Bathroom remode
Sales Assessment Results
47
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here. Your performance is sitting at a lukewarm 4.7, which means it’s time to shake things up. You’ve shown flashes of potential, especially in your attempts to address reliability and unique selling points, but overall, your responses are falling short of what this job demands. You consistently miss the mark on engaging with your prospects' concerns, often dismissing their feelings or failing to ask the probing questions that could uncover deeper insights. It’s like you’re skimming the surface instead of diving deep into their needs.
When it comes to building rapport and trust, you need to show more curiosity about your prospects' experiences and pain points. You have a solid grasp of solution-focused selling, but you need to go beyond just stating features or guarantees. Dive into the implications of their concerns and illustrate the true value of your offerings. This isn’t just about closing deals; it’s about creating partnerships that last.
I suggest you focus on honing your consultative selling techniques. Study how to ask more open-ended questions that invite dialogue and explore customer needs. Also, practice the AIDA model to guide your conversations more effectively from attention to action.
Remember, every interaction is an opportunity to build trust and demonstrate value. Don’t just sell; connect. Your prospects want to feel heard and understood, and right now, you're leaving them wanting. So, get in there, listen actively, and show them why they should choose you. This is your moment to transform your approach and elevate your game.
Question Breakdown
1.
3
/ 10Question:
"We've been using our current contractor for years, and I'm not sure if switching now is the right move."
Answer:
I understand, but what got you here was using the same contractor for years
Feedback:
The response does not effectively address the prospect's concern about switching contractors. Instead of validating their loyalty or exploring their current satisfaction with the contractor, it dismisses their hesitation and lacks curiosity about their experiences. A better approach would involve asking questions to uncover any pain points or areas for improvement with the current contractor. Additionally, there's no closing technique or value exploration present, which are crucial in this scenario. Overall, the communication feels a bit dismissive and lacks the collaborative approach needed in a consultative selling environment.
Consider rephrasing to engage more actively with the prospect's feelings and thoughts, such as asking about their experiences with the current contractor or what aspects they value most in a contractor.
2.
4
/ 10Question:
"I need to justify this expense to my partners—how do I know this will bring value?"
Answer:
Absolutely, what more, specifically are you looking for outside of what we’ve covered?
Feedback:
The response lacks depth in addressing the prospect's concern about justifying the expense to their partners. While asking for more specifics shows some curiosity, it does not directly acknowledge the importance of demonstrating value. A more effective response would include a clear explanation of the potential return on investment (ROI) from the bathroom remodel, perhaps by citing examples or offering metrics related to increased home value or improved functionality. Additionally, a collaborative approach could be enhanced by asking questions to understand their partners' priorities and concerns better. Overall, the response could benefit from a more solution-focused approach and stronger engagement with the prospect's specific situation.
3.
5
/ 10Question:
"What if we commit to this remodel and it doesn't meet our expectations for quality?"
Answer:
Well I assure you that it will exceed your expectations or we will not get paid until it does
Feedback:
The response attempts to address the concern about quality by providing a guarantee, which can be a strong selling point. However, it lacks depth and detail. Instead of just stating that they won't get paid until expectations are met, it would be more effective to elaborate on the quality assurance processes in place, share testimonials from satisfied customers, or discuss the materials and craftsmanship involved. This would demonstrate a solution-focused approach and build more trust. Additionally, the tone could be more reassuring and collaborative, inviting further discussion rather than sounding overly defensive. Overall, while there is a commitment to quality, the response could benefit from more exploration of value and a better closing technique.
Score: 5
4.
4
/ 10Question:
"I’ve heard mixed reviews about your company; how can you assure me of your reputation?"
Answer:
The only way to be 100% certain of our reputation is through personal experience. We have done work for 1000s of clients and it is near impossible to please everyone 100%
Feedback:
While the response touches on the fact that pleasing everyone is challenging, it lacks a proactive approach to address the concern about mixed reviews. Instead of leaving it open-ended, you could have provided specific examples of positive feedback or testimonials from satisfied customers, which would have demonstrated your company's value and reputation more effectively. Additionally, it would have been beneficial to ask if they had any specific concerns or reviews in mind to address them directly, showing that you value their input and are willing to engage in a constructive dialogue. Overall, this response feels a bit defensive rather than reassuring, and it missed an opportunity to build trust with the prospect.
5.
2
/ 10Question:
"Our budget is tight this quarter; can you explain how your solution will save us money in the long run?"
Answer:
With the condition of your bathroom, I assure you there is mold behind the wall and can your really put a price on your families health??
