Roofing
Sales Assessment Results by Thomas Esparza
44
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real: your performance on this test reveals some critical gaps that need your immediate attention. Across the board, your responses lack the depth and engagement necessary to truly connect with potential customers. The consistent failure to explore the customer's specific concerns—especially around budget and disruption—shows a major weakness in your objection handling skills. You're missing opportunities to build trust and rapport by not asking follow-up questions or offering tailored solutions, which are essential in today's sales environment. You need to dive deeper into understanding your customers' unique situations and how your offerings can address their specific pain points.
To turn this around, I suggest you focus on honing your skills in Consultative Selling and Solution Selling. Both techniques will help you learn to engage more effectively, ask the right questions, and provide solutions that resonate with your customers' needs.
Remember, every interaction is a chance to build a relationship. When you engage with your customers, don’t just throw information at them—create a dialogue. Make it memorable. Your path forward is to not only share information but also to listen actively and respond thoughtfully. You have the potential to turn these weaknesses into strengths, but it starts with a commitment to understand your customers on a deeper level. Let's aim higher next time—because you can do it!
Question Breakdown
1.
0
/ 10Question:
"I'm concerned about how much this roof replacement will affect my monthly budget."
Answer:
Your insurance carrier is covering the roof there is 0 out of pocket cost
Feedback:
The response is overly simplistic and does not address the customer's concern about budget impact. It fails to explore the customer's financial situation or ask any follow-up questions to better understand their worries. Additionally, the answer lacks engagement and does not build rapport or trust. A more solution-focused approach would involve discussing financing options or providing a detailed explanation of how the insurance process works. Overall, the response lacks depth and fails to effectively handle the objection.
2.
3
/ 10Question:
"What happens if your materials don't hold up against severe weather?"
Answer:
We use top of the line materials and we have a 7 year workmanship warranty
Feedback:
While the response highlights the quality of materials and mentions a warranty, it fails to directly address the customer's concern about severe weather. A more effective answer would involve discussing the specific tests or certifications that the materials have undergone to withstand severe conditions. Additionally, elaborating on how the warranty applies in such scenarios would build trust and reassurance. Overall, the response lacks depth and does not engage the customer effectively.
3.
5
/ 10Question:
"How do I know this investment will actually increase the value of my property?"
Answer:
Studies that were conducted in your area indicate that a full roof replacement could increase your property value by up to 30%
Feedback:
The response provides a statistic about potential property value increase, which is a good start. However, it lacks depth and specificity regarding the studies mentioned. To enhance credibility, the salesperson should reference the source of these studies and explain how the roof quality and materials contribute to this increase. Additionally, engaging the customer with follow-up questions to address their specific concerns about value could strengthen the conversation and build rapport. Overall, the answer needs more context and engagement to be effective.
4.
6
/ 10Question:
"I’ve heard mixed reviews about your warranty. Can you clarify what it covers?"
Answer:
So we have a 7 year workmanship warranty. What that means is if somehow we mess up the install, call us back out and we will take care of any necessary repairs. On top of that There is also a manufacturer warranty that covers the roof for 15 years
Feedback:
The response provides some clarity about the warranty, mentioning both the 7-year workmanship warranty and the 15-year manufacturer warranty. However, it lacks detail about what specific conditions are covered under each warranty and how the customer can access those services. To improve, the salesperson should explain any limitations or exclusions and possibly share customer testimonials or experiences regarding the warranty claims process. Engaging the customer by inviting further questions would also help to build rapport and address any lingering concerns. Overall, while the response offers some useful information, it needs more depth and reassurance to effectively address the objection.
5.
6
/ 10Question:
"I've been looking at other roofing options that seem more affordable. Why should I choose yours?"
Answer:
First of all, we have a top notch team that delivers high quality work and we use high quality materials. Secondly, we also offer an industry leading workmanship guarantee of 7 years. Finally we offer financing at 0% interest for one year so while we may be slightly more expensive, i think the initial investment would be worth it not only because of the quality of the work like I said, but also because the full roof replacement also could increase your homes value by up to 30%
Feedback:
The response effectively highlights the quality of the work and materials, as well as the 7-year workmanship guarantee, which are important factors for customers to consider. Mentioning the 0% financing option addresses potential budget concerns and attempts to justify the higher initial investment. However, the response could benefit from more specific comparisons to the competing options the customer is considering, such as durability, long-term savings, or potential issues with lower-cost alternatives. Engaging the customer by asking about their specific concerns with those other options would also demonstrate active listening and further build rapport. Overall, while the answer provides valuable information, it lacks a stronger connection to the customer's specific situation and concerns regarding affordability.
