Screen porch
Sales Assessment Results by Micah Casey
63
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your average score of 6.3 isn't where you want to be. You've shown some solid techniques, particularly in demonstrating active listening and addressing customer concerns, which indicates you're on the right track to being a consultative seller. However, there’s a pattern of vague reassurances without the concrete evidence needed to back them up. You’ve got the foundation, but it's time to build higher.
You need to dig deeper into specific examples and statistics when addressing objections. This is where techniques like SPIN Selling and Value Proposition Selling could really elevate your game. They’ll help you uncover and articulate the real value of your offerings, solidifying your position as a trusted advisor.
Your coaching moment? Recognize that every customer interaction is a chance to showcase the unique benefits of your products. Don’t just answer their concerns—engage them with specific stories or evidence that paint a vivid picture of what they stand to gain. It’s time to turn your good intentions into great results. Get to work!
Question Breakdown
1.
4
/ 10Question:
"I'm worried that your screen porches won't hold up in severe weather; what kind of testing have they gone through?"
Answer:
I understand the concern, especially since we live at the beach with the occasional hurricane storm blowing through our town.
While it’s difficult to predict major storm damage, we rest assured in that we bring the best materials and product to our jobs. The products we choose are made locally in our state by people who understand the need for resilience. These products not only undergo severe testing and receive high rating, but they have been used slextensively and have a track record of incredible performance in severe weather.
Feedback:
The response starts off well by acknowledging the customer's concern, which demonstrates active listening. However, it lacks specific details about the testing process and ratings that would effectively address the objection. Instead of providing vague reassurances, it would be better to cite specific tests or certifications that the products have undergone. Additionally, the mention of local manufacturing is a positive aspect but could be tied more directly to the benefits for the customer, such as faster support or familiarity with local weather conditions. Overall, while the tone is appropriate and the understanding of the customer's concern is clear, the lack of concrete evidence and details undermines the effectiveness of the response.
2.
7
/ 10Question:
"How do your prices compare with other brands that claim to offer similar quality?"
Answer:
We are competitive in our pricing with higher end quality companies, and we bring more value than any company in our area. Standard features we offer in warranties and service, other companies charge a premium for.
Imagine getting your patio house washed, and a 2 year warranty included in your estimate vs having to pay extra for that?
Don’t you deserve more for your money?
We certainly think so, and do our very best to deliver that to our clients!
Would you like to see what our customers have said? Or do you just want to go ahead and get on our calendar for your project!
We are filling up fast and can’t hold spots open for very long. Do you want to book with us today?
Feedback:
The response effectively highlights the competitive pricing and the added value of your warranties and services compared to other brands. This approach demonstrates a solution-focused mindset by addressing the customer's concern about cost versus quality. However, while the rhetorical question about deserving more value is engaging, it could come across as presumptive. Providing specific examples or comparisons with competitors would strengthen the argument further. The urgency to book is a positive closing technique, but it could be more effective if tied directly to the benefits of securing the service sooner rather than just filling spots. Overall, the response is clear and communicates enthusiasm, but could benefit from specificity and a more measured tone.
3.
6
/ 10Question:
"With our budget constraints, is it really possible to justify the investment in a new screen porch right now?"
Answer:
I definitely understand working in a budget, and if you’re looking at home improvement while keeping a minimum cost, a screen porch is one of the most cost effective return on investment. Plus you get the benefit of enjoying it right away!
We have several options for home owners to choose from. If you
Want a full build out right away, we can look at financing. If you want the basic install at minimal cost today, and then add other features later on, we do a lot of installs this way as well. It depends which route is right for you!
Would you feel better with a finance option, or with cash down and save money over all?
Feedback:
The response begins effectively by acknowledging the customer's budget concerns, demonstrating active listening. However, while mentioning that a screen porch is a cost-effective investment, it would be beneficial to include some specific examples or statistics about the ROI of screen porches to strengthen this claim. Offering financing options is a good strategy to make the investment more manageable, but the answer could be enhanced by elaborating on the potential long-term savings and benefits of having a screen porch. The closing question about financing or cash down is a positive way to engage the customer, as it encourages them to think about their preferences. Overall, the response delivers a good foundation but could improve by providing more concrete evidence and a clearer tie to the value proposition.
