Insulation
Sales Assessment Results
50
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s get real here. Your performance is sitting at a mediocre average of 5, which means there’s a lot of room for improvement. You’ve shown some solid understanding of customer concerns, particularly when discussing compliance standards and long-term performance. Leveraging credible evidence, like the Department of Energy study, is a strength of yours. But you need to lean into that curiosity more—ask follow-up questions and engage your prospects beyond just presenting data.
You’ve got some patterns that need addressing. On the positive side, your solution-focused approach shines when you provide specific details about warranties and product benefits. But on the flip side, you often fall short in your closing techniques and engagement. Responses can come across as too formal or aggressive, especially when addressing objections. Remember, building rapport is about collaboration, not confrontation.
To elevate your game, I suggest diving deeper into consultative selling and objection handling techniques. These will help you foster relationships and navigate difficult conversations with finesse.
Here’s your coaching moment: think of every interaction as a chance to build a partnership. When you engage, ask open-ended questions that invite dialogue. The goal isn’t just to sell; it’s to understand and solve your prospect’s problems. Embrace that mindset, and you’ll see your scores—and your success—soar.
Question Breakdown
1.
7
/ 10Question:
"We need to ensure that this insulation meets all our compliance standards before we make a decision."
Answer:
I agree right here I have a department of energy study, which is a non-bias study showing exactly what I’ve been presenting and we also have current city codes that align with my recommendations plus there’s current tax incentives on the recommendation that I’ve made for your specific home so that you can take full advantage of the efficiency and the rebates from the government
Feedback:
The response demonstrates a solid understanding of the customer's concern regarding compliance standards. By referencing a Department of Energy study, the salesperson effectively provides credible evidence to support their claims. However, the response could be improved by explicitly addressing the compliance standards mentioned by the customer and asking follow-up questions to further engage the prospect. Additionally, while the information about city codes and tax incentives is valuable, it could have been presented in a clearer structure to enhance understanding. Overall, the tone is appropriate for the insulation industry, but it lacks a strong closing technique to guide the prospect toward a decision.
2.
7
/ 10Question:
"I'm concerned about how this insulation will perform over the long term; can you provide data on its durability?"
Answer:
of course I give all my clients a spec sheet. The current insulation that I’m recommending has a 25 year non-settlement spec. We also provide a five-year no hassle warranty. What we’ve seen is most of our clients move within 5 to 7 years so we wanna give them peace of mind while they’re in their home And you’re always covered by the manufacturers warranty for 25 years
Feedback:
The response effectively addresses the concern about long-term performance by providing specific data regarding the durability of the insulation with a 25-year non-settlement specification and mentioning the five-year no-hassle warranty. This shows a solution-focused approach and builds trust by offering concrete information. However, the communication could be more engaging by inviting the prospect to ask further questions or express additional concerns. Adding a closing technique, such as asking if they would like to see the spec sheet or schedule a follow-up meeting, would also be beneficial. Moreover, the tone could be slightly more conversational to enhance rapport. Overall, it demonstrates an understanding of the prospect's perspective but lacks some curiosity and active listening elements.
Overall Score: 7
3.
5
/ 10Question:
"Our budget for this fiscal year is already allocated, and I'm not sure we can find room for another expense right now."
Answer:
I completely understand a lot of my customers are unaware that the products I’m offering actually come with a tax incentive plus your current energy bill is going to come in regardless my recommendation is going to cut that by 50% based on my math. the product pays for itself.
Feedback:
The response acknowledges the prospect's budget concerns and attempts to introduce the idea of tax incentives and energy savings, which is a positive start. However, it could benefit from a more structured approach by clearly outlining the implications of their current spending on energy and how your insulation solutions will not only save costs but potentially offer a return on investment. The communication lacks clarity and could have better addressed the prospect's situation by asking if they have considered future budget allocations or if there might be flexibility. While the mention of tax incentives is good, more engagement and curiosity about their specific budget constraints would enhance the response. Overall, the closing technique is weak as it doesn't create urgency or a compelling reason to reconsider. The score reflects the need for a more collaborative and solution-focused dialogue.
4.
3
/ 10Question:
"How does your insulation solution compare to what our current vendor is providing?"
Answer:
The current vendor is offering a cellulose product, which has a huge settlement factor why should that matter? That’s what creates dust in the house the solution I’m offering is a fiberglass product which has no settlement very clean and feels like cotton if you like dust, you can go with my competitor if you want better air quality, and efficiency. My solution is the best.
Feedback:
The response does address the objection by highlighting a key difference between the two insulation products (cellulose vs. fiberglass) and how it impacts air quality. However, it lacks professionalism and comes off as dismissive of the current vendor, which could alienate the prospect. Instead of stating "if you like dust, you can go with my competitor," it would be more effective to frame the comparison in a more positive and informative manner. It’s also missing a curiosity-driven approach; asking questions to understand the prospect's needs better would enhance the engagement. Overall, the tone is too aggressive and does not build rapport effectively. Closing techniques are absent, and there's no exploration of the prospect's specific needs or concerns.
Score: 3 for addressing the objection but lacking professionalism, curiosity, and effective engagement.
5.
7
/ 10Question:
"We've had issues with past insulation installations; what guarantees do you offer to avoid similar problems?"
Answer:
we offer a five year no hassle warranty so if you have any problems with our install, we will come back at no cost to make sure that you are 100% satisfied
Feedback:
The response effectively addresses the concern by providing a clear warranty, which is a solid assurance for the customer. However, it could benefit from a more engaging tone and might include a follow-up question to further explore the customer's past experiences with insulation to demonstrate active listening and curiosity. This would help in building rapport and understanding their specific concerns better. Additionally, incorporating a brief mention of the company's installation process or expertise could enhance the perceived value of the offering. Overall, the response is good but could be improved in terms of engagement and exploration of the customer's needs.
