Roofing inspections
Sales Assessment Results
56
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase—you’re sitting at an average score of 5.6, and that’s not going to cut it if you want to be a top performer. Your responses show flashes of potential, particularly when you demonstrate empathy and a solution-focused approach. For instance, when you acknowledged the prospect's negative past experience and offered a detailed plan, you were on the right track. However, too often, your responses come off as dismissive or casual, which undermines your professionalism and the trust you need to build with prospects.
A recurring theme in your performance is a lack of effective closing techniques and a structured approach to addressing objections. You need to stop leaving the prospect hanging and start wrapping up conversations with a clear call to action. It’s not just about stating facts; it’s about guiding the conversation towards a resolution. You also need to embrace the consultative selling style more fully. This means actively listening, asking thoughtful questions, and inviting the prospect to share more about their concerns.
To up your game, dive into the SPIN Selling technique to refine your questioning and need-discovery skills. Also, the AIDA model will help you craft responses that capture attention and lead prospects smoothly toward action.
Remember, every interaction is a chance to build rapport or lose it. So take this to heart: don’t just sell; connect, empathize, and guide. You’ve got what it takes, but it’s time to step up and show it. Get out there and start turning those scores into something you can be proud of!
Question Breakdown
1.
4
/ 10Question:
"I'm concerned that your roofing inspection might not uncover all potential issues, especially if I've already had one done recently."
Answer:
The difference between NextGen and other companies is.. we show you actual proof of damage and i don’t submit false claims i don’t wanna waste anyone’s time. It’s a free service I’ll be back in about 20 mins with my findings
Feedback:
The response did not effectively address the prospect's concern about the thoroughness of the inspection. While mentioning the difference in approach is good, it lacks a clear explanation of how NextGen ensures that all potential issues are uncovered, especially in light of the recent inspection. The tone could be more reassuring and collaborative, inviting the prospect to share their previous experience with inspections. Additionally, there was no closing technique used to encourage the prospect to proceed with the inspection. Overall, the response feels dismissive and does not engage with the prospect's valid concern about thoroughness.
2.
2
/ 10Question:
"How can I be sure that your inspection service is worth the price when I've heard of cheaper alternatives?"
Answer:
Well, you can’t get much cheaper than free.. and we don’t even know the extense of your damages without doing an inspection first
Feedback:
The response lacks professionalism and doesn't effectively address the customer's concern about value versus price. While it attempts to inject humor, it comes off as dismissive of the prospect's valid concerns. A better approach would be to acknowledge the objection, highlight the unique benefits of your service, and explain why the investment is worthwhile, even compared to cheaper alternatives. There should be an emphasis on the quality of service, thoroughness of the inspection, and potential cost savings from preventing future issues. Overall, this response does not foster trust or engagement with the prospect.
3.
5
/ 10Question:
"With so many roofing companies out there, how do I know yours is the most reliable?"
Answer:
There is definitely a lot of roofing companies. Anyone can start a roofing company.. it does not mean they should. While i do my inspection of your property you can look up NextGen, and see all of the reviews. We do have a couple not perfect ones. Unfortunately you can’t make everyone happy but what we can do is the absolute best and not cut any corners when it comes to us putting on a roof.
Feedback:
The response addresses the objection by acknowledging the competitive landscape and directing the prospect to reviews, which is a good start. However, it lacks a more structured approach to build trust. The tone is slightly defensive, and it could benefit from a more positive framing rather than focusing on the imperfections in reviews. The salesperson could enhance their response by emphasizing unique selling points (such as warranties, certifications, or experience) and by asking questions to discover what reliability means to the prospect. This would demonstrate curiosity and a collaborative approach. Overall, while there are positive elements, the effectiveness could be improved.
Score: 5
4.
8
/ 10Question:
"I need to consult my partner before making any decisions, can you help me present the value to them?"
