Roofing
Sales Assessment Results
64
Developing Closer
10 questions
Maximum score: 100
Completed in
Let’s get real here. Your average score of 6.4 is decent but not quite where you want to be. You’ve shown some good understanding of the sales techniques, especially in addressing customer concerns and highlighting value, but there’s a noticeable lack of depth and engagement in your responses. You’ve got potential—no doubt about that—but you’re leaving opportunities on the table.
Your strongest techniques seem to revolve around value selling and solution-focused selling. You’ve nailed the basics of acknowledging objections and offering reassurance about product quality and longevity. However, you often fall short of creating a deeper dialogue with prospects. Too many of your responses are unclear and lack the structure needed to convey your points effectively. This is where you need to sharpen your skills.
You consistently miss the mark on closing techniques and active listening. It’s great that you’re addressing concerns, but you really need to dive deeper into what those concerns are. Asking more probing questions will not only show that you care but also invite the prospect to engage more fully. Consider practicing the SPIN selling technique to help you structure your conversations better and uncover the real needs of your prospects.
Remember, sales is about connection. Take this coaching moment to heart: every interaction is an opportunity to tell a story, to build rapport, and to guide your prospect toward their best decision. Start weaving in more personalized touches and use your responses to engage prospects in a meaningful way. You’ve got this, now go out and turn those scores into something exceptional!
Question Breakdown
1.
5
/ 10Question:
"I appreciate your interest, but how can I be sure your roofing materials will truly stand the test of time compared to others?"
Answer:
Warranty says the most, you can also go over the reviews other customers have had regarding the material
Feedback:
The response mentions warranties and customer reviews, which are relevant points to address the objection. However, it lacks depth and doesn't fully engage with the prospect's concerns. It could benefit from asking questions to uncover specifics about what durability means to the prospect or which materials they are currently considering. Also, a more personalized touch or a story about a successful installation could enhance credibility. Overall, while the response touches on important aspects, it misses the opportunity for a solution-focused and engaging dialogue.
2.
6
/ 10Question:
"Can you explain why your prices are higher than my current vendor's?"
Answer:
Primarily it's the superior quality of my product and service I only use premium materials and prioritize the customers need. While my price may seem higher in the end due to the reliability it will save you money in the long run
Feedback:
The response effectively touches on the superior quality of the product and service, which addresses the concern about pricing. However, it lacks specific examples or comparisons to illustrate how the premium materials lead to cost savings over time. The communication is clear but could benefit from a more engaging tone. Additionally, it would be better to incorporate a closing technique, such as asking if they would be interested in a detailed breakdown of the cost benefits. Overall, there's room for improvement in value exploration and active listening, as it doesn't invite further discussion or questions from the prospect.
Score: 6
3.
6
/ 10Question:
"I need some time to think about this; how will I know if I’m making the right choice?"
Answer:
I would tell them I completely understand and that making the right choices important I was be sure you want to be confident in your decision I would explain to them how long we've been in business and how many people we have helped just like himself. I would ask what specific concerns they may have that I could possibly clarify and help them to feel more confident
Feedback:
The response shows a good understanding of the importance of addressing the prospect's need for confidence in their decision-making. Acknowledging the need for time is critical in building trust. However, the communication is somewhat unclear, particularly in the phrasing, which could be more concise and structured. It's good that you plan to share your business's longevity and customer success, as this provides social proof. However, you missed an opportunity to explore the implications of their decision and how it aligns with their needs. Utilizing a closing technique like an assumptive close or urgency close could also have been beneficial here. Asking specific questions about their concerns is excellent for discovery and active listening. Overall, the intent is there, but clarity and a stronger closing strategy would improve the effectiveness of the response.
4.
7
/ 10Question:
"Given the current economic climate, do you really think this investment will pay off?"
Answer:
I would tell them I completely understand your concern especially in today's economic climate however investing in the new roof is not just about Aesthetics it's a long-term decision that enhances your home's value reduces energy cost and protects your property from costly damage in the future for instance a modern energy efficient roof can significantly lower your utility bills which will add up over time Plus in many cases a high quality roof will increase the resale value of your home which is your return for investment to make it easier I offer flexible financing to ensure the investment will fit your budget would you like to go over some of these options is what I would say
Feedback:
Your response effectively acknowledges the objection, which is a great start. You emphasize the long-term benefits of investing in a new roof, incorporating aspects of value selling and solution-focused selling by highlighting energy savings and increased property value. However, the communication could be clearer; consider breaking down your points into shorter sentences for better readability. You mention flexible financing, which is excellent for addressing budget concerns, but you could strengthen your closing technique by explicitly asking if the prospect would like to proceed with a specific financing plan or schedule a consultation to discuss further. Overall, you did well in demonstrating value and understanding the prospect's concerns, but there's room for improvement in clarity and direct engagement.
Score: 7/10
5.
7
/ 10Question:
"How do I know your company will still be around to support me in a few years?"
Answer:
I would tell them I completely understand their concern and that choosing the right company is just as important as choosing the right roof I would let them know our company has been in business for over 25 years and we built our reputation by delivering quality work and standing by our commitments we are proud of our strong record of customer satisfaction which you can see in the reviews and testimonials of other customers. Additionally I'll provide a comprehensive warranty that ensures that they're covered for years to come financially stable to honor those commitments we're not just here for the installation we're here for the lifetime of the roof offer to share some references from the past customers and provide more details about the warranty I would try and emphasize my company's stability reliability and customer focused approach and directly address their concern
Feedback:
Your response addresses the objection well by highlighting the company's longevity and commitment to quality, which is crucial in the roofing industry. However, while you mention the warranty and customer satisfaction, you could enhance your response by asking a follow-up question to engage the prospect further and show that you value their concerns deeply. For instance, asking if they have specific worries about the future support or what assurances they need could foster a collaborative dialogue. Overall, your tone is appropriate, and you demonstrated a solution-focused approach, but deeper engagement could improve your response.
