Roofing
Sales Assessment Results by Stephen Schmidt
72
Professional Closer
10 questions
Maximum score: 100
Completed in
You've put in a solid performance with an average score of 7.2, which indicates you have a strong foundation in engaging with prospects and addressing their concerns. Your ability to acknowledge objections and provide credible solutions is commendable, particularly in instances where you referenced case studies and quantifiable results. However, there's a consistent pattern of needing more depth in your responses. While you demonstrate curiosity, there are opportunities to go further by asking more probing questions that could uncover additional pain points or specific needs. Your closing techniques often lack the assertiveness needed to leave a lasting impression—consider framing your suggestions as valuable opportunities rather than mere options.
To elevate your game, I suggest diving deeper into the Challenger Sale and Consultative Selling techniques. Both will help you challenge your prospects’ thinking and engage them in a way that fosters collaboration and uncovers their true needs.
Remember, every interaction is a chance to build trust and rapport, so approach each conversation with an inquisitive mindset. Think of it this way: if you want to be seen as a trusted advisor, you must ask questions that lead your prospect to see their own challenges more clearly. Embrace the art of curiosity—it’s your golden ticket to deeper connections and, ultimately, more sales.
Question Breakdown
1.
7
/ 10Question:
"We're currently satisfied with our existing vendor, so I'm not sure we need to change."
Answer:
You bet. I’m sure they’re a great vendor, and if you’re completely satisfied with them I wouldn’t see a reason to switch either, however. What I’m seeing up there is an oversight and something that you may want to consider a second opinion. Worst case scenario I confirm that who you use is amazing, and there’s no need to consider other options. How about I take a look & we go from there?
Feedback:
The response effectively acknowledges the prospect's satisfaction with their current vendor, which demonstrates active listening and respect for their existing relationship. However, it could have been strengthened by incorporating more curiosity and discovery—asking questions about specific aspects of their current vendor’s service or any challenges they might face in the future would help uncover potential pain points. Additionally, the closing technique could be more assertive; rather than just suggesting a look, framing it as an opportunity for the prospect to gain valuable insights would enhance the urgency and importance of the meeting. Overall, the response is solid but lacks a bit of depth in exploring the value of your service compared to the competition.
Score: 7
2.
6
/ 10Question:
"Our budget for this quarter is already allocated, and I need to justify any new expenses to the board."
Answer:
100% agree with you on that. Ultimately what we’re looking at doing for you is actually going to cut costs so when you go to the board, you’re going to be showing them even more money to keep, rather than spend if our solution is something you’re actually able to take advantage of.
Feedback:
The salesperson effectively acknowledges the objection, which is a good start. However, the response lacks depth regarding how the proposed solution will specifically cut costs or add value. It would benefit from more detailed examples or metrics to strengthen the justification for the expense. The communication is clear but could use a more engaging tone, perhaps by asking questions to uncover the prospect's specific needs or concerns. A closing technique could have also been employed to move the conversation forward, such as suggesting a follow-up discussion with more tailored insights. Overall, while there is a good attempt at addressing the objection, it doesn't fully explore the value or engage the prospect enough to justify the new expense.
3.
8
/ 10Question:
"The ROI projections seem optimistic; can you provide more concrete data to support those claims?"
Answer:
Yes of course. So if you actually look at these three case studies of businesses similar to yours, what’s amazing is, you see across the board they were able to save an average of 17% once our solution was installed. This ultimately was able to leave them with an extra $217,000 on average which they were able to relocate to different investments.
Feedback:
The response effectively addresses the concern by referencing concrete case studies and quantifying the savings, which adds credibility to the ROI projections. However, it would benefit from a more proactive approach by asking the prospect if they have specific metrics or data they are looking for. This would enhance curiosity and discovery. The tone is appropriate for the roofing industry, but it could be more engaging by inviting the prospect to discuss their own ROI expectations. Overall, the response is solid but lacks a bit of collaborative engagement and curiosity.
Score: 8
4.
8
/ 10Question:
"Given the current state of the market, how can we be sure your solution won’t become obsolete quickly?"
Answer:
Great question. Part of the reason for this is because we’ve been around for over 30 years, have served 1,000’s of clients just like you, have gone through 3 different market changes & have still effectively grown our own business through each pivot we’ve had to make. This shows resilience & sticking to the overall mission we have, instead of being a flash in the pan solution. I’m sure you’d agree that you would want an expert to handle your case & someone with a proven track record of winning, when it comes to solving your problem, wouldn’t you?
Feedback:
This response effectively addresses the objection by providing credibility and demonstrating experience in the roofing industry. Mentioning the company's longevity, client base, and ability to adapt to market changes builds trust and reassures the prospect about the solution's relevance. The tone is appropriate and instills confidence. However, the closing question could have been more engaging – perhaps asking if the prospect has specific concerns about future market changes would have shown more curiosity and active listening. Overall, the response is strong but could benefit from a more collaborative approach.
5.
7
/ 10Question:
"There are multiple stakeholders involved in this decision, and I'm not sure everyone will be aligned on the benefits."
Answer:
I can understand where you’re coming from with that. What challenges do you expect will be brought to the table, so I can thoroughly prepare how we can handle each of those concerns?
