Solar
Sales Assessment Results
52
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real: a 5.2 average score is a wake-up call. You're showing some effort in addressing customer concerns, but a lot of your responses come off as shallow and vague. Your strongest moments are when you actually try to build rapport, like highlighting positive customer ratings or support after installation. But these moments are few and far between.
The consistent patterns show a lack of depth in addressing objections and a missed opportunity to engage with prospects through follow-up questions. You tend to provide surface-level reassurances without delivering the detailed insights or solutions that could win trust. You need to shift from just answering questions to truly understanding and addressing customer needs.
To break through this plateau, dive into SPIN Selling and Solution Selling. Mastering these techniques will sharpen your ability to ask the right questions and provide tailored solutions that resonate with prospects.
Here’s your coaching moment: remember, it's not just about what you say, but how you say it. Engage with curiosity and confidence. People can sense when you're genuinely interested in helping them, and that connection is what closes deals. Step it up, and don't settle for mediocrity.
Question Breakdown
1.
4
/ 10Question:
"I'm worried that the solar panels won't provide enough savings compared to my current utility costs."
Answer:
Totally understandable and we would love to see what your sunscore is to see they can benefit you.
Feedback:
The response acknowledges the concern, which is a good start, but it lacks depth and clarity. Instead of just suggesting a 'sunscore,' the salesperson could have provided a brief explanation of how solar panels typically lead to savings over time, perhaps addressing the concern with statistics or examples. It would have been beneficial to ask follow-up questions to explore the prospect's current utility costs and savings expectations, demonstrating curiosity and a solution-focused approach. Additionally, the tone could be more reassuring and confident to instill trust in the prospect's decision-making process. Overall, the response feels a bit too vague and doesn't effectively address the objection or build rapport.
Score: 4
2.
4
/ 10Question:
"How do I know your company will still be around in a few years to support my system?"
Answer:
The manufacturer has been around for decades and will always be covered under warranty. The electric company isn’t going away and neither are we!
Feedback:
The response provides some reassurance by highlighting the longevity of the manufacturer and the company, but it lacks depth and engagement with the prospect's concern. It does not directly address the potential implications of the company not being around, nor does it ask any follow-up questions to explore the prospect's fears or needs further. A more effective response would involve acknowledging the concern, providing specific examples of the company's stability, and perhaps discussing customer support initiatives or long-term commitments. Overall, it could benefit from a more solution-focused and collaborative approach to build trust and rapport with the prospect.
3.
4
/ 10Question:
"I have other home improvement projects I need to complete first, can I really prioritize solar right now?"
Answer:
In a way yes it’s important because the savings you can get from solar will help you with your other projects you need to complete.
Feedback:
The response touches on the potential savings solar can provide, which is a good start. However, it lacks depth and persuasive power. It would benefit from a clearer connection between the savings from solar and how they can specifically alleviate financial pressure for other projects. A more effective approach could have included asking questions to uncover the urgency of the other projects or offering a timeline for solar installation that aligns with their current priorities. The tone is neutral but could be more engaging to build rapport. Overall, the response misses an opportunity for a collaborative approach and further exploration of the prospect's needs and values.
Consider using a technique from SPIN Selling to identify the implications of not installing solar now, or a consultative approach to discuss how solar can fit into their overall home improvement strategy.
Score: 4/10 for addressing the concern but lacking in engagement and solution exploration.
4.
6
/ 10Question:
"I've heard that some solar systems can be complicated to install; how will you ensure a smooth process?"
Answer:
We have 5 star review across the board with all platforms and have had minimal issues with installations. Rest assured, should anything come up it will be handled immediately because customer satisfaction is top priority to us.
Feedback:
The response does a decent job of addressing the concern about installation complexity, emphasizing customer satisfaction and a strong track record of positive reviews. However, it lacks depth in exploring the specific processes or measures that ensure a smooth installation. Including more detail on the installation process or support offered could enhance credibility and show a solution-focused approach. Additionally, a question to further engage the prospect about their specific concerns would demonstrate active listening and curiosity. Overall, while the response is reassuring, it could benefit from more detail and engagement.
5.
5
/ 10Question:
"With so many solar options available, how can I be sure yours is the best fit for my home?"
Answer:
We work with the top installers in the nation, and have excellent customer service to help make sure you are getting the best deal possible.
