Power washing
Sales Assessment Results by Cody cox

"I'm really concerned about how this power washing project will fit into our tight budget right now."

I completely understand budget constraints. That's why I have broken down every detailed section of the wash in an itemized list, and priced them out individually as well. We so this for a couple of reasons. One is that it allows you to see the value of every aspect of what we are providing. But also we can custom tailor your service to fit those budget concerns, and then schedule the other aspects of the project for a later date. If you are interested, we also offer financing options as well. So with all of that being said, why don't we look over the options laid out here, choose what section of service fits your priorities amd budget the most at this moment, and then we can plan out scheduling the rest of the services after that. I don't want to continue to let the grime build up and potentially cost you more money in the long run.

The response effectively acknowledges the budget concern and presents a solution-focused approach by offering an itemized breakdown of services. This demonstrates curiosity and discovery by inviting the prospect to prioritize their needs. Mentioning financing options adds value and shows an understanding of the prospect's financial situation. However, the closing could be strengthened with a more assertive call to action, encouraging the prospect to take the next step with confidence. The tone is clear and appropriate for the industry, fostering a collaborative atmosphere. Overall, a solid response, but could benefit from a slightly stronger closing technique and a bit more emphasis on the urgency of addressing grime build-up. Score: 8

"I just don't see how this investment will provide enough ROI for us compared to what we currently have."

Well let's look at all of the ways that power washing brings you an ROI. The first way is the increased appraisal value that our services will bring. On average our customers see an substantial increase In property appraisal after having a thorough washing service performed. That Increase alone would more than pay for the service you've requested. Another thing to consider is that, a cleaner facility will bring in more customers. The outside of your building is the first impression that your customers get. As a customer if I see a building entry way that is dingy and nasty, my first thought is that I wonder how bad the inside is. Or even what the restrooms look like. I know that you care about your customers experience and making sure that they do return business IS the ROI that you're looking for. With that being said we have immediate scheduling opportunities and can help you provide that peak customer experience. Why don't we see what days work best for your operations to be reserved for a service date?

Your response does a good job of addressing the ROI concern by highlighting the increased appraisal value and the impact of cleanliness on customer perception. However, it could benefit from a more structured approach using a technique like SPIN Selling. You could start by asking a Situation question about their current setup, which would allow you to better understand their unique situation before diving into the benefits of power washing. Additionally, while you mention immediate scheduling opportunities, this could be more effectively framed as a closing technique by creating urgency or summarizing the benefits more succinctly before asking for a commitment. Overall, it’s a solid response with good points, but it lacks a bit of depth in exploration and discovery. Consider asking more questions to engage them further and demonstrate active listening.

"Our current vendor has been with us for years, and switching feels risky—what makes your service better?"

We pride ourselves in being a leader in the washing industry. I can understand the hesitancy to use a different vendor, but in the same way that it's wide to shop around for insurance providers from time to time, it only makes sense to do the same with all of your service providers. We offer top notch quality at competitive pricing in today's market. Our equipment and chemical line is state of the art, amd we have revolutionized the washing process because of it. The services we offer can now be done in a fraction of the time, saving you in lost revenue from having to shut down your operation. We get done faster, allowing you to open back up for business faster. There is actually less risk involved by switching to us than there is by staying with your current vendor.

The salesperson effectively addresses the objection by acknowledging the prospect's hesitance and providing valid reasons to consider switching vendors. The analogy to shopping for insurance is a good tactic to suggest that exploring options is wise. However, the response could be enhanced by incorporating specific advantages over the current vendor, such as unique features, testimonials, or case studies that demonstrate proven results. The communication is clear but could benefit from a more personable tone to build rapport. Additionally, asking questions to uncover more about the prospect's current vendor's limitations would show curiosity and active listening. Overall, the response is solid but lacks a bit of depth in value exploration and client engagement. Score: 7

"There are so many stakeholders involved in this decision, how can I ensure everyone is on board?"

Communication on a project like this is absolutely paramount. We have already copied all of the parties involved in the email chain, and so far everyone has been responsive and has given input. All we need to finalize scheduling, is an estimated start date. We can then send that to all of the parties involved for confirmation. If there are any objections or questions a out the service, I would love to do a zoom meeting for a Q&A session to address any of the potential issues and to reassure all of the stake holders of this process.

The response effectively addresses the concern by emphasizing the importance of communication and involvement of all stakeholders. It showcases a proactive approach by mentioning that relevant parties are already included in the email chain and that their input has been gathered. Offering a Zoom meeting for Q&A is a great way to engage stakeholders further and reassure them. However, the response could benefit from a bit more clarity in structure and a stronger closing technique to prompt a decision. Additionally, asking a follow-up question about specific concerns or expectations from the stakeholders could enhance curiosity and discovery. Overall, a solid effort but could be refined for better impact.

"With everything else going on, this project doesn't feel like a priority right now."

What you probably aren't seeing, is the amount of lost revenue because of the lack of maintenance cleanings. When we compare the customer traffic to the other locations, that have been receiving the routine washes, their client count is X% higher than this location. First impressions are every thing and when a customer has a choice to enter this facility, or the one next door that's noticeably more kept, they're most likely to chose the other one. When we talk about lost revenue I think that moves this project up on the priority list for most businesses such as your self. When you think of things from that perspective, the sooner we can get your potential clients more open to coming here, the better. When would you like to schedule the consultation to discuss the total scope of work?

The response effectively addresses the objection by highlighting the potential lost revenue due to lack of maintenance, which ties back to the prospect's business priorities. It uses a data-driven approach by comparing client traffic, which is persuasive in a business context. The tone is professional and informative, suitable for the industry. Additionally, the closing question is appropriate and encourages action. However, it could benefit from more curiosity and discovery questions to engage the prospect further and ensure their specific concerns are addressed. Overall, this response demonstrates a solid understanding of value exploration and solution-focused selling, but could enhance the collaborative approach. Score: 8

"Can you explain what the long-term benefits are if we choose to go with your service over the competitors?"