Feedback:
The response effectively acknowledges the concern by showing understanding, which is a good step towards building rapport. Asking about the challenges expected from other stakeholders demonstrates curiosity and a solution-focused approach. However, it could be improved by also suggesting ways to involve those stakeholders early in the conversation or offering to provide additional information that could facilitate alignment. Overall, while the response is thoughtful and engaging, it lacks a proactive closing technique or a clear next step.
Score: 7
6.
8
/ 10Question:
"We're concerned about the potential disruption that a roof replacement could cause to our daily operations."
Answer:
Tell me more about what your daily operations look like? We have plenty of solutions to be able to take care of this potentially in off-hours to allow zero disruptions to your day to day, ensuring you continue making money without interruption
Feedback:
The response effectively addresses the concern about disruption by asking a clarifying question about the prospect's daily operations. This demonstrates curiosity and a desire to understand the specific situation, which is essential in consultative selling. Additionally, offering solutions to minimize disruption shows a proactive and solution-focused approach. However, the response could be strengthened by providing a brief example or reassurance based on past experiences to further build trust and demonstrate value. Overall, the tone is appropriate for the roofing industry, but a more detailed explanation of the solutions could enhance the response.
7.
7
/ 10Question:
"How do you ensure compliance with the latest regulations, and can you guarantee there won't be any issues?"
Answer:
While I can’t guarantee that there will not be any issues, just like anyone else you’d ask this question to, what I can say, is we have measures & people in place to ensure that there are mistakes are few & far between. What I can guarantee is that everything will be done properly, or we stand behind our word to fix it, which is why we offer the absolute best warranties, on top of the fact we’re certified directly by the manufacturer. So if there was a mistake and we weren’t the ones fixing it, you’re given an even further layer of protection. Again, through thorough training, certifications, safety meetings, and putting other measures in place to make as few mistakes as possible, we have those added guarantees on the backend, so IF something were to go wrong, you’re guaranteed to be 100% satisfied with the results in the end. Have you had an issue with this in the past?
Feedback:
The response effectively addresses the concern about compliance and potential issues by emphasizing the company's commitment to quality and the measures in place to minimize mistakes. However, it lacks a clear and confident stance on compliance with regulations, which could leave the prospect feeling uncertain. The shift to asking about past issues is a good way to engage the prospect further, but the initial tone could be more reassuring. Overall, while the answer provides some valuable information, it could be more concise and direct to strengthen the message. A better closing technique could also enhance the response, ensuring the prospect feels more secure in their decision.
Score: 7
8.
7
/ 10Question:
"We've had a bad experience with a previous roof installation; how can you assure us this won't happen again?"
Answer:
Can you share with me more about that bad experience? I’d be happy to explain how we will be different than any experience you’ve ever had in the past.
Feedback:
The response effectively invites the prospect to share their experience, which demonstrates active listening and curiosity. However, it lacks a clear assurance about how your company specifically addresses their concerns, which is crucial in building trust after a bad experience. Incorporating a brief mention of your company's quality standards or guarantees would enhance the response. Additionally, while the tone is appropriate, a more empathetic acknowledgment of their past issues would strengthen rapport. Overall, it’s a good start, but it could be improved with more proactive reassurance and value exploration.
Score: 7
9.
7
/ 10Question:
"I need more time to gather feedback from my team before making any commitments."
Answer:
Taking enough time to make an educated decision on as big a project as this is a smart business move. What feedback are you looking for that I haven’t already shared, and if I may, allow me to give that to you while I’m here so when you speak to your team, you’ll be ready to move forward as soon as possible in order to keep your operations moving efficiently, and making more money. We can also go ahead and sign an agreement, and you’ll still have 3 days to check all the boxes with your team while I get all the other details sorted out. And if for whatever reason it doesn’t make sense, or I’m the best option, no hard feelings.
Feedback:
The response effectively acknowledges the prospect's need for time, which is good. It uses a consultative approach by asking what specific feedback they are looking for, showing curiosity and discovery. However, the suggestion to sign an agreement with a 3-day review period might come off as a bit pushy, depending on the prospect's readiness. A more collaborative tone could enhance rapport. Overall, the communication is clear and maintains a professional tone, but it could benefit from a softer closing technique that prioritizes the prospect's comfort level rather than pushing for a commitment.
A score of 7 reflects a strong understanding of the prospect's needs but highlights areas for improvement in approach and tone.
10.
7
/ 10Question:
"We are exploring several alternatives; what makes your solution stand out from the competition?"
Answer:
That’s a great question. Quite frankly, I could go on and on about all the things I think make us different. Our better warranty, our commitment to quality, the way we train. But while all of those things sound good on paper, they don’t really connect with what matters to you most. And that’s keeping your operations moving efficiently, giving you a top quality install, and ultimately making sure this takes as little time as possible for you. What I can guarantee, is we will be able to do all of those things for you, and that’s the biggest separator between me & our competition. Have you heard enough to make a decision to move forward with me right now?
Feedback:
The response effectively addresses the objection by acknowledging the question and then pivoting to the prospect's needs, which is a good move. However, it could benefit from a clearer structure, specifically focusing on the unique selling propositions in a more compelling way. While the mention of warranties and quality training is a positive, the response could have included more specific examples or metrics that demonstrate these claims. It effectively transitions into a closing question, but it may come off as a bit abrupt given that the prospect is still evaluating options. A more consultative approach, asking probing questions to understand their specific needs or concerns, would have strengthened the engagement and shown active listening. Overall, a solid attempt but lacking in depth and collaboration.