Window Sales
Sales Assessment Results
62
Developing Closer
10 questions
Maximum score: 100
Completed in
Let’s get real here. Your average score of 6.2 tells me you’re treading water, and it’s time to swim. You’ve shown some solid skills in consultative selling, where you’ve done well in addressing customer concerns with thoughtful follow-ups and demonstrating an understanding of their needs. There’s a pattern of you missing the mark when it comes to closing techniques and deeper engagement, which is holding you back. You need to amp up your curiosity and actively invite dialogue instead of just answering questions.
To elevate your game, focus on mastering the AIDA model to guide conversations through to action, and dive deeper into objection handling techniques. These will help you not only understand your prospects better but also lead them towards making a decision.
Here’s your coaching moment: remember that every interaction is a chance to build a relationship, not just a transaction. Engage, ask questions, and make your customer feel valued. When you shift your mindset from selling to serving, that’s when the magic happens. Now go out there and turn those scores around!
Question Breakdown
1.
7
/ 10Question:
"We've been using our current vendor for years; why should we trust a new supplier?"
Answer:
Do you mind if I ask why you are having other companies come out if you are happy with your current provider? Were you unhappy with how something was handled or do you need assistance with other services they were not able to provide?
Feedback:
The response effectively addresses the concern by asking thoughtful follow-up questions that aim to uncover any underlying issues with the current vendor. This demonstrates curiosity and an interest in understanding the prospect's needs better, which is essential in building rapport and trust. However, it could be further enhanced by including a brief value proposition about what sets your window sales apart from the current vendor, thus exploring value more explicitly. Overall, the tone is appropriate for the industry, and it aligns well with a consultative selling approach. However, a stronger closing technique could have been employed to encourage further conversation or a meeting.
Score: 7
2.
7
/ 10Question:
"I see your windows are more expensive; how can you justify that cost compared to cheaper options?"
Answer:
Our windows are designed and built to perform over a longer period of time than most of the vinyl window companies in this area. Our fiberglass framing has been proven and tested to outperform most window products. Due to the quality and longevity of my windows, we charge a bit more for a premium hassle free window
Feedback:
The response effectively addresses the objection by emphasizing the quality and longevity of the windows, which is a strong justification for the higher price. However, it could be improved by further exploring the prospect's specific needs and concerns about cost. Asking a follow-up question about their budget or what features are most important to them could enhance the discovery process and demonstrate curiosity. Additionally, incorporating a closing technique that reinforces the value of investing in quality could strengthen the response. Overall, the communication is clear and on-point for the industry, but it lacks a bit of engagement and collaborative exploration with the prospect.
3.
5
/ 10Question:
"I’m concerned about how your installation process will impact our timeline with other ongoing projects."
Answer:
No problem at all - we can coordinate easily with other trades if need be, we do this all the time with other home renovations!
Feedback:
The response does address the concern about the installation process impacting timelines by offering reassurance that coordination is possible. However, it could be improved by providing more specific details about how that coordination will be managed, such as mentioning prior successful projects or offering to create a tailored timeline. Additionally, the tone could be slightly more empathetic to acknowledge the prospect's concern. No closing technique was utilized, and the response lacked an invitation for further discussion or questions. Asking about their specific timeline or other projects could have shown curiosity and discovery, which were missing. Overall, it was a decent start but needs more depth and engagement.
4.
8
/ 10Question:
"What if your windows don’t hold up as promised during seasonal changes?"
Answer:
Our windows are designed to perform in Colorado, but if they don’t, your true double lifetime warranty will protect you against any manufacturing defects or install mishaps for the entire time you own your home
Feedback:
The response effectively addresses the customer's concern about the durability of the windows during seasonal changes by highlighting the product's design for the specific climate and emphasizing the strong warranty as a safety net. However, it could enhance customer engagement by asking a follow-up question to further explore the customer's specific worries or experiences with seasonal changes. This would demonstrate active listening and a more collaborative approach. Overall, the tone is appropriate and clear, and the response showcases a solution-focused mindset with value exploration through the warranty. Adding an inquiry could elevate the engagement.
Score: 8
5.
6
/ 10Question:
"Can you guarantee that your support will be available in case of issues after the purchase?"
Answer:
Absolutely - customer satisfaction is our number one priority and our call center is designed to handle high volume and always get back to our customers in a Timely manner
Feedback:
The response effectively addresses the customer's concern about post-purchase support by emphasizing customer satisfaction and the availability of a call center. However, it lacks specific details about support availability, such as response times, escalation procedures, or additional support options. To improve, the salesperson could provide a clearer picture of how support works after the sale and include a closing technique to reassure the customer further. Overall, the tone is suitable for the industry, but there could be more engagement and curiosity to explore any additional concerns.
