Bathroom remodel
Sales Assessment Results
62
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance is currently sitting in the mediocre zone, with an average score of 6.2. You’ve shown some potential, especially in active listening and empathy, which are critical in building rapport. However, there’s a consistent pattern of vagueness in your responses. You often acknowledge concerns but fall short when it comes to providing specific data, examples, or solutions that truly resonate with prospects. This is costing you credibility and effectiveness.
You need to focus on deepening your responses. Techniques like Solution Selling and Value Selling would serve you well. Dive into specific case studies or metrics that demonstrate ROI and success. Remember, prospects want to see evidence, not just hear nice words.
Here’s your coaching moment: don’t just listen—engage. Ask deeper follow-up questions that invite prospects to share more about their needs, and be ready to back your claims with solid examples. Move beyond the surface and offer real insight and solutions. That’s how you’ll elevate your game and start closing more deals.
Question Breakdown
1.
3
/ 10Question:
"I'm concerned about whether this remodel will really increase the value of our property in the long run."
Answer:
That is a valid concern but rest assured you will increase your properties value and desirability. Kitchens and bathrooms sell houses, they’re are also one of the few investments into your home that you will get a solid roi without increasing your property taxes in the meantime.
Feedback:
The response acknowledges the prospect's concern, which is a good start, but it lacks depth and does not provide specific data or examples to support the claim about ROI. Additionally, it misses the opportunity to ask follow-up questions to further explore the prospect's needs or to build rapport. To improve, consider discussing specific trends in the local real estate market or providing case studies of past successes to reinforce credibility. Overall, the response feels somewhat generic and could benefit from a more tailored approach.
2.
5
/ 10Question:
"How can I justify the ROI on this project when we have other pressing priorities right now?"
Answer:
At this moment what are the priorities making you hesitant to move forward with the bathroom project? Maybe we can help solve some of those problems for you as well
Feedback:
The response demonstrates good active listening by asking about the prospect's priorities, which can help uncover underlying concerns and build rapport. However, it falls short in addressing the specific concern about justifying ROI. A more effective approach would include providing examples of ROI from past projects, discussing how the remodel can align with their current priorities, or suggesting practical solutions that could ease their decision-making. Overall, while the inquiry is valuable, the lack of direct engagement with the ROI question limits the effectiveness of the response.
3.
5
/ 10Question:
"What measures do you have in place to ensure compliance with our local regulations during the remodel?"
Answer:
What measures are you looking for? Our company is licensed bonded and insured. Part of out licensing process requires us to pass a test on all local laws, codes and ordinance
Feedback:
The response acknowledges the prospect's question about compliance, which is a positive aspect. However, it could be more effective if it provided specific examples of the measures your company has in place beyond just stating that you are licensed and insured. Detailing how your team stays updated on local regulations or mentioning any partnerships with local authorities for compliance checks would enhance credibility. Additionally, asking what specific measures the prospect is looking for is a good way to engage, but it could be framed more collaboratively, such as offering to discuss compliance in more detail based on their needs. Overall, this response feels a bit vague and could benefit from more clarity and depth.
4.
5
/ 10Question:
"I'm not sure if we can allocate budget to this project this fiscal year given our current expenditures."
Answer:
Completely understand, times are tough for everyone right now and sometimes a luxury item like a custom bathroom just doesn’t make sense. If we could get you low interest financing on this project would that change anything for you?
Feedback:
The response acknowledges the prospect's concern about budget constraints, which is a good start. However, it could be improved by providing a stronger rationale for why this investment is worthwhile, even in tight financial circumstances. Additionally, the suggestion of low-interest financing is a positive step, but it would be more effective to elaborate on how this financing would work and potentially highlight any cost-saving benefits of the remodel. Also, exploring other budget-friendly options or phased approaches could demonstrate a commitment to working within the prospect's financial limits. Overall, the response lacks depth in addressing the financial concern and could benefit from a more solution-focused approach.
5.
6
/ 10Question:
"How will you ensure that the remodel timeline aligns with our operational schedule to avoid disruptions?"
Answer:
This is a major pain point for a lot of our clients, especially in your situation. Before we begin work we like to layout our game plan and timeline and find a way to always work around our clients schedules, the last thing we want is to interrupt your operations while we complete your project. What are your biggest concerns when it comes to our operations intermingling with yours?
Feedback:
The response effectively acknowledges the prospect's concern regarding potential disruptions during the remodel, which helps build rapport. By recognizing it as a common issue for clients, you demonstrate empathy and understanding. However, the response could be strengthened by providing specific examples of how you have successfully managed timelines in past projects, perhaps mentioning any strategies or tools used to coordinate schedules effectively. While the inquiry about the prospect's specific concerns is valuable, it would also be beneficial to suggest a consultation or follow-up meeting to discuss this in further detail. Overall, this response is on the right track but could benefit from more concrete assurances and examples to enhance credibility.
6.
6
/ 10Question:
"Can you provide evidence of your past success with similar projects to alleviate our concerns about your expertise?"
