Residential Roofing
Sales Assessment Results by John Schwartz
75
Professional Closer
10 questions
Maximum score: 100
Completed in
You're showing some solid skills, particularly in solution-focused selling and consultative approaches. Your ability to actively listen and address client concerns is commendable; you’re making connections with prospects that many salespeople struggle with. However, there’s a consistent theme of needing to deepen the connections between your features and the immediate value they provide. This is where you're leaving money on the table.
While your average score of 7.5 is respectable, it indicates that you’re not quite reaching your full potential. Push yourself to enhance the specificity of your responses. For example, when discussing reliability or support, don’t just mention your team or processes—show how they directly alleviate the prospect's pain points.
Consider diving deeper into the SNAP Selling technique. It’s all about making things simple and valuable, which aligns perfectly with the areas where you can improve. Additionally, practicing storytelling in sales could help you illustrate your points more vividly, making your responses not just informative but engaging and relatable.
Remember, every interaction is an opportunity to build rapport and trust with your prospects. Focus on connecting the dots for them, and don’t shy away from being assertive in your closing. If you can elevate your conversations from informative to transformative, you’ll see your scores—and your sales—soar. Keep pushing; you’re on the right track, but let’s aim for the stars.
Question Breakdown
1.
6
/ 10Question:
"Given the seasonal factors, how can I be sure that this investment will deliver immediate value during peak demand?"
Answer:
That's a great question, you mentioned earlier your primary concern was the upcoming storm season and that you wanted to make sure you were well protected before storm season begins, is that correct? This roofing system is designed to do exactly that. The underlayment provides a top quality secondary water barrier and the primary roof covering which is the standing seam metal panels we discussed. Will hold up to the most severe rains and also provide you with wind protection up to 175 mph. Combined this should provide the best protection possible for your home and the best return on investment which is protecting your home and family from the severe weather we have coming. Does that answer your question or would you like me to phrase that a different way to clarify?
Feedback:
Your response addressed the concern by reiterating the prospect's primary issue with immediate value during peak demand, which is a good start. However, it could be improved by explicitly connecting the features of the roofing system to the immediate benefits it provides during the storm season. While you provided specific details about the system's capabilities, more emphasis on how these features translate into immediate value for the prospect would strengthen your response. Additionally, your closing question about clarity is a nice touch, as it shows you are open to further dialogue. Overall, it's a solid attempt but lacks a stronger focus on immediate value.
2.
7
/ 10Question:
"We've had issues with our current vendor's reliability; how do you ensure consistent support post-installation?"
Answer:
That's a great question and I can see why that would be a concern for you. Can you tell me a little bit more about any specific events that may come up so I can provide you with a more tailored answer?
We maintain a fully staffed call center so if you have any issues after the installation you can reach us at any time. We also provide a dedicated service team which means any concerns that you reach out to us with can be repaired or resolved within 24 to 48 hours. We will provide this support for the life of your product. Does that sound like what you're looking for? Great, do you have any follow up questions or does that resolve your concern?
Feedback:
Your response effectively acknowledges the prospect's concern about vendor reliability, which shows good active listening. Asking for specific events is a thoughtful approach that encourages discovery and allows you to tailor your answer more precisely. However, it would be even more impactful to explicitly connect your service capabilities to the reliability issue they experienced with their current vendor. While you mentioned a fully staffed call center and a dedicated service team, elaborating on how these aspects directly mitigate their past issues would strengthen your case. Additionally, closing with a summary of the benefits of your support could reinforce value. Overall, you demonstrated a solution-focused approach, but there's room for deeper connection and explanation regarding reliability.
3.
7
/ 10Question:
"With multiple stakeholders involved, how can we ensure alignment on the decision-making process without lengthy back-and-forths?"
Answer:
That's a great question, thank you for asking. There's a few things that we can do here some of which you have already taken steps towards by providing us with specific bid documents that detail most of the requirements for this project, so thank you for that piece of the puzzle. The next step is for us to put together a preliminary proposal. I should be able to have that ready by the 13th and can schedule a meeting either in person or zoom whatever your preference is for myself and all of the stakeholders involved to go over the proposal in detail and make any needed adjustments on the spot that way we can ensure we are covering everything that you need and making sure that everyone is in agreement and we can move forward without delay. Does that work for you?
Feedback:
Your response effectively acknowledges the importance of aligning multiple stakeholders in the decision-making process, which is crucial for this type of project. You also commend the prospect for providing bid documents, showing appreciation for their efforts. However, while you offer to create a preliminary proposal and arrange a meeting, your answer could be enhanced by outlining specific strategies to streamline communication and decision-making among stakeholders. For instance, mentioning methods like a collaborative decision-making tool or a follow-up schedule could add further value. Additionally, while your closing question is good for engagement, it could be more assertive in confirming the next steps to ensure clarity and commitment. Overall, you demonstrated a proactive approach, but there's room for more specificity in facilitating alignment and reducing back-and-forth.
