Roofs
Sales Assessment Results
50
Needs Improvement
10 questions
Maximum score: 100
Completed in
Well, well, well—look who decided to show up for the sales test! Your performance was like a lukewarm cup of coffee: not terrible, but definitely not something I'd brag about. You scored a mediocre average of 5.2, which tells me that you have some grasp of the basics, but darling, basics won't win you any prizes. You did show a flicker of empathy and acknowledgment with your prospects, but if you want to sell anything other than your own disappointment, you need to crank up the curiosity and engagement. Stop throwing out half-baked responses and start asking questions that actually matter. Your closing techniques? Nonexistent. It’s time to up your game and learn how to wrap things up with a bow instead of leaving your prospects hanging. Get to work—nobody’s got time for half-hearted sales pitches!
Question Breakdown
1.
4
/ 10Question:
"We just replaced our roof last year, so we don't need a new one right now."
Answer:
I understand how you feel, and I felt the same until I realized how damaging seasonal storms can be to our roof workout us even knowing.
Feedback:
The response shows an attempt to empathize with the prospect's situation, which is good for building rapport. However, it lacks clarity and doesn't directly address the objection of having recently replaced the roof. The mention of seasonal storms is relevant but needs more context to connect it to the prospect's current situation. A more effective approach would include asking questions to explore any concerns they might have about their recent roof replacement or potential long-term damage. Additionally, a closing technique should be employed to prompt further discussion or a follow-up. Overall, the response could be improved significantly in terms of clarity, curiosity, and solution-focused dialogue.
2.
5
/ 10Question:
"Your price is significantly higher than what we were quoted by another company."
Answer:
That’s likely because I use top quality products, no shortcuts, the best service, and have all licenses insurance etc
Feedback:
The response attempts to address the price objection by emphasizing quality, service, and compliance, which is a good start. However, it lacks a customer-centric approach and does not fully explore the prospect's concerns or provide a clear value proposition that justifies the higher price. It would benefit from asking questions to understand the competitor’s quote and the prospect’s priorities, such as, 'What specific features or services are most important to you?' This would help in establishing rapport and demonstrating active listening. Overall, while it touches on important points, it misses the mark on collaboration and curiosity.
3.
6
/ 10Question:
"We're not sure if we can justify this expense given our current budget constraints."
Answer:
I understand that.. we do offer financing. I’d also like for you to remember that I can possibly get this claim approved and you’ll only be out of pocket for the deductible!
Feedback:
Your response acknowledges the prospect's concern about budget constraints, which is a good start. However, it feels a bit rushed and lacks depth in exploring the value of your service. You mentioned financing, which is a positive aspect, but you could enhance your response by asking questions to better understand their budget situation and priorities. Instead of just offering a potential solution, consider engaging them in a conversation about how the investment could ultimately save them money in the long run or improve their property value. Additionally, a stronger closing technique would help steer them towards taking the next step. Overall, you showed some active listening but could improve on curiosity and value exploration.
Score: 6/10
4.
5
/ 10Question:
"How do I know your materials are better than what I can get elsewhere?"
Answer:
Anyone can buy the same materials but not everyone is a preferred contractor who is sure to install the product per the manufacturer specifications.
Feedback:
The response touches on a key point about installation but falls short in addressing the prospect's concern directly. It doesn't sufficiently explain why your materials are superior, leaving the prospect potentially unsatisfied. To improve, you could emphasize specific benefits of your materials, such as durability or warranty, and invite the prospect to ask more questions about their needs. This would show curiosity and enhance value exploration. Additionally, consider a closing technique that encourages them to move forward or discuss further, which can help build rapport. Overall, while you made a good point, the response lacked depth in value demonstration and engagement.
5.
5
/ 10Question:
"I'm concerned about the long-term durability of the products you offer."
Answer:
Fortunately we’re talking about a publicly traded company.. your warranty is limited lifetime and is valid even I were to go out of business.
