Roofing
Sales Assessment Results
59
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance is hovering around the mediocre mark, and it shows. With an average score of 5.9, you're not quite hitting the heights you could be reaching. Your strongest techniques seem to be in acknowledging concerns and highlighting value propositions, but there's a clear trend of lacking depth, curiosity, and engagement. You're often missing follow-up questions that could dig deeper into the prospect's needs, and that's a fundamental mistake in sales. It's not just about delivering information; it's about engaging in a dialogue.
You need to hit the books on consultative selling and objection handling techniques. These will help you not only respond to concerns but also explore the prospect's unique situation and build a stronger connection.
Here's your coaching moment: remember, sales is not a one-way street. You need to foster a sense of collaboration and curiosity. Think of each interaction as an opportunity to connect, not just to close. If you can shift from merely responding to genuinely engaging, you'll see your scores—and your success—skyrocket. Get to work!
Question Breakdown
1.
6
/ 10Question:
"I'm concerned that your roofing materials won't provide the long-term durability we need for our projects."
Answer:
The roofing material we use has a lifetime warranty backed by our manufacturer that has been in business for 50 plus years
Feedback:
The response addresses the concern about durability by mentioning the lifetime warranty and the manufacturer's experience. However, it could be improved by elaborating on how the roofing materials perform in real-world conditions, perhaps incorporating some testimonials or case studies to reinforce the durability claim. Additionally, asking a follow-up question to understand the specific durability expectations of the prospect would demonstrate curiosity and active listening. The tone is appropriate, but the response lacks engagement and a collaborative approach. Overall, a solid start, but needs more depth and interaction.
2.
7
/ 10Question:
"Given the current economic climate, how can we justify this investment without seeing an immediate ROI?"
Answer:
That’s a great question. Once the new roof is installed your homes value will increase significantly, plus with a lifetime warranty on the roof that’s transferable if you sell your home the new owners will never have to pay for a new roof again. Does that make sense?
Feedback:
The response effectively acknowledges the prospect's concern by highlighting the long-term value of the investment rather than focusing solely on immediate ROI, which is a good approach in the roofing industry where durability and home value are key selling points. However, it could benefit from a bit more curiosity and discovery by asking follow-up questions to better understand the prospect's financial situation or concerns. Also, while the information about the lifetime warranty is valuable, the response could include a closing technique to prompt a next step or commitment. Overall, it shows potential but lacks depth in engagement and exploration of the prospect's perspective.
3.
5
/ 10Question:
"Can you explain how your roofing solutions integrate with our existing infrastructure?"
Answer:
Absolutely. We are going to remove all the material off your roof and start from scratch to install our roof system which all parts work together to create an impenetrable roof system. You wouldn’t want us weaving in shingles to your old roof system would you?
Feedback:
The response effectively acknowledges the objection by providing a clear explanation of the roofing solution. However, it lacks a consultative tone and fails to engage with the prospect by not asking any follow-up questions or demonstrating curiosity about their existing infrastructure. While the explanation is direct, it could have benefited from a more collaborative approach to build rapport. The assumption that removing all material is the best approach may not resonate with all prospects. Additionally, the phrasing "you wouldn’t want us weaving in shingles to your old roof system, would you?" can come across as slightly confrontational. Overall, the answer is somewhat effective but lacks depth in understanding the customer's needs and how they feel about their current setup.
Score: 5/10.
4.
5
/ 10Question:
"I need to know how you can assure us of consistent quality and reliability in your service delivery."
Answer:
You originally mentioned your neighbor praised us on reliability and communication throughout the entire process. Also you spoke with the project manager that will be updating you throughout the day. If you’d like you can choose 5 previous customers I’ve had and call them to ask about their experience, would you like to call them?
Feedback:
The response addresses the objection by referencing a previous positive comment from the neighbor, which is a good start, but it could benefit from a more structured approach. While offering references is a solid tactic, it lacks a deeper exploration of the prospect's specific concerns about quality and reliability. You could have elaborated on your quality assurance processes or provided specific examples of how you've handled previous projects to ensure consistency. Additionally, asking if they would like to call previous customers is a bit passive; instead, suggest a follow-up meeting to discuss their concerns in detail. This would demonstrate active listening and a collaborative approach. Overall, the response could be more solution-focused and aligned with the prospect's needs.
5.
7
/ 10Question:
"What makes your solution better than other options available, especially considering our budget constraints?"
