Commercial Real Estate
Sales Assessment Results
54
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s get real for a moment. You’ve got potential, but your performance is falling short of where it needs to be. Averaging a score of 5.4 means you’re barely scraping by, and that’s just not acceptable if you want to thrive in sales. Your ability to initiate conversations and engage prospects is commendable, especially with the Challenger Sale and consultative approaches. However, you consistently leave depth on the table. It’s like you’re throwing a party but forgetting to invite all the guests. Your responses are often vague, lacking the specifics that could really resonate with potential clients. You need to dig deeper into their pain points and articulate how your solutions align with their needs and timelines.
Focus on mastering techniques like Value Selling and Solution Selling. These will not only help you communicate the worth of your offerings more effectively but also enable you to craft solutions that feel tailor-made for each prospect.
Here’s your coaching moment: every conversation is an opportunity to uncover insights that can lead to stronger relationships and sales. Don’t just skim the surface; dive deep into your prospects’ worlds. Ask more questions, listen actively, and take the time to understand their challenges. It’s not just about making the sale; it’s about building trust and demonstrating genuine interest in their success. Get to work!
Question Breakdown
1.
5
/ 10Question:
"We have an existing relationship with our current vendor that we’re hesitant to disrupt right now."
Answer:
Are you 100% satisfied with them?
Feedback:
The response effectively attempts to challenge the prospect's satisfaction with their current vendor, which aligns with the Challenger Sale methodology. However, it lacks depth as it doesn't explore the implications of their existing relationship or ask follow-up questions to understand their hesitation better. It could benefit from a more consultative approach, such as asking about specific areas of dissatisfaction or how their current vendor meets their needs. This would demonstrate active listening and curiosity. Overall, while the initial question is a good starting point, it needs to be more engaging and solution-focused to build rapport and explore value effectively.
2.
5
/ 10Question:
"I'm concerned about how this new solution will integrate with our existing systems and processes."
Answer:
What do you see as the areas of concern?
Feedback:
The response demonstrates a good start in addressing the objection by asking a clarifying question. However, it lacks depth and doesn't provide reassurance or value about the integration process. To improve, the salesperson could have shared examples of successful integrations, offered to consult on potential challenges, or explained how the solution is designed to fit seamlessly with existing systems. This shows both understanding and a solution-focused approach. Overall, the response engages the prospect but misses an opportunity to communicate value and alleviate concerns directly.
3.
5
/ 10Question:
"The proposed ROI doesn't seem compelling enough given our current budget constraints."
Answer:
What we offer will bring clarity in process and produce the results you’re seeking - this will allow you to increase personal freedom and pursue growing income allowing a better ROI
Feedback:
The response does a decent job of attempting to address the concern regarding ROI but lacks specificity and depth. It hints at benefits like 'clarity in process' and 'personal freedom,' but doesn't directly tackle the budget constraints or provide concrete examples of how the proposed solution will enhance ROI. The communication is somewhat vague and could benefit from clearer articulation of the value proposition. It would be stronger with a direct acknowledgment of the budget concern, followed by a solution-focused exploration of how the offering can be adjusted or how it aligns with their financial goals. Additionally, incorporating a closing technique that encourages further discussion or commitment would enhance the effectiveness of the response. Overall, while there are positive elements, the lack of specific financial justification and a more consultative approach diminishes its impact.
4.
7
/ 10Question:
"Before moving forward, I need to ensure all stakeholders are aligned on this decision, and that might take time."
Answer:
What time would work for me to meet with them, to answer any questions they might have through our process?
Feedback:
The response effectively addresses the objection by suggesting a meeting to discuss concerns with stakeholders, showing a willingness to engage with their needs. However, it could benefit from a bit more empathy towards the prospect's situation—acknowledging that alignment can take time and offering to support that process. A more collaborative tone, perhaps asking questions to gauge who the stakeholders are and what specific concerns they might have, would enhance the response. Overall, it demonstrates a proactive approach but lacks a bit of depth in understanding the prospect's perspective.
Consider incorporating a closing technique that reinforces the value of the conversation, like summarizing key benefits or offering additional resources to help them in the alignment process.
Score: 7/10 for showing initiative but lacking deeper engagement and empathy.
5.
7
/ 10Question:
"I’m not convinced that this investment will yield significant long-term value compared to other initiatives we are considering."
Answer:
Absolutely understandable. What do you feel the other initiatives offer that might not be included in what I’ve presented?