4.
7
/ 10Question:
"I need to ensure that installation won't disrupt our daily operations; how long does the process typically take?"
Answer:
I understand having daily operations that are disrupted can be costly and just plain annoying! With working in the home we minimize disruptions at work, and have dialed in our install process to be efficient so as not to intrude on your home life as well. Typical installs like yours can be done in just one day.
Are there any days of the week that are better to work around? Or we could schedule a few hours each day if that would work better to minimize disruptions at. Would it be better to get it over with quicker or eliminate any interruptions?
Feedback:
The response begins with a strong acknowledgment of the customer's concern about disruption, showing empathy and understanding. However, while stating that installations typically take one day is helpful, it would benefit from further elaboration on what makes the installation process efficient and how it minimizes disruption specifically. The offer to work around the customer's schedule is excellent, but the last part of the response is somewhat unclear; specifically, the phrase "eliminate any interruptions" could be more precise. Overall, this response is effective in addressing the concern and engaging the customer through thoughtful questions, but enhancing clarity and detail would make it even stronger.
5.
7
/ 10Question:
"Before we commit, can you provide evidence of other clients' success with your products?"
Answer:
Yes of course! We have multiple client testimonials highlighting our product and service. We have several home owners just like yourself that have offered to demonstrate their install if you would like me to set that up for you. There are several within 10 minutes of your house you could look at, and talk with those clients about the process and using our products.
Feedback:
The response effectively addresses the customer's request for evidence by offering client testimonials, which demonstrates transparency and builds trust. Mentioning the availability of homeowners willing to show their installations adds a practical and personal touch, enhancing credibility. However, it would be beneficial to include specific examples or highlight standout testimonials that emphasize particular successes or benefits customers experienced with the products. Furthermore, suggesting that these clients are nearby is a strong point, but offering a specific way to connect or a call to action would make the engagement more compelling. Overall, the response is positive and engaging but could be strengthened with more detailed examples and a clearer call to action.
6.
4
/ 10Question:
"Our current vendor has been reliable; what can you offer to convince me to switch?"
Answer:
I’m not sure that we would be the right fit for you at this point. If you are 100% happy with your current vendor, their service, response times, ability to take care of any issues that come up you should likely stay with them.
If there is an important part of service or products that they can’t take care of for you, I’d be happy to talk about that and see how we can help.
If there was one area you could use better service or products, what would that look like to you and what would it mean to you to get it fixed?
Feedback:
The response takes a surprisingly passive approach by suggesting the prospect should stay with their current vendor if they are happy. While acknowledging their satisfaction is important, this strategy could lead the prospect to dismiss your offering altogether. Instead, it would be more effective to highlight specific strengths or unique benefits your service provides that could enhance their experience beyond what they currently have. Asking about areas needing improvement is a good strategy for uncovering potential needs; however, it should be coupled with a more assertive explanation of how your service can address those. Overall, the response lacks a compelling reason to switch and could benefit from a stronger focus on the value you bring to the table.
7.
6
/ 10Question:
"I'm not sure your support services align with our needs; how quickly can we expect assistance if issues arise?"
Answer:
I understand being skeptical from past experiences with other companies. In fact, that’s a huge part of why we started our company in the first place. We couldn’t get any quotes at our project, or even get a returned phone call, so I totally understand that.
We have a hassle free service policy where we take care of the clients needs as fast as we can without arguing who’s going to cover it or who’s fault it is. Our 2 year warranty probably covers it anyways, and we make more money when our clients are happy. So we do everything we can possibly do to make sure our clients rave about our service.
