Lawn and landscape maintenance
Sales Assessment Results
67
Developing Closer
10 questions
Maximum score: 100
Completed in
You've put in a solid effort, showcasing a good grasp of several sales techniques, particularly with consultative and solution-focused selling. Your ability to acknowledge customer concerns and offer reassurance is commendable, especially when you tied in personal experiences and testimonials. However, there's a recurring theme of needing to deepen your understanding of customer needs and tying value more explicitly to your services. You often miss the mark on urgency and closing techniques, which can leave prospects hanging.
To elevate your game, dive deeper into SPIN Selling and the Challenger Sale. These techniques will help you ask the right questions to uncover needs and challenge prospects’ thinking, pushing them toward a decision.
Remember, sales is as much about listening as it is about pitching. Each conversation is a chance to learn something new about your prospect’s pain points. Foster that curiosity and don’t shy away from exploring their specific concerns. You’re on the right path, but it's time to step up your game. Keep pushing, and you’ll turn those scores into solid wins!
Question Breakdown
1.
6
/ 10Question:
"I'm not sure if your services are worth the price, can you explain the value I would get from this?"
Answer:
Absolutely, this might be a little more than some of the other companies in town and we can definitely back that up. We provide a hands off service that allows you to enjoy your outdoor space without having to worry about all the work that goes into it. Is there anything specific you’re worried about other than price?
Feedback:
The response does a fair job of acknowledging the price objection and attempts to highlight the value of the service by emphasizing the convenience of a hands-off approach. However, it could be improved by providing more specific examples of the benefits, such as quality, reliability, or additional services that justify the price difference. The question posed at the end is a good way to encourage further conversation and discovery, but it lacks depth in exploring the customer's specific needs or concerns. Overall, while it shows some understanding of the customer's perspective, it could be more compelling in demonstrating value and addressing the objection directly.
Consider using the SPIN Selling technique to ask more about their situation and needs, and perhaps include a brief success story or testimonial to reinforce the value proposition.
Score: 6
2.
7
/ 10Question:
"I need to think about it; there are so many other lawn care options available, why should I choose you?"
Answer:
There are definitely a lot of options out there. We like to keep it as simple as possible for our customers. That way you can worry less about your landscape, and enjoy it more. If you’d like to see some testimonials from some of our clients I would be more than happy to let you take a look. What is your main concern you want addressed when it comes to your landscape?
Feedback:
The response effectively acknowledges the prospect's concern about the abundance of choices in lawn care, which is a good start. By emphasizing simplicity, it aligns with the SNAP Selling approach, making the process feel less overwhelming. However, it could have been more persuasive by incorporating specific differentiators or unique value propositions that set your service apart from competitors. Offering testimonials is a good move for social proof, but additional emphasis on the benefits of choosing your service over others would strengthen the argument. The question about the main concern is a nice touch, showcasing curiosity and a solution-focused mindset, but it should have been preceded by a stronger value exploration. Overall, the communication is clear and the tone is appropriate for the industry, but it could benefit from a more robust closing technique to move the prospect toward a decision.
3.
7
/ 10Question:
"I’ve had a bad experience with landscaping services before, how can I trust you won’t be the same?"
Answer:
I’m sorry to hear that, unfortunately you’re not the first person to tell me that. We have plenty of happy customers that can tell you how we’ve helped them regain confidence in their outdoor space. As a Marine Corps Veteran I can assure you we have a much higher standard for the work we complete. Communication is key. If there is anything you’re unhappy with, just let us know and we will make adjustments. If you aren’t happy, neither am I.
Feedback:
The response effectively addresses the prospect's concern by acknowledging their past experiences and providing reassurance through testimonials and personal commitment. The mention of being a Marine Corps Veteran adds credibility and emphasizes a high standard of service, which helps build trust. However, the response could benefit from a more proactive approach by asking a follow-up question to further understand the specific issues the prospect faced in their previous experience. This would also enhance the curiosity and discovery aspect. Additionally, incorporating a specific closing technique to encourage the prospect to take the next step would strengthen the overall effectiveness. Overall, the communication is clear and empathetic, which is appropriate for the industry.
Score: 7
4.
7
/ 10Question:
"Your proposal looks good, but I’m concerned about how quickly you can actually start the work. Can you guarantee a timeline?"
Answer:
I can give you a rough idea on the timeline for this project. There are some aspects to it that are out of my control, like material availability. What I can guarantee is that I will push to get this started as soon as possible. What’s more important to you, the timeline or the quality? And how soon would you like this to start?
Feedback:
The response addresses the concern about the timeline by acknowledging the factors that influence it, which shows an understanding of the complexities involved. However, it could be more effective by providing a specific estimated timeline instead of just a rough idea. The question about priorities (timeline vs. quality) is a good approach to discover the prospect's values, but it lacks a bit of urgency and a more definitive commitment. Overall, the tone is appropriate for the lawn and landscape maintenance industry, and the effort to engage the prospect with questions demonstrates curiosity and active listening. A little more clarity and assertiveness in the response would improve it significantly.
5.
7
/ 10Question:
"I love what you offer, but I need to know how you handle support if something goes wrong post-service."
