Replacement doors
Sales Assessment Results
51
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here. Your performance is lacking, and it's time to step it up. You consistently miss the mark on empathy and active listening, which are crucial in sales. Customers want to feel understood, not just ticked off a checklist. Your responses often come off as defensive rather than collaborative, and that won't win you any points with potential buyers. You’ve shown some understanding of objections, but your interactions need to dig deeper into the emotional and practical concerns of your prospects.
The strongest technique you displayed was a willingness to invite prospects to share their experiences, but you need to build on that. You should focus on developing your consultative selling skills—learning to ask the right questions and actively listen. Additionally, practicing value selling will help you clearly articulate how your offerings stand out from the competition.
Remember, it’s about their needs, not just your sales goals. Your coaching moment? Think of every interaction as a conversation, not a transaction. When you approach sales with the mindset of collaboration, you’ll not only gain trust but also close more deals. It's time to elevate your game.
Question Breakdown
1.
1
/ 10Question:
"I'm really concerned about how this will affect my monthly budget with the current prices for replacement doors."
Answer:
If you can afford around 5 dollars per day, budget won’t be an issue.
Feedback:
The response is overly simplistic and lacks empathy, failing to address the prospect's genuine concern about their monthly budget. It does not engage in a deeper discussion about the customer's financial situation or explore potential solutions. A more effective approach would involve asking questions to understand their budget constraints, discussing financing options, and highlighting the long-term savings and value of the investment. Overall, the response does not demonstrate active listening or a collaborative approach.
2.
4
/ 10Question:
"I like the idea of new doors, but I'm not sure I can trust a company I've never heard of before."
Answer:
Have you done any research at all on my company? Yes? Then you ran into the over 1,000 5 star reviews we have posted on Google. They don’t give those out to companies that don’t deserve them, especially not that many.
Feedback:
The response attempts to address the trust issue by referencing customer reviews, which is a good start. However, it lacks a consultative approach and does not engage the prospect in a conversation. Instead of asking if they have researched, it would be more effective to explore their specific concerns or hesitations about trusting a new company. Building rapport through active listening, such as asking what their previous experiences have been or what criteria they use to trust a company, would enhance the interaction. Additionally, offering to provide references or discussing warranties and guarantees could further alleviate their concerns. Overall, the response feels defensive rather than collaborative.
3.
6
/ 10Question:
"I just had a bad experience with a home renovation—how can I be sure this won't be the same?"
Answer:
Explain the experience to me? May I ask what is most important to you in the process? Is it price? Follow up? Warranty? Timing? We have a very robust team to handle any needs. Many contractors lack the internal support to process requests in a timely manner, but with our team, you will receive the attention you deserve.
Feedback:
The response shows a positive direction by inviting the prospect to share their past experience, which reflects a willingness to understand their concerns. However, it lacks a direct reassurance regarding how this experience will differ from their previous negative one. While asking about what is most important to the prospect is a good approach, it could benefit from specifying how your company's processes ensure a smoother experience, such as detailing support or guarantees in place. Additionally, mentioning specific steps taken to prevent past issues might build more trust. Overall, the tone is professional, but it could be more empathetic to address their emotional distress from the bad experience.
4.
7
/ 10Question:
"I have an immediate need for new doors, but my partner isn't on board with the idea yet—how can I convince them?"
Answer:
I understand that. Have they had a chance to give any input into the project yet? Would it be possible to get them involved in this conversation to address their concerns? I would love the opportunity to have this conversation with them in person if at all possible
Feedback:
The response demonstrates a good understanding of the objection by recognizing the importance of involving the partner in the decision-making process. By asking if the partner has provided input and suggesting a conversation, you show a willingness to collaborate and address any concerns they might have. However, the response could be strengthened by offering specific benefits or addressing potential concerns that the partner might have about the doors themselves or the process. Additionally, highlighting any value propositions or incentives that might appeal to both individuals could enhance the persuasiveness of your message. Overall, the tone is positive and collaborative, but including more information on the value of the doors and how it meets both partners' needs would improve effectiveness.
5.
6
/ 10Question:
"I've looked at a few options, and I'm not convinced yours are better than the competition—what makes them stand out?"
Answer:
That’s a great question. I think the better question is what was missing from the other companies’ demonstration that led you to reach out? What about this project is most important to you? Is it price? Is it timing? Quality of materials? We are the highest rated for a reason, so whatever the specific reasoning is I can answer. We have many google reviews that specifically address some of what you’ve mentioned here. May I show them to you?