Feedback:
The response partially addresses the concern about durability by mentioning the limited lifetime warranty, which is a good point. However, it could have been more effective by providing specific details about the materials used, their performance, and any relevant test results or certifications that demonstrate durability. The tone is factual but lacks warmth and engagement. There’s no closing technique or discovery questions to further explore the prospect's concerns. Overall, it feels a bit transactional rather than collaborative.
To improve, consider acknowledging the concern more empathetically, providing additional information about product quality, and perhaps asking if they have specific durability concerns or experiences they've encountered in the past.
6.
4
/ 10Question:
"This isn't a priority for us; we have other projects to focus on first."
Answer:
I would strongly consider how important your roof is. It literally protects all of the other projects that you are considering.
Feedback:
The response does touch on the importance of the roof, which is a good start, but it lacks depth in addressing the prospect's concern. It could benefit from acknowledging their current priorities and exploring how the roofing project could align with or support those other projects. The tone comes off a bit too forceful and could be softened to better connect with the prospect. Additionally, there is no closing technique or a follow-up question to engage in further dialogue. A more collaborative approach could enhance rapport and lead to a more productive conversation.
7.
5
/ 10Question:
"I’ve heard negative reviews about your company’s customer service in the past."
Answer:
We’ve served thousands of customers and tried our best to provide the best service at all times. Unfortunately we have found that we couldn’t appease a few clients, under 1% actually. But our positive reviews far outweigh the negatives. Wouldn’t you agree?
Feedback:
The response acknowledges the objection but doesn’t effectively address the concern about negative reviews. While mentioning the percentage of satisfied clients is a positive move, it lacks depth in addressing the specific issues raised in those negative reviews. It doesn't invite further exploration or show curiosity about the prospect's concerns, which is essential for building rapport. Additionally, the closing question feels somewhat assumptive and may come off as dismissive rather than collaborative. Improving the empathetic tone and asking more probing questions about the prospect's specific concerns could enhance this response significantly.
8.
7
/ 10Question:
"How quickly can you complete the installation? We have a timeline we need to stick to."
Answer:
Once you authorize us to move forward we’ll start the process. Material should arrive within a week and once my crew starts a few days later we’re in and out within a day, worst case a second day would be needed for clean up. Weather permitting of course.
Feedback:
The response effectively addresses the concern regarding the installation timeline by providing a clear timeline for material arrival and installation. However, it could be improved by acknowledging the prospect's urgency more empathetically, which would demonstrate active listening and a collaborative approach. Asking a follow-up question about their specific timeline could also enhance discovery and curiosity, ensuring the prospect feels understood and valued. Overall, the tone is appropriate for the roofing industry, but adding a bit more warmth and engagement would strengthen the rapport.
Score: 7
9.
4
/ 10Question:
"What warranties do you offer, and how do they compare to your competitors?"
Answer:
The most competitive warranty available. A limited lifetime warranty on material and 2 year workmanship.
Feedback:
The response provides a basic answer to the objection but lacks depth and detail. It mentions a 'limited lifetime warranty on material' and '2 year workmanship' but does not explain how these compare to competitors, which was the main concern expressed by the prospect. Additionally, there’s no engagement with the prospect to explore their specific needs or concerns. A more effective response would include comparisons, emphasize the value of the warranty, and invite further questions to ensure understanding and build rapport. Overall, the communication is straightforward but falls short of being engaging or solution-focused.
10.
5
/ 10Question:
"I'm not convinced that this upgrade will actually save us money in the long run."
Answer:
I understand, it’s a large investment. But it protects what is most people’s largest purchase in their life. Your home will be more efficient and you will not have to worry about leaks or issues in the foreseeable future.
Feedback:
The response acknowledges the concern about the investment, which shows some level of active listening. However, it lacks depth in addressing the specific objection of long-term cost savings. It would be more effective to provide data or examples of how the upgrade has saved previous customers money over time. The tone is appropriate for the industry, but it could benefit from a more solution-focused approach that includes a closing technique, such as offering to provide a detailed cost-benefit analysis. There are no questions that invite further dialogue or discovery, which is crucial in building rapport and understanding the prospect's perspective. Overall, while the response does touch on value, it fails to explore it deeply or collaboratively.