6.
4
/ 10Question:
"Is there any way to upgrade my roofing without a massive upfront cost?"
Answer:
Yes of course! We offer 0% financing for 12 months.
Feedback:
While the response mentions 0% financing for 12 months, it is overly simplistic and does not fully address the customer's concern about upgrading without a massive upfront cost. To improve, the salesperson should elaborate on the financing options, possibly including longer-term plans or other payment flexibility that could further alleviate financial burden. Additionally, asking follow-up questions to understand the customer's specific financial situation and exploring their needs in more detail would enhance engagement and demonstrate active listening. Overall, the response lacks depth and personalization.
7.
5
/ 10Question:
"I'm worried about the disruption this project will cause to my business. How quickly can you get it done?"
Answer:
The turnaround time from filing the claim to completing the install is usually pretty quick in most cases within a month. In most cases we don’t need you to be home and we do a good job staying out of the way
Feedback:
The response addresses the customer's concern about disruption by mentioning a quick turnaround time and that the team will minimize disruption. However, it lacks specific details about the installation process, such as how the team manages noise or cleanup, which could further alleviate the customer's worries. A more effective approach would involve asking the customer questions to gauge their specific concerns about the disruption and addressing those directly. Additionally, providing examples of past projects and how disruptions were handled could enhance trust and reassurance. Overall, while the answer provides some useful information, it needs to be more detailed and engaging.
8.
5
/ 10Question:
"My partner isn't convinced about the ROI of this roofing investment. How can I address their concerns?"
Answer:
Multiple studies in your area show that full roof replacement also increases the property value by up to 30%. Not only that, our high quality materials hold up for up to 30 years, meaning that the value won’t depreciate as fast as lower quality materials
Feedback:
The response provides some useful information by referencing studies indicating a potential 30% increase in property value from a full roof replacement. However, it lacks depth and does not directly address the specific concerns of the partner regarding ROI. To improve, the salesperson should explain how these studies were conducted and what factors contribute to this increase in value. Additionally, asking questions to uncover the partner's specific doubts about ROI could help create a more engaging dialogue. A more personalized approach, potentially including examples of past clients who have seen ROI benefits, would enhance the effectiveness of this response. Overall, while the answer provides relevant information, it could be more tailored and engaging.
9.
5
/ 10Question:
"I’ve had bad experiences with contractors in the past. How do I know your team is reliable?"
Answer:
Check our reviews! We have a perfect 5.0 rating on Google! Not only that our manager Derek fully endorses our work so much so that he puts his face all over social media promoting the excellent work we do!
Feedback:
The response highlights positive reviews and endorsements, which is a good strategy to build trust. However, it lacks a personal touch and does not address the customer's specific past experiences or concerns. To improve, the salesperson should empathize with the customer's frustrations and ask questions to understand what specific issues they faced previously. Additionally, sharing testimonials or stories of satisfied customers who had similar concerns could further enhance credibility. Engaging the customer in a dialogue about their past experiences and expectations would help build rapport and trust. Overall, while the response provides some valuable information, it could be more personalized and solution-focused.
10.
5
/ 10Question:
"What if I need additional work done later? Can your roofing accommodate future upgrades or changes?"
Answer:
Well that would depend on what work you need done. In some cases you can work around the roof like if you needed siding, soffit, fascia, gutters you could work around the roof, but if you need something done on the roof like replacing a skylight or something of the nature we can do that we may need to replace a few shingles surrounding the skylight but it is definitely possible. Other than that what additional work did you have in mind?
Feedback:
The response provides a general overview of how additional work can be accommodated, acknowledging that certain upgrades can be integrated with the current roofing system. However, it lacks clarity and could be structured more effectively. The mention of needing to replace shingles around a skylight could cause concern for the customer, as it suggests potential complications. A more effective approach would include specifying the type of work that can be easily accommodated and assuring the customer that care will be taken to minimize disruption. Additionally, engaging the customer with more open-ended questions to explore their specific needs and concerns would enhance the conversation and build rapport. Overall, while there is a good attempt to invite further discussion, the answer requires more detailed reassurance and structure to effectively address the objection.