Answer:
I hear you, i wouldn’t make a decision with out my wife being involved in the decision process either. After completing my inspection and showing you the photos of damages. I have already set you up a profile with all those photos so y’all can talk about it later. I can do you one better… what time in the next couple of days would work best to chat with you and your partner about what the next step is. The reason that we have such a great value is i know you said early you don’t know where to start when it comes to filing a claim. I actually do all of that for you while you’re present. Not only do we help with the claim but i am present during the adjuster appointment. When the decision comes back we go over all of the paperwork and help navigate a daunting process with little to know effort on your behalf. I know with a busy schedule the last thing y'all need is to have to deal with this process. Let me take this burden off your plate
Feedback:
This response effectively acknowledges the prospect's need to consult their partner, showing empathy and understanding, which is essential in building rapport. The salesperson does well by reinforcing the value of their service and offering a solution to facilitate the conversation with the partner. The use of a specific follow-up action (scheduling a chat) is a good closing technique that keeps the momentum going. However, the communication could be slightly clearer in terms of structure, as it feels a bit lengthy and could benefit from more concise points. Additionally, while the salesperson highlights the value of their service, they could have explored more about the partner's concerns or preferences to better tailor the conversation. Overall, this response shows a strong understanding of the customer's situation and provides a collaborative approach to addressing the objection.
5.
5
/ 10Question:
"I've heard from friends that roofing inspections can lead to upselling services I might not need—how do I avoid that?"
Answer:
Hey i hear what your saying and most of the time the only upgrades that we provide or offer are gutter gaurds or screens and an extended warranty. For the value of the warranty it’s almost always a no brainer.. the fact of the matter is what you are liable for is just your deductible and after that it’s paid for by the insurance. I will put it in my notes that your not wanting any extra upgrades and we will make sure to get your roof for little to of your own money out of pocket. How does that sound?
Feedback:
The response acknowledges the objection but lacks depth in addressing the prospect's concerns about upselling. While noting the standard upgrades offered is a good start, it doesn't fully reassure the customer or explore the implications of potential upselling. The tone is somewhat casual, which may not resonate well in a more professional context like roofing inspections. The closing question at the end is effective, but it could benefit from a more collaborative approach by inviting the prospect to express their concerns further. Overall, the response could be improved by incorporating solution-focused language, demonstrating value, and actively listening to the prospect's needs.
6.
6
/ 10Question:
"The timing of this inspection feels off; I have other home repairs that need attention first."
Answer:
Hey i hear you what else do you have going on? A kitchen remodel i can understand that that seems like a necessity but the reality of the situation is you already have water coming in from the roof.. it’s not just going to stop over night and the new kitchen will just end up becoming a mess if you get water damage in there as well. So with out a new roof before winter your more than likely going to have to spend way more money out of pocket than just your deductible
Feedback:
The response acknowledges the customer's concern about timing but lacks a structured approach to further explore their situation. While it does highlight the urgency of the roof issue, it could benefit from more curiosity and thoughtful questions to fully understand the customer's priorities. The tone is somewhat casual, which may not resonate with all customers in the home repair industry. The reference to the kitchen remodel could be seen as dismissive rather than engaging. A more effective approach would involve a consultative style, asking about the specific repairs and using SPIN methods to highlight the implications of delaying the inspection. Overall, the urgency is communicated, but the response could be more collaborative and solution-focused.
Score: 6
7.
8
/ 10Question:
"I've had a bad experience with a similar service in the past, how do I know this will be different?"
Answer:
I’m sorry to hear that happened to you? How long ago was that and was it in this house or another house?
It’s been 10 years in a different house and state.. well I’m glad i stopped by today, because you said the last roofer broke a bunch of items and didn’t pay for their damages.
With our service agreement it states very clearly that if any damages happen while on your property we will repair any damages or if it can’t be repaired we will absolutely pay for what we damaged. What specifically are you worried about being damaged during the building process?
You have a rose bush that you want to make sure we don’t mess up… I’m taking photos of the roses and making a note that my build team needs to avoid this area. Not only that but we will have a catch all net put above so nothing lands on them
Feedback:
Your response effectively acknowledges the prospect's concern regarding their past negative experience, which is crucial for building rapport and trust. You asked relevant questions to understand the specifics of their previous issue, showcasing active listening and curiosity. By emphasizing your service agreement and offering a guarantee, you provided a solid solution-focused approach that directly addresses their worries. Additionally, your detailed plan to protect their rose bushes shows commitment and care, which is excellent for relationship building. However, while you did a good job of reassuring them, it might have been beneficial to include a closing technique to prompt further discussion or a commitment. Overall, a strong response with minor room for improvement in closing.
