Flooring
Sales Assessment Results
38
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here—you've got some serious work to do. With an average score of 3.8, it's clear that you're struggling to connect with prospects in a way that's meaningful and engaging. Your strongest demonstrated technique appears to be some level of acknowledgment of objections, but even then, you fail to dive deep enough into the concerns that really matter to your customers.
The patterns in your responses show a consistent lack of empathy and an insufficient depth of understanding regarding customer needs. You tend to jump straight to questions or surface-level information without truly addressing what your prospects care about. Remember, it's not just about selling flooring; it's about building trust and rapport. Your responses feel transactional rather than consultative, which is a major misstep, especially in an industry reliant on quality and long-term relationships.
To turn this around, you should focus on mastering the Solution Selling and Consultative Selling techniques. These approaches will help you better identify pain points and tailor your responses to meet those needs. This is where you can shine—by being a true partner to your prospects instead of just another salesperson.
Here's your coaching moment: Every time you respond to a prospect, ask yourself, 'How can I make this about them?' If you can shift your focus from what you want to say to what the customer needs to hear, you'll not only improve your scores but also your sales dramatically. It's time to step up your game and start building those essential relationships.
Question Breakdown
1.
3
/ 10Question:
"I'm concerned about the cost and how it fits into our budget right now."
Answer:
What are you concerned about ?
What is your budget for this project?
Feedback:
The response fails to effectively address the concern about cost. Instead of acknowledging the prospect's apprehension and providing reassurance or exploring alternatives, it jumps to asking questions without empathy or context. A better approach would include acknowledging their concern and discussing how your flooring solutions can fit within different budget ranges or offer financing options. The questions lack depth and don't demonstrate an understanding of the prospect's perspective or the implications of their budget concerns. Overall, the response lacks warmth and fails to build rapport, which is crucial in the flooring industry, where trust and quality are key factors.
Score: 3 - Room for improvement, particularly in addressing concerns and building a collaborative dialogue.
2.
4
/ 10Question:
"I need assurance that your flooring will stand up against wear and tear over time."
Answer:
We installed this product many times and have not had any issues, we do offer 1 year labor warranty with our services, also many manufacturers offer a warranty with their products.
Feedback:
While your response provides some information about the warranty and your experience, it lacks depth in addressing the prospect's concern about durability. You could enhance your response by incorporating specific examples of how the flooring has performed over time or statistics demonstrating its resilience. Additionally, it would be beneficial to ask follow-up questions to uncover any specific concerns they may have about wear and tear. This would show active listening and a solution-focused approach. Overall, your communication is clear, but it misses an opportunity to explore the value and instill confidence in the product's longevity.
Score: 4/10
3.
4
/ 10Question:
"We’re currently locked into a contract with our existing supplier; changing would be complicated."
Answer:
That’s true, make sure your existing supplier offers the same service/product we offer , such as: warranty’s , store front, insurance,
Staff such as , project manager and quality control manager
Feedback:
The response acknowledges the objection, but it lacks depth and fails to engage the prospect in a meaningful dialogue. It does not address the complexity of switching suppliers nor does it explore the potential pain points of being locked into a contract. It could benefit from asking questions about their current experience with the supplier or if they are open to discussing future options when the contract ends. Additionally, the tone could be more empathetic and collaborative, rather than just listing service comparisons. A more effective approach could involve understanding their specific needs and illustrating the value of your offerings in comparison to their current supplier. Overall, the response feels somewhat transactional rather than consultative.
4.
3
/ 10Question:
"I’ve heard mixed reviews about your company’s support after the sale."
Answer:
Sorry to hear that , tell me about what you heard or read
Feedback:
The response acknowledges the concern, which is a good start, but it lacks depth in addressing the objection. It does not provide any reassurance or counterpoints to the mixed reviews about support. While asking for more information is a good idea for curiosity, the salesperson should also offer some evidence of positive support experiences or improvements made. No closing technique is applied, and there's no exploration of value or collaboration built into the response. Overall, it feels a bit passive and doesn't actively engage in overcoming the objection.
5.
5
/ 10Question:
"Can you prove that your flooring option will actually deliver the value promised?"
