Roofing
Sales Assessment Results

"We're not looking to replace our roof right now; it's not a priority for us."

I understand it's not a priority now. A roof is something you wanna address before it becomes a problem or emergency priority.

The response acknowledges the prospect's current perspective, which shows some level of active listening. However, it lacks depth in addressing the concern effectively. While the salesperson points out the importance of proactive maintenance, they miss an opportunity to explore the prospect's specific timeline or potential future concerns about their roof. Additionally, the response does not include a closing technique or ask any follow-up questions to keep the conversation going and build rapport. Overall, it needs more engagement and curiosity to uncover the prospect's needs and build value around the offering.

"Your quote is significantly higher than what we've seen from others."

While our price may be higher than some other quotes our quality of work and materials also exceeds those of other roofers. If we start lowering our price at some point your risk lowering quality workmanship or take the chance of using an inferior product. Our price reflects the quality we put into each job.

This response effectively addresses the concern about price by emphasizing quality, which is crucial in the roofing industry. However, it could be improved by offering more empathy towards the prospect's position and including a question to engage them further, such as asking if they have specific concerns about the other quotes. The tone is appropriate, but it could be slightly warmer to build rapport. Additionally, a stronger closing technique could be used to guide the prospect toward making a decision, such as suggesting a follow-up meeting to discuss their needs or concerns further.

"I need to discuss this with my business partner before making a decision."

I understand that a decision like this does take both partners. I want you both to make an educated decision so i tell you what. Id love to sit down with you and your partner both so they can hear all the same information you have and I can answer any questions the both of you may have so there is a clear line of communication. If you both like what you hear we can sign the contract and get this process started right away.

The response effectively acknowledges the prospect's need to consult with their business partner, which demonstrates active listening and respect for their decision-making process. The salesperson proposes a collaborative meeting, which is a great approach to ensure everyone is on the same page and can ask questions directly. This also shows a solution-focused attitude, as you're offering to facilitate understanding rather than leaving the prospect to relay information alone. However, it could benefit from a bit more curiosity by asking about specific concerns the partner might have, which could further demonstrate engagement. Overall, you’ve communicated clearly and maintained an appropriate tone for the roofing industry. The closing technique is solid, but it could be slightly stronger by suggesting a timeframe for the meeting or following up after their discussion. Good job!

"How do I know your materials are better quality than the competition?"

I would be more than happy to go over the specifics of each product head to head so you can see the difference yourself. I would also like to show you some reviews of ours from previous customers. While I take pride in the quality ofnthe shingles we use i understand that other shingles may be comparable. What puts us apart from the competition is the quality of work. Are there specific qualities you are looking for in the product that I might be able to provide you.

The response effectively addresses the prospect's concern about material quality by offering a comparison and customer reviews, which demonstrates a solution-focused approach. The salesperson maintains a professional tone suitable for the roofing industry and shows curiosity by asking about specific qualities the prospect is looking for. However, the response could improve in clarity, particularly in the phrasing surrounding the comparison of materials, as it may imply that the competitor's products are on par, which could weaken the perceived value of their own offerings. Additionally, while the acknowledgment of competition is good, it could be more assertive in presenting their unique selling proposition. Overall, the response builds rapport and engages the prospect well, but a little more confidence in their product's superiority would enhance the effectiveness.

"We just had a roof inspection, and they said it's in good condition for at least another few years."

If you dont mind me asking, when was this inspection done? We may have had storms since then that could have caused damage. Our inspections are free of charge with no obligation. You never know. I may get up there and find damage that the previous inspector missed. I may get up there and see nothing then you know your roof is in good shape and you have nothing to worry about. 4 eyes are better than 2. I can hop up there real quick take a look around and it won't cost you a thing.

The response attempts to address the objection by asking a follow-up question about the timing of the previous inspection, which is a good start in demonstrating curiosity and discovery. However, it could improve in clarity and tone by being more concise and focused. The phrase '4 eyes are better than 2' is lighthearted but might not resonate with everyone. While the offer of a free inspection is a solid value proposition, it would benefit from a stronger closing technique, perhaps by emphasizing the peace of mind that comes with an additional check. Overall, the message could have more active listening elements to acknowledge the prospect's trust in the previous inspection. Score: 6/10

"Can you guarantee that your work will hold up against severe weather conditions?"