Feedback:
The response effectively highlights working with top installers, which adds credibility, but it lacks depth in addressing the prospect's concern. It would benefit from a more tailored approach by asking questions to uncover specific needs or preferences of the prospect to align the offering better. There's a missed opportunity for value exploration and demonstrating how your solution stands out in terms of features, benefits, or unique selling propositions. Additionally, a closing technique, such as inviting the prospect to discuss their specific needs further, would enhance engagement. Overall, while the response is positive, it needs more substance and a collaborative approach to truly resonate with the prospect.
6.
7
/ 10Question:
"I’m not sure if my roof is suitable for solar; how do you assess that?"
Answer:
Not a problem! Every roof gets assessed prior to installation to make sure it happens seamlessly and with no issues. Should you need any repairs to your roof beforehand, we can help with that!
Feedback:
The response effectively addresses the concern by reassuring the prospect that an assessment will be conducted before installation, which is crucial in the solar industry. However, it could benefit from a bit more detail on how the assessment process works, which would help to build trust and transparency. Additionally, it would be helpful to ask a follow-up question to engage the prospect further, such as inquiring about their specific concerns regarding their roof. Overall, the tone is appropriate and the solution-focused approach is evident, but there's room for improvement in curiosity and discovery, as well as value exploration.
Closing is not particularly applicable in this context, but showing willingness to assist with roof repairs is a good touch. Overall, the response could be stronger with more engagement and detail.
7.
5
/ 10Question:
"Given the fluctuating energy market, how can I justify this investment now?"
Answer:
Think of it this way, you will always have an electric bill handed to you because you will always need electric. Why not do something to help lower those costs to save you money over time?
Feedback:
The response touches on the need for cost savings, which is relevant in the context of a fluctuating energy market. However, it lacks depth in addressing the concern about justifying the investment in solar specifically. It would have been more effective to explore the implications of energy market fluctuations, such as potential savings over time and the stability solar energy can provide. Incorporating a more solution-focused approach and perhaps some statistics or projections could have strengthened the argument. Additionally, asking the prospect about their specific concerns or financial situation would demonstrate curiosity and active listening. Overall, the message is somewhat clear but misses an opportunity for a more engaging and collaborative dialogue.
Score: 5/10
8.
7
/ 10Question:
"My neighbor had issues with their solar installation; how can I trust your service will be different?"
Answer:
We have 5 star ratings across the board on all platforms that I can show you that other clients of ours have had zero issues. Also, id love to see if we can help you neighbor out and fix their issue. Even if we weren’t the original installers. We also offer referral bonuses to if we can do anything for them, you’ll get some extra cash in your pocket!
Feedback:
The response did a decent job of addressing the concern by highlighting positive customer ratings and a willingness to assist the neighbor, which shows a proactive and collaborative approach. However, it could have benefited from a deeper exploration of the specific issues the neighbor faced, using consultative selling to understand the problem better. This would demonstrate active listening and curiosity. Additionally, while the referral bonus is a nice touch, it might come off as slightly less professional if not framed properly; focusing more on the value of the service rather than monetary incentives might resonate better. Overall, the response could be clearer and more empathetic to build trust effectively.
Score: 7
9.
4
/ 10Question:
"I'm concerned that my family won't fully adopt using solar energy—how can I ensure it's embraced?"
Answer:
Ask them about how much saving the planet means to them. As well as saving money. Everyone is embracing the energy saving movement to ensure our planet stays healthy for many generations to come.
Feedback:
The response attempts to pivot the conversation towards the emotional aspects of saving the planet and financial benefits, but it lacks direct engagement with the specific concern about family adoption of solar energy. It misses an opportunity to ask probing questions to understand the family's specific hesitations or past experiences. Additionally, it could benefit from providing a more tangible solution or strategy to facilitate that adoption, such as offering educational resources or community engagement opportunities. The tone is somewhat vague and could be more reassuring. Overall, the response could be more focused on addressing the objection directly and collaboratively.
Score: 4
10.
6
/ 10Question:
"What happens if I face issues with the system after installation?"
Answer:
Rest assured, we will not disappear after installation. If for any reason there is an issue or you have any questions during any point of the solar process, you can contact our back office directly and we will get it squared away immediately.
Feedback:
The response does a decent job of addressing the customer's concern by reassuring them of ongoing support post-installation. However, it lacks depth in explaining specific support mechanisms in place (e.g., warranty details, maintenance services, or response times) that could enhance confidence. Additionally, it could benefit from a more engaging tone and perhaps even a question to foster further dialogue, such as asking if they have had issues with other installations in the past. Overall, while there is an acknowledgment of the concern, it lacks a bit of exploration and a collaborative approach to solidify trust.
Score: 6