Answer:
Absolutely,what are your biggest concern? We have our client list who have agreed to allow site visits to see our work first hand, you can go to our fb page and see work we’ve completed along with client reviews and testimonials. We also have a list of clients contact info who are willing to answer any questions you may have
Feedback:
The response begins well by expressing a willingness to address the prospect's concerns, which demonstrates a collaborative approach. However, it could be enhanced by directly addressing the request for evidence of past success rather than asking for the prospect's concerns first. Providing specific examples of successful projects with measurable outcomes or testimonials from satisfied clients would strengthen your credibility. Mentioning the Facebook page is a good start, but consider highlighting particular projects that showcase your expertise in similar remodels. Overall, while you show readiness to engage, the response lacks depth in providing concrete evidence of your success.
7.
7
/ 10Question:
"What if the updates you provide end up being incompatible with our existing systems down the line?"
Answer:
We are meticulous about staying current with the latest systems and technologies. For example, we use delta and kohler plumbing fixtures which both have been leaders in the field for decades, and also use proprietary systems that insure their serviceability and updates for decades past and decades to come. Are there any specific projects down that pipeline that your concerned about that we could insure we future for while we’re here during this project?
Feedback:
The response effectively addresses the prospect's concern about compatibility by emphasizing your company's commitment to using reputable brands and current technologies. Mentioning Delta and Kohler as leaders in the plumbing fixture industry adds credibility. However, the response could be strengthened by providing specific examples or scenarios where past projects have successfully avoided compatibility issues, which would enhance trust. Additionally, the question about specific projects is a good move towards collaboration, but it could be framed more clearly to ensure the prospect understands you're eager to address their specific needs. Overall, this response shows improvement in handling objections but still needs more concrete evidence and clarity in the inquiry.
8.
8
/ 10Question:
"I'm worried that changing our bathroom layout will lead to resistance from employees who are accustomed to the current setup."
Answer:
We definitely don’t want to disrupt the work flow here, have you discussed possible changes with your team? When we changed the layout of classic body works shower room the employees and members filled out a survey of what the loved and what they hated about the shower room and we used that survey to finalize the design, is that something you’d be interested in doing? We want to make sure this project is a win win for everyone.
Feedback:
The response effectively acknowledges the prospect's concern about employee resistance to changes in the bathroom layout, which demonstrates empathy and understanding. Asking if they've discussed possible changes with their team shows curiosity and encourages collaboration. Additionally, sharing a past example where employee feedback was gathered through surveys adds credibility and demonstrates a solution-focused approach. However, the response could be improved by elaborating on how involving employees in the decision-making process can alleviate resistance further and perhaps suggesting a structured way to gather that feedback. Overall, this response is solid but could benefit from a bit more persuasive depth and clarity on the process of collaboration.
9.
9
/ 10Question:
"Is there a possibility of customization that takes our specific needs and aesthetic preferences into account?"
Answer:
Absolutely, some clients just want a one size fits all bathroom installed but custom is what gets us fired up! The last thing we want is to give you a product you don’t enjoy every morning. Part of pre project prep includes going over what you love and what you hate about your current bathroom and making sure we incorporate the good and eliminate the bad. Last year we did a custom walk in shower and the wife said she had an excessive amount of “product” so we measured all of her product bottles and insured enough shelve space and niches to accommodate and even leave room for the husbands bar of soap and razor. In the same shower she said she hated how dark it was that she struggled to shave her legs so we installed extra lighting and a shave shelf for her. We want this to be your dream come true bathroom
Feedback:
The response effectively addresses the prospect's inquiry about customization, emphasizing your passion for creating tailored solutions. It highlights your commitment to understanding client needs and preferences, which is essential in the bathroom remodel industry. The example provided about the custom walk-in shower illustrates your ability to cater to specific requirements, showcasing not only your expertise but also your attention to detail. However, the response could be improved by summarizing the customization process more clearly and possibly mentioning a consultation or design session to engage the prospect further. Overall, this response is strong in showcasing your value proposition but could benefit from a slightly more structured approach to enhance clarity.
10.
8
/ 10Question:
"How do you plan to support us post-purchase to ensure the remodel meets our expectations and remains functional?"
Answer:
What sets us apart from most is our post project attentiveness, we do our best to do the job right the first time but every once in a while things malfunction. We stand by our work 110%, if there are any issues what so ever they will be adressed and corrected at no cost to you, for life. Our client testimonials are a good place to reference and relieve some of your concern here. There is one in particular from Josh Alvarez in Winfield, we did a complete remodel for him in 2020, in 2022 he had water pressure issues with his shower head, we were there the next day after receiving his call, replaced the mixer valve and had him back in business asap, of course at zero cost to him.
Feedback:
The response effectively emphasizes your commitment to post-project support, which is crucial in building trust with the client. By stating that you address issues at no cost for life, you outline a strong value proposition that sets you apart from competitors. The reference to a specific client testimonial adds credibility and illustrates your responsiveness to issues. However, you could enhance the answer by outlining any proactive measures you take post-project, such as follow-up visits or check-ins, to ensure ongoing satisfaction. Additionally, suggesting a structured follow-up process would reassure the prospect of your commitment.
Overall, this response is solid in addressing the objection but could benefit from expanding on your post-project support strategies.