Real estate sales
Sales Assessment Results by CLARKSON EYEH BANOH
36
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance here is below par, averaging a dismal 3.6. You’ve shown a basic understanding of the sales process, but it’s clear that your responses lack the empathy and specificity needed to engage prospects effectively. You missed opportunities to build trust by addressing their concerns directly and with tailored solutions. Instead of generic reassurances, you need to dig deeper and really listen to what the prospect is saying. Your tone often feels dismissive, which can shut down a conversation before it even starts.
To improve, focus on mastering consultative selling and objection handling techniques. These will help you ask the right questions to uncover your prospect's true needs and address their concerns with concrete, specific information. Remember, people want to feel heard and valued, not just sold to.
Here’s your coaching moment: think of each conversation as a partnership rather than a transaction. Embrace the idea that your role is to guide and support the prospect in making the best decision for themselves. When you shift your mindset to genuinely wanting to help, your results will follow.
Question Breakdown
1.
2
/ 10Question:
"I'm worried about how the monthly payments will fit into my personal budget, especially with the current economic climate."
Answer:
Looking at the monthly payments, that shouldn't be a problem of concern because measures are being put in place right now to solve that problem
Feedback:
The response lacks empathy and fails to address the prospect's concern directly. Simply stating it shouldn't be a problem does not reassure the prospect or explore the specifics of their budget situation. A more effective approach would have been to acknowledge their worry, ask clarifying questions about their budget, and share specific solutions or options that would alleviate their concerns. Additionally, incorporating a consultative approach by discussing potential financial plans or assistance would have shown a deeper understanding of the prospect's needs.
2.
3
/ 10Question:
"Can you explain how this property will meet my immediate needs without compromising on my lifestyle?"
Answer:
This property is the best you can get right now to meet you purpose, considering the economy situations this property is best for your purpose and this isn't going to affect your style. I assure you that purchasing this property now is the best decision you will take.
Feedback:
The response fails to adequately address the prospect's specific question about how the property meets their immediate needs and lifestyle. Rather than providing tailored details, it uses generic phrases like "best you can get" and lacks concrete examples or features of the property that align with the prospect's lifestyle. A more effective response would involve asking clarifying questions to better understand the prospect's needs and then highlighting specific aspects of the property that would enhance their lifestyle without compromise. Furthermore, the tone is somewhat dismissive and does not build rapport or show genuine interest in the prospect's concerns.
3.
4
/ 10Question:
"What if the market shifts and I end up with a property that doesn't hold its value?"
Answer:
Properties normally appreciate over time, and if there is a shift in the market, the Properties can be restructure to fit into the present market and it value still intact
Feedback:
The response attempts to address the concern by suggesting that properties appreciate over time and can be restructured in the event of a market shift. However, it lacks clarity and specificity. It would be more effective to acknowledge the prospect's fear of a potential loss in value, then provide detailed examples or data on market trends and how similar properties have performed during downturns. Additionally, exploring options like market analysis, potential appreciation rates, and investment strategies could reassure the prospect. The tone is somewhat vague and does not fully engage with the prospect's worry, which could lead to a lack of trust or confidence in the salesperson's expertise.
4.
4
/ 10Question:
"I need to know how easy it is to maintain this place; I don't want to spend all my time on upkeep."
Answer:
Proper Management will definitely lead to low maintenance cost. The present state of the property requires very minimal amount to do maintenance thus reducing cost and time wastage. Moreover our properties require very small maintenance.
Feedback:
The response attempts to address the prospect's concern regarding maintenance by mentioning low costs and minimal upkeep. However, it lacks specificity and fails to provide concrete examples of maintenance tasks or features that contribute to ease of upkeep. To strengthen the response, consider detailing the property's features that require less maintenance, such as quality materials, landscaping, or energy-efficient systems. Additionally, incorporating a more consultative approach by asking about the prospect's specific maintenance concerns could enhance engagement and demonstrate a genuine interest in their needs. Overall, while there is an attempt to reassure the prospect, the communication feels somewhat vague and doesn't fully build confidence in the property’s management and maintenance aspects.
5.
4
/ 10Question:
"What guarantees can you provide if I decide to go with this option? I've had issues before with other purchases."