Score: 7/10 for clear communication and a solution-focused approach, but lacking in curiosity and collaborative engagement.
6.
4
/ 10Question:
"I need more time to discuss this with the rest of the decision-making committee; they're quite skeptical about switching vendors."
Answer:
I understand your concern change can be difficult, but as you said over the past year, your current vendor service has not met your needs the whole reason for me being here I have client testimony after testimony that will assure you the problems you’re having currently will be addressed and no longer an issue once I am your preferred vendor
Feedback:
The response does acknowledge the concern about the decision-making process, but it could be improved significantly. While mentioning client testimonials is a good tactic to build credibility, the salesperson should also ask open-ended questions to further explore the specific concerns of the decision-making committee. This would demonstrate curiosity and encourage a collaborative approach. The tone could be more empathetic to reflect understanding of the skepticism involved in switching vendors. Additionally, incorporating a closing technique like setting a follow-up meeting for when the committee has discussed could help move the process forward. Overall, the response feels more like a statement than a dialogue, which limits its effectiveness in addressing the objection.
Score: 4/10.
7.
5
/ 10Question:
"What evidence do you have to support the ROI claims for your insulation compared to other solutions in the market?"
Answer:
The first one I have is the Department of energy the one that I find the most powerful or we are seeing companies like encore which are service providers, giving incentives for people using my insulation and we’re also starting to see cities giving incentives for using my solution what you’re all addressing the energy concerns Which is where the cost is which creates the savings and puts money back in your pocket showing you a complete ROI and less than three years like we discussed based on your current utility bills
Feedback:
The response attempts to address the objection by referencing credible sources like the Department of Energy and mentioning incentives from companies and cities. However, it lacks clarity and could benefit from a more structured approach. It would be stronger if it explicitly connected these incentives to the ROI and provided specific data or examples. The communication feels a bit jumbled, making it harder for the prospect to follow. A closing technique, such as asking if the prospect has further questions about the ROI or how it compares with their current solution, would also help move the conversation forward. Overall, while there is effort to provide evidence, the message could be clearer, and it lacks a strong closing.
Score: 5/10.
8.
4
/ 10Question:
"I’m worried about how this product will integrate with our existing systems and processes; can you address that?"
Answer:
You currently have a product called Rockwall, which was used typically in the 50s and 60s but still holds in our value and our value is like a jacket and depending on the temperature depends on what size jacket you need to wear. The current levels would be like you wearing a windbreaker Getting very little resistance and showing very little savings. Imagine taking that windbreaker and now we layer long underwear underneath it we add a jacket over the top of it. This is how my product will integrate in. It’s going to enhance what you currently have.
Feedback:
The response attempts to address the integration concern by using a metaphor about clothing layers to illustrate how the new product will enhance the existing insulation. However, it lacks clarity and specificity about how the integration will actually work without directly addressing the customer's systems and processes. The metaphor is creative but may leave the customer confused about practical implications. There is no clear closing technique or invitation for further questions, which is important when addressing concerns. Additionally, it could benefit from more curiosity by asking follow-up questions about their current systems to better understand their needs. Overall, while the response is imaginative, it doesn't effectively resolve the objection or demonstrate a solution-focused approach.
9.
4
/ 10Question:
"With so many ongoing projects, we don't have the capacity right now to implement a new insulation solution effectively."
Answer:
After hearing about all your current projects. I would actually suggest that you wait there will be a little bit of a price increase, but the impact of the product will not change over time. What will cause problems for you is the investment that you make now will be diminished Because of the workers in the attic space. Let’s finish up these projects and make a plan for the beginning of the year to make the investment so that you don’t lose out and you can get the full benefit of the product and service that I’m offering.
Feedback:
The response addresses the objection by acknowledging the prospect's current project load and suggesting a wait-and-see approach. However, it lacks a proactive solution or a sense of urgency that could have been beneficial. The suggestion to wait for a price increase is not an effective closing technique, as it may create hesitation rather than excitement. There is an opportunity to ask more probing questions to understand their timelines and needs better, which would demonstrate curiosity and active listening. The tone is somewhat informative but could be more engaging and collaborative to build rapport. Overall, the response could have been stronger with a focus on the long-term value of the insulation solution and a more compelling reason to consider initiating the project sooner rather than later.
10.
4
/ 10Question:
"How do you ensure that your insulation is environmentally friendly, and what impact does it have on our sustainability goals?"
Answer:
There are numerous concerns about the environment, which is created the FDA to put huge restrictions on all companies, including myself, making us operate at the highest efficiency level possible for sustainability, and the lowest impact to the environment possible making sure that all of our products, especially the John’s Mansfield Climate pro, which is the highest level when it comes to insulation and green
Feedback:
The response addresses the objection by mentioning FDA restrictions and the commitment to sustainability, but it lacks clarity and depth. The explanation is somewhat convoluted and does not specifically outline how the insulation products meet environmental standards or contribute to sustainability goals. Additionally, it would benefit from a clearer articulation of the benefits of the John’s Mansfield Climate pro insulation with respect to environmental impact. There are no questions posed to engage the prospect further or to explore their specific sustainability goals, which could foster a more collaborative approach. Overall, the tone is somewhat formal and could be more engaging.
To improve, consider providing specific certifications or metrics that demonstrate the product's environmental impact and encourage a dialogue about the prospect's needs.
Score: 4/10 - Needs improvement in clarity, engagement, and solution-focused detail.