Answer:
We offer zero percent financing for 5 years. Based on the roof amount and the monthly payment it amount out to no more than a cup of coffee a day. Can you afford less than a $1 a day to ensure your roof is going to protect your investment?
Feedback:
The response effectively addresses the objection by highlighting the zero percent financing option, which is a strong value proposition for budget-conscious customers. The comparison to 'less than a cup of coffee a day' is relatable and simplifies the financial commitment. However, the response could be improved by briefly acknowledging the competitor landscape and emphasizing the unique aspects of your solution beyond just financing, such as quality of materials or warranties. Additionally, it could benefit from an open-ended question to invite further discussion about the prospect's specific needs or concerns, fostering a more collaborative approach. Overall, it's a solid response but lacks a bit in depth and curiosity.
6.
5
/ 10Question:
"How quickly can you mobilize for installation if we decide to move forward today?"
Answer:
Is there a certain date you are wanting to complete this project by or just curious? Typically we are 2 weeks out for scheduling.
Feedback:
The response starts off well by asking a clarifying question, which shows curiosity and an intent to understand the prospect's timeline. However, it lacks a sense of urgency and does not address the objection directly regarding how quickly the company can mobilize. A more effective response would have included a specific acknowledgment of the prospect's urgency and possibly a way to expedite the process if they decide to move forward. Overall, while the communication is clear, it could benefit from a stronger emphasis on the value of acting quickly and perhaps some reassurance of availability.
Consider incorporating a closing technique that emphasizes the benefits of moving forward right away, such as an urgency close.
Score: 5
7.
6
/ 10Question:
"We're currently evaluating multiple vendors; how do I know your team is the best choice for us?"
Answer:
What’s most important in your decision when choosing a vendor?
Feedback:
The response is a good starting point as it opens up a dialogue and shows curiosity about the prospect's priorities. However, it lacks a direct reassurance or differentiation of the salesperson's company from competitors. A better approach could include mentioning unique selling points or success stories while still asking for their criteria to show understanding and engagement. Overall, it could benefit from a more solution-focused approach that addresses the objection directly while also engaging the prospect.
Score: 6
8.
5
/ 10Question:
"I've had poor experiences with roof installations before; how can you guarantee this won't be another failed implementation?"
Answer:
Unfortunately I’ve heard that before that’s why I chose to work with a local company who’s rooted and involved in the community. Our reputation is all we have. Given we are hiring humans to do the work mistakes may happen because people aren’t perfect but if they do we will always make it right with you and ensure your 100% satisfied before we collect final payment. Would you like to go ahead and schedule your project now?
Feedback:
The response addresses the customer's concern about past poor experiences by emphasizing the company's local presence and commitment to the community. However, it could be improved by offering specific examples of how the company has successfully resolved issues in the past, which would enhance credibility and trust. The tone is somewhat dismissive of the customer's feelings, which might not foster a positive rapport. Additionally, the closing question feels a bit premature; it would be more effective to first explore the customer's specific concerns further before asking for a commitment. Overall, the response demonstrates some understanding but lacks depth in exploration and empathy, which are crucial in this context.
9.
6
/ 10Question:
"What level of post-purchase support can we expect from your team if we encounter issues after installation?"
Answer:
We have a 24/7 hotline you can call where we have crews on staff to deploy at all times.
Feedback:
The response effectively addresses the concern by highlighting the availability of a 24/7 hotline, which demonstrates commitment to post-purchase support. However, it could be enhanced by providing more detail about the types of support offered (e.g., response times, follow-up services) to show a more comprehensive understanding of the customer's needs. Additionally, a more collaborative tone could be beneficial, perhaps by inviting the prospect to share specific concerns they may have. Overall, it’s a solid start but lacks depth and engagement.
Score: 6
10.
7
/ 10Question:
"Can you provide references or case studies that prove your expertise in handling projects similar to ours?"
Answer:
Of course. Let’s step outside I did 3 roofs on your street that I can introduce you to the homeowner and you can ask them about their experience with us.
Feedback:
The response effectively addresses the objection by offering direct references from homeowners in the same area, which adds credibility and relatability. However, it could have been clearer and more polished in its communication. Instead of just saying 'let’s step outside,' a more professional approach would be to suggest that the prospect can reach out to those homeowners at their convenience, possibly providing contact information or offering to set up a call. Additionally, mentioning any case studies or a summary of successful projects could enhance the response. Overall, while the proactive approach is commendable, improving clarity and professionalism would strengthen the response further.