Feedback:
The response begins well by acknowledging the question and attempting to redirect the conversation to uncover specific concerns the prospect may have about the competition. This inquisitive approach shows curiosity and a willingness to understand the prospect's needs. However, it could be strengthened by explicitly stating unique selling points (USPs) that differentiate your offering from competitors, such as warranty details, quality guarantees, or customer service aspects. While referencing high ratings and Google reviews is beneficial, it should be paired with concrete examples of how your product or service excels over others. Overall, while the tone is engaging, the response lacks a clear demonstration of value compared to the competition, which is crucial in a competitive market.
6.
5
/ 10Question:
"I'm worried that the installation process will disrupt my daily life more than I can handle right now."
Answer:
That’s definitely a valid concern. How long is your expectation this would take? Two days? Oh, you’ll love me. This project will only take 6 hours and that’s if we vacuumed and mop up when we finish the install. Would you mind if we mop the wood floors when we finish up?
Feedback:
The response acknowledges the prospect's concern, which is a positive aspect. However, the tone seems overly casual and may come across as dismissive of the prospect's worry about disruption. Instead of focusing solely on the duration of the installation, it would be more effective to discuss how the process can be managed to minimize disruption, such as scheduling options, clear communication about the timeline, and addressing any specific concerns they might have about their daily routine. Asking about their schedule or preferences during installation would also show greater empathy and consideration. Overall, while you provided an estimate, the response could benefit from a more thoughtful and comprehensive approach to alleviate the prospect's concerns about disruption.
7.
6
/ 10Question:
"What if I find that I really don't like the doors once they're installed—what's your return policy?"
Answer:
If you truly decide that you can’t live with them, we will tirelessly work with you until we find the door you love. Would that work for you? We really want this to be a positive experience.
Feedback:
The response shows a positive intention by expressing a willingness to work with the prospect to find a suitable door if they are unhappy. However, it lacks specificity regarding the company's return policy, which is crucial for addressing the prospect's concern about potential dissatisfaction. Clearly outlining the steps involved in the return process, including any timelines or conditions, would provide reassurance. Additionally, discussing any guarantees or customer satisfaction policies can further enhance trust and alleviate worries. The tone is friendly and supportive, but including concrete details would strengthen the effectiveness of this response.
8.
5
/ 10Question:
"I love the design, but I have a tight timeline to get these installed before my family visits next month—can you meet that?"
Answer:
I absolutely understand! If I can get that arranged, could I earn your business today?
Feedback:
The response begins with a positive acknowledgment of the prospect's concern, which is a good start. However, it lacks specific details about how you would address the tight timeline. Instead of jumping directly to closing the sale, it would be more effective to first reassure the prospect by outlining your capacity to meet the timeline, mentioning any expedited services or scheduling flexibility. You could also ask questions to clarify the exact timeline and any specific requirements they might have for the installation. This would demonstrate a solution-focused approach while building rapport. Overall, the response could benefit from more detailed information and a collaborative tone that prioritizes the prospect's needs over closing immediately.
9.
5
/ 10Question:
"I'm considering a DIY approach to save money—how do I know your service is worth it?"
Answer:
We’re here to support you along the way. In fact, I’ll tell you how to do it along with send you videos to help. If you decide it’s more than you bargained for, we can honor the oroginal price. Would that work for you?
Feedback:
The response offers a supportive approach by suggesting that you will provide assistance and resources, which can help build rapport with the prospect. However, it lacks a clear articulation of the unique value proposition your service provides compared to a DIY approach. It’s essential to emphasize the quality, expertise, and potential long-term savings of hiring professionals, as well as the stress and time savings that come with it. Additionally, mentioning any warranties or guarantees might reassure the prospect about the service's worth. The closing question, while engaging, could be more focused on understanding their specific concerns about the DIY option rather than simply seeking agreement. Overall, while the intention to support is positive, the response needs to better highlight the value of your service to address the cost-saving objection more effectively.
10.
6
/ 10Question:
"I really want to upgrade, but I'm overwhelmed with other home projects right now—can this wait?"
Answer:
That all depends on how long you’d like for this to go on. If I told you we’d have minimal impact and require no oversight from you, would that help? I will have dispatch assign an onsite project manager to help keep this out of your hair. Would that make it more manageable for you?
Feedback:
The response starts by acknowledging the prospect's feeling of being overwhelmed, which is a good approach. However, it could be more effective by empathizing with their situation and exploring their timeline further. Rather than leading with a conditional statement, consider asking open-ended questions to understand what specific projects are causing their overwhelm and how urgent their need for new doors is. While offering to assign a project manager is a positive aspect, providing more details about how this would alleviate their concerns and enhance the overall experience would strengthen the response. Additionally, discussing the benefits of starting sooner rather than later could help them see the value of moving forward despite their current situation. Overall, the focus should be on collaboration and understanding their perspective more deeply.