Solar
Sales Assessment Results by Jonathan Soubannarath
49
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance on this test is not where it needs to be. An average score of 4.9 shows that you're struggling to connect with customers effectively. There’s a glaring need for improvement in how you engage and address their concerns. You’ve demonstrated some understanding of solution-oriented approaches, but your responses often lack depth and specificity, especially when it comes to financial implications and building rapport.
You seem to have a decent grasp on acknowledging customer concerns, but you often miss the mark in offering tangible solutions or inviting further dialogue. This is a consistent pattern throughout your responses. You need to shift your mindset from simply answering questions to actively engaging the prospect in a conversation that fosters trust and collaboration.
Focus on honing your skills in Solution Selling and Consultative Selling. These techniques will help you better identify pain points and tailor your approach to meet specific customer needs, while also enhancing your ability to build long-term relationships.
Here’s your coaching moment: remember that sales is about building connections, not just transactions. When a customer shares a concern, it’s your job to dive deeper, empathize, and provide them with clear, actionable solutions. Engage them with a tone that invites conversation rather than confrontation. You have the potential to elevate your sales game; now it’s time to put in the work.
Question Breakdown
1.
2
/ 10Question:
"I'm worried about how this will affect my monthly budget; can you help me understand the financing options?"
Answer:
Of course I can. Can you grab a pen and paper and let’s break this down for you.
Feedback:
The response is too simplistic and lacks depth. It does not directly address the customer's concern about the impact on their monthly budget. Instead of inviting them to take notes, the salesperson should provide specific information on financing options, such as payment plans, incentives, or long-term savings. This would demonstrate an understanding of the customer's situation and show a solution-focused approach. Overall, the response fails to engage effectively or build rapport with the prospect.
2.
5
/ 10Question:
"With so many solar products out there, how do I know your solution will actually meet my needs?"
Answer:
Here at my company, we take the time to design your system according to your household needs. We have your last 12 months of electricity usage here and here is an updated image of your roof and the system designed to produce the amount of energy you need.
Feedback:
The response does a decent job of addressing the customer's concern by emphasizing a tailored approach to system design based on their specific needs. However, it lacks engagement and does not invite further discussion or questions from the prospect. The salesperson could enhance the response by explaining how they ensure that the proposed solution is the best fit, such as mentioning consultations, testing, or customer feedback. Adding a more collaborative tone and inviting the prospect to share their preferences or concerns could also improve rapport. Overall, while there is some value exploration, the communication could be clearer and more inviting to foster a deeper connection.
3.
6
/ 10Question:
"I have a tight timeline for installation, can you guarantee that everything will be completed on time?"
Answer:
Our timeline in your area is typically within 4-6 weeks. If everything goes smoothly, we should be closer to the 4 weeks range. However, sometimes things can happen with HOA applications and the permitting office that can delay some time, but we will make sure to keep you up to date along the way.
Feedback:
The response effectively addresses the customer's concern by providing a clear timeline for installation and acknowledging potential delays due to external factors. However, it could be improved by offering solutions or strategies for expediting the process, such as prioritizing certain approvals or offering updates at specific intervals. Additionally, the tone could be more reassuring; phrases that emphasize commitment to meeting the timeline or proactive communication would enhance trust. Overall, while informative, the answer lacks a stronger engagement and assurance aspect that could help solidify the customer's confidence in the process.
4.
4
/ 10Question:
"What if the technology changes soon after I purchase? Will I be stuck with outdated equipment?"
Answer:
Solar technology is actually at the most efficient its ever been so there is any new technology that is soon to be released, it doesn’t change how we design the systems which is always according to how much energy you home uses.
Feedback:
The response attempts to address the concern about technology becoming outdated by stating that solar technology is currently very efficient. However, it fails to directly reassure the prospect regarding their specific worry about being left with outdated equipment. It would be more effective to explain how the company ensures that systems remain relevant over time, such as offering upgrades, warranties, or maintenance options. Additionally, the tone could be more engaging by inviting further questions or expressing understanding of the prospect's concerns. Overall, while there is some attempt to address the issue, the response lacks depth and a clear solution-oriented approach.
5.
4
/ 10Question:
"I need to discuss this with my spouse first; can you provide me with concise information to share?"
Answer:
Yeah, that’s totally fine and I’m glad you and your wife have that kind of relationship where you make important decisions together. Let me ask you a question though. When I first arrived at your home and spoke to you about solar for the first five mins, what would your answer have been to getting solar for your home? It would’ve probably been a no right? Yeah, you see, we just spent the last hour going over a lot of details and answered a lot of questions to where you’re finally at a spot where this really makes sense to you. What do you think your wife’s answer would be if you explained everything I just spent the last hour going over with you in less than a minute to her?
Feedback:
The response acknowledges the prospect's need to consult their spouse, which shows some level of understanding and respect for their decision-making process. However, the response quickly shifts to questioning the prospect's initial hesitation without directly addressing their request for concise information to share. A more effective approach would involve providing clear, summarized points that the prospect could easily communicate to their spouse. This demonstrates responsiveness and a solution-oriented mindset. Additionally, the tone could be more supportive and less confrontational, as it could come across as dismissive of the prospect's concerns. Overall, while there is some engagement, the lack of a direct solution and the confrontational questioning detracts from the overall effectiveness of the response.