Answer:
I’m so glad to hear that! We guarantee all of our landscape installs with the help of our suppliers as long as the issue isn’t due to negligence, like not watering the plants, or driving into the landscape bed. If something were to happen we would send a team member out as soon as possible to diagnose and address the issue. We can have this project scheduled for next week, how does that sound?
Feedback:
The response effectively addresses the concern about post-service support by clearly stating the guarantee and the conditions under which it applies. It reassures the prospect that a team member will be sent out quickly if issues arise, which demonstrates a commitment to customer service. However, it could improve by asking a follow-up question to further engage the prospect, such as inquiring about any specific concerns they might have regarding support. The transition to scheduling the project feels a bit abrupt without fully exploring the prospect's concerns. Overall, the communication is clear and maintains a positive tone, but there is room for improvement in curiosity and discovery.
Score: 7/10
6.
5
/ 10Question:
"With the current economic situation, I'm worried about spending this kind of money on landscaping right now."
Answer:
I completely understand. The economy seems to have shifted positively these last few weeks thankfully! Did you have a specific budget in mind or is there something else holding you back from wanting to approve this?
Feedback:
The response shows some understanding of the customer's concern about the economic situation, but it lacks depth in addressing the objection effectively. Rather than acknowledging the ongoing economic worries more empathetically, it quickly shifts to a positive note which may come off as dismissive. Asking about a specific budget is a good move, but it would be better to explore the implications of not investing in landscaping during tough economic times to provide a value-driven perspective. A solution-focused approach could also involve discussing flexible pricing options or phased services that could alleviate financial pressure. Overall, the response could benefit from a more collaborative and empathetic tone while also exploring the prospect's underlying needs and concerns further.
Score: 5/10
7.
6
/ 10Question:
"I’m happy with my current lawn care vendor, what can you offer that they don’t?"
Answer:
They have some awesome crews working there! I did notice your flower beds need weeded soon, we actually include weeding with our lawn maintenance service. We also have a great referral program we started this year that can help you and your friends save some money. Since you reached out to me, is there something missing from the current service you’re receiving?
Feedback:
The response effectively acknowledges the prospect's loyalty to their current vendor, which is a good start in building rapport. However, it could be improved by directly addressing the value proposition more clearly. While mentioning the weeding service is a good addition, it lacks emphasis on unique differentiators beyond the referral program. The question at the end does show curiosity and encourages discovery but could be framed to explore deeper pain points or gaps in the current service. Overall, the tone is friendly and appropriate for the industry, but the response could benefit from a stronger emphasis on unique offerings and a more structured approach to value exploration.
A score of 6 reflects a solid attempt but highlights areas for improvement in showcasing unique value and engaging in deeper discovery.
8.
8
/ 10Question:
"Is your team experienced enough to handle my specific landscaping needs?"
Answer:
From what we’ve gone over today I can assure you our team is more than qualified to deliver the result you’re wanting. I have plenty of projects we’ve done in the past that I can show you if that would help. Is there something specific about this job that you’re most concerned about?
Feedback:
This response does a commendable job of addressing the prospect's concern about the team's experience. By assuring the prospect of the team's qualifications and offering to showcase past projects, you are effectively demonstrating confidence and readiness. The follow-up question about specific concerns shows curiosity and invites further dialogue, which is excellent for building rapport. However, the response could benefit from a bit more specificity about the team's experience and expertise related to the prospect's unique needs, which would enhance the solution-focused approach. Overall, it's a solid response but could use a bit more personalization to fully resonate with the prospect's concerns.
Score: 8
9.
7
/ 10Question:
"I'm on a tight budget this year; can we negotiate the price down or see if there are alternative solutions?"
Answer:
Absolutely! I know these jobs can be a little overwhelming at times, my goal is to make this process as smooth as possible for the both of us. Would you be willing to tell me what you had in mind so we could build out a custom estimate specific to your needs? We can always set up a payment plan if what you’re wanting to do is over what you’re wanting to pay up front. I’d love to get this project going for you!
Feedback:
The response does a good job of acknowledging the prospect's budget concern and offers a collaborative approach to finding a solution. By inviting the customer to share their thoughts, it opens the door to tailoring the services and potentially negotiating a price that meets their needs. The mention of a payment plan is also a great way to address budget constraints without compromising on service quality. However, the tone could be more focused on the value they would receive for their investment, which would align better with a solution-focused approach. Overall, it lacks a bit of urgency or a closing technique to encourage the next steps.
In summary, the response is effective but could benefit from a clearer emphasis on value and a stronger closing technique.
10.
7
/ 10Question:
"I feel like this might not be the right time for me to make a decision; what if I need more time to consider my options?"
Answer:
I completely understand. When we talked earlier this seemed like something you really wanted to do. Is there anything specific that’s holding you back? I’m happy to help address any concerns you may have.
Feedback:
The response effectively acknowledges the prospect's hesitation, which is a great start. You showed understanding and empathy, which are essential in building rapport. However, it could have been enhanced by exploring the implications of delaying the decision, such as potential missed opportunities for improving their lawn or landscape. Asking more targeted follow-up questions could also help uncover any specific concerns or objections they might have. Overall, it's a solid response, but there’s room for improvement in terms of probing and providing value.
Consider incorporating a sense of urgency or a closing technique to encourage a decision, while still allowing the prospect to feel comfortable.
Overall, a good effort!