Concrete driveway
Sales Assessment Results by Casey Selman
72
Professional Closer
10 questions
Maximum score: 100
Completed in
You've put in some solid effort here, and it shows in your average score of 7.2. Your strongest techniques shine through, particularly in solution-focused and consultative selling. You effectively address customer concerns while offering tailored solutions, which is commendable. However, a consistent pattern emerges: while your understanding of the customer's needs is clear, your responses often lack the depth and concrete examples that could really drive your points home. You need to amp up your storytelling and value demonstration to truly resonate with prospects.
To elevate your game, I suggest you dive into the Challenger Sale and Storytelling in Sales techniques. These will help you not just to engage prospects, but to challenge their thinking and share compelling narratives that illustrate the value of your solutions.
Remember, in sales, it's not just about solving problems; it's about showcasing the impact your solutions have had on others. So, as you move forward, think about this: "Data tells, but stories sell." Use this as your guiding mantra. You have the foundation; now build on it and take your sales to the next level!
Question Breakdown
1.
6
/ 10Question:
"I'm worried about how long it will take to get this concrete driveway installed. My business needs to keep running smoothly."
Answer:
We understand time is money and would love to hear more about your time line and any other other concerns you have. We can also have solutions to keep your business open during the process and limit down time. A couple of those options are working at night to stay out of your customers way, pouring half the project at a time, or using high early strength concrete to get back to service faster. Also is there a down time or slow time we could schedule the project for to limit the impact?
Feedback:
The response effectively acknowledges the concern about time, demonstrating an understanding that time is money. However, it could improve by being more direct and specific about how these solutions have worked for similar clients in the past, showcasing proven results. Asking about the customer's timeline is a good move, as it invites further discussion. Additionally, while you provided several options to mitigate downtime, the response could benefit from a clearer emphasis on the value and benefits of these solutions to build further trust. Overall, it's a solid start but lacks some depth in value exploration and storytelling.
2.
7
/ 10Question:
"I need to stick to my budget, and I'm not sure if the benefits of a new driveway are worth the cost right now."
Answer:
Well for starters I would love to hear what your budget is and work with you to come up with a plan to make this happen this year. Material prices continue to rise and the longer we wait the more it will be. In the past we've been able to not only come in under budget but ahead of schedule. We also have great financing options that I would love to walk you through.
Feedback:
The response effectively invites the prospect to discuss their budget, which demonstrates curiosity and a willingness to collaborate. Highlighting that material prices are rising serves to create a sense of urgency, but it could be more impactful with specific examples or data related to past projects to strengthen the argument. Mentioning that you've come in under budget and ahead of schedule provides a level of reassurance, but further elaboration on how this has been achieved could enhance credibility. Overall, while the approach is solid, it can benefit from more concrete evidence and a clearer explanation of the value the new driveway brings in relation to their budget concerns.
3.
8
/ 10Question:
"What if the new driveway doesn't hold up well under heavy traffic?"
Answer:
Being that your driveway will be subject to heavier traffic i would suggest going 5 inches thick with the concrete and use 2 different types of reinforcement rebar and fiber mesh. Both add the extra protection needed to withstand constant abuse of a heavily traveled driveway. I might also add that we offer a maintenance program that not only keeps your driveway looking like new, it protects the integrity of the concrete with our penetrating sealer. Ever spring we come out clean the driveway and apply a fresh coat of sealer. No maintenance work for you and gives you piece of mind for under a dollar a square foot
Feedback:
The response effectively addresses the concern regarding durability by recommending a thicker concrete layer and the use of reinforced materials, which demonstrates a good understanding of the prospect's needs. However, it could be enhanced by providing specific examples of how these measures have successfully worked for other clients with similar heavy traffic scenarios. Additionally, while the mention of a maintenance program is valuable, including details about its frequency and benefits could further build trust. Overall, the answer is solution-focused and informative, but a bit more emphasis on proven results and the value proposition would strengthen it further.
4.
8
/ 10Question:
"How will this driveway impact my daily operations? I can't afford disruptions."
Answer:
We can limit disruptions by working while you are closed and using high early strength concrete which gets you back to service in half the time. Or we can do it in sections. We did a factory driveway in sections last spring with great results. We worked with that customer to schedule pours after hours and did the job in sections. No downtime at all just a little bit of shuffling around. I would love to go over your schedule and map out a vest case scenario plan.
Feedback:
The response effectively addresses the prospect's concern about disruptions by offering solutions that demonstrate flexibility and a commitment to minimizing downtime. Mentioning the use of high early strength concrete and scheduling work after hours shows a proactive approach to problem-solving. Providing an example from a past project enhances credibility, but it could be strengthened by incorporating specific metrics or testimonials that highlight the success of that project. Additionally, clarifying what the 'best case scenario plan' entails would provide clearer value to the prospect. Overall, the response is solution-focused and fosters a collaborative tone, but more concrete evidence and specific planning details would enhance its impact.
5.
7
/ 10Question:
"I have a good relationship with my current vendor; why should I switch?"
Answer:
I understand the importance of a good working relationship and plan to build one with you if given the chance. The project you are wanting done is right in our wheelhouse, we do this type of work everyday and have all the specialty tools and training that your current contractor does not have. Here's a list of our current jobs we have going that are almost identical to yours and also here is a list of similar projects that we have won multiple awards on us. Quality and customer service are what you deserve and that's what you'll get from us.