4.
8
/ 10Question:
"Can you guarantee that the materials used will withstand our specific weather conditions?"
Answer:
That's a great question, I can absolutely understand your concern given the damage that you experienced in the last storm, specifically the wind that removed a large part of your roof. There's a couple things that will help the new system hold up much better. First of all the decking will be refastened every 6 inches to meet the most current building codes and provide a wind rating of 170 mph. The secondary water barrier will prevent water intrusion and the metal panels providing the primary roof covering are rated to withstand up to 175 mph winds as we use a screw fastening system rather than nails. The shingle roofing system you had installed previously was only rated to 100 mph. Considering the fact that most recent storm was the worst we have seen in nearly a hundred years and the top wind speed recorded was only clocked at 120 mile per hour would you agree that installing 175 mph system should be more than adequate for for your home? Great, are you comfortable moving forward with that or would you like more details on the fastening system used?
Feedback:
Your response does a commendable job of acknowledging the prospect's past experience with storm damage, which demonstrates empathy and active listening. You effectively address their concern by detailing the specific materials and construction methods that contribute to superior weather resistance, including the wind ratings and improvements over their previous roofing system.
However, while you provide strong technical details, the response could further benefit from a clearer connection to the prospect's specific weather conditions. It would be advantageous to explicitly mention how the roofing system's features directly correlate to their local climate challenges, showcasing a more tailored understanding of their needs. Additionally, your closing question is somewhat leading; consider rephrasing it to encourage a more open dialogue, rather than suggesting they should agree with your assessment.
Overall, you’re well on your way to providing a convincing answer, but a more customized approach regarding their specific conditions and a more open-ended closing could enhance your effectiveness.
5.
8
/ 10Question:
"I have concerns about hidden costs that might arise during the maintenance phase. How transparent is your pricing model?"
Answer:
I completely understand your concern, we are dedicated to complete transparency with our pricing as our goal is to build a long-term relationship here rather than just sell you a quick solution. So rather than providing you with a quick price and of charging for anything unexpected we start with the walkthrough inspection that we did earlier, as you saw we checked every detail of the building and provided a line item for each of those details. As you are aware there are some hidden things which we absolutely cannot guarantee until we've pulled off the roof and are able to see the condition of the decking underneath. However our proposal includes a separate line item with a not to exceed number for worst case scenario on each of these details so you can see our estimate as well as a breakdown of all additional costs that could be incurred and a not to exceed number that is well within your budget for this project so you can rest assured even if we run into additional issues that we've already accounted for those and have full transparency so you can see exactly what those costs would be. Is that satisfactory?
Feedback:
Your response demonstrates a strong understanding of the prospect's concerns regarding hidden costs, showcasing empathy and building trust. You emphasize your commitment to transparency and detail how your pricing model provides clarity through a line-item breakdown and a not-to-exceed number, which is a solid approach. However, while your explanation is thorough, it could benefit from a more structured flow. Consider summarizing your key points more succinctly, which would make it easier for the prospect to follow your argument. Additionally, the closing question could be more open-ended to encourage ongoing dialogue rather than simply seeking affirmation. Overall, you've provided a comprehensive response but could enhance clarity and engagement.
6.
8
/ 10Question:
"What if we decide to expand our property in the future? How scalable are your roofing solutions?"
Answer:
This is a very valid concern given the rate of your growth so far. Our metal panel roofing system ensures that you can expand these buildings at any time by simply adding more panels without affecting the existing roof in any way. There's no restriction on the size building that we can scale to with this system, this insures that we can keep you protected no matter how big your property grows. Do you have specific plans for expansion? If so we can actually provide you with estimates for each upcoming year so you can plan your roofing needs into your yearly budget. Does that answer your question? Do you have any additional concerns?
Feedback:
Your response effectively acknowledges the prospect's concern about future expansion, demonstrating that you understand their growth needs. You clearly communicate the scalability of your roofing solution, emphasizing the ease of adding panels and the lack of size restrictions. This is a solid foundation for instilling confidence in your product's adaptability. However, it could be beneficial to provide a brief example or case study of a client who successfully expanded with your roofing system to further illustrate its scalability and reliability. Additionally, while your closing questions invite further discussion, consider rephrasing them to encourage a more engaging dialogue about their specific expansion plans. Overall, you presented a clear, relevant answer that addresses the concern well, but it could be enriched with more detailed examples.
7.
8
/ 10Question:
"Can you provide evidence of your product's long-term value in comparison to alternatives?"
