Roofing
Sales Assessment Results

"I need to think about it and discuss with my partner before making a decision."

We wouldnt expect you to make a decision without her blessing. But let me ask you. Are you or her more in charge of all things home repair?

While you acknowledged the need for the prospect to discuss with their partner, your response could have been more supportive and collaborative. Instead of framing it as a question about authority in home repairs, it would be more effective to express understanding and offer to provide additional information that could help both parties come to a decision. Building rapport and demonstrating value in how your services can address their specific needs would be beneficial. Consider asking how you can assist in that discussion, or if there are specific concerns they both might want addressed. Overall, your tone could be perceived as dismissive rather than engaging, which might hinder trust-building. Score: 4

"Your quote is significantly higher than what another contractor provided."

This is the conversation of value vs price. See today my price seems higher. However you get me which is immeasurable value. As well as over the lifetime of your roof paying a little more now will end up saving you money and headaches in the lifetime.

Your response touches on the value of your service, which is great. However, it could benefit from a more empathetic tone. Acknowledge the prospect's concern about the price before diving into the value proposition. Consider adding a question to engage them further, such as asking what specific aspects of the lower quote are appealing to them. This shows active listening and invites a collaborative discussion. Overall, your approach is on the right track, but it needs to be more polished and customer-focused.

"We just had our roof done a few years ago, why should we consider a new one now?"

The hail storm that just affected your home was significant. With this level of damage in the area your new roof likely still needs replaced.

The salesperson's response acknowledges the prospect's concern about the timing of a new roof but lacks depth in addressing the specific reasons why a replacement might be necessary. While mentioning the recent hail storm is relevant, it doesn’t effectively explore the potential damage or offer reassurance. The response could benefit from a more solution-focused approach, perhaps by asking about any visible signs of damage or discussing the warranty of their previous work. Active listening is also absent, as the response does not acknowledge the prospect's past investment in their roof. Overall, the tone is somewhat factual but could be warmer and more engaging to build rapport. A closing technique is missing, which would help guide the conversation towards next steps.

"I'm concerned about the quality of materials used in your roofing systems."

We arent married to a specific manufacturer. This is our expert opinion of the best fir the money. However its your money and we will happily slend it with whatever manufacturer you prefer. We are licensed with all of them.

The response addresses the prospect's concern about material quality by highlighting flexibility and expertise, but it lacks clarity and professionalism in tone. Phrases like "we aren’t married to a specific manufacturer" and "we will happily spend it with whatever manufacturer you prefer" could come off as dismissive. A more effective approach would incorporate specific examples of high-quality materials used in previous projects or testimonials. Additionally, asking a follow-up question to understand their specific quality concerns would demonstrate curiosity and active listening. The lack of a closing technique to encourage further discussion or commitment detracts from overall effectiveness. Overall, while there is a foundation of a solution-focused approach, it needs refinement for better clarity and professionalism, and to build stronger rapport with the prospect.

"Can you provide references from past customers who have had similar work done?"

Absolutely, actually check this out. Here is our google review page. Also in the folder we gave you there are many referral customers to contact in there. While i inspect your home please do enjoy checking us out through all our reviews.

The response effectively addresses the concern by directing the prospect to Google reviews and providing referrals in the folder. This demonstrates a willingness to be transparent and instills confidence in the company's credibility. The tone is appropriate for the roofing industry, maintaining professionalism while being inviting. However, it could be improved by explicitly acknowledging the prospect's need for references and expressing enthusiasm about the opportunity to share more about past work. Additionally, as a closing technique, inviting the prospect to ask any specific questions about those references could enhance engagement. Overall, the response is solid but lacks a little warmth and curiosity.

"How do I know your team will complete the job on time and within budget?"

We can write in a beginning and end date on the contract right here. If it makes you more comfortable we can include an escalation clause even. We are that confidant in our ability to perform as we have promised.

The response addresses the objection by offering a contract with specified dates and an escalation clause, indicating confidence in the team's performance. However, it could be improved by providing more context about past performance, client testimonials, or examples of timely project completions to build trust. The communication is clear but could benefit from a more empathetic tone that acknowledges the prospect's concerns about timelines and budgets. Additionally, the response lacks a closing technique or an invitation for further questions, which could help in moving the conversation forward. Overall, while it addresses the concern, it does not fully explore the value or build rapport effectively. Score: 6/10

"We're currently under contract with another roofing company, so we're not ready to switch."

When was the last time you spoke to them? When roofers compete you win. So how about i do an inspection and leave you with our estimate to compare to your other companies proposal. Then you can get with me if it makes sense to move forward.

The response effectively acknowledges the objection by asking when they last spoke with their current provider, which shows curiosity and a desire to understand the situation better. By suggesting an inspection and providing a comparison estimate, the salesperson demonstrates a solution-focused approach, positioning themselves as a helpful resource rather than a direct competitor. However, the tone could be slightly softened to be more collaborative, especially since the prospect is currently under contract. Additionally, a closing technique could be more assertive to prompt further engagement. Overall, the communication is clear, but a little more rapport-building would enhance the response. Score: 7.

"What if we face unexpected issues once the roofing project starts?"

My only intention is to complete your project the RIGHT way. As things may arise our process is to document it with photos. We send them to you and call immediately with options and how we can move your project forward in the most economical way.

The response effectively addresses the concern about unexpected issues by outlining a clear process for communication and documentation, which helps to alleviate fears. However, it could be improved by acknowledging the prospect's anxiety about potential issues more explicitly and offering reassurance about the team's expertise in handling such situations. The tone is appropriate for the roofing industry, but it lacks a closing technique that could prompt action or further discussion. Asking the prospect if they have specific concerns or past experiences with unexpected issues could enhance curiosity and discovery. Overall, while the response is solid, it feels a bit transactional and could benefit from a more collaborative approach to build rapport.

"I’m worried about the potential disruption to our daily operations during the installation process."

Dont be, we can schedule repairs to be during your slowest time as well as make arrangements for traffic to still get in and out of your store with no issue.

The salesperson addresses the concern about disruption effectively by proposing a scheduling solution during the slowest times, which shows consideration for the prospect's operations. However, the communication could be clearer and more reassuring. Adding a touch of empathy and understanding towards the prospect's worries would enhance the tone. The response lacks a closing technique or follow-up questions to further engage the prospect, which would help in building rapport and understanding their specific needs better. Overall, it demonstrates a solution-focused approach but could benefit from more curiosity and active listening.

"How do your warranties compare to those offered by other roofing companies?"

Our warranties are backed by our manufacturer partners. We are in the top 1% of contractors nationwide so you know our work is the best!

The response does a fair job of addressing the objection by mentioning the backing of manufacturer partners and highlighting the company's top contractor status. However, it lacks direct comparison with competitors’ warranties, which is crucial for the prospect's understanding. The communication is clear, but the tone could be more engaging and less boastful. There’s no closing technique or invitation for further discussion, and it misses a solution-focused approach by not asking questions to uncover the prospect's specific needs or concerns. Overall, while it hints at value, it doesn’t effectively explore it in the context of the prospect's question. A more collaborative and engaging approach would improve the response significantly.