Windows
Sales Assessment Results
68
Developing Closer
10 questions
Maximum score: 100
Completed in
You’re hanging around a solid average with a score of 6.8, but let’s be real: this isn’t the performance of a superstar. You’ve shown that you can engage prospects and acknowledge their concerns, which is a good start. Your strongest techniques shine through in your ability to build rapport, especially when addressing objections about reliability, compliance, and sustainability. However, there’s a pattern here that can’t be ignored: you often miss the mark on delving deeper into the customer's specific needs and concerns. It feels like you’re just skimming the surface instead of diving deep into conversations that could lead to real understanding and connection.
To elevate your game, I suggest you study the SPIN Selling technique and the Consultative Selling approach. These methods will help you ask the right questions to uncover the real needs and pain points of your prospects, rather than just addressing surface-level objections.
Remember, sales isn’t just about moving the deal forward; it’s about creating a dialogue that reveals the customer's true needs. So, next time you’re in a conversation, think about how you can be a trusted advisor rather than just a salesperson trying to close a deal. That shift in mindset could be the game-changer you need to break into the 8's and beyond. Go get ‘em!
Question Breakdown
1.
4
/ 10Question:
"We have a limited budget this fiscal year; how can we ensure the ROI on these windows will justify the expense?"
Answer:
That’s a great question, once these windows are installed, our customers see a 30% energy savings, considering you said you are paying $300 a month in energy bills now, that means when we are done installing you will be paying $200 a month for your energy bills. We will take that $100 per month and move that into a window payment. So really, you won’t be paying anything more than you are paying now, and you get brand new energy efficient windows. Let’s go ahead and get you started.
Feedback:
Your response provides relevant information about potential energy savings, which is a good start in addressing the ROI concern. However, it lacks a deeper exploration of the customer's specific financial situation and needs. A more effective approach would involve asking follow-up questions to clarify their budget limitations and concerns about ROI. Additionally, while you attempted to close by suggesting to move forward, it feels premature without fully engaging the customer in a discussion about their needs. Incorporating elements of curiosity and discovery could improve your effectiveness in overcoming this objection.
2.
6
/ 10Question:
"The current vendor has been reliable for years; what makes your solution better than theirs?"
Answer:
That’s a great question, and really depends on your specific needs. Let me ask you this, when it comes to this solution, what’s most important to you? This way I can make sure our product solves your problem.
Feedback:
Your response demonstrates a good opening by acknowledging the prospect's concern about vendor reliability, which is essential in building rapport. However, it lacks specific details that differentiate your solution from the current vendor. While asking about the prospect's needs is a positive move toward discovery, providing a brief comparison of your offerings or unique selling points upfront could better address the objection. Additionally, consider incorporating a follow-up question that dives deeper into the specific features or services they value most. This would help you tailor your response more effectively.
Overall, while you engage the prospect, there is room for improvement in directly addressing their concern about the current vendor's reliability.
3.
7
/ 10Question:
"Our stakeholders have different opinions on which features are necessary; how do we align everyone?"
Answer:
I understand everyone has different opinions. When it comes to this product, what are the top 2-3 features everyone can agree on are MOST important?
Great, I’m sure we can all agree that no product is going to please 100% of the people 100% of the time, so our best course of action is to make sure we know the most important features so we can address those first, fair enough?
Feedback:
Your response effectively acknowledges the challenge of differing opinions among stakeholders, which is essential for rapport-building. By asking the prospect to identify the top priorities, you demonstrate curiosity and a collaborative approach. However, while you established a good foundation for alignment, you could enhance this by offering to facilitate discussions or provide insights on common features that other clients have found valuable. Mentioning your experience in guiding similar clients through this process would further establish your credibility. Additionally, it would be beneficial to directly address how you can help align those opinions into a cohesive decision-making framework, ensuring that all voices are considered. Overall, you’re on the right track, but integrating more specific guidance could improve your effectiveness.
