Roofing
Sales Assessment Results
39
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance is underwhelming, and it shows. Averaging just 3.9 means you're falling short of expectations and not connecting with your prospects the way you need to. Your responses are lacking depth, clarity, and engagement, leaving customers confused and unmotivated. You need to step up your game in understanding budget concerns and articulating solutions that truly address these issues. There’s a pattern of defensiveness in your responses instead of demonstrating the real value of what you offer, which is a critical misstep.
To make meaningful improvements, I recommend diving deep into Solution Selling and Value Proposition Selling. Both techniques will help you identify pain points and articulate the benefits of your offerings more effectively. Learn to frame your solutions in a way that speaks to the customer’s specific needs and concerns.
Here’s your coaching moment: remember, your goal isn’t just to answer questions but to create a dialogue that fosters trust and clarity. Ask open-ended questions, listen actively, and engage with your prospects on a deeper level. Only then will you start to see the results you want. It's time to get serious about your development—your prospects deserve it.
Question Breakdown
1.
2
/ 10Question:
"I really love the idea, but I’m worried about how it will fit with my budget; can you help me understand the financing options?"
Answer:
Yes, we have multiple finance options starting at 0% interest and up
Of course the better interest higher the premium will be
Feedback:
The response lacks depth and does not adequately address the customer's concerns about budget and financing options. It mentions financing options but fails to explain how they work or their potential benefits, which is essential for addressing budget worries. Additionally, the communication is unclear, particularly with the phrase 'the better interest higher the premium will be,' which may confuse the customer. More context or examples would enhance the response and demonstrate a solution-focused approach. Overall, it doesn't engage the prospect sufficiently or explore the value of the financing options.
2.
3
/ 10Question:
"I’m concerned that if we go ahead, it might impact my monthly expenses too much, especially with the current economic climate."
Answer:
Well we have a lot of finance options available I am sure we can find one will be comfortable for you.
Feedback:
The response acknowledges the concern about monthly expenses but lacks specificity and depth. While it mentions that there are financing options available, it fails to elaborate on what those options are, how they can alleviate financial strain, or provide examples of their benefits. This leaves the prospect without a clear understanding of how the financing works, which is essential given the stated concern about expenses. To improve, consider asking the prospect about their budget limits and offering tailored solutions that align with their financial situation. Overall, the response could be more engaging and informative.
3.
4
/ 10Question:
"I like your roofing solution, but I need to check with my partner first; we both need to be on the same page before making any decisions."
Answer:
I totally understand I discuss all big expenses and decisions with my papas well. When is a good time for us all to sit down and go through every again.
Feedback:
The response acknowledges the prospect's need to consult with their partner, which is a good start. However, the use of 'papas' may come across as informal or unclear in a sales context, potentially undermining professionalism. Instead, using 'partner' would directly relate to the prospect's situation.
Additionally, the response does not explore the opportunity for discussion or help the prospect feel supported in their decision-making process. Asking open-ended questions about what factors they need to consider or if they have any specific concerns could enhance the collaborative approach. Overall, the response needs more clarity and engagement to effectively address the objection.
4.
4
/ 10Question:
"I’ve heard mixed reviews from neighbors about roofers in our area, how can I be sure that your service will meet our expectations?"
Answer:
Roofers get a bad reputation cause there are bad company’s/roofers out there. Exteriors plus is not one of them! Please look us up online read our reviews we have over 300.
Feedback:
The response attempts to address the concern about mixed reviews by acknowledging the issue of bad roofers in the industry, which is a good start. However, it lacks a more empathetic tone and could better reassure the prospect about your service specifically. Simply stating that 'Exteriors plus is not one of them' does not provide concrete evidence or examples of your service quality. Instead, offering specific instances of successful projects, testimonials, or guarantees would strengthen your credibility. Additionally, inviting the prospect to discuss specific concerns or questions they might have could foster a more collaborative dialogue. Overall, while it provides a direction for the prospect to follow, it could be enhanced with more persuasive details and a stronger connection to the prospect's concerns.
5.
5
/ 10Question:
"I’m worried about the time it will take to install the roof; how will it affect my daily routine and work from home situation?"
Answer:
The process is generally a 1 day deal we are in early morning and leave later afternoon. We can schedule this whenever works best for you.
Feedback:
The response addresses the concern about installation time by providing a clear timeline, which is a positive aspect. However, it lacks depth in explaining how the installation process might impact the prospect's daily routine, especially if they are working from home. Offering to discuss specific scheduling options that accommodate the prospect's work commitments would demonstrate a solution-focused approach. Additionally, reinforcing the effectiveness and minimal disruption of your team during installation could further alleviate their worries. Overall, while the response is straightforward, engaging the prospect with more detail and empathy would enhance the effectiveness.
