Commercial roofing
Sales Assessment Results
58
Needs Improvement
10 questions
Maximum score: 100
Completed in
It's clear you've got some potential, but let's be real: you're not quite hitting the mark consistently. Your average score of 5.8 suggests you're in need of a serious boost. You’ve shown some solid engagement and active listening, especially when addressing concerns about workload and customization options, but there’s a trend of lacking depth and a proactive approach in your solutions. You often stop short of building the rapport needed to really connect with your prospects—missing out on opportunities to showcase the unique value you can offer them.
To elevate your game, focus on solution-focused selling and consultative techniques. These will help you explore the implications of your prospects' concerns and engage them in a more collaborative conversation. This means not just asking questions, but diving deeper into their needs and priorities, and clearly articulating how your solutions align with those.
Remember this: in sales, it's not just about the product; it’s about the relationship. Build trust, show genuine curiosity, and the sales will follow. You’ve got this, but you need to step it up and really dig into what your prospects are feeling. Don't just listen—create a dialogue that makes them feel heard and valued. Let's turn that potential into performance.
Question Breakdown
1.
6
/ 10Question:
"I'm worried about the monthly payments—how can I be sure this fits my budget?"
Answer:
There are a few options for financing, however, could you tell me more about your budget?
That could help determine how to help you navigate financing the project
Feedback:
Your response shows a solid start by acknowledging the concern about monthly payments, which is important. However, you seem to jump straight to asking for more information without providing any immediate reassurance or options. Instead, consider briefly outlining the financing options available to demonstrate potential flexibility before asking about their budget. This would enhance your solution-focused approach and help build trust. A bit more curiosity could enrich the conversation—asking about their priorities or specific concerns regarding the budget could also create a more collaborative atmosphere. Overall, good effort, but there's room for improvement!
2.
6
/ 10Question:
"I really like my current vendor; switching feels risky—is it really worth it?"
Answer:
What is it that you really like about your current vendor?
Is your vendor currently meeting all of the needs that you have? Is there a Specific service, that I could add to my services available? That would help you make that decision
Based on the information you give me, I feel very confident that we can provide the value you need and the services you require to help you make that switch from your current vendor to our team and work together successfully
Feedback:
Your response shows good intent by asking thoughtful questions to dig deeper into the prospect's concerns about their current vendor. However, it could benefit from a bit more clarity and focus on addressing the risk factor they mentioned. Instead of just asking about their satisfaction, it would be helpful to also highlight specific advantages or unique value propositions that your services offer compared to the current vendor. Additionally, incorporating a closing technique, such as a soft assumptive close, could help nudge them toward considering a switch. Overall, good engagement but needs a stronger focus on the prospect's fears about switching.
Score: 6/10
3.
6
/ 10Question:
"This project is on hold due to other urgent priorities—can we revisit this later?"
Answer:
OK, can you please explain so that I can better understand what your needs are? I understand things happen and schedules get pushed out. Is this completely off the table do we just need to schedule it out a few weeks?
Feedback:
Your response demonstrates good active listening by acknowledging the prospect's situation and showing empathy. However, it could benefit from being a bit more solution-focused. Instead of only asking for clarification, you might want to explore the implications of delaying the project or offer to help prioritize their needs. A stronger follow-up question could engage them more effectively, like asking what specific priorities are taking precedence and how you might assist in aligning your project to fit their timeline. Overall, you're on the right track, but a bit more assertiveness in exploring solutions would enhance your approach.
4.
6
/ 10Question:
"What if the installation takes longer than expected? I can't afford delays right now."
Answer:
Our installation process typically is not disruptive to current schedules and programs because of how our system is designed to protect our clients while the project is in progress Our team works tirelessly to prevent delays, our projects are rarely behind schedule and are usually completed ahead of schedule.
Feedback:
The response does a decent job of addressing the concern about potential delays by highlighting the efficiency of the installation process and the commitment of the team to prevent disruptions. However, it could be improved by incorporating a more solution-focused approach that reassures the prospect specifically about their unique situation and financial constraints. Asking a follow-up question to better understand their timeline or specific concerns would show curiosity and active listening. Additionally, providing evidence or examples of past successful projects could enhance the perceived value. Overall, while the response is clear and communicates confidence, it lacks engagement and could benefit from a more collaborative tone.
5.
7
/ 10Question:
"I've heard mixed reviews about your company; how can I be sure you’ll deliver?"
Answer:
That is a great question. I have clients that we have recently completed projects for that would be happy to share their experience with our installation team. Also, there are daily reports, including pictures of the progress.
Feedback:
The response effectively addresses the concern by offering to provide references from satisfied clients, which demonstrates confidence in the company's work. However, it could be improved by including a brief mention of specific quality assurance measures or testimonials that reinforce credibility. Additionally, asking a follow-up question to engage the prospect further, such as 'What specific concerns do you have about the reviews?' would show curiosity and active listening. Overall, it's a solid start but could benefit from a bit more depth and engagement.
Score: 7
6.
