Concrete patios
Sales Assessment Results
67
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's get real here. Your performance has shown some solid strengths, particularly in demonstrating a solution-focused approach and effectively addressing objections. You have a knack for active listening and empathy, which are crucial for building rapport with prospects. However, there’s a pattern of missing the mark when it comes to closing techniques and engaging your prospects in a more compelling way. You often leave them hanging without a clear next step or stronger invitation to continue the conversation.
To elevate your game, dive deeper into closing techniques, specifically the Assumptive Close and Summary Close. These will help you guide your prospects toward taking action instead of just wrapping up the conversation. Additionally, practicing the art of asking exploratory questions can enhance your engagement and discovery process.
Here's your coaching moment: every interaction is an opportunity to create a connection or deepen a relationship. Don’t just respond to objections; challenge them, differentiate yourself, and always leave your prospect wanting more. Remember, sales isn’t just about the pitch; it’s about the conversation. Embrace curiosity, and don’t shy away from asking the tough questions that lead to deeper insights. You've got the foundation—now it’s time to build higher!
Question Breakdown
1.
7
/ 10Question:
"We're currently re-evaluating our budget allocations, and concrete patios may not be a priority right now."
Answer:
I totally understand tight budgets and would love to hear what numbers we would need to hit to make this project happen yet this year. I'm sure together we can come up with a plan to get things to happen even if it's done in yearly phases. Concrete is getting more expensive every year and the more we can get done sooner the more cost efficient things will be.
Feedback:
This response effectively acknowledges the objection about budget constraints, demonstrating active listening and empathy. The salesperson also employs a solution-focused approach by suggesting a phased plan, which could be appealing to the prospect. However, the response could benefit from a clearer closing technique to encourage further dialogue, such as asking if they would be open to discussing specific budget figures or timelines for implementation. Additionally, exploring more about the prospect's priorities could enhance the curiosity and discovery aspect. Overall, the communication is clear and appropriately toned for the industry, but could be more engaging.
Score: 7
2.
7
/ 10Question:
"Can you provide evidence of the long-term ROI for this type of investment?"
Answer:
Who doesn't love a good ROI. Recently we did some work on a clients spec house and convinced them to spend the extra money for decorative concrete. The upfront cost was more but the appraisal came in higher than expected because of the custom work and the customer was able to sell their home for a much higher price than orginally expected. The best part was the buyers said the decorative front porches sold them on the house before they even went inside. We would love to be able to discuss what you're looking for in your particular ROI and come up with a plan to make you some money.
Feedback:
The response starts strong by highlighting a relevant success story, which is an effective way to build credibility and showcase the value of decorative concrete. However, it could have been even more effective if it provided specific metrics or data to quantify the ROI instead of relying solely on anecdotal evidence. The tone is conversational and engaging, which is appropriate for the industry, but it could benefit from a more structured closing technique to guide the prospect towards the next steps. Asking a few exploratory questions about the prospect's specific needs and expectations regarding ROI could have added depth to the conversation and demonstrated curiosity. Overall, it's a solid response but lacks some specificity and a stronger closing.
3.
6
/ 10Question:
"Our existing vendor has been with us for years; how do you differentiate your services?"
Answer:
We have great vendors we work with as well, and appreciate all their hard work. We also would like to become one of your long term vendors and believe with our specialized knowledge in the field of decorative concrete we offer a lot to bring to the table. If we could come out to a project you have going and observe (also help) what you have going on we could come up with a specific plan and products to best suit your needs. We could start off with some free product samples and see what you guys like. After that we would love to hear your feedback on those products and possible get you some ordered up.
Feedback:
The response acknowledges the prospect's loyalty to their existing vendor, which is a good start in showing respect for their current relationship. However, it lacks a clear differentiation of services. While mentioning 'specialized knowledge in decorative concrete' hints at expertise, it doesn't explicitly state what makes your offerings unique compared to the existing vendor. The suggestion to observe and assist on a project is collaborative and shows a willingness to engage, which is positive. Offering free product samples is a good strategy to lower the barrier for trying your product. However, it would have been beneficial to ask questions about the current vendor's performance or any gaps that the prospect may have experienced, demonstrating active listening and curiosity. Overall, the response could use a sharper focus on differentiation and clearer articulation of value.
4.
8
/ 10Question:
"I need to ensure that this project complies with local regulations and standards; how can you guarantee that?"
Answer:
I love that as a customer you want to comply to all the local regulations and standards. We send all of our workers to be certified through ACI programs which ensures that those stringent standards are being met. We will also call local departments to make sure they aren't requiring anything out of the ordinary. We want to make sure we cover all of our bases. We have our own on-site testers that test the concrete but will bring in an outside testing company to make sure everything is good and there is no conflict of interest. Is there a specific standard you are trying to meet or a spec sheet we can look at?
Feedback:
The response effectively acknowledges the customer's concern about compliance, which is a good start. The mention of ACI certification and proactive measures like contacting local departments and utilizing both in-house and external testing demonstrates a solution-focused approach. However, the tone could be slightly more reassuring and confident to instill a sense of trust. Additionally, the closing question about specific standards is excellent for encouraging further discussion and discovery, showing curiosity. Overall, it's a solid response, but it could benefit from a more structured approach to emphasize the value and assurance.
Score: 8
5.
6
/ 10Question:
"With so many options available, why should we choose your concrete solution over others?"
Answer:
Our customer service is phenomenal.
We hear from our customers that one of the main reasons they hirer us is because we answer our phones and call people back. If you have any questions before, during, or after your project feel free to message us and we will get back to you within 24 hours or less. Now when it comes to the actual product you'll receive the quality is 100 times better than our competitions. We have more stamps patterns and custom tools than any of our competitors giving us the design capabilities to produce a truly one of a kind project. We even have some prototype stamps that we could use one your project, and we are the only one in the world that has these. Not to mention the numerous awards we have won on a state and world wide level. Go check out the local libraries pathway to learning, that is one of those projects we were able to really shine with our creativity. We would love to work together with you and would love to hear what ideas you have?