Score: 7
6.
6
/ 10Question:
"I have other projects lined up; how can we prioritize this roofing decision effectively?"
Answer:
I would tell them that it's awesome that they have other projects lined up and great that they are planning ahead but I would suggest to them that the roof is probably one of the most critical parts of their home and delaying necessary work might lead to bigger issues like leaks or structural damage which would be more costs later suggest to them to work together to ensure the project fits into the schedule and budget asking them what were their other projects would be key offering financing options or timelines to help balance the priorities and asking them what would help from me to make the decision easier I'd like to provide a solution-oriented approach and see the schedule for these other possible projects
Feedback:
Your response does a good job of acknowledging the prospect's current situation, which is a great start. However, it lacks clarity and structure. Instead of a concise explanation, it feels a bit rambling, making it hard to follow your train of thought. You effectively highlight the implications of delaying the roofing project, which aligns well with the Solution Selling approach. Asking about their other projects and offering financing options shows curiosity and a collaborative approach, but the delivery could be more organized. Overall, while you touch on important points, the lack of clarity and a stronger closing technique diminishes the impact. Consider structuring your responses more clearly to improve communication effectiveness and engagement.
Score: 6/10. Keep refining your approach and focus on clear communication!
7.
7
/ 10Question:
"What if the installation process disrupts my daily operations?"
Answer:
I would tell them that I take we take measures in order to keep this worksite organized safe and that would help them to continue their daily activities as smoothly as possible I would let them know I understand how important it is to minimize any disruptions to their daily operations and explained that my team is experienced in working efficiently with minimal impact on daily routines I'd work with him in order to create a detailed schedule that aligns with his needs and ensure clear communication throughout the process then I would ask if there was a specific time frame or concern that he'd like to address while planning this project
Feedback:
Your response effectively acknowledges the concern about disruption and emphasizes your commitment to minimize it. You clearly communicate the importance of organization and safety, which is crucial in the roofing industry. However, the structure of your response could be improved for clarity and flow. Instead of starting with a vague statement, directly addressing the objection with a more confident tone could enhance your message. Additionally, while you mention asking for a specific time frame, it would be beneficial to include more open-ended questions to explore their needs further, fostering a collaborative approach. Overall, this response demonstrates a good understanding of the customer's perspective but could be more concise and structured for better impact.
8.
5
/ 10Question:
"I've heard mixed reviews about your company's reliability; can you address that?"
Answer:
I would explain to them that I know how important it is to feel confident in their decisions we take our feedback very seriously and continuously strive to improve our service while there may be mixed reviews most of our customers have been extremely satisfied with their results and the care that we put into our work. I would offer to share references and examples of recent projects that we've completed successfully so that they could see the quality of our work first hand explain that they're satisfactions are top priority and we are committed to exceeding expectations ask them if there was anything specific with as far as concerns they might have and validate their concerns but steer the conversation towards the company's strength and dedication and satisfaction of customer
Feedback:
Your response touches on some key points, such as addressing the customer's concerns and offering references, which is great for building trust. However, it lacks clarity and structure, making it hard to follow. You should have started by acknowledging the mixed reviews directly and empathizing with the prospect's feelings. Then, a more structured approach, like using the SPIN technique, could have helped guide the conversation effectively. For instance, ask specific situation questions to understand their concerns better before presenting the solution. Additionally, a stronger closing technique could help push the conversation towards action. Overall, while you showed a willingness to address the concern, the delivery needs improvement.
9.
8
/ 10Question:
"I'm concerned about the environmental impact of your roofing materials; how do they compare?"
Answer:
I would state I'm glad you brought that up environmental impact is very important consideration we offer a variety of roofing materials that are designed with sustainability in mind for example some of our options are made from recycled materials or are fully recyclable at the end of their lifespan we can recommend energy efficient Roofing solutions that help reduce your carbon footprint by improving insulation and lowering energy consumption I'd be happy to walk with you through the specific materials we offer and how they compare in terms of environmental impact would you like to explore those options further
Feedback:
The response effectively addresses the concern about environmental impact by highlighting the sustainability of the roofing materials and offering specific examples like recycled materials and energy-efficient options. The tone is informative and respectful, appropriate for a roofing industry prospect. Additionally, the offer to walk through specific materials shows a solution-focused approach and demonstrates curiosity about the prospect's needs. However, it could improve by incorporating a closing technique to prompt action, such as suggesting a meeting or a follow-up call. Overall, this response shows good active listening and value exploration but could be enhanced with a more assertive closing.
Score: 8
10.
7
/ 10Question:
"What if I find a better deal elsewhere after we start?"
Answer:
I would say I understand that getting the best value is important to you we're confident in the quality of our work the durability of our materials and the fairness of our pricing once we start the project, you'll see first hand the attention to detail and professionalism we bring to ensure the best results we provide transparent pricing and focus on long-term value rather than just short-term cost if you have specific concerns or competing offers I'd be happy to discuss them before moving forward to ensure you feel completely confident in your decision.
Feedback:
The response effectively addresses the customer's concern about finding a better deal by emphasizing the quality of work and materials, as well as the focus on long-term value. The tone is appropriate for the roofing industry, conveying professionalism and assurance. However, it could benefit from a more proactive approach by asking questions to uncover the customer's specific concerns or competing offers, which would demonstrate active listening and curiosity. A closing technique could also be introduced, such as suggesting a follow-up conversation to discuss their options more clearly. Overall, the response is solid but has room for improvement in exploring the customer's needs further and pushing for a decision.
Score: 7