we sell roofs
Sales Assessment Results by T
35
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real – your performance needs a serious wake-up call. Scoring an average of 3.5 is far from acceptable, and it shows you’ve got some major gaps in your sales approach. Your responses lack the depth and detail that customers crave, leaving them feeling unassured and unengaged. You consistently miss the mark on addressing specific customer concerns, and your attempts to build trust often fall flat. It's clear you have potential, but you need to shift gears.
You show a glimmer of understanding when mentioning reviews and guarantees, but that’s just scratching the surface. Your responses are overly simplistic, failing to dive into the specifics that create confidence in your offerings. The patterns here reveal a need for stronger consultative skills. You should practice techniques like Consultative Selling and Value Selling. These methods will teach you how to truly engage with customers, understand their pain points, and communicate the unique value you bring.
Remember, your goal is to make customers feel heard and understood. So, the next time you're faced with a concern, don’t just give a surface-level answer. Dig deeper, engage them with questions, and provide the reassurance they need. Create a narrative that not only highlights your product’s strengths but also connects emotionally with the customer. You have the ability to turn this around, but it’s going to take effort and a willingness to learn. Make it happen.
Question Breakdown
1.
2
/ 10Question:
"I'm concerned about how this roof will hold up in extreme weather long-term."
Answer:
We use some of the best products out there, which are top of the line and have a 1 year guarantee
Feedback:
The response lacks depth and does not directly address the customer's concern about long-term durability in extreme weather. Simply stating that products are top of the line and offering a one-year guarantee does not provide sufficient reassurance or evidence regarding long-term performance. A more effective approach would involve discussing specific features that enhance durability, providing testimonials or data on past performance, and possibly offering a longer warranty or maintenance plan to build trust. Additionally, asking follow-up questions to explore the customer's specific weather concerns would demonstrate active listening and curiosity.
2.
3
/ 10Question:
"What if the installation process disrupts my business operations?"
Answer:
We will be quick and we take precautions so there is no damages made
Feedback:
The response is too brief and lacks specific details that would reassure the prospect about potential disruptions to their business operations. While stating that the installation will be quick and precautions will be taken is a step in the right direction, it does not address the customer's concern about disruptions directly. A more effective response would include details about the installation process, how the team plans to minimize disruption (e.g., scheduling work during off-peak hours), and possibly a commitment to communicate with the client throughout the process. Demonstrating an understanding of their operational needs and asking follow-up questions would enhance the trust and rapport with the customer.
3.
4
/ 10Question:
"Can I really afford this if unexpected costs come up after installation?"
Answer:
Yes absolutely, because insurance pays for it. You only pay your deductible
Feedback:
The response attempts to address the concern regarding affordability by stating that insurance covers the costs, but it lacks depth and does not acknowledge the customer's potential worries about unforeseen expenses post-installation. It would be more effective to explain how the insurance process works, clarify what types of unexpected costs could arise, and reassure the customer with examples of how others have navigated similar situations. Additionally, exploring the customer's specific financial concerns or offering flexible financing options could demonstrate empathy and further engage the prospect.
4.
4
/ 10Question:
"What if I find a cheaper option that seems just as good?"
Answer:
They won't do the job better than us. There is a reason we have 200 plus 5 star reviews on google!
Feedback:
The response does attempt to differentiate your services by mentioning the positive reviews, which can be a persuasive factor. However, it lacks depth in addressing the prospect's specific concern about cheaper options. A more effective approach would involve discussing the value of your services compared to lower-priced competitors, such as quality of materials, craftsmanship, and long-term benefits. You could explore how the price reflects the quality and reliability of your work. Additionally, asking the prospect questions about their priorities—whether it be cost, quality, or warranty—could demonstrate curiosity and engage them in a more meaningful dialogue.
5.
3
/ 10Question:
"How do I know your roofing materials are the best for my specific needs?"
Answer:
Because we only use the best. We have the best products the market has to offer.
Feedback:
The response is overly simplistic and does not provide specific evidence or details to support the claim that your materials are the best for the prospect's needs. It lacks an explanation of how your products meet specific requirements, such as durability, energy efficiency, or suitability for different weather conditions. A more effective answer would include examples of the materials used, testimonials from satisfied customers, or comparisons to competitors' products. Engaging the customer by asking about their specific roofing needs would also demonstrate active listening and a consultative approach.
6.
3
/ 10Question:
"I don't want to commit to a long-term contract without knowing how this will affect my budget next year."
Answer:
There is no contract needed. We will be in and out in a week
Feedback:
The response fails to address the prospect's concern about the impact on their budget next year. While stating that no long-term contract is needed and that the work will be completed quickly is a positive, it does not provide reassurance or information related to budgeting. A more effective approach would involve discussing how the project aligns with their financial planning, potential cost savings, or how any payments would be structured. Engaging the prospect by asking about their budgetary concerns and offering to provide a detailed estimate or payment plan could demonstrate a more consultative and understanding approach.
7.
5
/ 10Question:
"I've heard horror stories about bad installations; how can I trust yours?"
Answer:
We have over 200 plus 5 star reviews on google. And have a 1 year gauruntee in which we will come back out and fix it
Feedback:
While the response mentions 200+ five-star reviews and a one-year guarantee, it lacks depth in addressing the specific fears the prospect has about bad installations. Instead of only citing reviews, it would be more effective to share specific examples of successful projects, highlight your team's experience, and explain the installation process to build credibility. Additionally, consider offering to provide references from previous clients or discussing any quality assurance measures in place to further instill trust. Engaging the customer with questions about their past experiences can also enhance rapport and demonstrate understanding.
8.
4
/ 10Question:
"What happens if there's a warranty claim after the roof is installed?"
Answer:
We will come back out and fix it, no charges to you
Feedback:
The response addresses the concern by stating that the company will fix any issues without charge, which is a positive aspect. However, it lacks detail and does not provide sufficient reassurance about the warranty process itself. A more effective response would include specifics about the warranty terms, what the warranty covers, and the steps the customer would need to take if they need to file a claim. Additionally, discussing your company's track record with warranty claims could help build trust. Engaging the prospect by asking if they have any specific concerns about warranties would also demonstrate active listening and a consultative approach.
9.
5
/ 10Question:
"I’ve had a bad experience with a contractor before; how do I know this will be different?"
Answer:
I don't know for sure, but what I can do is give you a personal guarantee of 1 year and that we will come back out and fix it if something needs to be fixe, at no additional charge to you.
Feedback:
The response acknowledges the customer's concern about past negative experiences, but it lacks a strong reassuring tone and specifics that would instill trust. A personal guarantee of one year is a good start, but it would be more effective to elaborate on specific processes or quality assurance measures your company has in place to prevent issues. Sharing success stories or testimonials from other satisfied customers who had similar concerns would help build credibility. Additionally, consider asking the prospect what specifically contributed to their previous bad experience, as this demonstrates active listening and interest in addressing their specific fears.
10.
2
/ 10Question:
"How will this new roof fit into my current maintenance plan and costs?"
Answer:
The insurance will cover it and all you have to pay is the deductible
Feedback:
The response does not address the customer’s concern about how the new roof will integrate with their existing maintenance plan and costs. Simply stating that insurance will cover the costs and mentioning the deductible lacks relevance to the specific question. A more effective reply would detail how the new roof may alter their maintenance needs or costs, such as providing information on the longevity of materials and any changes in maintenance frequency or costs compared to their current setup. Additionally, engaging the customer by asking them about their current maintenance plan would demonstrate active listening and foster a collaborative dialogue.