Solar energy
Sales Assessment Results
37
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s get real: your performance on this test was below par, with an average score of 3.7. You’ve got some serious work to do. Across the board, your responses often lacked depth, clarity, and engagement. You’re missing the key ingredient of empathy—your prospects want to feel understood, not just hear a sales pitch. You’ve shown some glimmers of potential when you attempted to address objections, but then you let the chance to really connect slip away. You need to incorporate a consultative approach—ask follow-up questions, dig deeper into the concerns your prospects express, and tailor your responses to show you’re genuinely interested in their needs.
Consider diving into SPIN Selling and Consultative Selling. They’ll help you structure your conversations around understanding the Situation and Problems your prospects face, and then guiding them to the right Need-Payoff. You need to transform your approach from transactional to transformational.
Remember, sales is not just about closing the deal; it’s about building relationships and providing real solutions. The coaching moment here is simple: don’t just sell—connect. Make your prospects feel heard and valued, and you’ll see your scores—and your sales—skyrocket.
Question Breakdown
1.
2
/ 10Question:
"I'm concerned about how much this will cost me monthly; my budget's pretty tight right now."
Answer:
You don’t have to pay anything
Feedback:
The response provided is insufficient and does not effectively address the prospect's concern. Simply stating "You don’t have to pay anything" lacks context and fails to engage with the customer's budget issue. It does not provide clarity on financing options, potential savings, or how the solar solution aligns with their financial situation. An effective response should include empathetic acknowledgment of their budget concerns, exploration of financing solutions, and a value proposition that highlights long-term savings. Overall, this response misses the mark on communication and solution-focus, and it doesn't build rapport or curiosity.
Consider using a more consultative approach that asks follow-up questions about their budget constraints and offers tailored solutions that fit their needs.
Score: 2/10.
2.
5
/ 10Question:
"What if my team isn't on board with switching to solar? It might disrupt our workflow."
Answer:
We can talk to them together so that they understand that this is the best for everyone
Feedback:
The response attempts to address the concern of team buy-in by suggesting a collaborative discussion, which is a good start. However, it lacks depth and fails to explore the implications of not getting the team on board. A more effective approach would involve addressing the specific concerns related to workflow disruption, perhaps by sharing success stories from other companies that have made the transition smoothly. Additionally, asking questions to uncover specific worries or hesitations from the team could create a more engaging dialogue. Overall, it shows some curiosity and an attempt at collaboration, but it could benefit from a more solution-focused strategy and exploration of value.
Score: 5
3.
6
/ 10Question:
"I heard some competitors offer better warranties. Why should I choose your solution?"
Answer:
We give you a full 25 years warranty plus 10 years warranty on your roof
Feedback:
Your response addressed the objection directly by highlighting the warranty, which is a crucial factor in the solar energy industry. However, it could be improved by providing a comparison of the benefits of your warranty against competitors or emphasizing other unique selling points. Additionally, engaging the prospect with a question about their specific warranty needs could foster curiosity and discovery, enhancing the conversation. Lastly, adopting a more consultative tone would help to build rapport. Overall, a solid start but could use more depth and engagement.
4.
3
/ 10Question:
"How do I know this won't just be another overhyped product that doesn't deliver?"
Answer:
I can show you with my app how is this working on other places it’s the best decision for you
Feedback:
The response lacks depth and clarity in addressing the prospect's objection. Simply stating that you can show them your app does not directly tackle their concern about overhyped products. It would be more effective to provide specific evidence or case studies demonstrating the product's effectiveness, along with statistics or testimonials from satisfied customers. Additionally, the phrasing could be more professional and reassuring to build trust. A better approach could involve asking questions to understand their past experiences with similar products and then tailoring your response accordingly. Overall, the response feels rushed and does not explore the value of the product sufficiently.
5.
2
/ 10Question:
"I need to get buy-in from my boss, but I'm not sure this aligns with our current strategy."
Answer:
Your be delivering great news to your boss because your be saving the company a ton of money
Feedback:
The response is quite lacking in effectiveness and clarity. Instead of addressing the concern about alignment with the company's strategy, it focuses solely on cost savings in a vague manner. It does not ask questions to explore the boss's concerns or the current strategy, and there is no evidence of active listening or collaboration. Additionally, the phrasing 'your be delivering great news' is grammatically incorrect, which undermines professionalism. A more effective response would involve asking about the current strategy and how solar energy could fit into it, thereby demonstrating a consultative approach.