Score: 6/10 for addressing the concern but needing more detail and engagement.
6.
6
/ 10Question:
"I’ve read mixed reviews about your company; how do you address these credibility concerns?"
Answer:
Reviews need to be taken into consideration, but also consider that the most unhappy customers are usually the ones to leave port reviews. You can vet us a little more by going to our BBB page where we hold an A+ rating for customer satisfaction and conflict resolutions
Feedback:
The response effectively acknowledges the objection regarding mixed reviews and attempts to redirect the prospect's concern by highlighting the A+ rating from the BBB. However, it could be improved by incorporating more empathy towards the prospect's feelings and offering to discuss specific reviews or customer experiences. Asking a follow-up question to understand which reviews the prospect found concerning could also promote a collaborative approach and demonstrate active listening. Overall, while the information provided is valuable, it lacks a bit of warmth and curiosity that could enhance the interaction.
7.
5
/ 10Question:
"What if I get approval for this purchase, and my team doesn't adopt the new windows?"
Answer:
I’m happy to come by and explain the value and features of these beautiful windows so they are utilized to their max capacity!
Feedback:
The response somewhat addresses the concern about team adoption by offering to explain the value and features of the windows. However, it lacks depth in addressing the specific worry about team buy-in. It would have been more effective to ask questions to understand the team's concerns or hesitations and suggest a collaborative approach to ensure everyone is on board. The tone is friendly, but it could be more reassuring. Additionally, a closing technique that emphasizes the benefits of team engagement with the new windows could enhance the response. Overall, it shows some willingness to engage but needs more focus on the objection and a stronger solution-oriented approach.
8.
6
/ 10Question:
"We’re currently evaluating other vendors; how can you make your solution stand out?"
Answer:
You explained to me when I first arrived that you are experiencing drafts coming in or around your windows. I’ve gone over the procedures and processes of how we will fix this issue and prevent it from happening again. You can also have peace of mind that your warranty will have your back for the entire time you own your home. To set your mind at ease some more, I want you to remember that we have been in business with positive ratings for over 15 years and we value each and every single one of our customers
Feedback:
The response effectively addresses the customer's concern by referencing their specific pain point (drafts), which is a good start. However, it lacks a strong competitive differentiation that responds directly to the objection about evaluating other vendors. While the warranty and positive reputation are good points, they don't specifically highlight what makes your solution unique compared to competitors. There's no clear call to action or closing technique that encourages the prospect to move forward. Additionally, incorporating questions to further explore the customer's evaluation criteria could enhance curiosity and discovery. Overall, the response could be more solution-focused and collaborative by inviting further discussion about what the customer values in a window solution.
9.
6
/ 10Question:
"How do your windows align with our company's sustainability goals and environmental standards?"
Answer:
Fiberglass is one of the last sustainable materials on the window market right now. It’s built to last and perform for years and years with a heavy warranty that covers you from poor performance. Environmentally, fiberglass is a manufactured material and is better in the environment than a PVC plastic that never breaks down. The energy efficiency of the fiberglass frame is extremely beneficial to the energy efficiency of your windows over a longer period of time. Sustainability, energy efficiency and customer satisfaction is our bread and butter there’s no doubt that you will be satisfied with the sustainability and environmentally friendly windows!
Feedback:
The response provides relevant information regarding the sustainability of fiberglass windows compared to PVC, which is good. However, while it mentions key benefits like durability and energy efficiency, it lacks a direct connection to the customer's specific sustainability goals and environmental standards. The tone is informative but could be more engaging by asking questions to better understand the prospect's specific needs and aligning the solution more clearly with those goals. Additionally, while the closing statement expresses confidence in customer satisfaction, a stronger closing technique could have been employed to invite further discussion or a next step. Overall, there is a good attempt at a solution-focused approach, but it could benefit from more curiosity and active listening.
10.
6
/ 10Question:
"I'm worried that switching vendors could disrupt our operations; can you assure a smooth transition?"
Answer:
Absolutely - I’ve had several of my customers transition over to my services and they’ve been elated at how easy the transition was and the instant gratification that they made the right choice by choosing our services
Feedback:
The response effectively acknowledges the prospect's concern about operational disruption. However, it lacks a deeper exploration of the specific transition process, such as outlining steps taken during the switch or any support provided post-transition. Instead of just referencing past customer satisfaction, providing examples or data would enhance credibility. Additionally, asking the prospect about their current process and what specific disruptions they fear could have encouraged a collaborative dialogue. The tone is positive, yet it could have benefited from a more consultative approach to build trust. Overall, while the assurance given is good, it could be stronger with detailed solutions and engagement with the customer's specific needs.