Decks
Sales Assessment Results
55
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real: your performance is hanging in the balance, sitting at an average score of 5.5. This isn't quite cutting it, and it's time to step up your game. You’ve demonstrated a solid grasp of addressing customer objections and showing curiosity, but there’s a clear need for a stronger emphasis on conveying value and urgency. Your strongest techniques seem to lie in your ability to invite further discussion and acknowledge customer concerns, which is a great start. However, this is where the patterns reveal a troubling trend. You consistently lack depth in your responses and often miss out on incorporating effective closing techniques, which is critical for guiding prospects toward decisions. If you want to turn this around, I suggest diving deeper into Solution Selling and Value Selling techniques. These will help you not just to find out what the customer needs, but also to articulate how your product directly meets those needs in a compelling way. Remember, it’s not just about the features; it’s about the benefits that resonate with your prospects. Take this away: every sales interaction is a chance to create a narrative that highlights not just what you sell, but why it matters. Make that your mantra, and you'll see improvements. You’ve got potential; now it’s time to harness it.
Question Breakdown
1.
6
/ 10Question:
"I'm worried that your decks won't last as long as those from my current vendor, which I've been using for years."
Answer:
I understand your concern. May i ask which vendor you currently are using, and what you like about the product? I can assure you that our deck will last just as long if not longer due to it's outstanding durability.
Feedback:
Your response does a decent job addressing the concern by acknowledging the prospect's worry and asking for more information about their current vendor. However, it could benefit from a stronger emphasis on the value proposition of your decks, such as providing specific details about the materials used or any warranties that back up durability claims. Additionally, while asking for the vendor's name is a good approach for curiosity and discovery, you might also consider addressing what sets your product apart right away to ease their concerns more effectively. In terms of tone, it feels respectful and professional, which is great for rapport building. Overall, a solid start, but there's room for improvement in demonstrating value and providing assurance.
Score: 6
2.
6
/ 10Question:
"Honestly, I need more time to research and compare options before I make a decision on a deck."
Answer:
What are some of your concerns? What are your deciding factors?
Feedback:
The response does well by inviting further discussion and aims to uncover the prospect's specific concerns and deciding factors. However, it lacks a sense of urgency or a closing technique to guide the prospect toward a timely decision. A more effective approach would include acknowledging the need for research while also offering assistance or information that could help alleviate their concerns. Additionally, a follow-up on the importance of choosing the right deck for their needs could enhance the value exploration. Overall, it shows curiosity but could be more solution-focused and collaborative.
3.
6
/ 10Question:
"I've heard some competitors offer similar quality decks at a lower price; can you help me understand the value difference?"
Answer:
We ensure quality craftsman for the value, we aren't the cheapest option but we offer a 10 year labor warranty and stand behind our work.
Feedback:
The response addresses the objection by highlighting the value proposition of quality craftsmanship and the assurance of a 10-year labor warranty. However, it lacks a more detailed exploration of how these elements directly translate into superior value compared to competitors. It would be beneficial to include specifics about the materials used, customer satisfaction ratings, or unique features that justify the price difference. Additionally, a more engaging tone and a closing technique, such as inviting further discussion or asking a clarifying question about the prospect's needs, would enhance the effectiveness of the response. Overall, the response shows some understanding of value but could improve in depth and engagement.
4.
7
/ 10Question:
"I'm not sure if your customization options will be flexible enough for my unique backyard layout."
Answer:
What are some of the features that you'd like to incorporate into your backyard design? We can be very creative to meet your specific needs
Feedback:
The response effectively invites the prospect to share their specific needs, demonstrating curiosity and a solution-focused approach. However, it lacks a direct reassurance about the flexibility of the customization options, which could have addressed the objection more head-on. It would have been beneficial to include a brief example of past projects that were successfully customized to similar unique layouts to enhance credibility and showcase value. Overall, the tone is appropriate for the industry, but it could benefit from acknowledging the prospect's concern more explicitly before moving into discovery questions.
5.
4
/ 10Question:
"Given the current economic climate, I'm hesitant to commit to a big purchase like this right now."
Answer:
I understand your financial concern and have some hesitation on spending. I feel if it's something you really want and would spend a lot of your time enjoying then you should consider purchasing. Nobody knows what tomorrow will bring and this would add value to your home.