Feedback:
The response does a fair job of highlighting customer service and product quality, which are relevant factors in the concrete patios industry. However, it lacks focus on the specific objection of differentiation among competitors. While mentioning customer service is a good start, the salesperson should have explored the customer's needs further to tailor the response. It would have been beneficial to ask questions about what the customer values in a concrete solution or what specific options they are considering. The communication is clear, but it could use a more engaging tone to build rapport. There's a missed opportunity for a closing technique—inviting the prospect to discuss their ideas is a good move, but it could be more assertive in leading towards a decision. Overall, the response shows some strengths but lacks depth in addressing the objection and exploring value.
Score: 6
6.
6
/ 10Question:
"I don't see an immediate need for this investment; can you help me understand the urgency?"
Answer:
Labor and material prices have been skyrocketing lately and locking your price in today will insure you are getting the best price. We also understand that it's alot of money and would like to send you information on financing options. This project will be the cheapest it'll ever be and I would hate for you to have to spend more money later on.
Feedback:
The salesperson effectively addressed the urgency by highlighting rising labor and material costs, which is relevant to the concrete patio industry. However, the response could have been more impactful with a stronger focus on the customer's specific situation. Adding a question to discover the prospect's long-term plans for their patio would have showcased curiosity and active listening. Instead of just presenting financing options, they could have explored the prospect's budget and needs more deeply. Overall, while the urgency was established, a more personalized approach could enhance the connection and value offered.
7.
7
/ 10Question:
"There are multiple stakeholders involved, and I need their buy-in before proceeding; how can you assist in that?"
Answer:
I would love to hear more about what all the stakeholders have in mind and if we could meet with everyone and get their input. I could bring samples of our work and afterwards we could tweak those samples for everyone's input and present them once again. We could also met at our showroom and go over different design ideas pattern choices.
Feedback:
The response effectively addresses the objection by inviting collaboration with stakeholders, which is crucial in a multi-person decision-making scenario. The salesperson shows a willingness to engage with all parties involved, which demonstrates a consultative approach. However, there could be more emphasis on understanding the specific needs and concerns of the stakeholders to make the proposal more tailored. Additionally, suggesting a follow-up after the initial meeting can enhance the closing technique. Overall, the tone is appropriate for the industry, and the communication is clear. A few more probing questions regarding the stakeholders' preferences or concerns could improve the discovery aspect.
8.
6
/ 10Question:
"We’ve faced issues with implementation in the past; how will this be different?"
Answer:
It's tough getting everyone on board and have dealt with this in the past. If we could get a list of everyones concerns and issues that would hepp us better understand what we are up against. We have done work at a church before and everyone that puts money in that collection plate has an opinion. We can make a presentation outlining the process and products used, as well as the benefits to going with our product. Such as low maintenance, extreme durability, and long lasting beauty. The transition will be seamless and the results captivating.
Feedback:
The response shows an understanding of the prospect's concerns about implementation, which is a good start. However, it could benefit from a clearer structure and more direct addressing of the objection. While asking for a list of concerns is a step toward active listening, it could be accompanied by more specific probing questions to understand the root causes of their past issues. Additionally, while mentioning previous experience with a church is relevant, it could be more effective if tied directly to how those challenges were overcome. The presentation offer is a solid solution-focused approach, but it lacks urgency and a clear next step for the prospect. Overall, it demonstrates good intent but needs refinement in clarity and engagement.
9.
8
/ 10Question:
"What support do you offer post-purchase to ensure we can effectively use the concrete patios?"
Answer:
We offer a few different support options to help you maintain your investment.
We offer a maintenance plan that is priced according to the size of your patio. With this plan we come out every year and do an assement of your patio. We will at the least clean it and freshen your sealer and if any color touch ups are needed we can address that at that time.
If you opt out of the maintenance plan we will still call you to remind you that it may be time to schedule a reseal or get you instructions on how to do it yourself.
We also offer a short class at our shop that you can come to and we show you the process so you can get hands on experience before start your own project.
Is there any other concerns you may have about using your patio?
Feedback:
The response effectively addresses the prospect's concern by outlining multiple support options, which demonstrates a solution-focused approach. The mention of a maintenance plan, reminders for resealing, and a hands-on class shows a commitment to customer satisfaction and adds value. The tone is clear and appropriate for the industry, as it conveys professionalism while being approachable. However, the closing question, 'Is there any other concerns you may have about using your patio?' could be more engaging. Instead of a simple yes/no question, consider asking something like, 'What specific aspects of patio maintenance are you most interested in learning about?' This could encourage more dialogue. Overall, this is a strong response with good active listening and curiosity, but there's room for improvement in engagement.
10.
6
/ 10Question:
"I need to consider the environmental impact of using concrete; how sustainable is your product?"
Answer:
Concrete is very sustainable. We have patios that are 20 plus years old and still look fantastic. We use recycled concrete products for the base material and our cleaning products are all environmentally friendly. You will go through 3 or 4 wood decks creating all kinds of waste verse pouring a patio once and enjoying it for your lifetime.
Feedback:
The response addresses the environmental concern by highlighting the longevity and sustainability of concrete patios, mentioning recycled materials and eco-friendly cleaning products. However, it could be improved by asking the customer more about their specific concerns or what aspects of sustainability they value most. This would enhance curiosity and discovery. Additionally, a more engaging tone and a closing technique to prompt further discussion or a decision would strengthen the approach. Overall, it effectively communicates value but lacks in collaborative engagement and thoughtful questioning.