4.
7
/ 10Question:
"Can you provide data that shows the long-term cost savings compared to our existing windows?"
Answer:
Absolutely, I’m glad you asked. In this years cost vs. value report, released by qualified remodeler magazine, you will see consumers in our market saw an average of a 70% return on their investment over a 5 year period. So, I’m sure you can see why so many people realized they couldn’t afford NOT to do it. With that in mind, in terms of a monthly investment, how much could you comfortably afford?
Feedback:
Your response effectively uses credible data to address the objection regarding long-term cost savings, showcasing a 70% return on investment over five years, which is strong evidence. However, while you provide valuable statistics, it would enhance your response to include specific metrics or comparisons related to the prospect's current windows to make it more relevant to their situation. Additionally, the transition to asking about their monthly investment feels a bit abrupt; consider integrating a more exploratory question about their current costs or concerns regarding their existing windows prior to discussing affordability. This would demonstrate greater curiosity and active listening. Overall, solid foundation with room for improved personalization and flow.
5.
7
/ 10Question:
"My team is hesitant about the potential disruption during implementation; how can we minimize that?"
Answer:
I’m glad you brought this up, many customers we have worked for have also had this same concern. What they found is we made every effort to minimize any disturbance during installation.
Let me ask you this, what times of the day are you most concerned about?
What type of disruptions would be deal breakers for you?
Feedback:
Your response does a good job of acknowledging the customer's concern about potential disruptions, which is important for building rapport. By referencing other customers with similar worries, you help normalize their feelings. However, while you ask insightful questions to further understand their specific concerns, your answer could be strengthened by providing more concrete examples of how you minimize disruption based on past experiences. For instance, mentioning specific strategies or scheduling flexibility could enhance your credibility and reassure the prospect. Overall, you're moving in the right direction, but adding more detail on past success would better demonstrate the value of your solution.
6.
8
/ 10Question:
"I’m concerned about compliance with local building codes and regulations; can you assure me that your windows meet these standards?"
Answer:
Absolutely, this is a valid concern. Because we are a licensed builder in the state of Michigan, we are fully aware and comply with all building codes and regulations. We have performed many installations in homes just like yours that are 50 years old, and have demonstrated incredibly smooth processes in neighborhoods just like yours. We are happy to provide a list of the minimum requirements for installation and demonstrate how we go above and beyond in terms of compliance. Let me ask, is there anything else stopping you from
Moving forward?
Feedback:
Your response effectively acknowledges the concern about compliance and demonstrates your credibility by mentioning your licensing and experience in the state of Michigan. This builds trust with the prospect. Offering to provide a list of minimum requirements and highlighting your commitment to exceeding those standards helps to alleviate the concern further. However, the transition to asking if there's anything else stopping the prospect from moving forward feels a bit abrupt and could be perceived as a pushy close. It might be more effective to ask a follow-up question to explore their specific compliance concerns or any particular regulations they are anxious about. This would show deeper curiosity and a collaborative approach in addressing their issues.
7.
7
/ 10Question:
"Given the current economic climate, I’m not sure if now is the right time to invest in upgrades; what’s your take on that?"
Answer:
I can understand how you feel. Many other customers we have dealt with have had the same concerns. Let me ask you this, what are you specifically concerned about when it comes to the current economy?
The reason I ask, is normally people
Will share with me, that’s they are concerned about something related to cost, much like what you just said. And so I want to ask you this, if you waited till next year, do you think it’s likely the price would go up or down? That’s right, most likely up, prices usually increase over time. So with that being said, doesn’t it make sense to get this going while the prices are lower?
If there were a way to get this project installed now, but not have to pay anything for the next 12 months, would that be an option that may work for you? We have an Industry lending partner that helps many of our customers with this same concern.