Feedback:
The response acknowledges the prospect's concern about the economic climate, which is a good start. However, it lacks a more detailed exploration of the specific financial implications and benefits of the purchase. A more effective approach could have included asking questions to uncover the prospect's specific needs or concerns (curiosity and discovery), discussing potential financing options (solution-focused), or providing examples of how a deck can enhance home value in uncertain times (value exploration). Additionally, the closing could have been stronger—encouraging the prospect to take a next step would have been beneficial. Overall, while the response shows some empathy, it misses the opportunity to engage more deeply and guide the prospect towards a decision.
Score: 4
6.
5
/ 10Question:
"I have concerns about the ongoing support after the purchase; can you assure me of your customer service reliability?"
Answer:
I can assure you that you will be assisted in any of your needs, i like to take care of my customers personally and will answer any questions or resolve any issues that may arise. I like to go above and beyond for my customers
Feedback:
The response addresses the concern about ongoing support by emphasizing personal care and commitment to customer service, which is good. However, it lacks specifics that would help build trust, such as examples of past support experiences or testimonials from satisfied customers. The tone is friendly, but it could be more professional to match the seriousness of the concern. There’s no closing technique employed to reassure the prospect or prompt further engagement. Overall, it shows a willingness to assist but misses the mark on conveying reliability and structured support.
Score: 5 out of 10 for effort, but it needs more detail and a stronger closing approach.
7.
7
/ 10Question:
"What guarantees do you have in place if the deck doesn't meet my expectations after installation?"
Answer:
There's a 10 year warranty on the Deck, i qualify pre installation to make sure that i get all of the necessary info to create and design a Deck that meets your expectations along with a 3d rendering so you can see the visual and what it will look like.
I guarantee customer satisfaction
Feedback:
The response effectively addresses the objection by mentioning the 10-year warranty and the pre-installation qualification process, which helps build trust. However, the communication could be clearer and more structured. It would benefit from incorporating a closing technique, perhaps by asking if there's anything else they need to feel comfortable moving forward. Additionally, while the mention of a 3D rendering is good for visual assurance, emphasizing how it aligns with the customer's vision could enhance value exploration. Overall, there's a solid foundation, but it could be more engaging and collaborative.
Consider inviting further questions or concerns to show you’re actively listening and interested in their satisfaction.
This response scores a 7 out of 10 for effectively addressing the concern but lacking a bit in engagement and clarity.
8.
4
/ 10Question:
"My partner is worried about the aesthetic appeal of your decks compared to others we've seen; how can we address this?"
Answer:
I can show you some samples to see which one will suit your needs.
Feedback:
The response is quite basic and lacks depth. While offering samples is a positive step, it fails to delve into the specifics of what makes your decks aesthetically appealing compared to competitors. It would have been more effective to acknowledge the partner's concern directly, perhaps by asking questions about their specific aesthetic preferences or discussing design options that highlight your decks' unique features. Additionally, a more collaborative approach would help build rapport and address the concern more thoroughly.
9.
5
/ 10Question:
"I’ve had a bad experience with a deck installation in the past, which makes me nervous about investing again. What makes your process different?"
Answer:
We email out to our customers the process every step of the way to keep you up to date with everything going on along the way with pictures at the end of each day to ensure everything is looking correct
Feedback:
The response attempts to address the prospect's concern by emphasizing communication and transparency during the deck installation process. However, it lacks depth in addressing the emotional aspect of the prospect's bad experience. It could have been enhanced by exploring the specific issues they faced previously and positioning your process as a solution to those issues. Additionally, it would benefit from a more engaging tone and a closing technique that invites further conversation or reassures the prospect. Overall, while it shows some effort to reassure the customer, it misses the mark on building rapport and understanding their feelings more deeply.
10.
5
/ 10Question:
"Can you explain how your decks will actually add value to my property compared to just waiting to see how the market changes?"
Answer:
It will add value by having an outdoor living area to entertain or enjoy by yourself.
Feedback:
The response touches on a key benefit of having a deck, which is creating an outdoor living area. However, it lacks depth in addressing the objection regarding market changes and doesn't provide a compelling reason to act now. Expanding on how a deck increases property value (e.g., potential ROI, market appeal) would strengthen the argument. Additionally, asking the prospect about their specific property goals or needs could create a more collaborative dialogue. Overall, the communication is clear, but it could benefit from a more solution-focused and engaging approach.