Water filtration
Sales Assessment Results

"We already have a filtration system that seems to be working fine."

Im glad you guys are proactive! One of the most challenging things I have to do is convince folks about the importance of filtered water. Let's take a look at your current system and see how well it's working and if we can help improve it!

The response demonstrates some effectiveness by acknowledging the prospect's proactive stance, which is a good start. However, it lacks a strong closing technique and doesn't fully address the concern about the existing system working fine. While it suggests looking at the current system, it could benefit from asking more probing questions about the specific features or performance of the current filtration system. This would show curiosity and discovery, allowing for a better understanding of the prospect's needs. Additionally, while the tone is friendly, it could be more confident and focused on the unique value your solution provides. Overall, the response has a collaborative approach but needs improvement in value exploration and inquiry.

"Your price is significantly higher than the other options I've looked at."

In this industry, there are 2 types of pricing. "startup pricing" and "one time pricing" Usually if a company is significantly lower priced than us, theres ongoing service and maintinence fees involved that will add up significant over time. Our system is a one time price which means any followup service is free and there are no hidden ongoing fees or maintinence. Let's take a look at your other quote to see what it includes and what it's missing

The response effectively addresses the concern about pricing by explaining the difference between the pricing structures in the industry, highlighting the potential hidden costs associated with lower-priced options. The communication is clear and maintains a professional tone suitable for the water filtration industry. Additionally, the salesperson invites the prospect to share their other quote, which shows a willingness to engage in a collaborative discussion and demonstrates curiosity about the prospect's situation. However, the response could benefit from a stronger closing technique to prompt the prospect to take action, such as asking for a specific time to discuss the quote further. Overall, the response is solution-focused and acknowledges the prospect's perspective, but it lacks a bit of urgency and an explicit value demonstration for the one-time pricing. Score: 8/10 for addressing the objection and encouraging further discussion, but could improve on closing techniques and explicit value exploration.

"How do I know your filtration technology is better than [well-known competitor]?"

That's a great question, and I can tell that value and quality is important to you. When it comes to our competitor, we differentiate ourself in 3 major areas technology wise: 1. Our systems come standard with up-flow regeneration, which will save you time and money, by not having to get it serviced every year 2. We use premium catalitic carbon media in our filters, while our competitor uses coconut shell carbon. Catalytic Carbon takes out more contaminants, and has a much longer lifespan without breaking down itself. 3. Our systems have electronic smartheads which will regulate your filtration based on your water usage. This saves upwards of 40% on operating, water, and salt usage compared to an analog head system. There's alot of other areas which we excel at, but at the end of the day, we offer a bumper to bumper warrenty on our system which is more than twice longer than our competitor. If someone goes wrong, we eat the cost. Why do you think our warrenty is so much longer? What was your favorite feature of our system?

The salesperson effectively addresses the objection by clearly outlining three major differentiators of their filtration technology compared to the competitor. The communication is clear and professional, which is suitable for the water filtration industry. The closing technique is somewhat effective, inviting the prospect to engage by asking about their favorite feature, which encourages dialogue. However, the response could improve by including more curiosity and discovery; it would be beneficial to ask more probing questions about the prospect's specific needs or concerns regarding filtration technology. Additionally, while the value exploration is strong with the highlighted features, a bit more emphasis on understanding the prospect's perspective and engaging in a collaborative approach would enhance rapport. Overall, the response shows good structure and value but lacks depth in engagement and curiosity. Score: 7

"We’re not planning to make any changes to our setup this quarter."

This year has been tough on us all. Based on your water results, you've already convinced me that you guys are definitely going to be doing this project if not now, then sometime in the near future.. If you don't mind me asking, is the delay to fix your water due to budgetary restrictions?

The response acknowledges the prospect's current situation and shows empathy, which is good for building rapport. However, it leans too heavily on the assumption that the project will happen, which may not resonate with the prospect's stated objection of not planning to make changes. The transition to ask about budgetary restrictions is a decent probing question but could be more direct in addressing the initial concern about timing. A more solution-focused approach could involve discussing how your solution can fit into their plans when they are ready, or suggesting a phased implementation that aligns with their budget. Overall, there's a mix of good elements but a need for clearer communication and a more collaborative tone.

"I'm not sure we really need a new filtration system right now."

I take full responsibility for you feeling that way. My job as a water filtration expert is to diagnose and give you solutions based on what I can measure in your water. Similar to a doctor, if the diagnosis is serious, prompt action will be encouraged strongly. Based on your current water results, you definitely need a water filtration system. Granted some of the issues in your water are definitely more urgent than others. The harness in your water if untreated will cost you more money in repairs over the next year, than a new Softening system would cost. Whether it's us, someone else, or DIY, I strongly urge you to address at the very least, the hardness of your water. One other note is that our systems are modular so you don't have to buy all components. We can focus on just the Softening portion to protect your biggest investment and you can always add on additional filtration for drinking water at a later time. Would you like me to show you what just a Softening system would look like?

