Power Washing
Sales Assessment Results
62
Developing Closer
10 questions
Maximum score: 100
Completed in
Let’s get real here; your performance is telling a story, and right now, it’s not the bestseller you want it to be. Averaging a score of 6.2 means you’re hanging in the middle, but what’s concerning is the inconsistency in your responses. You have some shining moments, especially when you effectively address customer concerns with empathy and solution-oriented thinking. Those scores of 8 show you can sell with finesse when you focus and engage. But then there are those lower scores that reveal a tendency to be vague and miss opportunities to delve into the customer's specific needs or to provide compelling value propositions.
You need to sharpen your focus on explicitly articulating the benefits of the services you offer, particularly how they align with the customer’s situation. This is where techniques like Value Selling and the AIDA Model could elevate your game. Studying these methods will help you make your pitch not just a conversation, but a compelling narrative that resonates with your customers.
Here’s your coaching moment: think of every customer interaction as a chance to build a relationship rather than just a transaction. If you can truly understand and address their pain points while showcasing the unique value you bring to the table, you’ll transform those average scores into high-fives. Embrace the challenge and let’s turn that potential into performance!
Question Breakdown
1.
3
/ 10Question:
"I'm on a tight budget right now; how can I justify the cost of power washing?"
Answer:
Well think of it like taking your vehicle to the car wash but with house washing you only need to do once every 3 to 5 years. Maintaining your home, helps protect and prolongs the life of your roof, siding, gutters, etc
Feedback:
The response attempts to draw an analogy between power washing and car washing, which is a reasonable approach. However, it lacks a direct and compelling justification for the cost in relation to the customer's tight budget. It doesn't effectively address the financial aspect of the customer's concern or explore potential savings or value over time. Additionally, it misses an opportunity to ask follow-up questions to better understand the customer's specific situation. Overall, the answer is too vague and doesn't provide a strong enough rationale to justify the expense.
2.
7
/ 10Question:
"I've heard great things about your service, but what if it doesn't match my home's specific needs?"
Answer:
Before any work or estimates we do a hands on assessment of your home. We like to take the time with the homeowner to walk around your home, so we can identify the surfaces and the stains we will be working with. This gives us a chance to provide our services and also for you to ask questions about the process and solutions. This also prepares our tech for the job and sets expectations on results.
Feedback:
The response effectively addresses the concern by explaining the hands-on assessment process, which helps ensure that the service aligns with the homeowner's specific needs. This collaborative approach fosters trust and engagement, allowing the homeowner to ask questions and express their concerns. However, the response could be strengthened by explicitly mentioning how this assessment helps tailor the solution to the unique characteristics of their home, thereby enhancing the perceived value. Additionally, incorporating a proactive closing technique, such as inviting them to schedule an assessment, would further capitalize on the positive initial impression. Overall, the answer is clear and demonstrates a solution-oriented mindset, but it could benefit from more explicit value exploration and a call to action.
3.
5
/ 10Question:
"I trust my current provider, so why should I switch to your power washing service?"
Answer:
I respect that. Trust is an important part of business and especially when hiring someone to work on one of your biggest investments you'll make. Our goal is provide a premium service with professional results. We are all trained and follow a process for each service. We can also provide references on top of our 5 star Google reviews.
Feedback:
The response acknowledges the importance of trust, which is a good starting point. However, it falls short in presenting a compelling argument for why the prospect should consider switching providers. It primarily focuses on the company's professionalism and training, but it doesn't offer a clear differentiation from the current provider or highlight unique benefits that would motivate the switch. To improve, the salesperson could include specific examples of benefits or value that their service offers, such as innovative techniques, exceptional customer service, or unique guarantees. Additionally, asking questions to explore the prospect's current experience and specific pain points with their provider could help tailor the pitch further and demonstrate genuine interest in their needs.
4.
6
/ 10Question:
"What if the power washing doesn’t last as long as I need it to?"