Feedback:
Your response starts off well by validating the prospect's concerns about the economic climate, which helps build rapport. Asking specific questions allows you to gather more information about their worries, demonstrating curiosity and active listening. However, while you make a logical argument regarding the potential for price increases over time, it could be more effective if you provided data or examples that specifically relate to past customers who faced similar situations. Additionally, the transition to discussing a deferred payment option is a strong move, but it could benefit from a smoother lead-in that connects their initial concerns with this solution. Overall, you’re addressing the objection effectively but could enhance the value exploration further with supporting information.
8.
8
/ 10Question:
"Our last window installation faced significant delays; how can we trust your timeline will be reliable?"
Answer:
I can understand how you feel, the building Industry overall has many moving parts that make it a bit unpredictable. What type of delays have you experienced?
Ok, well considering what you’ve experienced, I can see why this is so important to you. No company is perfect of course, but our commitment to you is to always keep you informed of what is going on. What we have found most customers get the most frustration with, is finding out too late or not at all that their project has a delay. We actually will stay in contact with you weekly to keep
You in the loop on the progress. In 98% of
Cases, we are able to keep to our original promised installation date, but in the event that a delay is unavoidable, you will always be notified immediately, what other questions do you have regarding this process?
Feedback:
Your response effectively acknowledges the prospect's concerns about past delays, which is important for building rapport and trust. By asking about their previous experiences with delays, you demonstrate curiosity and an interest in understanding their perspective. However, while you mention your commitment to communication and provide a statistic about your reliability, it would strengthen your response to include specific examples or case studies of how you have successfully managed timelines in the past. This would give the prospect more confidence in your abilities. The closing question about further inquiries is good, but it could be improved by offering more information on how you handle unexpected delays, enhancing the collaborative tone. Overall, your approach is solid, but adding more detailed evidence of reliability could significantly enhance your effectiveness.
9.
8
/ 10Question:
"Our organization prioritizes sustainability; how do your windows address environmental impact concerns?"
Answer:
This is a great question especially for today’s environmentally conscious society. In terms of sustainability, what features are you speaking of specifically?
This is a great observation, one of the things we do to ensure less waste, is to use 100% virgin vinyl products. Many customers have asked “why don’t you use a recycled product?” Which I would have thought made sense as well before I got into th industry, unfortunately, what was found is that 100% vinyl windows will
Last 30-50 years, and a recycled vinyl product will usually only last 10 years, which then actually creates MORE waste because then those windows are being thrown away along with all the other items it took to install them. So our product lasting 5x as long creates much less waste in the long run, not to mention the savings to the environment when it comes to energy. What other questions can I answer for you around this topic?
Feedback:
Your response effectively acknowledges the importance of sustainability, which is crucial for building rapport with environmentally conscious clients. By asking for specific features the prospect is concerned about, you demonstrate curiosity and a willingness to engage in a dialogue about their needs. Additionally, you provide compelling information on the durability of your 100% virgin vinyl products and how they contribute to long-term waste reduction. However, while your explanation is insightful, it could be enhanced by including specific certifications or third-party endorsements that support your claims about environmental impact. This would build further credibility and trust. Overall, while you offer valuable insights, integrating more evidence of sustainability practices could significantly strengthen your response.
10.
6
/ 10Question:
"We need to ensure that any new solution integrates seamlessly with our existing systems; can you elaborate on your technical compatibility?"
Answer:
Many customers we work with will need their existing windows to match what they already have installed. Every year, we help hundreds of new customers right here in your area, to replace their old
Windows with our products which add beauty and resale value to their home, while blending in with Their current look. What type or compatibility issues are you concerned with specifically?
Feedback:
Your response starts off by acknowledging the prospect's need for compatibility, which is essential for building rapport. However, it lacks specific details about how your windows integrate with existing systems, such as installation techniques or design options that ensure a seamless fit. While you ask about their particular concerns, it would strengthen your approach to share examples of past projects where successful integration was achieved, which would enhance your credibility. Overall, you're engaging the prospect, but providing more concrete information on technical compatibility would significantly improve your effectiveness.