7
/ 10Question:
"My team is already overloaded—I'm not sure we can handle a new roofing project right now."
Answer:
From the information I have, I can assure you that our installation process will be a low impact to your team, however, so that I am correctly understanding you are there any concerns or needs that you have that I’m not aware of at this time? Also, is there a timeline our team could use reduce the load on your team
Feedback:
The response effectively acknowledges the prospect's concern about their team's workload, which demonstrates active listening. By assuring that the installation process will be low impact, the salesperson addresses the objection head-on. The follow-up questions about any other concerns and a potential timeline show a good curiosity and discovery approach, allowing for further dialogue. However, the initial assurance could be more detailed, perhaps including examples or benefits that would further ease the prospect's worries about adding a roofing project to their plate. Overall, the tone is appropriate, but a stronger closing technique could be applied to encourage the prospect to share more about their situation. This response warrants a score of 7 for its solid foundation but lacking a bit in depth and closing technique.
7.
4
/ 10Question:
"I need more time to evaluate my options; I want to make sure we're making the right choice."
Answer:
OK, I understand.
First looking at the three options I gave you which one of the three would you like me to take away?
Just so that I’m understanding you correctly and to make sure get the solution that you need
Feedback:
The response shows some understanding of the prospect's need for time, but it lacks depth and engagement. While asking which option to take away is a good attempt at narrowing down choices, it misses the opportunity to explore the prospect's specific concerns further. This approach could have included a more curious inquiry, like asking what factors they are considering in their evaluation or what specific hesitations they have. Additionally, there's a lack of a clear closing technique or value exploration that could help reassure the prospect and move toward a decision. Overall, the communication feels a bit rushed and doesn't build enough rapport.
To improve, consider using a consultative approach to dive deeper into their evaluation criteria and offer insights that might help them feel more confident in their decision-making process.
Score: 4
8.
6
/ 10Question:
"Are there any customization options available? I want something that perfectly fits our needs."
Answer:
Yes we can customize one of the systems offered.
Can you tell me in detail what customizations that you would need?
We offer eight different colors ranging from a light to dark. Light Grey, mystic grey, green, blue, red, brown, dark, brown, etc..
Feedback:
The response addresses the customer's concern about customization options, which is a good first step. However, it lacks depth and could be more engaging. While you mention the availability of color options, it would be beneficial to elaborate on the types of customizations available beyond just colors—such as materials, designs, and roofing systems. This would demonstrate a stronger understanding of the customer's needs and show a solution-focused approach. Additionally, the tone could be more conversational to build rapport. Asking about specific needs is a good move, but consider integrating more open-ended questions to explore the customer's requirements further. Overall, while the response is functional, it could be more thorough and engaging.
Score: 6
9.
4
/ 10Question:
"I'm concerned about the environmental impact of this roofing material; can you assure me it's eco-friendly?"
Answer:
Because our system is a liquid applied roofing system Reduces the amount of refuse being deposited landfills.
Huge benefits of liquid applied roofing systems are that they can be installed across a wide variety of existing roofing materials, such as modified Bitumen, built-up Roof tar and gravel. Membrane such as EPDM rubber, PVC and TPO membranes also SPF systems that can be installed on top of a wide range of roofing material And then coded with liquid applied roofing all to reduce the need for a waste disposal.
Feedback:
The response addresses the objection about environmental impact by emphasizing the eco-friendly aspects of the liquid applied roofing system. However, it lacks clarity and coherence, making it difficult for the prospect to understand the benefits. There is an opportunity to directly assure the prospect that the materials used are eco-friendly and to provide examples or certifications that support this claim. Additionally, the response could benefit from asking a follow-up question to further engage the prospect and show curiosity about their specific concerns. Overall, while some relevant points are made, the communication is not clear enough, and the approach feels more informational than collaborative.
In terms of the score, it falls short on effective communication and engagement.
10.
6
/ 10Question:
"I need to get buy-in from my upper management first; how do we address their concerns?"
Answer:
I understand that they have concerns, but just so that I understand everything correctly, tell me what concerns they may have?
Thank you for sharing those concerns
We follow all of OSHA standard safety procedures. We use perimeter flag lines and safety harnesses, hardhats, safety, glasses, we have regular safety, meetings and document who is there and who has taken the proper training.
Also, if you have safety concerns or requirements, we would be happy to work with you to meet those. and any other concerns that you might have
Feedback:
Your response does a decent job of addressing the objection by first seeking to understand the specific concerns of upper management, which is crucial. However, while you acknowledged their concerns, your follow-up about safety procedures felt a bit generic and could have been tailored more to the potential concerns management might have about ROI, project timelines, or quality assurance. Instead of just stating safety measures, you could have also highlighted how these measures translate into value for the company, such as reduced liability or increased productivity. Including a closing technique to encourage the prospect to engage with upper management, such as offering to provide additional information or a presentation for them, would have strengthened your response. Overall, you displayed curiosity and a willingness to collaborate, but the value exploration aspect needed more depth.
Score: 6