Roofing sales
Sales Assessment Results by Patryk Baliczek
54
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance is underwhelming, sitting at an average score of 5.4. You've shown some understanding of the sales process, but it's clear there are significant gaps in your approach. You're decent at identifying basic customer concerns, but you often miss the mark with depth and specificity. You need to dig deeper into your prospects' pain points and provide more tailored solutions. Instead of just acknowledging their concerns, you should be offering detailed reassurance and evidence that your solutions work. For instance, when discussing budget, you could benefit from proposing specific flexible payment options instead of generic statements.
One consistent pattern I see is a lack of empathy and connection in your responses. Your answers sometimes come off as dismissive, which is a surefire way to lose trust. You need to engage your prospects more collaboratively—ask questions that encourage dialogue rather than just pushing your agenda. Consider studying the SPIN Selling technique, which will help you better understand your customers' situations and implications of their issues. Additionally, practicing the Consultative Selling approach will help you build stronger, more trusting relationships.
Here’s your coaching moment: remember that sales is about people. When you acknowledge a prospect's concern, follow it up with empathy and actionable solutions. Show them that you’re not just selling a roof; you’re providing peace of mind and security. Get out there and start connecting!
Question Breakdown
1.
3
/ 10Question:
"I'm worried about how this roofing solution will fit into my budget with monthly payments."
Answer:
I totally understand, we can optimize the monthly payments to what fits your budget.
Feedback:
Your response shows some understanding of the prospect's concern about budget, which is a good start. However, it lacks depth and specificity. You should explore their current budget constraints and ask additional questions to uncover more about their financial situation. Instead of just proposing to 'optimize monthly payments,' offer specific solutions or examples of flexible payment options that could ease their worries. This will demonstrate a more solution-focused approach and strengthen your connection with the prospect.
2.
5
/ 10Question:
"What if I change my mind after the installation?"
Answer:
That’s totally fine, after it’s done, you’ll have time to think if you regret it or not, but you will be protected against leaks during that time. If you don’t mind me asking, what specifically would change your mind after the installation.
Feedback:
Your response acknowledges the prospect's concern about second-guessing their decision, which is a good start. However, it could benefit from a more reassuring tone and specific solutions to mitigate their worries. Instead of merely stating they can think about it later, emphasize how your roofing solution addresses their long-term satisfaction and stability. Additionally, your follow-up question shows curiosity, but consider broadening it to understand their specific concerns or hesitations about the roof, as this could lead to a more engaged conversation. Overall, while you show some active listening, further exploration of their feelings and reassurance would strengthen your response.
3.
6
/ 10Question:
"How will this roofing option hold up against our harsh weather conditions?"
Answer:
This roofing option will ensure that your roof does not leak in harsh storms. So when you get hail, or a heavy rain storm, you can rest assured that your roof can handle these kinds of conditions and will keep the inside of your house dry and safe.
Feedback:
Your response provides a clear benefit regarding the roofing option's ability to withstand harsh weather, which is a good start. However, to strengthen your answer, consider elaborating on specific features of the roofing material that enhance its durability, such as its resistance to hail or high winds. Additionally, it could be beneficial to include any warranty or certification that backs your claims, as this builds trust with the prospect. Overall, while you acknowledge their concern, a more detailed and proof-backed response would enhance your effectiveness in addressing this objection.
4.
7
/ 10Question:
"I'm not sure if the benefits of this roof justify the upfront cost."
Answer:
I understand your line of thinking. What if I told you that you are getting tens of thousands of dollars of work done to keep your house protected against storms for only a fraction deductible. The shingles we offer are able to withstand heavy inch long hailstorms for years to come as well as having a wind rating of up to 130 mph. So you are protecting your house for a small fraction of the cost of the entire roof. What’s even better about this is that you can finance this deductible according to your budget. On the topic of budgets, what is your monthly budget looking like so that we can figure this out together and get your house secured.
Feedback:
Your response effectively addresses the prospect's concern by highlighting the value and protection the roof provides against storms and severe weather, which is compelling. You do a good job of framing the upfront cost as a fraction of the overall value, which can help justify the investment. Additionally, mentioning financing options shows you are solution-focused and considerate of their budget. However, the response could be strengthened by providing specific examples of the long-term savings or benefits of the roof, such as potential insurance savings or increased home value. This would further clarify why the upfront cost is justified. Overall, your approach demonstrates curiosity and a collaborative spirit, as you invite the prospect to discuss their budget, which is great for building rapport.
5.
5
/ 10Question:
"What if I need repairs in the future? How much will that cost me?"
Answer:
Yeah, so you won’t need repairs anytime soon, but hypothetically if you did need to repair it in the near future, you won’t need to pay much. If your new roof sustains any major damages within the next few years, that means a bad storm hit, and you can file another claim with insurance on that, so the only thing you would have to handle is your deductible. We provide a lot of options to handle deductibles, once we take a look at your policy and learn what your budget is, we can figure out how we want to go about paying the deductible if you even have one. So whether that be $50 a month, to $30 a month, we can get you taken care of even on the tightest of budgets. But, like I mentioned earlier, you won’t have to worry about a new roof because the one we will install right now is extremely durable, can survive inch hail, and withstand speeds up to 130 mph, so I wouldn’t worry about it.
Feedback:
Your response does address the prospect's concern about future repairs, which is a positive aspect. However, it has several areas for improvement. While you mention that they won't need repairs soon, it could be beneficial to provide specific information about warranties or guarantees related to the roofing material that assure the customer of its long-term durability. Additionally, your explanation of insurance claims and deductibles could be clearer; consider explaining how the claims process works and what typical deductibles might look like to provide more context. The tone of your response comes off as somewhat dismissive regarding the prospect's concerns about future repairs, so aim for a more reassuring approach. Lastly, while it's good to mention budget options, the connection between costs and potential repairs could be more explicitly stated. Overall, engaging the customer with questions about their specific insurance policy or repair concerns would also enhance your approach.