I can guarantee you that I fully believe in this product. So much so that you have a 50 year product warranty and I also provide a 2 year labor warranty. Our product is tested over and over again with quality results. The shingles are class 3 impact rated and wind resistant up to 130 mph. If we ever have 130 mph winds shingles will be the last thing we are worried about. Owens Corning has one of the best warranties on the market because they know they product is of the upmost quality.

The response provides relevant information about warranties and product quality, which is good for addressing the objection. However, it lacks a direct acknowledgment of the concern about severe weather, focusing more on the warranty than on the prospect's specific fear. The tone is informative but could benefit from a more empathetic approach to reassure the prospect. While the value of the product is mentioned, it would be stronger if the salesperson asked a follow-up question to gauge the prospect's specific concerns about severe weather. Overall, the response needs to be more solution-focused and engage the prospect's perspective. Score: 6

"I've heard about some bad experiences from other customers; how can you ensure quality?"

We approach each job we do with quality and safety as our number one concern. Our goal is to do the best job possible the first time everytime. Unfortunately mistakes do happen sometimes. While we do our best to prevent them if a mistake is made we make sure to address it immediately and come up with a plan of action to get it corrected. All while staying in touch with you the customer and keeping you updated as to when the problem will be corrected.

The response effectively addresses the customer's concern about quality by emphasizing the company's commitment to quality and safety. However, it could have been even more effective by providing specific examples or testimonials from previous satisfied customers to reinforce the message. The tone is appropriate for the roofing industry, but it could be more engaging and reassuring. The response lacks a closing technique that invites the prospect to continue the conversation or explore further. There is no inquiry about the specific bad experiences mentioned, which could demonstrate curiosity and active listening. Overall, while the response shows a solution-focused approach, it misses opportunities for deeper engagement and value exploration.

"We're concerned about the disruption this will cause to our daily operations."

First id like to ask do you work from home or commute to work? If you do work from home I will let you know that roofing can be quite noisy on the inside. So i would work with you to try to schedule the work to be done on a day you might be able to leave the house or a day that you are off work. If you commute to work then we will ensure that there is a clear path for your vehicle to be able to come and go as you please. Outside of the noise there shouldn't be any disruption to speak of. Our guys will stay out of your way and get the work done in a timely manner. As soon as the job is done our guys will clean up all the old material as well as any leftover material and get it out of your way that day.

The response does a decent job in addressing the concern about disruption by asking relevant questions about the prospect's work situation. However, it could be improved by acknowledging the concern more directly and offering more specific solutions or guarantees to ease the prospect's worries. The communication is generally clear, but the tone could be a bit more reassuring. While it does touch on the clean-up process, it could further explore how you can minimize noise and disruption specifically. It lacks a strong closing technique, as it doesn't invite further dialogue or questions from the prospect. Overall, the response shows some understanding of the prospect's perspective but could enhance the value exploration and collaborative approach. Score: 6

"Is there a warranty on your roofing solutions, and what does it cover?"

All of the products we use come with a 50 year limited lifetime warranty. ( I would then go into specifics on each warranty like length and percentage of coverage) With our Owens Corning shingles you actually have levels of warranty that you can choose from that extend the amount of coverage for certain time lengths. I also provide you with a two year labor warranty that covers everything we do on your roof

The response does a good job of addressing the concern about warranties by providing specific details about the product warranties and labor coverage. However, it could be improved by engaging the prospect with a question to gauge their specific needs or concerns about warranties. Additionally, a more conversational tone could help in building rapport. Mentioning the two-year labor warranty is a nice touch and adds value, but it would be even better to explain why that warranty matters to the prospect's peace of mind. Overall, it's a solid response but lacks some engagement and curiosity elements.

"We're currently tied into a contract with another roofing company; when would be the earliest we could start?"

If you are under a contract with another company you would first have to find a way to exit that contract. Then once we signed our contract we will put you in our active iob list. If time is a major concern we do have the ability to move things around to accommodate you as best we can.

The response acknowledges the prospect's current contractual obligation, which is a good start, but lacks depth in addressing the objection fully. It would be more effective to explore the possibility of when the contract ends or if there's an option for an early exit. The tone is a bit transactional and could benefit from a warmer, more collaborative approach. Asking questions about their timeline or specific needs would demonstrate active listening and curiosity. Additionally, a closing technique could have been employed to maintain momentum, such as suggesting a follow-up once they explore their contract options. Overall, while there's some effort to engage, it could be much more solution-focused and rapport-building.