Feedback:
The response fails to effectively address the prospect's concern about budget by not providing a clear explanation of how your solution will save them money in the long run. Instead, it shifts the focus to health risks without tying that back to financial implications, which may not resonate with the prospect's immediate budget worries. The tone could also be perceived as a bit aggressive rather than collaborative. A more solution-focused approach that highlights long-term savings and value while acknowledging their budget constraints would be more effective. Asking a follow-up question about their specific budget or priorities could also demonstrate curiosity and active listening.
6.
7
/ 10Question:
"With so many options out there, what sets your service apart from others in the market?"
Answer:
We show up when we say we will, we do what we say we’re going to do how we said we were going to do it. We also offer lifetime warranty on workmanship.
Feedback:
The response effectively addresses the objection by focusing on reliability and the unique selling point of a lifetime warranty on workmanship. The communication is clear and direct, which is appropriate for the bathroom remodeling industry where trust and dependability are key concerns. However, it could benefit from a more personalized touch or a storytelling element to further engage the prospect and illustrate the value of the service. Asking a follow-up question to understand the prospect's specific needs or concerns would also enhance the discovery process. Overall, it lacks a bit of curiosity and exploration of value beyond the basic offerings, but it does communicate essential differentiators well.
7.
5
/ 10Question:
"Is there any way to customize the design without significantly increasing the cost?"
Answer:
To add additional work we’d have to save cost in other places, if you want to use a lower quality product, say for your finishes, we could save a few dollars but I don’t think sacrificing quality to save a few bucks is the best decision. I think you’d be much happier crying once and getting the bathroom of your dreams
Feedback:
The response addresses the objection by acknowledging the customer's desire for customization without significant cost increases. However, it could have been more effective by exploring alternative options for customization that wouldn't compromise quality. The tone is somewhat informal and may not align with a professional sales approach in the bathroom remodeling industry. There's a missed opportunity to ask the customer thoughtful questions about their budget and preferences, which would demonstrate curiosity and active listening. Additionally, the closing could be more assertive by suggesting a specific next step. Overall, the response shows a solution-focused approach but lacks depth in exploring value and collaboration.
8.
7
/ 10Question:
"We have a lot of ongoing projects right now—how can we ensure this won't disrupt our operations?"
Answer:
Our goal with any project is to complete it and make it feel like we’re not even there. With particular clients we arrange to work outside of their hours
Feedback:
The response effectively addresses the concern by emphasizing the goal of minimal disruption during the remodeling process. It communicates a clear commitment to client satisfaction and includes a proactive solution of working outside of regular hours. However, it could be enhanced by asking follow-up questions to better understand the client's specific needs and concerns, which would demonstrate curiosity and active listening. Additionally, it could touch on how past clients have successfully managed similar situations to explore value further. Overall, it's a solid start but lacks some depth in engagement and exploration of the client's perspective.
9.
6
/ 10Question:
"I’m concerned about the timeline; what happens if the work takes longer than expected?"
Answer:
We are diligent about our timeline goals and work tirelessly to hit them, we haven’t missed a deadline in years, but in the even the sky falls we have a clause in our agreement, if work isn’t complete within 48 hours of projected completion date, a fee of 100$ per day will be awarded to the final balance
Feedback:
The response addresses the concern about the timeline by emphasizing the company's reliability and past performance. However, it lacks a more empathetic tone and doesn't fully explore the prospect's feelings regarding delays. It could also benefit from acknowledging the customer's perspective and providing reassurance beyond the financial penalty. A more consultative approach, asking if the timeline concerns stem from past experiences, would enhance understanding and rapport. Additionally, there’s little exploration of the customer's priorities or needs, which could help in crafting a more tailored response. Overall, the response is straightforward but could be improved with a focus on collaboration and value exploration.
10.
4
/ 10Question:
"I love your proposal, but my team is unsure about changing contractors right now—how do we align everyone?"
Answer:
You said it yourself, you love the proposal, as the leader of this team your goal is the outcome. With us you will achieve a better outcome, and in the end the team will benefit. Let’s get this moving forward
Feedback:
While your response acknowledges the prospect's positive feelings about the proposal, it lacks a deeper engagement with their concern about their team's hesitation. Instead of pushing for immediate action, you could have asked questions to understand their team's specific concerns or what barriers they perceive in changing contractors. A more collaborative approach, perhaps by offering to facilitate a discussion with their team or providing additional information, would have shown active listening and curiosity. Overall, you missed an opportunity to explore the value of your solution in a way that addresses their team's apprehensions.
Score: 4