Roofing
Sales Assessment Results by Kyle Miller
34
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your recent performance was underwhelming, with an average score of 3.4. This isn't just a minor bump in the road; it indicates a serious need to step up your game. The feedback reveals a troubling trend: you acknowledge customer concerns but consistently fail to provide the depth and solutions they crave. Instead of merely recognizing their issues, you need to dive into the specifics that matter, like quality assurances, warranties, and financing options. Your responses often come off as deflective or lacking urgency, which doesn't reassure prospects or drive them to act.
To turn this around, you should focus on mastering the Solution Selling technique. It’s not just about recognizing pain points; it’s about delivering tailored solutions that showcase your product's value. Pair that with some serious practice in Objection Handling Techniques, and you’ll be better equipped to navigate those tricky customer concerns without losing your footing.
Here’s your coaching moment: every conversation is an opportunity to build trust. Instead of reacting to customers’ fears, lead with empathy and provide clear, actionable solutions. Remember, the goal isn’t just to sell a roof; it’s to sell peace of mind. Get out there and reshape those conversations!
Question Breakdown
1.
3
/ 10Question:
"I really like your roofing service, but I’ve already been quoted a lower price from another company. Why should I choose you?"
Answer:
Great question. When it comes to getting your roof replaced what's most important to you, price or quality with someone you trust?
Feedback:
The response begins well by acknowledging the customer's question, but it doesn't effectively address their specific concern about pricing compared to competitors. Instead of asking about price versus quality, the salesperson should explicitly convey the value and benefits of their service that justify a potentially higher price. This could include the quality of materials, warranties, or customer service. Additionally, the question asked could come across as deflective rather than providing assurance about their offering. A more solution-focused approach that highlights unique selling propositions would enhance the effectiveness of the response.
2.
2
/ 10Question:
"I need to prioritize my budget this month. Can you really guarantee that your roofing will last and be worth the investment?"
Answer:
I love that you are on top of your budget, that's exactly why I will take care of you and we should do this
Feedback:
The response, while acknowledging the client's focus on budgeting, lacks substance and does not directly address the specific concern about the durability and value of the roofing investment. It would be more effective to provide clear assurance regarding the quality of materials used, warranties offered, and any data or testimonials that showcase the longevity of the roofing service. Additionally, the phrase 'we should do this' does not effectively guide the prospect toward a decision or resolution; a more definitive closing approach would enhance the response. Overall, the answer falls short in demonstrating value and engaging with the prospect's worries.
3.
3
/ 10Question:
"I’m concerned about the monthly payment plan; it seems like it could put a strain on my finances. Is that something you can help me with?"
Answer:
Of course! What we need to do first is run your credit and see what rate you qualify for
Feedback:
The response does show a willingness to assist the prospect, but it falls short in addressing their specific concern about the strain on their finances. Instead of immediately suggesting a credit check, which may feel premature, the salesperson should first acknowledge the prospect's concern and express empathy. Following that, a more solution-focused approach could include discussing flexible payment options, potential financing solutions, or even ways to manage the payment plan to alleviate financial strain. This would demonstrate an understanding of the prospect's situation and provide reassurance. Overall, the response lacks depth and a collaborative tone.
4.
2
/ 10Question:
"With the rainy season approaching, how quickly can you actually get the work done? I can’t afford delays."
Answer:
Great question. I know we are not the fastest to get to it, however the reason we are out as far as we are is when our clients see what all we offer they are willing to wait as long as they need to
Feedback:
The response acknowledges the client's concern about timing but fails to provide a clear and compelling answer regarding the urgency of the work completion. Saying 'we are not the fastest' can create doubt and does not reassure the prospect about handling their needs promptly. Instead, the salesperson should emphasize their efficiency, discuss any available scheduling options, and highlight how they ensure quality work despite the timeline. Additionally, expressing understanding of the client's urgency would build rapport. Overall, the approach lacks urgency and a detailed plan to alleviate the prospect's concerns about potential delays.
5.
4
/ 10Question:
"I’ve had a bad experience with a contractor before. How do I know this time will be different?"
Answer:
I'm glad you brought that up. What are some of the concerns you have with them?