Feedback:
The response starts well by acknowledging the prospect's skepticism, which shows understanding and builds rapport. Highlighting the company's service policy is a positive approach, as it addresses the concern directly. However, the mention of a 'hassle-free service policy' could be strengthened with specific examples of how quickly support is typically provided or any metrics on response times. Additionally, while the focus on client happiness is a good selling point, it would be more effective to emphasize the proactive measures your company takes to ensure timely assistance and customer satisfaction. Overall, the response is empathetic and provides a solid foundation, but adding specific details about support timelines would enhance clarity and trust.
8.
8
/ 10Question:
"Can you explain how this investment will actually improve our team's productivity and morale over time?"
Answer:
Our screen porches have been proven to imcreaee productivity and also morale through a couple reasons.
1. Productivity, you give your people an outdoor space close by where they can take a break, get out of their work environment and return rested and ready to get back to work. Having a space separate from their work gives also a mental break, so they are more rested than using a typical break room at other workplaces.
2. Our screen porches give your people a place to go outside that’s not only beautiful, but also protects them from bugs and even gives a little privacy if needed. Showing your people you care by giving them an environment like this is huge when it comes to employee morale and mental health.
So you get several benefits out of this project! How soon would you like to see morale improvement in your work place? I can start this project as quickly as in a few days!
Feedback:
The response effectively addresses the customer's question about productivity and morale by providing two clear points that demonstrate the benefits of the screen porch. The explanation about having an outdoor space for breaks is particularly compelling, as it highlights how this environment can aid in mental recovery and focus. Additionally, mentioning the aesthetic and protective aspects of the porches reinforces the value of the investment. However, the response contains a spelling error ('imcreaee') which detracts from the professionalism of the communication. The closing question about the timing for starting the project is a good engagement strategy, but could be enhanced by offering specifics about potential timelines for seeing measurable improvements in productivity and morale. Overall, the response is strong, informative, and engaging, but minor improvements in clarity and professionalism could elevate it further.
9.
7
/ 10Question:
"Given the current economic climate, how can we be sure that this purchase won't become a financial burden later?"
Answer:
The beauty of this project is that once we do this, it’s a one time payment and your done. No hidden fees or even recurring payments. Everything is upfront, with a 50% payment to start the project and the remainder due upon completion.
Our clients love the fact that they don’t have monthly payments to keep track of, and make sure they aren’t going up over time. Does that sound like it would work for you?
We can look at our calendar and see when we could get this started, then it’s easy straightforward from there. Are you ready to look at dates and get this scheduled?
Feedback:
The response effectively emphasizes the one-time payment structure, which directly addresses the customer's concern about ongoing financial burdens. By highlighting the absence of hidden fees and the straightforward payment process, you create a sense of transparency and security. However, it would be beneficial to include additional information that reinforces the value of the investment, such as how the screen porch will contribute to long-term savings or increase property value. The closing questions about scheduling are engaging, but consider strengthening the urgency or benefits of starting soon. Overall, the response is clear and reassuring, but it could be enhanced by adding more value-focused content.
10.
7
/ 10Question:
"What guarantees do you have in place to address potential defects or issues after installation?"
Answer:
We guarantee to address any defects upfront. We leave our projects complete, and if any material is damaged or defective we handle that during the initial install. 99% of defects happen in the first 6 months, so we offer 2 year warranty, where we handle any defects for you at no cost.
We have yet to find a client upset about how we took care of their problem quickly and without hassle.
Would you like to schedule with alour company that handles these rare occurrences upfront, or do you want to wait and try to find a company with a promise so good they can’t deliver on it?
Feedback:
The response effectively outlines the company's guarantee regarding defects, highlighting the upfront handling of issues during installation. Mentioning the 2-year warranty provides reassurance to the customer about the long-term commitment to quality. However, the phrase '99% of defects happen in the first 6 months' could be misinterpreted; it might be more effective to emphasize the rarity of defects overall, rather than focusing on a specific percentage. Additionally, while the closing question attempts to create urgency, it could be phrased to more positively encourage the customer to see the value in choosing your company. Instead of implying that other companies can't deliver, consider focusing on the benefits of your specific approach. Overall, the response is solid in addressing the objection but could improve clarity and the closing technique.