The short answer to that is that we have established ourselves in this community as a leader in this industry and because of that we can provide services for you for years to come. This is a hard industry to break into and there is a lot of turn over with new business only lasting a short amount of time before they go out of business. Because we are so well established we look forward to counting to grow and build our relationship with your company for a very long time.

The response partially addresses the objection by highlighting the company's established reputation, which is a good start. However, it lacks specific long-term benefits related to power washing, such as maintaining property value, preventing damage, or improving curb appeal. The communication could be clearer and more concise; there's some repetition that detracts from the message. Additionally, the response would benefit from a solution-focused approach by providing concrete examples of how their service has positively impacted other customers in the long term. Asking follow-up questions to understand the prospect's specific needs would also enhance the engagement. Overall, the tone is appropriate for the industry, but it could use more persuasive elements. Score: 5/10 for addressing the objection but lacking depth and specificity in the benefits offered.

"We've had a bad experience with similar projects in the past; how can I trust this will be different?"

I'm sorry that your experiences in the past haven't been the best. These are big projects to take on with a lot of moving parts. We strive to make sure that we bring 100% customer satisfaction so with that being said, What are some of your main concerns from your other encounters? How can I best address those for you to ensure you that are committed to your success just as much as you are?

The response acknowledges the prospect's past negative experiences, which is important for building rapport and showing empathy. The salesperson effectively communicates a commitment to customer satisfaction, which is crucial in addressing the objection. By asking open-ended questions about the prospect's main concerns, they demonstrate curiosity and a willingness to understand the customer's perspective better. However, the response could be more concise to maintain clarity and impact. Overall, the tone is appropriate for the industry, and the collaborative approach is evident. Incorporating a closing technique, such as summarizing how their service differs from previous experiences, could further strengthen the response. Overall, this response effectively addresses the concern and opens up a dialogue for further discussion.

"I'm worried about the environmental impact of using power washing—can you clarify how you mitigate this?"

Environmental protection is one of our top concerns on projects such as these. We have 3 major aspects to our process that help to provide a zero percent environmental footprint. 1. Using Eco friendly, biodegradable cleaning solutions that take the place of harmful chemical cleaners. 2. Waste water reclamation. As we wash there is a reclaim system on sight that is pulling away all of the contaminanted water and stores it for proper disposal 3. Absorbant safety bats that we place around the perimeter of the project to ensure that no runoff reaches the sewer drains or water ways. With these systems in place we are 100% EPA compliant.

The response effectively addresses the environmental concern raised by the prospect by detailing specific practices that mitigate negative impacts. The communication is clear and maintains a professional tone suitable for the industry. The structured presentation of three key practices demonstrates a solution-focused approach, showcasing the company's commitment to environmental protection. However, the response could benefit from a more engaging closing technique to invite further discussion or questions, as well as a touch of curiosity by asking the prospect if they have specific environmental concerns they'd like addressed. Overall, it shows active listening and value exploration but lacks a collaborative tone that could enhance rapport. Score: 8

"What kind of support do you offer post-purchase? I need assurance that we're not left hanging."

In an industry such as this, your concern is legitimate. I'm sure you're already aware that alot of new companies go out of business in a short amount of time. We however have established ourselves an industry leader in the community. Our goal is to provide longevity and building long lasting relationships with our clients. We do that in part by providing a post service evaluation and survey where we walk through the entire project with you afterwards and address any concerns that you may have. Our service contract will provide coverage for return washes if they do not live up to your standards. I will also leave you with my personal cell phone number. You can feel free to reach out to me at any time after the service and I will do whatever we need to do to assist you.

This response effectively addresses the concern about post-purchase support by emphasizing the company's reliability and commitment to customer relationships. The mention of a post-service evaluation and survey demonstrates a proactive approach to gathering feedback, which is crucial for building trust. Offering a personal cell phone number adds a nice touch of accessibility and personal connection. However, the response could benefit from a brief summary of the key points to reinforce the assurance of support. Additionally, asking a question to further explore the client's specific needs could enhance engagement and understanding. Overall, it shows good customer-centric selling and builds rapport, but a bit more curiosity and discovery could strengthen it further.

"This sounds great, but I need more time to present this to my team before making any commitments."

I completely understand that commination is key for all of the parties involved. If it helps you, I can provide you with copies of the scope of work that we have discussed and a formal outline of for everyone that needs it and I will email those to them immediately. I do know that the project is a time sensitive matter and not all of the team members have the same knowledge base and experience as you do. I could see it being beneficial for you to be able to make the final decision to move forward. I'm just afraid that someone who is less informed than you, could make a decision that affects the whole project and costs your company financially by causing unnecessary delays in the process. If you are confident in everything we have discussed thus far, let's set a tentative start date for the service, and if for some reason you need to reschedule on your end, we can address that if it arises.

The response effectively acknowledges the prospect's need for time to consult with their team, which shows active listening. However, it could be improved by simplifying the communication and ensuring the tone remains positive and collaborative. Instead of expressing fear about less informed team members, which may come off as slightly condescending, consider framing it as a shared goal of ensuring the project's success. The suggestion to set a tentative start date is a good closing technique, but it could be more assertively framed to encourage a commitment. Overall, it demonstrates a solution-focused approach but lacks a bit of clarity and conciseness. To enhance the response, consider asking more open-ended questions to explore any specific concerns the prospect might have about presenting to their team. This would foster curiosity and discovery, helping to tailor your approach to their situation. Overall, the response is solid but could benefit from a more collaborative and less cautionary tone. Score: 7