Answer:
Well after intintial cleanings we offer maintenence packages. Comparable to taking your care to get fully detailed, in and out, once the initial washing is complete, it's much easier to provide regular maintenence. You give us a call, we come take care of it. Do you have an event coming up? We can schedule the initial clean closer to that date or plan on a maintenence clean? Which ever works best for you.
Feedback:
The response begins by addressing the concern about the longevity of the power washing service by introducing maintenance packages, which is a relevant solution. However, it could be enhanced by clearly explaining how these packages specifically extend the life of the power washing and what kind of results customers can expect over time. The analogy to car detailing is helpful but could be more directly related to the customer's concern about durability. Additionally, the inquiry about upcoming events is a good attempt to create urgency, but it would be beneficial to explicitly ask how often the customer has experienced issues with previous services. Overall, while the response provides some useful information, it lacks a more detailed exploration of value and reassurance about the durability of the service.
5.
6
/ 10Question:
"Can you assure me that the chemicals used are safe for my pets and garden?"
Answer:
Absolutely, the main solution we use for cleaning homes is People, Pets & Plant safe! Because "Dilution is the solution, to pollution" a key component to our house wash solution is Sodium Hypochlorite, which is the main ingredient in bleach. It's also used in pools and water treatment. We have a process when it comes to washing houses and it starts with soaking everythjng down, especially plants, with water, fresh water in the root structure, will give the plant a fresh drink to start. As we apply the solution, we are going back and doing alot of rinsing. The solution does it work to the dirt and green stuff growing on your home. We come back through and rinse, rinse and rinse some more. Due to the prolonged exposure, our techs wear PPE such as eye protection, long sleeves and also filtration systems or a mask to filter out chems while breathing.
Feedback:
The response addresses the customer's concern about the safety of chemicals used for power washing effectively by emphasizing that the solution is safe for people, pets, and plants. However, it could be improved by clearly explaining how the dilution process works in relation to safety and why it is effective in ensuring no harm comes to pets or gardens. While mentioning the use of Sodium Hypochlorite is important, it may raise concerns for some customers due to its association with bleach; therefore, providing reassurance about its application and safety measures is crucial. Additionally, the explanation could be more structured for clarity, and it would benefit from asking a follow-up question to gauge any specific concerns the customer might still have. Overall, while the answer is informative, it lacks a personal touch and an invitation for further dialogue, which could foster trust and engagement.
6.
5
/ 10Question:
"I’m just not sure if this is the best time for me to invest in power washing with everything going on at home."
Answer:
Understandable. We are available when you are ready. If it's a budget thing, we do have payment plans and take credit cards too. One of the best times to have your home washed is spring, that way it can be enjoyed all summer long. Or if you'd like, we can tailor your cleaning to specific needs now and do the rest another time.
Feedback:
The response begins well by acknowledging the customer's situation, which demonstrates active listening and empathy. However, it misses an opportunity to delve deeper into the customer's specific concerns about timing and priorities. While mentioning payment plans is beneficial, it could be more effective to explore the implications of delaying the power washing and how it might affect the home's condition or value. Additionally, suggesting a specific timeframe for when to schedule the service could create a sense of urgency and encourage decision-making. The mention of spring as an ideal time is good, but it could be strengthened by discussing the benefits of having the home clean for summer gatherings or events. Overall, while the response is somewhat solution-focused, it lacks a compelling value proposition and does not fully engage the customer in a conversation about their needs.
7.
7
/ 10Question:
"What if I don’t see any immediate benefits after using your service?"
Answer:
Well after our walk around we were able to point out specific areas of concern. Those areas appeared to be a combination of organics and then fallout. We can do a test spot, to show the results and confirm our findings during the walk around. Nice thing about is you'll get to see first hand a before and after we clean. If you're satisfied with the results of the test area, we will continue and do the rest. I like to use before and after photos on Facebook to promote my work, that area by your patio in the back will make some great content, would you be okay with that?