Your response does a decent job of addressing the objection by comparing your role to that of a doctor, which helps build credibility. However, taking full responsibility for the prospect's feelings might come off as overly apologetic, which could weaken your position. The analogy is good, but ensure you emphasize the benefits of immediate action rather than just the potential costs of inaction. You do well to mention the modular aspect of your systems, which adds flexibility to the offer. However, it could be even stronger if you asked probing questions to further understand their current situation and needs. Overall, there is potential for better engagement and discovery. Consider asking more about their current filtration system and any specific concerns they may have. This would help you better tailor your solution and demonstrate active listening. Score: 7

"I'm concerned about the maintenance costs associated with your system."

That's a valid concern, especially since many companies are not very truthful when it comes to the true maintinence costs. The great part of working with a factory direct company like ours is that since we manufacture, ship, and install our own products, it makes it alot easier for us to have competitive pricing and not be impacted by 3rd party pricing changes. Since we are the 2nd largest home improvement company in North America, and the fastest growing water company on the planet, we are resetting the standard for maintinence costs. Most companies charge $300-400 annually to service their Softening and Carbon systems. Our systems have built in self cleaning up flow regeneration technology which requires no annual maintinence and has no cost. Our reverse osmosis filters will be our only maintinence expense which for a family your size is $299 once every year to replace stages 1,2, and 4. Every 3rd year will be $349 and will include replacing stage 3 which is the membrane. This is less than all of our major competitors. More importantly, when you factor in the fact that you won't spend money on bottled water, spend significantly less on Salt, detergent, cleaning supplies, etc.., you will save significant more than the $299 per year. We see our average mainly save upwards of $500 annually. What will you do with all those savings?

The response starts off well by acknowledging the prospect's concern about maintenance costs, which shows active listening. However, it quickly transitions into a sales pitch without fully addressing the objection. While it provides a comparison to competitors and emphasizes savings, it lacks a personal touch that would help build rapport. The closing question is an attempt at curiosity, but it feels somewhat forced. A more conversational approach, asking open-ended questions about the prospect's specific concerns or experiences with maintenance, would be more effective. Additionally, while the value exploration is present, it could be enhanced by highlighting specific testimonials or case studies that demonstrate the long-term savings. Overall, the response does provide useful information but could benefit from a more collaborative and engaging tone.

"Our budget for this year is already allocated, can we revisit this later?"

Sure, we would love your business tomorrow, next month, or next year, but our goal is to earn it today. If the budget was not a factor, would you guys have already gotten a water filtration system this year?

The salesperson's response acknowledges the objection about the budget but does not effectively address the concern from the prospect's perspective. While expressing eagerness to earn the business is positive, stating 'we would love your business tomorrow, next month, or next year' might come off as dismissive of their current limitations. The follow-up question about budget is a good attempt at uncovering potential interest, but it lacks depth and curiosity. It doesn't explore why the budget is allocated or if there are any areas where value can be demonstrated to justify a reconsideration of that allocation. Overall, the tone was somewhat casual for a B2B context, and there was no clear closing technique or collaborative approach to build rapport. A more empathetic and solution-focused response would have been beneficial. Score: 4/10.

"What kind of warranty or guarantees do you offer with your system?"

We offer a 1 year workmanship warranty on all plumbing In addition to that, our systems come with a 7 year parts and labor warrenty on our smarthead, valves, and all moving parts, and a lifetime warrenty on the tanks. Is this the level of warrenty you are looking for?

The response effectively addresses the prospect's concern by clearly outlining the warranty details, which is crucial in the water filtration industry. The tone is informative and professional, suitable for the context. Additionally, asking if this is the level of warranty the prospect is looking for demonstrates curiosity and invites further discussion, fostering a collaborative approach. However, the response could be improved by emphasizing the value of these warranties, perhaps by mentioning how they reflect the company's commitment to quality and customer satisfaction. Overall, it’s a solid response but could benefit from a bit more value exploration and engagement. Score: 8

"Can you provide references from other businesses similar to ours?"

Absolutely! We have over 4000 trust piolet reviews, and I would be more than happy to connect you with a homeowner who would be willing to share their experience as well. What specifically are you hoping to inquire more about from a reference?

This response effectively addresses the prospect's concern about references by highlighting the abundance of positive reviews. The offer to connect with a homeowner adds a personal touch and builds credibility. However, the salesperson could improve clarity by specifying what 'trust pilot reviews' are, as they may not be familiar to all prospects. The follow-up question demonstrates curiosity and a solution-focused approach, encouraging further dialogue. Overall, the tone is positive and engaging, suitable for the water filtration industry, where trust is crucial. To enhance the closing technique, the salesperson could suggest a specific next step, such as scheduling a call to discuss the references in detail. Score: 8

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

I definitely don't want to break up a relationship over water filtration! You know your partner better than anyone, if they were here with us, what do you think they would say about this project at this price?

The response was clever and lighthearted, which can help ease the tension around the objection. However, while humor can create rapport, it’s essential to also validate the prospect’s concern directly. Instead of solely asking how the partner would respond, the salesperson could have acknowledged the importance of involving the partner in the decision-making process and offered to provide additional information or set up a follow-up meeting that includes their partner. This would demonstrate active listening and a solution-focused approach. Overall, while the attempt to engage was good, it lacked depth in addressing the objection and exploring value. The tone was appropriate for a casual conversation in the water filtration industry, but a more thorough approach could have improved the response significantly.