Score: 8
8.
5
/ 10Question:
"I'm not sure if I can justify this expense right now with the current state of the economy—what makes this inspection essential?"
Answer:
Yea i hear you… but let me ask you something. Do you understand that insurance only has to cover for a one year window after that date they can deny coverage and make you pay out of pocket as you only have a couple months left to file your running out of time.. so you can either go through insurance and pay your deductible or you can go completely out of pocket and with my experience doing roofs the size of your roof is going be at a minimum of 25kout of pocket instead of 2k that you have for a deductible. Now we don’t even know if you qualify for a new roof yet but i can do an inspection and show you what i find.. the last thing you want to do is brush it under the rug because it’s expensive now.. when next year your no longer being helped by the insurance.
Feedback:
The response does address the objection by highlighting the urgency of the situation and the potential costs involved if the inspection is not done. However, it lacks clarity and could be more structured. The salesperson should have engaged in better active listening by acknowledging the prospect's concerns more thoroughly before diving into the details. Questions could have been posed to explore the prospect's specific situation further and to build rapport. The tone could be perceived as slightly aggressive rather than consultative, which may not resonate well with the prospect. A more solution-focused approach emphasizing the value of the inspection beyond just the financial implications would enhance the response. Overall, while there are some strong points, the delivery could improve significantly.
9.
6
/ 10Question:
"I have a strong relationship with my current vendor; why should I consider switching to your service?"
Answer:
Hey i hear that all the time but when roofers compete you win because you get to decide for your self how much value we provide. I can tell you all day that we are the best roof company but i would rather show you what makes us different and it starts with the initial inspection. You said you have a contractor already, how long has it been since they have stopped by? About a year? Ok and did they show you or mention the damage on your roof? What damage ? Here step out here i can clearly see damage on your roof. If they didn’t notice or tell you about the damages than it makes me wonder what else they didn’t notice or share with you. As i am currently here, it’s a free inspection. This way you can have something to share with your contractor. I wouldn’t be doing my job if i didn’t make you aware of the situation you are currently in as a homeowner.
Feedback:
Your response does a decent job of addressing the objection by emphasizing the value of a competitive inspection and highlighting the potential shortcomings of the current vendor. However, the tone is somewhat informal and could benefit from more professionalism, especially in the roofing industry where trust and reliability are crucial. The question about the last inspection is a good probing question that encourages discovery, but it could have been framed more clearly and directly. Instead of stating that you 'hear that all the time,' acknowledging the importance of their relationship with their current vendor would show active listening and empathy. Overall, the approach is solution-focused, but it lacks a strong closing technique to encourage the prospect to consider your offer more seriously. To improve, you could incorporate a more structured approach that aligns with the consultative selling technique, perhaps by asking more about their experience with their current vendor and what specific aspects they value most.
Score: 6
10.
7
/ 10Question:
"What if the inspection identifies issues that require immediate action—how quickly can you help with repairs?"
Answer:
Well as you currently have an active leak. What I’m going to do is put on a tarp to stop any further damages to your property.
The next step is getting insurance out to inspect.
After that as soon as i have paperwork from them i can build your estimate and move this build to a rushed job. The reality is we have about 2 weeks from today that we could potentially have a new roof on your house.
Feedback:
Your response effectively addresses the concern about immediate repairs by outlining a clear plan of action, which is great. However, you could enhance the communication by emphasizing the urgency and importance of the inspection. Instead of just stating the steps, you might ask a question to engage the prospect further, like, "How soon would you like to have those repairs completed?" This could help you gauge their urgency and tailor your response accordingly. Additionally, it would be beneficial to express empathy about their current situation more explicitly; a simple acknowledgment of the stress caused by an active leak could build rapport. Overall, your response was informative but could use a bit more engagement and empathy to elevate it further.