6.
5
/ 10Question:
"I love the quality you’re offering, but I’m not convinced it’s worth the extra cost compared to the other companies I’ve looked at."
Answer:
Yes, I hear this often and unfortunately no I am not the cheapest but I do have warranty’s and I get the job done right so you have worry. Typically company’s are cutting corners somewhere to get the project cost down and I have seen a lot of corners cut when I get called back to fix there mistakes
Feedback:
The response begins by acknowledging that the prospect is comparing costs, which is a good start. However, it comes off as somewhat defensive rather than addressing the value of your offering. While mentioning warranties is important, it lacks specifics about what those warranties cover and how they add value compared to competitors. Additionally, the phrase "so you have worry" seems incomplete and could be clearer to convey that your service mitigates concerns about quality and reliability. Rather than focusing on competitors' shortcomings, use this opportunity to emphasize the unique benefits of your roofing solution, such as long-term savings, high-quality materials, or expert installation, and how these factors justify the cost. Engaging the prospect with questions about their specific concerns or what they value in roofing services could create a more collaborative discussion. Overall, the response could be significantly improved by framing your value proposition more effectively and inviting further conversation.
7.
3
/ 10Question:
"I’m hesitant to change from our current roofing provider; they’ve been around a while and I’m not sure it’s worth the risk to switch."
Answer:
I totally understand being comfortable with someone you have been with and that has a reputation. I don’t have a good answer for this risk are hard but I do know from experience with risk comes great reward as well.
Feedback:
The response acknowledges the prospect's comfort with their current provider, which is a strength. However, it lacks a clear strategy for addressing their hesitation to switch. The phrase "I don’t have a good answer for this risk are hard" comes off as vague and unprofessional, which may undermine your credibility. Instead, you should provide specific reasons why switching can be beneficial, such as superior service, better warranties, or innovative products. Addressing their concerns about risk directly and sharing examples of successful transitions from other clients could help reassure them. Furthermore, engaging the prospect with questions about their current provider's strengths and weaknesses could open a dialogue that reveals opportunities for you to provide more value. Overall, the response needs to be more solution-focused and confident in presenting the benefits of switching.
8.
4
/ 10Question:
"I appreciate your expertise, but how do I know your team will actually deliver on their promises?"
Answer:
I will be there making sure they do
Feedback:
The response indicates a commitment to overseeing the project, which is a positive aspect, but it lacks specific details that would reassure the prospect about the team's capabilities and reliability. Simply stating 'I will be there' does not provide enough evidence of your team’s qualifications or the systems in place that ensure project success. To strengthen this response, consider elaborating on your team's experience, any certifications, past successful projects, or customer testimonials that showcase reliability. Additionally, inviting the prospect to discuss their concerns or what specific outcomes they are looking for could enhance the collaborative approach. Overall, the response needs more substance to effectively address the concern about delivery on promises.
9.
5
/ 10Question:
"I want to make sure this is a worthwhile investment—what kind of warranty or guarantee do you offer?"
Answer:
5 year labor/material through exteriors plus. 30/50 year through manufacture
Feedback:
The response provides basic information about the warranties offered, which is a positive aspect. However, it lacks depth and clarity regarding what these warranties specifically cover and how they benefit the prospect. Explaining the significance of the 5-year labor/material warranty and the 30/50 year manufacturer warranty in terms of peace of mind and protection against future costs would enhance the value proposition. Additionally, engaging the prospect by asking if they have specific concerns about warranties or what aspects are most important to them could foster a more collaborative dialogue. Overall, the response needs more context and an emphasis on the benefits of the warranties to effectively address the prospect's concern about investment worthiness.
10.
4
/ 10Question:
"My family is concerned about the ongoing maintenance costs; can you break down what we should expect after installation?"
Answer:
Yes of course. Honestly there won’t be much of any maintenance cost after we are done for 10-15 years
Feedback:
The response provides a straightforward answer regarding maintenance costs, which is a positive aspect. However, it lacks detail and does not effectively address the prospect's concerns. Simply stating that there won't be much maintenance for 10-15 years does not give the prospect a comprehensive understanding of potential costs or what kind of maintenance might be necessary after that period. Providing more information about possible upkeep, warranties, or any preventive measures that can be taken to minimize future costs would enhance the response. Additionally, engaging the prospect by asking if they have specific maintenance concerns or discussing any upkeep tips could foster a more collaborative dialogue. Overall, the response needs more depth and engagement to fully address the objection.