Feedback:
The response acknowledges the importance of the current vendor relationship, which shows that you're listening to the prospect's concerns. However, while you mention that your company has the necessary tools and training, it would be more impactful to provide specific examples or metrics that demonstrate how your services have delivered superior results compared to their current vendor. Mentioning awards is a good touch, but clarifying how those awards relate to the prospect's specific needs would enhance credibility. Additionally, consider addressing potential disadvantages of staying with the current vendor or any gaps in their service that you can fill. Overall, the response is good, but it needs more specificity and direct comparisons to truly convince the prospect to make a switch.
6.
6
/ 10Question:
"Can you guarantee that this will meet our specific load requirements?"
Answer:
I would need to see the spec sheet you have for your project and would like to met to go over the specs with everyone involved. We normally go above the required standards just to make sure youre getting not only the product required but we'll above the standards. We will also bring in an on-site tester to test all material to make sure they meet the requirements set forth. Also all of our crews are trained and certified by aci in proper placement techniques.
Feedback:
The response addresses the objection by showing a willingness to collaborate and gather more information through the spec sheet, which is a good approach. However, it lacks clarity and conciseness; phrases such as 'we'll above the standards' should be corrected for grammatical accuracy. Furthermore, while mentioning that your company goes above required standards is positive, providing specific examples or metrics from past projects would enhance credibility. You also noted the involvement of on-site testers and the certification of crews, which is valuable, but adding details on how these practices ensure compliance with load requirements would strengthen the argument. Overall, the response is helpful and indicates a thorough approach, but clearer communication and more detailed value propositions are needed.
7.
7
/ 10Question:
"The current economic climate has me hesitant to make any big investments. How do I know this is the right time?"
Answer:
Unfortunately concrete isn't getting any cheaper and either is labor. Concrete is the cheapest it'll ever be. With that being said I would love to hear about your project and what your budget is. We have helped customers in the past by getting them the most bang for their buck, using creative ideas like minimal impact design or by giving the homeowners some of the task to do to cut cost. We also have great financing plans that I would love to go over with you.
Feedback:
The response effectively highlights the rising costs of concrete and labor, creating a sense of urgency to act now. However, it could be more impactful by including specific data or examples demonstrating how past customers have benefited from investing during similar economic conditions. While inviting the prospect to discuss their project and budget shows curiosity, focusing more on the potential return on investment or long-term savings could strengthen the argument. Additionally, elaborating on the financing plans would provide clearer value. Overall, the response is solid but could benefit from more compelling evidence and a stronger emphasis on the advantages of moving forward at this time.
8.
7
/ 10Question:
"I'm worried about the maintenance costs involved with a new driveway. How can we mitigate that?"
Answer:
Good news for you!! We offer a maintenance free concrete driveway for up to 10 years. While our competitions is looking for the cheapest products to use we are looking for the best. Our price includes intergal sealer which is mixed right in the concrete and last 10 years!
Feedback:
The response effectively addresses the concern about maintenance costs by highlighting a maintenance-free concrete driveway option that lasts for 10 years. This directly alleviates the prospect's worry about ongoing maintenance expenses. However, it could be improved by providing specific examples of how the integral sealer has benefited other customers or by mentioning the competitive advantages of your product in more detail. Additionally, while promoting the quality of your product versus competitors is good, ensuring a more collaborative tone by inviting questions or discussing the prospect's specific needs would enhance engagement. Overall, the response is strong but could benefit from a bit more detail and connection to the prospect's situation.
9.
8
/ 10Question:
"What if I decide later that I want a different style or finish? Is there flexibility once the project starts?"
Answer:
We always tell our customers if you see something you want changed just let us know and that's right up until the day before we pour the concrete. Just last week we had a customer switch from broom finish to a stamped driveway. All though it may extend the time frame and cost, we do understand people can change their minds. At the end of the project we want you to be 100 percent happy with the finished product.
Feedback:
The response effectively addresses the concern about flexibility during the project, reassuring the prospect that they can make changes up until a certain point. Sharing a recent example of a customer who switched finishes adds credibility and demonstrates a willingness to accommodate client preferences. However, it could be strengthened by discussing how changes might impact the overall timeline and budget more clearly, as well as highlighting any specific processes or guidelines your company follows to manage such changes. Additionally, inviting further questions or concerns would foster a more collaborative approach. Overall, the response is strong but could benefit from more clarity and engagement.
10.
8
/ 10Question:
"How do I justify this expense to my partners who are focused on immediate ROI?"
Answer:
Well a couple things jump to mind.. by having us pour your new driveway the property value will go up giving an instant roi. The increase in parking lot space will provide more room for customers to come in and spend money. Plus the city is offering a grant right now for business to fix up their storefronts we could not only offer you a driveway but also some decorative outdoor seating. We have a grant writer that can help with the process and cut the cost to you to almost nothing. I think your partners would like the sound of that.
Feedback:
The response effectively highlights the potential increase in property value and the opportunity for improved customer access, which are compelling arguments for ROI. Mentioning the city grant adds urgency and showcases a proactive approach to cost-saving, which is beneficial. However, while you provide a good overview, it would strengthen the argument to include specific metrics or examples of past projects where clients have realized significant ROI after similar improvements. Additionally, framing the discussion in terms of long-term benefits and sustainability could further appeal to the partners' focus on ROI. Overall, the response is solid but could use more concrete data and a structured approach to presenting the financial justification.