Roofing
Sales Assessment Results
69
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's get real here. Your average score of 6.9 shows that you're hovering around the line but not quite crossing into the realm of excellence. You demonstrate a decent grasp of solution-focused selling and active listening, which is commendable. However, there's a consistent pattern of skimming the surface without diving deeper into the implications of objections and missing opportunities for rapport-building.
Your strongest techniques seem to revolve around addressing concerns and highlighting immediate benefits, but too often, your responses feel transactional rather than consultative. You’ve got the basics down, but it’s time to elevate your game. Focus on incorporating follow-up questions that dig into the prospect's concerns and explore their needs more thoroughly.
I suggest you dive into the Consultative Selling and SPIN Selling techniques. These will help you enhance your ability to understand and address your customers' deeper needs and concerns while also building a stronger rapport.
Remember, sales isn't just about closing; it's about connecting. Next time you engage with a prospect, think of it this way: instead of just addressing their concerns, ask yourself how you can create a conversation that truly resonates with them. Now, get out there and make your sales interactions more than just transactions. You’ve got this!
Question Breakdown
1.
4
/ 10Question:
"I'm worried about how this will fit into my monthly budget with all these upcoming expenses."
Answer:
Do you have a number in mind that works for your budget?
Feedback:
The response directly addresses the prospect's concern about budget by asking for a specific number, which is good for facilitating a more focused conversation. However, it lacks depth in exploring the implications of their budget worry and doesn't provide any value or solutions that might help ease their concerns. There are no indications of active listening or building rapport, and it misses an opportunity to demonstrate empathy or offer alternative financing options. A more holistic approach, perhaps referencing payment plans or the long-term value of the investment, would have strengthened the response. Overall, this approach feels a bit transactional rather than consultative.
2.
6
/ 10Question:
"What if I don't see the immediate benefits after investing in this roofing solution?"
Answer:
That's a great question, you will absolutely see a benefit from this immediately, one it will prevent further damage to the interior of your home to it will provide an immediate boost to the curb appeal
Feedback:
The response does address the objection by highlighting immediate benefits, such as preventing further damage and enhancing curb appeal. However, it lacks depth in exploring the implications of not investing and does not ask follow-up questions to uncover the prospect's specific concerns or situation. The tone is positive, but it could further engage the prospect by discussing long-term advantages or offering a more tailored solution. Overall, it's a decent start, but it could benefit from a more consultative approach and active listening to fully address the prospect’s concerns.
3.
7
/ 10Question:
"I've heard some bad things about roofing companies before; how do I know you're different?"
Answer:
I understand your concerns, there's definitely companies around that do not have your best interest in mind. How has your experience with our company been so far? is there anything specific that has given you cause for concern?
You can see from our online reviews that the vast majority of our customers have had a great experience with us. I can also give you a few references to call and speak with directly
Feedback:
The response effectively addresses the objection by acknowledging the prospect's concerns and inviting them to share their experiences, which is a good demonstration of active listening and curiosity. However, it could be more proactive in differentiating the company and emphasizing what makes it stand out from competitors, rather than just pointing to reviews and references. A closing technique could be included to guide the conversation toward a decision or next step. Overall, it's a solid response but could benefit from stronger value exploration and a clearer differentiation strategy.
In terms of tone, it was appropriate for the roofing industry, maintaining professionalism while being empathetic. Overall, it shows a good understanding of the customer's perspective but lacks a bit in assertiveness and clarity on how the company is different.
4.
7
/ 10Question:
"I've been looking at other options, and they seem to offer more features for less money. Why should I choose you?"
Answer:
That's a great question, this is your home and the final decision is up to you so it really depends what features are important to you. The other quote you showed me offered some upgrades on cosmetic features but that company also had poor reviews around their quality. You told me earlier that quality of work is the most important thing to you and with our properly trained employees and on-site project management you said you feel like we absolutely check that box for you is that fair to say?
Feedback:
The response effectively addresses the objection by acknowledging the prospect's question and emphasizing the importance of quality, which aligns with the prospect's stated priorities. The salesperson also makes a good attempt at clarifying the prospect's needs and reinforcing the value proposition. However, the communication could be clearer and more confident, avoiding phrases like 'it really depends.' Additionally, a closing technique could have been employed, such as asking for a commitment or next steps. Overall, the response shows good active listening and a solution-focused approach, but it lacks a bit in assertiveness and clarity in the closing.
5.
7
/ 10Question:
"This is a big financial decision for me—can you explain how I'll know it's worth the investment in the long run?"
Answer:
That's great question, thank you for bringing that up. You told me earlier that you plan to stay in this home long-term. So not only will a roof replacement increase the curb appeal and cash value of your home but it will also protect your most important investment which is your family. Without a quality roof the condition of your home would deteriorate very rapidly and I'm sure you would agree that is well worth the initial investment to provide safety and security for your home and family for the next 25 plus years
Feedback:
The response does a good job of addressing the objection by emphasizing the long-term benefits of a roof replacement, including increased home value and protection for the family. The salesperson effectively references the prospect's earlier statement about staying long-term, which shows active listening. However, it could be enhanced by incorporating more specific data or examples to demonstrate value, such as potential energy savings or maintenance cost reductions over time. Additionally, offering to discuss financing options or guarantees could alleviate some financial concerns. Overall, the tone is appropriate, but the closing could be stronger by inviting further discussion or questions to keep the conversation flowing.
Score: 7
6.
8
/ 10Question:
"With all the ongoing projects I've got, is this really the right time to change my roof?"