6.
4
/ 10Question:
"What if the installation takes longer than expected? We can't afford downtime at the moment."
Answer:
You won’t have any downtime because we never cut your energy so that’s not a problem
Feedback:
The response provided is somewhat effective in addressing the concern about downtime, but it lacks depth and detail. It assures the prospect that there won't be any downtime, which is good, but it doesn't explore the underlying fear or concern of the prospect regarding the impact of installation delays on their operations. A better response would have included an acknowledgment of their concern, perhaps a question to further understand their specific circumstances, and additional reassurance about the installation process and timeline. Furthermore, the tone could be more empathetic to build rapport. Overall, this response falls short in terms of effective communication and solution-focused engagement.
Score: 4
7.
4
/ 10Question:
"I've heard mixed reviews about solar energy's long-term savings. Can you reassure me on ROI?"
Answer:
Yes look I ca. reassure you the ROI you’ll be saving about 40% today and even more every year
Feedback:
Your response to the objection regarding ROI was a bit lacking in detail and clarity. While you mentioned a specific percentage, it would have been more effective to provide a breakdown of how that savings accumulates over time, perhaps through examples or data points to back it up. A more solution-focused approach could have included addressing the mixed reviews directly, perhaps by sharing testimonials or case studies from satisfied customers. Additionally, asking follow-up questions to understand their specific concerns would demonstrate active listening and curiosity. Overall, while you provided a number, there was no exploration of value or engagement with the prospect's perspective.
Consider using a consultative approach to reassure them about their concerns.
Score: 4
8.
4
/ 10Question:
"If I switch to solar now, will it still be relevant in a few years considering rapid tech changes?"
Answer:
Yes solar will be relevant in a few years and with the full warranty you don’t have to worry about that
Feedback:
The response addresses the concern of relevance but lacks depth. While affirming that solar will remain relevant, it misses an opportunity to elaborate on how solar technology is improving and adapting. A better approach would have included specific examples of advancements in solar technology or market trends that indicate its future viability. Additionally, mentioning the warranty is good, but it could be enhanced by discussing the long-term cost savings and environmental benefits. Overall, the response is too brief and does not engage the prospect's curiosity or encourage further discussion.
A more effective response might involve asking a follow-up question about their specific concerns or what they find most important about the technology's evolution. This way, you can better tailor your response to their needs and build rapport.
Overall, this response lacks the necessary detail and engagement for a strong sales conversation.
9.
3
/ 10Question:
"I'm worried about the ongoing maintenance; who handles that, and will it be easy to manage?"
Answer:
We will handle all of that for you for the time of the lease 25 years
Feedback:
The response fails to effectively address the concern about ongoing maintenance in a comprehensive way. While stating that 'we will handle all of that for you' provides some reassurance, it lacks detail about specific maintenance processes, who exactly will manage them, and any ease of management in practical terms. The tone is somewhat vague and does not engage with the prospect's worries adequately. To enhance the response, it would be beneficial to elaborate on the maintenance plan, highlight any customer support available, and possibly ask further questions to gauge the prospect's specific concerns. A better approach could involve demonstrating the value of the maintenance service and how it simplifies the prospect's experience. Overall, the response lacks curiosity, value exploration, and an opportunity to build rapport.
Score: 3/10
10.
4
/ 10Question:
"I've been burned by vendors in the past; how can I trust that your service will be different?"
Answer:
We installed about 200 systems a month , we employee more than 100 employees, we have 4.9 stars on google reviews
Feedback:
The response provides some factual information about the company's scale and reputation, which can help to build credibility. However, it lacks a personalized touch and does not directly address the prospect's concern about trust stemming from past experiences with vendors. A more effective response would include empathy, a specific example of how the company ensures customer satisfaction, or a guarantee that demonstrates commitment to quality service. Additionally, it would be beneficial to ask the prospect about their past experiences to better understand their concerns. Overall, the response is somewhat effective but misses the mark in building a deeper connection and trust.
Score: 4