Answer:
I can absolutely help you with that, do you have a specific time frame when you are planning to sell the property? If so I can provide you with a breakdown showing your ROI each year up to your plant sell date. You can see that a mod - bit roof proposed by competitor A declines in value pretty quickly averaging nearly 8% per year and typically needs replacement by the time you get to year 12 or 13. In comparison our proposal details a metal roof that declines at less than 3% per year and typically can be renewed around year 30 or 35 for a fraction of the cost of replacement. How do you feel about this option now that you are seeing the numbers?
Feedback:
Your response does a commendable job of directly addressing the prospect's request for evidence of long-term value by presenting a clear ROI comparison between your product and a competitor's. You effectively use specific metrics to back up your claims, which enhances your credibility. Additionally, asking about the prospect's timeline for selling the property demonstrates curiosity and a desire to tailor your answer to their needs. However, you could improve this response by providing a more structured breakdown of the ROI and possibly including a brief case study or testimonial that highlights real-world success with your roofing system. This would add a layer of proof to your claims. The closing question invites engagement, but consider rephrasing it to encourage further dialogue rather than simply gauging their feelings. Overall, a strong answer with room for enhancement in support and structure.
8.
8
/ 10Question:
"What support do you offer during the initial stages after installation to ensure everything goes smoothly?"
Answer:
That's a great question, we have a project manager on site at all times and provide daily scheduled walkthroughs with you at 8:00 a.m. and 4:00 p.m. to check all the details and ensure that you're completely satisfied with each stage of the project. If any concerns arise the project manager will note them and ensure that it is resolved before the next walk through where we check in with you again and ensure that it's been resolved satisfactorily. Does that take care of your concern, would you prefer to schedule any additional walkthroughs?
Feedback:
Your response effectively addresses the prospect's concern about post-installation support by outlining the presence of a project manager and the schedule for daily walkthroughs. This demonstrates a commitment to customer satisfaction and proactive problem-solving. However, while you mention the project manager's role in noting and resolving concerns, adding details about the specific support processes (e.g., communication methods, escalation procedures) could enhance the clarity and assurance of your support. Additionally, your closing question is good for engagement but may come across as leading; consider rephrasing it to invite more open dialogue about their needs. Overall, you provided a solid answer, but there’s room for improvement in detailing the support structure further.
9.
7
/ 10Question:
"How do we handle the technical integration if we want to implement smart roofing technology down the line?"
Answer:
That's a valid concern, I like the way you look ahead. Do you have a specific product or timeline that you are considering? Fortunately we also make it a practice to look ahead and ensure that this is a long-term solution. These panels have specially designed ribs to allow solar or smart panels to be clamped directly to these panels without disturbing or damaging the existing roof structure ensuring that this system remains viable long-term even as your company changes and grows. Do you have any follow-up questions or additional concerns
Feedback:
Your response does well to acknowledge the prospect's forward-thinking concern about integrating smart roofing technology. By inviting the prospect to share specifics about their desired products or timeline, you display curiosity and a willingness to tailor your response. However, to enhance your answer, consider providing more concrete examples of how your roofing system has successfully integrated with smart technologies in the past. This would reinforce the viability of your solution. Additionally, while your closing questions invite further discussion, rephrasing them to encourage deeper dialogue about their specific needs and interests would create a more engaging atmosphere. Overall, this is a solid response, but it could benefit from additional examples and a more open-ended closing approach.
10.
8
/ 10Question:
"I need to present this proposal to my superior; what key benefits can I emphasize to gain buy-in?"
Answer:
Do you have specific benchmarks that they are looking at or are you looking for more general information?
A couple benefits you can mention,
25-year workmanship warranty against any type of leaking or other failure that may occur.
50-year substrate warranty that no other company in the industry offers.
We work around your schedule ensuring that your company can maintain full production even while this project is happening.
This project can be started as soon as we receive your decision, ensuring that it can be completed before there is further damage on the interior of the building.
I can reach out to the office now and schedule a follow-up visit for next week after you've had a chance to speak with your superior so we can revisit any specific benchmarks that he's looking for and ensure that we are meeting those expectations.
Feedback:
Your response begins well by asking about specific benchmarks, which demonstrates curiosity and a desire to tailor your message to the prospect's needs. You effectively list compelling benefits such as the lengthy warranties and scheduling flexibility, which are strong points to emphasize for buy-in. However, while these benefits are important, they could be more clearly framed in terms of how they specifically address the prospect's concerns or goals. For instance, highlighting how the warranties reduce long-term costs or potential risks could resonate more with both the prospect and their superior. Additionally, your offer to schedule a follow-up visit is a nice touch, but ensure it comes across as proactive rather than reactive. Overall, your response is informative but could be enhanced by better linking the benefits to the decision-maker’s priorities and clarifying the next steps more decisively.