Feedback:
The response effectively acknowledges the prospect's concern, demonstrating active listening and inviting further dialogue. By asking what the other initiatives offer, the salesperson encourages the prospect to share their thoughts, which can lead to a deeper understanding of their needs and potentially uncover opportunities to highlight the unique value of the investment being pitched. However, the response could be improved by incorporating a more solution-focused approach, perhaps by briefly mentioning specific benefits of the investment before asking the question, which would help in creating a stronger case for its potential long-term value. Overall, it's a good start but could use a bit more depth in addressing the concern directly.
6.
5
/ 10Question:
"With our fiscal year-end approaching, I’m worried about the timing of a new commitment right now."
Answer:
Absolutely understandable. The fiscal year end can be encapsulated by a full-relationship approach. We can maneuver to incorporate that change as needed.
Feedback:
The response acknowledges the prospect's concern about timing, which is good for active listening. However, it lacks clarity and directness about how you can help them navigate their fiscal year-end situation. Instead of using the term 'full-relationship approach,' which may confuse the prospect, it would be more effective to clearly outline how your solution can fit within their timeline. Additionally, asking probing questions about their specific needs or constraints regarding the timeline could enhance the discovery process and show your willingness to collaborate. Overall, while you touched on the concern, the response could be clearer and more solution-focused.
7.
5
/ 10Question:
"Can you provide more details on how your solution complies with the latest regulatory requirements?"
Answer:
That’s a great question. We have a strong, deep understanding of compliance as well as full-time staff devoted to ensuring regulatory compliance. Our lending is there to give you ease of mind and leverage yourself to better grow your portfolio.
Feedback:
The response effectively acknowledges the prospect's question, which is a good start. However, it lacks specific details about how the solution complies with the latest regulatory requirements, which is crucial for building trust in the commercial real estate industry. The phrase "ease of mind" is somewhat vague and doesn't directly address the compliance concern. To improve, the salesperson could provide concrete examples or processes that demonstrate compliance, as well as invite further questions for clarification. Additionally, a more proactive closing statement could help guide the conversation toward a commitment. Overall, while the tone is appropriate and there is an element of value exploration, the response could benefit from more detail and a collaborative approach.
Score: 5
8.
4
/ 10Question:
"Given the current economic climate, we are evaluating our expenditures carefully and may hold off on new projects."
Answer:
The economy is absolutely a concern - we always joke who’s got the best crystal ball.
With raising rates, our offer will help you see whether your current lending is meeting your needs and if the rates you currently have are competitive so you can best analyze and cut those costs. Our rates are very competitive.
Feedback:
The response acknowledges the prospect's concern about the economic climate, which is a good start. However, it lacks depth and fails to engage the prospect with thoughtful questions that could uncover their specific needs and pain points. The humor about the crystal ball is light-hearted but may not resonate with everyone in a serious conversation about expenditures. While the mention of competitive rates is relevant, it could benefit from a clearer connection to how your offer can directly address their current concerns about costs. Overall, the response lacks a collaborative tone and does not effectively explore value or involve the prospect in the conversation. A more solution-focused approach with questions to elicit more information and concern would strengthen the response.
9.
5
/ 10Question:
"We have several ongoing projects that might take priority over this potential upgrade, so I'm unsure we can allocate resources."
Answer:
Current projects are absolutely in need of attention. Working with me will allow me to handle that attention and will alleviate your time crunch with this project.
Feedback:
The response does acknowledge the prospect's concern about resource allocation, which is a good start. However, it lacks depth in addressing the underlying issue of prioritization. While the salesperson attempts to alleviate the time crunch, they do not explore the implications of the ongoing projects or ask any clarifying questions to better understand the prospect's specific situation. A more effective approach would involve asking about the projects and how the potential upgrade could add value or integrate with their ongoing efforts. There is some communication of value, but it could be much stronger and more tailored. Overall, it feels a bit too vague and does not demonstrate an understanding of the prospect's priorities. A score of 5 reflects the need for improvement in solution focus, curiosity, and collaborative engagement.
10.
6
/ 10Question:
"We're not feeling a strong pain point currently that necessitates a change in our real estate strategy."
Answer:
I’m curious - are you fully satisfied with your current and what pain do you currently feel with your current lending institution.
Feedback:
Your response shows curiosity, which is great for engaging the prospect. However, it could be more effective if you acknowledged their position first, perhaps by validating that it's not uncommon for companies to be content with their current strategy. Then, you could dive deeper into understanding their satisfaction levels and explore any potential areas for improvement. Asking about their current pain points is a good move, but consider framing it in a way that encourages them to think about future needs or risks. This approach aligns with consultative selling and builds rapport. Overall, it’s a good start, but it needs more structure and empathy.
Score: 6