Answer:
I completely understand your concern, this is a large project project, however the Roof isn't extremely poor condition and is actively leaking into your partially remodeled kitchen if we put the roof on hold and complete the kitchen project you're going to end up needing to replace the roof and then replace the kitchen again. The roof is absolutely the priority as it protects all these other projects you're working on. I do understand that a roof can be a large investment fortunately we offer some great financing options and can get this roof started for you with no money down and set you up with a low monthly payment would that work for you?
Feedback:
The response effectively addresses the prospect's concern by highlighting the implications of delaying the roof replacement, particularly focusing on the potential damage to the remodeled kitchen. This aligns well with the Solution Selling approach, as it identifies a pain point (the leaking roof) and suggests a solution that emphasizes urgency. However, there could be a bit more engagement and curiosity by asking questions about the current projects or financial concerns to better tailor the financing options. The closing technique is present, offering financing as a way to move forward, but it could be more engaging by asking a question to encourage dialogue rather than stating 'would that work for you?'. Overall, the communication is clear, but a bit more rapport-building and active listening could enhance the response significantly.
7.
7
/ 10Question:
"I need to be sure that this roofing solution won't require a lot of maintenance down the line—what guarantees can you provide?"
Answer:
That's a great question, do you have any specific maintenance concerns? We do offer a couple solutions for you, for your shingle roof you can purchase a yearly service plan which allows us to clean and inspect your roof annually as well as take care of any small maintenance or repair issues that do arise. Or if you are looking to get away from maintenance entirely I would suggest an upgrade to a metal roof system is that something you'd be interested in?
Feedback:
The response effectively addresses the concern by asking a clarifying question about specific maintenance worries, which shows curiosity and active listening. It also presents two solutions: a yearly service plan and an upgrade to a metal roof, demonstrating a solution-focused approach. However, it could improve by explicitly mentioning any guarantees related to the roofing solutions and elaborating on the benefits of the metal roof option. Overall, the tone is appropriate for the roofing industry, but the closing could be stronger by summarizing the value of the proposed solutions before asking for the next steps.
Score: 7
8.
8
/ 10Question:
"I'm still not convinced this type of roofing is right for my house—can you give me more specific examples of how it's proven effective?"
Answer:
I can absolutely help you with that. You mentioned earlier that your primary concern was storm resistance and longevity when choosing your roof system is that correct? This metal roof product comes with a class 4 impact rating as well as over 200 mph wind rating and a 50-year manufacturer warranty. As you can see this is significantly better than any of the other systems we have looked at. You can also see in these photos multiple projects that we've done close to your location that have survived recent storms with no damage while some of the other neighboring properties have taken significant damage, does that answer your question, do you have any follow-up questions?
Feedback:
This response effectively addresses the prospect's concern by referencing specific features of the roofing product, such as its impact rating, wind resistance, and warranty, which align with the customer's stated priorities. The salesperson also makes a good move by recalling the prospect's previous concerns, showing active listening and personalization. Including local project photos is a strong tactic for demonstrating proof and value. The closing question encourages further dialogue, which is important for maintaining engagement. However, the response could be enhanced by explicitly highlighting the implications of choosing a less effective roofing system, which would further cement the value of the proposed solution. Overall, the tone is appropriate, and the solution-focused approach shines through.
Score: 8
9.
8
/ 10Question:
"I don’t have time to deal with complicated installation processes; can you assure me this will be hassle-free?"
Answer:
That's a great question, I know that you are extremely busy and don't have time to deal with a company that doesn't have all their ducks in a row. You mentioned several concerns earlier such as protecting the exterior of your home, cleaning up at the end of each day so your children can play safely in the yard, and completing this any timely manner rather than letting the project drag out over several days. What I can do for you is schedule one of our larger crews to guarantee that your installation will be completed in one day that way we can be in and out everything will be cleaned up and you can continue with your busy schedule with a minimal interruption does that work for you?
Feedback:
The response effectively addresses the prospect's concern about a complicated installation process by acknowledging their busy schedule and previous worries. The salesperson shows active listening by referencing specific points the prospect raised, which helps build rapport. However, while they offer a solution (scheduling a larger crew for a one-day installation), the closing technique could be stronger. Instead of asking 'does that work for you?' a more assumptive closing like 'Let's get that scheduled for you; when's a good time?' could be more effective. Overall, the communication is clear and appropriately tailored to the roofing industry, demonstrating a solution-focused approach. However, a more direct closing would enhance the effectiveness of the response.
10.
7
/ 10Question:
"What if I need additional support after the installation? How will you be there for me?"
Answer:
Following up and providing a long-term support is a core part of our company, you have my cell number where you can reach me at anytime if an issue arises. We also have a 24-hour call center and a dedicated service team that can be on site within 48 hours of your call so you can rest assured if you need any support we will get that taken care of promptly. If you would like you can reach out to our call center right now and tell them that your previous customer that has an issue with their roof and let me know how satisfied you are with their response. How about we draw up the paperwork and get this scheduled for you
Feedback:
The response effectively addresses the concern about post-installation support by emphasizing the long-term commitment and availability of assistance. The mention of personal contact with the cell number adds a personal touch, fostering a sense of trust and reliability. However, the suggestion to call the center may come off as slightly abrupt and could be softened to maintain rapport. The closing attempt, while direct, lacks a more collaborative approach that could further engage the customer. A better transition into the closing could involve checking for any other concerns before moving forward. Overall, the response is clear and solution-focused but could improve in tone and collaborative engagement.