Answer:
Yes we can , please read our reviews online, and I can also provide some client information so you can hear what they have to say about there products
Feedback:
The response addresses the objection by directing the prospect to reviews and offering to provide client information, which is a good start. However, it lacks a more personal touch and doesn't effectively build rapport or engage the prospect further. For a stronger response, consider including specific examples of previous successes or testimonials that highlight the value delivered. Additionally, asking a follow-up question to better understand the prospect's specific concerns could enhance engagement and show active listening. Overall, the response could benefit from a more solution-focused and collaborative approach.
6.
5
/ 10Question:
"I feel pressured to make a decision quickly, but I want to ensure it’s the right choice for us."
Answer:
I completely understand, is there any more information I get you or do you have any more questions I can help with, perhaps you would like to schedule a meeting at our showroom
Feedback:
The response acknowledges the prospect's concern about feeling pressured, which is a good start. However, it lacks a clear solution-focused approach and does not directly address the underlying fear of making a rushed decision. Instead of simply offering to provide more information or schedule a meeting, it would be beneficial to reassure the prospect that their decision-making process is important and that you're there to support them. A better approach could involve asking probing questions to understand their specific concerns and offering tailored solutions that allow them to feel more comfortable in their decision. Overall, the tone is appropriate, but the response could be more engaging and collaborative.
Score: 5
7.
5
/ 10Question:
"We've previously had issues with installations from other vendors; how do you mitigate that risk?"
Answer:
What was the issues you had with the other installers?
Feedback:
The response opens the door for further discussion by asking for specifics about the previous issues, which demonstrates curiosity and a willingness to understand the customer's pain points. However, it lacks an immediate reassurance or solution to mitigate the risk of installation problems, which is crucial for addressing the objection effectively. A solution-focused approach that highlights your company's installation process, quality assurance, or any guarantees would strengthen the response. Additionally, it could benefit from a warmer tone to build rapport. Overall, while it's a good start, it needs more substance to be truly effective.
8.
3
/ 10Question:
"I'm not sure your product can meet the unique aesthetic needs of our workspace."
Answer:
Let’s look at other products available that will fit your needs
Feedback:
The response does show a willingness to collaborate by offering to explore other products, but it lacks depth in addressing the specific objection raised about the unique aesthetic needs. It would be more effective to first acknowledge the concern, perhaps ask clarifying questions to understand their specific aesthetic requirements, and then suggest tailored solutions that highlight how your product can meet those needs. This approach would demonstrate active listening and a solution-focused mindset. Overall, the response is too vague and doesn't engage with the customer's concerns adequately.
9.
3
/ 10Question:
"How do I know that your flooring solutions will integrate seamlessly with our existing setup?"
Answer:
I can provide samples for you
Feedback:
The response is too simplistic and does not adequately address the customer's concern about integration. While offering samples is a good gesture, it doesn't provide insight into how your flooring solutions will work with their current setup. A more effective response would involve asking follow-up questions about their existing setup to understand any specific concerns they have, or even sharing case studies or testimonials from similar clients who successfully integrated your flooring. This would show a solution-focused approach and enhance their confidence in your product. Overall, the tone was neutral but lacked depth in addressing the objection.
Score: 3
10.
3
/ 10Question:
"With so many options available, what makes your flooring stand out from the competition?"
Answer:
Some of the factors that stand out can be our selection and our price point
Feedback:
The response lacks depth and does not effectively address the customer's concern about differentiation. While mentioning selection and price point is a start, it doesn't clearly articulate the unique value propositions or benefits that make your flooring superior to competitors. This could be an opportunity to explore specific features, warranty offerings, or customer service aspects that set your product apart. Additionally, there are no questions to engage the prospect further or to discover their specific needs or preferences. Overall, the response comes off as too simplistic and does not create a compelling case for the flooring.
To enhance your response, consider using the FAB technique to elaborate on features, advantages, and benefits, or the Value Proposition Selling approach to clearly communicate what makes your flooring unique.
Focus on building rapport and actively listening to the prospect's needs for a stronger, more collaborative approach.