Roofing
Sales Assessment Results
28
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance is underwhelming, and it shows. With an average score of 2.8, it's clear you're missing the mark in several key areas. While you demonstrated some decent techniques like consultative selling and acknowledging customer concerns, your responses often lack depth, professionalism, and a genuine connection with prospects. You need to stop skimming the surface and start digging deeper into your customers' needs. This means crafting responses that not only acknowledge their concerns but also provide solid evidence and solutions. You’ve got to enhance your engagement and curiosity—ask the right follow-up questions and offer tailored solutions that resonate.
Focus on honing your objection handling skills. The way you've dealt with objections has been dismissive and unprofessional at times, which alienates potential clients. Consider studying the Sandler Selling System and Objection Handling Techniques. These will help you build trust and rapport while addressing concerns effectively.
Here’s your coaching moment: empathy and professionalism are your best friends in sales. When a prospect voices a concern, acknowledge it sincerely and use it as an opportunity to build a connection. People don’t just want to buy a roof; they want to feel understood and confident in their decision. Get it together, reflect on your approach, and come back ready to engage at a higher level. You’ve got potential; now it’s time to show it.
Question Breakdown
1.
4
/ 10Question:
"I’m worried about how the roof installation will affect my budget – can we look at a payment plan that fits my lifestyle better?"
Answer:
Yes, we can customize a plan that fits your budget. Not a problem
Feedback:
The response addresses the prospect's concern about budget by agreeing to customize a payment plan, which is a good start. However, it lacks depth and does not provide any specific details or options that could further alleviate the customer's worries. Additionally, it misses an opportunity to ask follow-up questions to better understand the customer's financial situation and preferences, which would showcase curiosity and a solution-focused approach. A more effective response would include examples of payment plans, an invitation to discuss further, or even an acknowledgment of the customer's concern to enhance rapport. Overall, while it is a positive affirmation, it falls short in effectiveness and engagement.
2.
7
/ 10Question:
"I’ve seen a lot of roofing companies in the area; why should I choose yours over others?"
Answer:
I get that question daily. We simply care about you and your roof. What part about the roof installation has you worried? What do you fear could go wrong?
Feedback:
The response effectively addresses the concern by acknowledging the commonality of the objection and pivoting to a question that encourages the prospect to share their worries, which aligns well with consultative and solution-focused selling. However, it could be improved by explicitly stating a unique selling proposition that differentiates your company from competitors. Adding a brief mention of specific benefits or experiences that set your company apart would enhance the response. Overall, the tone is friendly and the question demonstrates curiosity and active listening, but it lacks a strong value exploration component and a closing technique.
Score: 7/10
3.
6
/ 10Question:
"With so many stakeholders involved, how can we ensure that everyone is aligned on the roofing solution we choose?"
Answer:
We use streamlined communication channels so everyone involved on the project knows what you ordered, and how to install it to ensure we don't void your factory warranty
Feedback:
Your response addresses the concern about stakeholder alignment but could benefit from a more collaborative approach. While you mention streamlined communication channels, you could enhance your answer by asking questions to understand who the key stakeholders are and what their main concerns might be. This would demonstrate active listening and curiosity. Additionally, highlighting the value of having a dedicated project manager or support throughout the process could further reassure the prospect. Overall, it's a good start, but there's room for improvement in engagement and exploration of value.
4.
2
/ 10Question:
"I’ve had a bad experience with contractors in the past; how can I trust that you’ll deliver on your promises this time?"
Answer:
I am sure you have had bad doctors as well. Sometimes in life you just have to go with your instinct, so far, how are you feeling about our services, products, and competency?
Feedback:
The response lacks empathy and does not effectively address the customer's concern about trust stemming from past experiences with contractors. Comparing the situation to bad doctors is not appropriate and could come off as dismissive. Instead, it would be more effective to acknowledge the customer's feelings and provide reassurance about your company's reliability and track record. Asking how they feel about your services is too vague and doesn't directly tackle their objection. A better approach would involve sharing testimonials, guarantees, or specific examples of successful projects to build trust. Overall, the response does not reflect a solution-focused approach or active listening, and it fails to create a collaborative rapport.
Score: 2
5.