Feedback:
The response starts positively by acknowledging the prospect's concern, but it lacks depth in addressing the emotional aspect of their previous bad experience. Instead of simply asking about the concerns, the salesperson should first empathize with the prospect's feelings, demonstrating that they understand the impact of their past experience. Following this, it would be effective to share specific assurances about the company's reliability, such as testimonials, guarantees, or processes that ensure quality and transparency. This would help in building trust and alleviating the prospect's fears. Overall, the approach is too reactive and does not proactively address the prospect's worries.
6.
5
/ 10Question:
"I just don’t see the need for a new roof right now; can you convince me otherwise?"
Answer:
Absolutely. I don't want to see you face what I see all the time where they are now having to spend an additional 3 to 4k for structural issues caused from leaks, is that something you want to face?
Feedback:
The response effectively highlights a potential risk of delaying a roof replacement, which is a good way to address the prospect's objection about not seeing the need right now. However, it could be improved by including more empathetic language to acknowledge the prospect's perspective and concerns. Additionally, it would be beneficial to provide more context on why a new roof is a valuable investment, such as improving home safety, energy efficiency, or boosting property value. Asking an open-ended question at the end is positive, but it could be framed in a way that fosters more discussion about their specific concerns. Overall, the approach is somewhat solution-focused but lacks depth in exploring the value of a new roof.
7.
3
/ 10Question:
"What if the roof starts leaking again? How can you ensure that will not happen?"
Answer:
We are not perfect, whoever with everything we have here o. The quote you are getting a lifetime workmanship warranty and a 25yr non prorated manufacturer warranty so I can assure you we will take care of you
Feedback:
The response attempts to address the prospect's concern about potential leaks by mentioning the warranties offered, which is a positive aspect. However, the wording is unclear and contains grammatical errors (e.g., 'whoever with everything we have here o'), which undermines the professionalism of the message. Instead of focusing on perfection, the salesperson should emphasize the quality of the materials and workmanship that reduce the likelihood of future leaks. Additionally, providing some context on how warranties work and the company's commitment to customer service would enhance credibility. Overall, while the mention of warranties is relevant, the lack of clarity and professionalism detracts from the effectiveness of the response.
8.
5
/ 10Question:
"I’m not sure your roofing will really add value to my home, especially if I need to sell soon. What are your thoughts on that?"
Answer:
Great question. I actually sold my house recently and that is one thing they check. With the condition your roof is in now, you will need to get it replaced before you will get a serious buyer or they will negotiate the final price with you which will cost more
Feedback:
The response begins with a positive acknowledgment of the prospect's concern, but it lacks sufficient depth in addressing the value of the roofing service. While mentioning personal experience adds credibility, it would be more effective to provide specific data or examples demonstrating how a new roof can enhance property value, such as improved curb appeal, energy efficiency, or buyer confidence. Additionally, articulating the potential return on investment (ROI) for a new roof would strengthen the argument. Overall, the response could benefit from a more solution-oriented approach that highlights the benefits of a new roof in the context of selling the home.
9.
4
/ 10Question:
"I’ve heard a lot of mixed reviews about roofing companies lately; how do you stand out from the competition?"
Answer:
Great question! Let's check out our reviews right now!
Feedback:
The response acknowledges the prospect's concern about mixed reviews, which is a good start. However, simply suggesting to check reviews lacks depth and does not proactively address the core issue of how the salesperson's company differentiates itself from competitors. A more effective response would include specific examples of positive customer experiences, unique selling points, and how the company addresses customer feedback. This could showcase the company's commitment to quality and customer satisfaction, thus building trust. Overall, while the engagement is positive, the response fails to provide substantial information to alleviate the prospect's concerns.
10.
3
/ 10Question:
"I’m worried about how roofing work will disrupt my daily routine. How do you handle that?"
Answer:
That's not a problem at all. Now it is construction so there will be noise and a mess. However it's not a matter of if you get your roof done it's a matter of when so let's get it done.
Feedback:
The response acknowledges the prospect's concern about disruption but fails to address it effectively. Simply stating that noise and mess are expected during construction can heighten anxiety rather than alleviate it. A more effective approach would involve empathizing with the prospect's situation and offering specific solutions, such as scheduling work during less disruptive hours, providing a timeline for the project, and explaining how the team will minimize mess and noise. This would show understanding and care for the prospect's daily routine. Additionally, the closing statement about getting the roof done lacks a collaborative tone; instead, it could focus on discussing their preferences and comfort during the process. Overall, the response could benefit from a more thoughtful and solution-oriented approach.