Gutter screens
Sales Assessment Results

"We just put in new gutters and don't see the need for screens right now."

Did you have gutters up previously?

The response does not effectively address the prospect's concern about the recent installation of new gutters. Instead of asking a clarifying question that does not align with the objection, the salesperson should have acknowledged the prospect's recent investment and provided insights on how gutter screens can enhance the longevity and effectiveness of their new gutters. The tone lacks engagement and curiosity about the prospect's situation. There is also no attempt to explore the value or benefits of gutter screens in relation to their new gutters. No closing technique or solution-focused approach is evident. Overall, the response misses an opportunity to build rapport and engage with the prospect meaningfully.

"Your price seems significantly higher than other options we’ve seen."

Yeah, that’s not a problem. I’m curious, what other options have you seen so far?

The response begins well by addressing the price objection with a calm demeanor, but it lacks substance in effectively tackling the concern about higher pricing. Asking what other options they've seen is a good curiosity-driven question, but it misses the mark on providing value or justification for the higher price. There's no acknowledgment of the potential reasons behind the higher cost, such as quality, durability, or additional features. The tone is casual, which may work in a more relaxed sales environment, but it could come off as dismissive in a more serious context. Overall, the lack of elaboration on the value proposition and a closing technique leaves the response feeling incomplete.

"I need to discuss this with my partner before making a decision."

That’s not a problem. If your partner was here right now and they were on board with this would we be moving forward with this?

The response attempts to address the objection by turning the focus onto the partner's hypothetical approval, which can be a common technique to gauge interest. However, it lacks empathy and fails to acknowledge the prospect's need for collaboration with their partner. This approach might come off as pushy rather than supportive. Instead, the salesperson could have asked questions to understand the partner's concerns or offered to provide additional information that could facilitate the discussion. Overall, the response doesn't effectively engage the prospect and misses the opportunity for a more collaborative approach. Suggestions for improvement include: 1) Acknowledge the need to consult the partner, 2) Offer to provide materials or answers to potential questions, and 3) Suggest a follow-up time to discuss their thoughts after the conversation with their partner.

"How do I know that your gutter screens are durable compared to others on the market?"

How do you mean when you say durable?

The response fails to effectively address the prospect's concern regarding the durability of the gutter screens. Instead of providing information or evidence about the durability of the product, the salesperson deflects the question by asking for clarification without showcasing any knowledge or confidence in their product. This approach lacks clear communication and does not inspire trust. There is no attempt to explore value or offer solutions that address the prospect's concerns. Additionally, the response does not foster curiosity or engagement, nor does it build rapport. Overall, it misses an opportunity to provide reassurance and demonstrate the product's advantages. To improve, the salesperson should provide specific details about the materials used, any testing or certifications, and comparisons to competitors, followed by a question to further engage the prospect. Score: 2 for minimal engagement but lack of effective response.

"We're not experiencing any major issues with our gutters, so why should we invest in screens?"

I’m not sure you should invest in screens yet. I’d have to know more about your situation right now. But before I do that, I’m curious, what made you set the appointment for us to come give you a quote today?

The response shows some effectiveness in addressing the concern by acknowledging the prospect's current satisfaction with their gutters. However, it lacks a strong value proposition for gutter screens, which is essential in convincing a prospect to invest in a product they feel they don't need. The tone is curious and open, which is good for communication, but there is a missed opportunity to emphasize the long-term benefits or preventative nature of gutter screens. The closing technique is weak; instead of leading towards a solution, it merely seeks more information without demonstrating value. Asking about the initial appointment is a good attempt at uncovering motivation, but it should have been coupled with a stronger argument for the product's benefits. Overall, the response could benefit from being more solution-focused and fostering a sense of urgency or value. Overall, the salesperson showed some curiosity and engagement but fell short in demonstrating value and effective closing.

"Can you guarantee that your product will eliminate all debris in our gutters?"

Yes, we have a lifetime money back guarantee and if it ever gets clogged we will give you 100% of your money back. Does that address your concern?

The response does address the concern regarding debris in gutters by offering a lifetime money-back guarantee, which is a strong assurance. However, it lacks a more nuanced understanding of the prospect's concern. Instead of just stating the guarantee, the salesperson could have explored the customer's specific worries about debris and discussed how the product works to minimize clogs. Asking questions to confirm what 'eliminate all debris' means for the prospect would have demonstrated active listening and curiosity. Additionally, the tone could be a bit warmer to build rapport and create a collaborative environment. Overall, while the closing question is a good touch, it could have been enhanced by further exploration of the product's value and effectiveness. Overall score: 6/10.

"We're in the middle of a budget crunch and can't allocate funds for this right now."

I understand funding might be a problem for you right now based on what you mentioned about your budget. If you DID have the funding, would this be the answer for you?

The response shows some understanding of the prospect's budget constraints, which is a good start. However, it lacks depth in addressing the concern effectively. The salesperson could have explored alternative solutions such as payment plans or emphasizing the long-term savings that gutter screens could provide. The question posed is somewhat hypothetical and might come off as dismissive rather than genuinely engaging with the prospect's current situation. Additionally, there is no effort to build rapport or show empathy beyond acknowledging the budget issue. A stronger closing technique or follow-up question could help re-engage the prospect and explore their needs further. Overall, the communication is clear, but it misses an opportunity to probe deeper and provide value. Score: 4

"I've heard mixed reviews about your company—how can I trust your products?"

That’s not a problem. When it comes to reviews, what are you looking for specifically?

The response acknowledges the prospect's concern about mixed reviews, which is a good start; however, it lacks reassurance or evidence to directly address the trust issue. By only asking what they are looking for specifically, it may come off as deflecting rather than addressing the concern head-on. It would be beneficial to provide information on positive reviews, testimonials, or guarantees that could help build trust. Additionally, the tone is neutral but could be more reassuring. The salesperson should also explore the specific reviews that caused hesitation, showing curiosity and active listening. Overall, the approach lacks a solution-focused response and a strong closing technique.

"Is there a warranty or satisfaction guarantee if we decide to go with your gutter screens?"

Yes, there is a lifetime transferable warranty and a lifetime money back guarantee against clogs. I’m curious, what’s behind that question?

The salesperson effectively addressed the concern regarding the warranty by clearly stating the specifics of the offer, including both the lifetime transferable warranty and the money back guarantee. This demonstrates value and reduces risk for the prospect. The follow-up question, "what's behind that question?" is a good attempt at curiosity and discovery, as it invites the prospect to share more about their concerns. However, it could have been phrased in a more engaging way to build rapport, such as asking about their past experiences with gutter systems. Overall, the response was clear and solution-focused, but it could benefit from a more collaborative approach and stronger closing technique. Score: 7

"What if we decide we want to install them ourselves; do you offer a DIY option?"

No we don’t offer a DIY option because of our warranties and guarantees. I’m curious, why would you want to install yourself when we could do that for you?

The salesperson effectively addressed the concern about a DIY option by clearly stating that it is not offered due to warranty and guarantee considerations. However, the response could be improved by providing more context about the importance of professional installation—touching on potential risks or issues that could arise from a DIY project, which would demonstrate value. The curiosity question at the end is a good approach to discover more about the prospect's motivations, but it could have been phrased to sound more collaborative rather than slightly defensive. Overall, the tone is appropriate, but the lack of emphasis on value and the slightly abrupt transition make it less effective than it could be. Score: 6