6.
5
/ 10Question:
"I'm not sure if I can trust another company after my last experience; how do you ensure customer satisfaction?"
Answer:
You can look us up online, check out our reviews and previous installations. There’s a reason why I always tell my clients that who you choose to do business with is just as important as the company you select to go with.
Feedback:
The response partially addresses the prospect's concern about trust by suggesting they check online reviews and previous installations, which is a good start. However, it lacks a more proactive approach in detailing specific steps the company takes to ensure customer satisfaction, such as customer service policies, satisfaction guarantees, or follow-up processes post-installation. Additionally, the tone could be enhanced by expressing empathy towards the prospect's previous negative experience, which would help build rapport. Overall, the response could be more robust and focused on demonstrating accountability and a commitment to quality service.
7.
6
/ 10Question:
"Are there any hidden costs I should be aware of, like maintenance after installation?"
Answer:
None at all. As I said, we’ll handle all of the upfront costs to get the system on your roof and that’s including all the permitting fees, materials and labor, etc. As for maintenance after installation, we’ll help you monitor the system and will reach out to you or you can reach out to us if you notice any issues with your system. I would recommend after a few years that you clean the panels to wipe off some of the dirt and grime that builds up. You see my car out there, I haven’t washed it in over a year but it still looks fairly clean right? Rub your finger across it and you’ll see how much dust has built up on it. Same thing with the panels over time.
Feedback:
The response addresses the concern about hidden costs by stating that all upfront costs will be covered, which is a good way to build trust. However, it could be enhanced by explicitly mentioning any potential ongoing costs, such as periodic maintenance or cleaning services, to provide a more transparent view. The analogy used about the car could be effective, but it may come off as dismissive of the prospect's concern; a more direct acknowledgment of their worries would strengthen rapport. Additionally, the tone could be more reassuring, emphasizing the company's commitment to customer support and service after installation. Overall, while the response provides some useful information, it lacks thoroughness and could be more engaging.
8.
6
/ 10Question:
"I’m hesitant because I’ve heard mixed reviews about the solar market lately; how can I be sure this is a smart investment?"
Answer:
Let me ask you, how long do you plan to pay for electricity? You’ve noticed the rates have been going up year after year right? In fact, the grid in your area seems to go down frequently as you said so the electricity market is just as uncertain with so many people moving into the state and more energy is being demanded. What solar can do for you is you can produce X amount of electricity at a fixed rate so no matter how much the price of electricity goes up, you can take comfort in knowing you’ll be producing most of your own at a lower fixed cost.
Feedback:
The response effectively starts a conversation by asking about the prospect's experience with rising electricity rates, which engages them in discussing their concerns. However, it lacks direct acknowledgment of the prospect's hesitation due to mixed reviews about the solar market. To strengthen the response, it would be beneficial to address their specific concerns by providing data or testimonials that highlight successful installations and satisfied customers. Additionally, offering to discuss warranties, guarantees, or performance metrics could further reassure the prospect about the investment. Overall, while the response does frame solar as a stable alternative to rising electricity costs, it could better address the underlying anxiety reflected in the objection.
9.
5
/ 10Question:
"What if I change my mind or need to move in a few years? How does that impact my solar investment?"
Answer:
The goal of solar is to reduce your monthly expenses in order to better take control of your household budget. Just look at people who buy electric cars in order to save a few dollars a week in gas, but when they go to resell their car a couple years later, they actually lose more than they gain. With solar though, electricity prices are going to continue to rise year after year along with the cost of solar. Your home having a solar system already here can actually bring more value to your home to someone who’s in the market for an energy efficient home.
Feedback:
The response addresses the prospect's concern about changing circumstances and the potential impact on their solar investment by framing solar as a cost-saving measure that can increase property value. However, it does not directly answer the prospect's question regarding what happens if they move or change their mind. It would be more effective to provide specific options available to them, such as transferability of warranties, potential for system removal, or how the investment can be recouped through resale. Additionally, the analogy with electric cars might not fully resonate as it lacks a clear connection to the solar investment context. A more detailed and direct response would better reassure the prospect about their concerns regarding flexibility and value. Overall, while there is some value exploration, the response could be more solution-focused and directly aligned with the prospect's worries.
10.
6
/ 10Question:
"Can you explain how your solution aligns with my priorities for affordability and ease of use?"
Answer:
As I said, we handle all the upfront costs of going solar and you’ll just be responsible for the monthly payments on it. Your system is designed to save you money from day one so it’s not going to increase your current monthly expenses and over time, will save you more and more money. It’s very hands off and there’s nothing you’ll need to do on your end to maintain the solar day after day.
Feedback:
The response addresses affordability by stating that the company handles upfront costs and that the system is designed to save money from day one. This is a good start; however, it could be further strengthened by providing specific examples or data that illustrate potential savings over time. Additionally, while the mention of a hands-off approach emphasizes ease of use, the response lacks a more engaging tone and fails to invite the prospect to ask further questions or express additional concerns. A collaborative approach that emphasizes understanding the customer's specific financial situation would enhance rapport and ensure the solution aligns closely with their priorities. Overall, there's a solid foundation, but more depth and personalization would improve the effectiveness of the response.