6.
6
/ 10Question:
"Can you help me understand if this roof really will last as long as you say?"
Answer:
Yes, I can totally go over everything with you. First, let me start with how we install roofs. First, we do a complete tear down of the shingles, all the way to the plywood. Next, we inspect the plywood for water damage and make sure it is in good condition to put a new set of shingles on it. Next, we add 72 in of ice and water shield to all the vallies, eves, around the chimney, all of your vents, skylights and pipes to ensure that water can’t come through to your house. We then add a base tarp over your entire roof, then proceed to nail in shingles starting from the bottom up until we have covered every inch of your roof. After that, we go over our work to make sure every little detail is installed correctly. The shingles we provide are made out of three things. Asphalt, fiber, and grainuals. The asphalt is baked and precise temperatures to ensure peak durability embedded with fiber to hold everything together, and your grainuals are giving your roof its beautiful color whilst adding texture and a layer of protection before the asphalt. All of these steps ensure that your roof is protected for years to come while also adding additional value and beauty to your property, but most importantly, the peace of mind you’ve been looking for in having a roof you won’t have to worry about for years.
Feedback:
Your response provides a thorough explanation of the installation process, which is commendable as it gives the prospect insight into the quality of the work and materials used. However, it could be improved by directly addressing the longevity of the roof in terms of warranties or certifications that support your claims about its lifespan. While detailing the installation steps is informative, it's crucial to summarize how these contribute to durability and long-term performance. Adding statistics, such as expected lifespan or resistance ratings, could help reinforce your message. Overall, while you demonstrate knowledge and a step-by-step approach, focusing more on the benefits related to the roof's longevity would make your response stronger.
7.
7
/ 10Question:
"How soon can this be installed? I have an immediate need with the upcoming rain."
Answer:
We can install this immediately. Let’s go over the paperwork really quickly and we will be here tomorrow ready for construction.
Feedback:
Your response effectively addresses the prospect's urgent need for installation by offering immediate action, which is excellent. However, simply stating that you can install it immediately may come off as rushed without providing additional reassurance or details about the process. Consider elaborating on what the immediate installation entails, such as confirming the quality of work or how this timeline will meet their needs during the upcoming rain. Additionally, ensuring the prospect feels confident in their decision and the work being done is vital. Some engagement or reassurance about the quality of the installation would further enhance your response.
8.
5
/ 10Question:
"I have other priorities right now; how can I be sure this is worth my time?"
Answer:
Yes, I totally understand. Don’t you think it would be worth your time to protect your house from potential leaks, saving you thousands of dollars of damages if water was to come in. I’m sure you wouldn’t want anything super valuable in your house to get damaged by water coming in correct? Better yet, when you put on this new roof, not only will you not have to worry about it for a decade, you get to keep 60-70% of the value of the roof to your property. For all of this, I think it would be worth your 1 minute for me to go over this with you.
Feedback:
Your response attempts to address the prospect's concerns by highlighting the potential savings and long-term value of the roofing project, which is a solid approach. However, it lacks an empathetic tone and could come off as somewhat dismissive of their current priorities. Instead of immediately suggesting that it is worth their time, you could acknowledge their busy schedule and ask more questions to better understand their specific concerns and priorities. This would create a more collaborative dialogue and help you tailor your response. Additionally, while you mention the value retention of the roof, providing concrete examples or statistics about how that translates into real benefits could further solidify your argument. Overall, focus on engaging the prospect in a conversation rather than rushing to justify the time investment.
9.
4
/ 10Question:
"What if my partner doesn't agree with this decision?"
Answer:
Yeah totally, I wouldn’t want to make a decision without my spouse either. Now let me ask you this, if your partner didn’t agree with you but you wanted this, would you still say no?
Feedback:
Your response acknowledges the prospect's concern about their partner's opinion, which is a solid start. However, it comes off as somewhat dismissive by immediately turning the question back on the prospect without offering empathy or support. Instead of framing it as a hypothetical situation, it would be more effective to validate their feelings and encourage a conversation about how both partners can be included in the decision-making process. You might also suggest that you can provide information or materials that they can share with their partner to facilitate a discussion. This way, you foster collaboration and strengthen the relationship while addressing the objection more effectively.
Overall, while you show some understanding of their situation, a more empathetic and collaborative approach would enhance your response.
10.
6
/ 10Question:
"Can I trust that your team will handle everything without disrupting my daily routine?"
Answer:
Yes, I understand you have a lot of stuff going on, I bet life is really busy for you right now. So let me take some stress off of you with taking care of this for you because you don’t actually have to do anything, all I need is a quick 10-15 minutes to inspect your property for damages, then 1 minute of your time to go over what I found, then I will get out of your hair and you will be able to proceed with your daily routine stress free, does that sound fair?
Feedback:
Your response begins with an acknowledgment of the prospect's busy life, which is a good empathetic start. However, it could benefit from a more detailed reassurance about how your team minimizes disruption during the installation process. Instead of simply stating that they won’t have to do anything, outline specific steps your team takes to ensure a smooth installation, such as setting clear timelines, communicating with the homeowner, and cleaning up after work. This would increase trust and confidence in your team's ability to handle the project efficiently. Additionally, while you invite a brief discussion, the tone could be adjusted to be more collaborative rather than sounding like you are rushing them. Overall, aim to enhance the trust factor by being more informative about your team's processes and commitment to minimizing disruption.