Feedback:
The response effectively addresses the concern by emphasizing a proactive approach with a test spot to demonstrate results before committing to the entire service. This not only reassures the customer but also highlights the visible benefits they can expect. Mentioning the walk-around assessment showcases attention to detail, which is important in building trust. However, the response could be improved by discussing broader benefits of power washing, such as increased home value or improved curb appeal, beyond the immediate visual results. Additionally, the casual reference to using photos for promotion might detract from focusing on the customer's needs; it would be more beneficial to keep the dialogue centered on their concerns. Overall, the answer is constructive and engaging, but a stronger focus on the value proposition would enhance its effectiveness.
8.
8
/ 10Question:
"I’m concerned that the service might disrupt my daily routine more than I expect."
Answer:
I understand. What's your typical day to day look like? We do have the ability to wash using multiple machines, and each unit is set up to be highly efficient with cleaning. Also our soft wash solution provides a faster, more effective cleaning option. A project this size may take the average Joe all day to complete, but we are able to complete in an hour. And all we need is access to your hose bib, make sure your windows are shut&locked and we do the rest. We can schedule the work to be done while you are home so you can be present while we are OR we can do it while you're at work, and you'll come home to a clean home.
Feedback:
The response begins strongly by acknowledging the customer's concern, which shows empathy and active listening. Asking about the customer's typical day provides valuable insights into their schedule and allows for better tailoring of the service. The mention of efficiency and the ability to complete the job quickly (within an hour) directly addresses the concern of disruption. Emphasizing the soft wash solution as a faster option is also beneficial. However, the response could be enhanced by elaborating on how the process minimizes disruption beyond just time, such as noting that your team respects the homeowner's space and works quietly. Additionally, reiterating the benefits of scheduling the service at a convenient time for the customer would strengthen the collaborative approach. Overall, this answer effectively addresses the objection but could delve deeper into the potential impact on the customer’s routine.
9.
8
/ 10Question:
"How do I know I won’t end up with hidden costs after the job is done?"
Answer:
That's the important part of doing a rework estimate and walk around of your property. You and I will get a chance to take a look at the job together, discuss the process and I'll provide the options for you to pick. Our services are tailored to your specific needs and wants. Everything will be itemized on the estimate, service and description of service. which will be then sent over via email and/or text. You'll review the estimate, which includes cost for each services and any sales tax required. At the bottom will be the total. 2nd page is our terms of service. Once you e sign to approve estimate, it gets marked as approved in our system and then we schedule. You'll know exactly what the cost is, to the penny, prior to service.
Feedback:
The response effectively addresses the concern about hidden costs by outlining the steps taken during the estimate process. By emphasizing that the estimate will be itemized and transparent, it builds trust and reassures the customer that they will know the exact costs before proceeding. However, the explanation could be more concise for better clarity, as it currently includes some repetitive elements. Additionally, a proactive closing statement inviting the customer to schedule the estimate or asking if they have any specific concerns about costs could enhance engagement. Overall, while the answer is informative, it could benefit from more succinctness and a stronger call to action.
10.
7
/ 10Question:
"What happens if it rains right after the power washing? Will that affect the results?"
Answer:
Actually rain is helpful. For the plants, they get more fresh water, which means the solution gets excessively diluted at this point. When we do a roof soft wash, we rely on mother nature to rinse any of the dead growth from the roof. You never want to do any excessive rinsing, this can cause damage to your roof. If for whatever reason we get "dirty rain" we will gladly guarantee our work, to ensure, your home is in tip top condition for your event, home showing, etc. Curb appeal is important for these things. And we take alot of pride in our work.
Feedback:
The response effectively reassures the customer about the effects of rain after power washing by explaining how rain can be beneficial for the plants and aid in rinsing the roof. This demonstrates an understanding of the customer's concerns regarding potential damage or reduced effectiveness of the service. However, the explanation could be clearer and more concise, particularly regarding how rain helps dilute the cleaning solution without compromising results. Additionally, while offering a guarantee is a good approach, it could be enhanced by providing specific details about what that guarantee covers to build further trust. Overall, the response is informative but could improve in clarity and depth regarding the benefits of rain.