency of addressing the roofing issue by outlining the potential risks associated with delaying repairs. This aligns well with a solution-focused approach and demonstrates an understanding of the value of immediate action. The salesperson successfully communicates the implications of waiting, which is a solid technique in objection handling. Additionally, they offer a financing option, which is a great way to alleviate the prospect's concerns about upfront costs.
However, the tone could be perceived as somewhat aggressive, particularly in terms of emphasizing risks. It might be beneficial to soften the approach by showing more empathy towards the prospect's hesitancy. Asking more open-ended questions about their specific concerns could foster a more collaborative rapport and encourage a two-way dialogue. Overall, the response is strong but could benefit from a bit more curiosity and active listening.
A closing technique could have been introduced to guide the conversation toward a decision or next steps. Overall, this response is effective in addressing the objection but lacks a little finesse in tone and engagement.