3
/ 10Question:
"I need to know how your roofing system will stand up against the local weather; can you provide some evidence of its durability?"
Answer:
Sure! Evidence is that we did your neighbors house 25 years ago and its still not leaking :D
Feedback:
While you provided a personal anecdote about a neighbor's house, this response lacks depth and does not effectively address the prospect's need for concrete evidence regarding the durability of your roofing system. You could enhance your response by offering specific data, such as durability ratings, warranty information, or test results that demonstrate how your product performs in local weather conditions. Additionally, the use of a smiley face may not convey the seriousness of the inquiry. Aim for a more professional tone and consider asking questions to further engage the prospect's concerns. Overall, this response shows potential but falls short in providing the necessary evidence and professionalism expected in the roofing industry.
6.
1
/ 10Question:
"Given the current economic climate, how will this influence the ROI I can expect from your roofing services?"
Answer:
Roofs are not an ROI type of investment. They are simply something you need. LOL
Feedback:
The response fails to effectively address the prospect's concern about ROI in the context of roofing services. It lacks professionalism and does not provide any valuable insights or information that could reassure the prospect. Instead of dismissing the objection with humor, the salesperson should have acknowledged the concern and offered insights into how a new roof can save money in the long run through energy efficiency, increased home value, or reduced maintenance costs. Overall, the tone is inappropriate for a serious concern and does not build rapport.
To improve, the salesperson should focus on a solution-oriented approach that explores the value of the investment in roofing services, especially in terms of long-term savings and property value.
Score: 1 for attempting humor, but overall ineffective.
7.
0
/ 10Question:
"I like your product, but what if my team has issues adopting this new roofing technology after installation?"
Answer:
Mrs Jones, what the fuck do you even mean?
Feedback:
This response is highly unprofessional and dismissive. Using profanity undermines trust and rapport with the prospect, which is crucial in any sales situation, especially in a service-oriented industry like roofing. Instead of addressing the concern about adoption and providing reassurance or solutions, this response alienates the customer. A better approach would have been to acknowledge the concern, provide examples of successful adoption, and offer support resources for their team. Overall, this response fails to engage with the prospect's valid concern and does not exhibit any of the necessary sales skills.
8.
2
/ 10Question:
"What happens if we decide to upgrade to a different roofing style later? Are there additional costs?"
Answer:
No, we are going to come out and just redo it all for free!
Feedback:
The response is overly simplistic and unrealistic. While it aims to alleviate the customer's concern about potential costs associated with upgrading, it lacks credibility. No business typically offers to redo roofing 'for free.' A more effective approach would involve acknowledging the concern, explaining any potential costs associated with upgrades, and highlighting the value of the current option while providing assurance of support for future changes. This could include discussing warranties or options for future upgrades. Overall, the response does not build trust or effectively address the concern, leading to a potential loss of rapport.
Score: 2/10
9.
0
/ 10Question:
"I’m under pressure with other projects right now; can we put off this roofing decision until next quarter without penalties?"
Answer:
Sure, why the fuck did you call me today then?
Feedback:
The response is highly unprofessional and dismissive, failing to address the prospect's concern about timing effectively. Rather than acknowledging the pressure the prospect is under or exploring their situation further, the salesperson's reaction could alienate the prospect and damage rapport. A more effective approach would have included empathy, a solution-focused discussion about the potential advantages of making a decision sooner, and perhaps asking questions to understand their project timelines better. Overall, this response lacks professionalism and does not engage with the prospect's needs or concerns appropriately.
10.
3
/ 10Question:
"How do I know that the materials you’re offering will meet compliance standards specific to our region?"
Answer:
I have 50 pages of 3rd party tested product spec sheets.
Feedback:
Your response lacks engagement and does not directly address the prospect's concern. While having 50 pages of product spec sheets is impressive, it doesn't translate into a solution for their compliance question. Instead of just mentioning the specs, you could have acknowledged their concern about compliance and offered to walk them through specific compliance features of the materials that are relevant to their region. Think about incorporating a consultative approach—ask if they have specific regulations in mind and how your products can help meet those. Overall, it's important to bridge the gap between the specs and the customer's needs.
Additionally, you missed an opportunity to make it more conversational and to build rapport. A score of 3 reflects a lack of effective communication and solution-focused engagement.