Answer:
Our company is well known for strong guarantees and trustworthy. Our terms and conditions are also very flexible for clients satisfaction. Previous feedback from clients have reviewed that we're 100%
Feedback:
The response attempts to address the prospect's concern about guarantees but lacks specificity and clarity. Simply stating that the company is trustworthy and has flexible terms does not provide concrete reassurance. A more effective approach would involve detailing specific guarantees the company offers, such as warranty periods, customer satisfaction policies, or after-sale support. Additionally, referencing specific positive client testimonials or case studies could enhance credibility. The tone is somewhat generic and does not fully engage or build rapport with the prospect, which is crucial given their previous negative experiences.
6.
4
/ 10Question:
"I'm concerned about the hidden costs that could come up after buying. Can you clarify anything that isn't included in the price?"
Answer:
Before the conclusion of the deal all monetary charges will be clearly stated
Feedback:
The response attempts to address the concern about hidden costs but lacks depth and reassurance. While stating that all monetary charges will be clearly stated is a step in the right direction, it doesn't provide enough information to alleviate the prospect's fears. An effective approach would involve breaking down the types of costs that may arise, such as closing costs, maintenance fees, or property taxes, and offering to provide a detailed breakdown during the process. Additionally, it would be beneficial to invite the prospect to ask specific questions about any costs they are particularly worried about to further build trust and rapport.
7.
4
/ 10Question:
"How does this property align with my long-term goals? I want to make sure I'm making a wise investment."
Answer:
Looking at your long term goals, this is the perfect time to obtain this property because as you knw properties do appreciate over time incurring Higher cost. This one is cost effective and very affordable, just incase it did not meet your goals, you can sell it at a higher rate or restructure it to meet your goals
Feedback:
The response attempts to address the prospect's concern about aligning the property with their long-term goals but lacks specificity and clarity. While it mentions appreciation and affordability, it fails to provide tailored insights on how this specific property aligns with the prospect's unique long-term goals. A more effective approach would involve asking the prospect about their specific goals and concerns, then offering detailed information on features, location, or market trends that support those goals. Additionally, the communication contains grammatical errors, which can undermine professionalism. Building rapport through active listening and demonstrating a deeper understanding of the prospect's investment objectives would enhance trust and confidence.
8.
3
/ 10Question:
"What makes you think this is the best fit for me, given the limited options available right now?"
Answer:
Like you just said, there are limited opportunities right now and the options available are the offers right away. This is your opportunity to grab it wit all confidence, moreover our terms are reliable and flexible for all customers
Feedback:
The response acknowledges the prospect's concern about limited options but fails to provide a compelling reason why this specific property is the best fit for them. Instead of merely stating it as an opportunity, it would have been more effective to explore the prospect's specific needs and how this property aligns with those needs. Offering detailed information about the property's unique features, benefits, and how it fulfills their requirements would enhance the response. Additionally, the tone comes off as somewhat dismissive and lacks engagement, which may not build the necessary rapport. Overall, a more consultative and tailored approach would better address the prospect's inquiry.
9.
4
/ 10Question:
"I need to know about the neighborhood's growth potential and how it might affect my investment."
Answer:
This neighbourhood is very conducive and most importantly favourable for your goal, so yes we are 100% sure of the area growth, the place is fast growing than expected.
Feedback:
The response attempts to address the prospect's concern about the neighborhood's growth potential but lacks concrete data or specific examples to support the claim. While stating that the neighborhood is conducive and growing is a start, it would be much more effective to provide statistics, recent developments, or trends that demonstrate the area's growth. Additionally, using phrases like "100% sure" can come off as overly confident without backing up the statement with evidence, which may undermine the prospect's trust. Engaging the prospect by asking about their specific investment goals or concerns related to growth could also enhance rapport and show a deeper understanding of their needs.
10.
4
/ 10Question:
"If I decide now, how long will the whole process take? I have a tight timeline and need everything to go smoothly."
Answer:
Our process for property deal is very flexible and easy to go through. We run smoothly and most importantly prioritise our clients the most
Feedback:
The response attempts to address the prospect's concern about the timeline but lacks specific details about the actual duration of the process. While mentioning flexibility and smooth operations is positive, it doesn't provide concrete information regarding how long it typically takes to finalize a deal. To enhance the response, it would be beneficial to outline key steps in the process and provide estimated timeframes for each step. Additionally, asking the prospect about their specific timeline needs or any upcoming deadlines would demonstrate active listening and a consultative approach, helping to build rapport and trust. Overall, the answer feels vague and does not fully reassure the prospect given their urgency.