Real Estate
Sales Assessment Results by Victor Ojonemile Odiba
43
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real: your performance on this test was underwhelming, with an average score of 4.3. You're clearly facing challenges in articulating value and understanding your prospects' needs. While you show some potential, the feedback indicates a consistent pattern of vague responses and a lack of depth. You need to dig deeper into the specifics of what you're selling and how it aligns with your prospects' concerns. Right now, you’re missing the mark on using techniques like SPIN Selling and Solution Selling, which could elevate your conversations by focusing on the Situation and Problems your prospects face and offering tailored solutions.
It’s time to step up your game. I suggest you dive into the Consultative Selling and Value Selling techniques. These will help you develop stronger relationships and communicate the unique value your solutions can provide. Remember, it's not just about what you offer but how well you can align that with your prospect's needs.
Your coaching moment? Think of every interaction as a conversation, not a pitch. Ask better questions, listen actively, and show genuine curiosity about your prospect's situation. Get comfortable with digging into their concerns. If you can do that, you’ll not only improve your scores but also start building meaningful connections that lead to sales.
Question Breakdown
1.
2
/ 10Question:
"I'm not sure if upgrading our property is the right choice right now; how do we know this investment will actually pay off?"
Answer:
Well, upgrading the property will give it more value and attract more interests, so definitely it will pay off with time.
Feedback:
The response lacks depth and fails to address the prospect's concerns thoroughly. While mentioning increased value is a positive point, it doesn't provide specific evidence or data to support the claim that the investment will pay off. Additionally, it misses an opportunity to ask questions that could uncover the underlying reasons for the prospect's hesitation or to explore their current situation further. A more effective response would involve demonstrating empathy, detailing potential ROI, and offering examples or case studies. Overall, the answer does not demonstrate a strong understanding of the prospect's perspective or a solution-focused approach.
2.
3
/ 10Question:
"The current vendor we’re working with has been reliable for us; what guarantees can you provide that this new option will be better?"
Answer:
I can guarantee that he will be a better option because I have worked with him, so you can try him out as well.
Feedback:
The response is overly simplistic and lacks a strong persuasive element. Merely stating that you can guarantee a better option without providing specific evidence, such as past successes, customer testimonials, or measurable benefits, does not effectively address the prospect's concern. Additionally, it does not engage the prospect in a dialogue; asking follow-up questions about their current vendor’s strengths or specific needs could reveal opportunities for differentiation. A more effective approach would involve illustrating the unique value proposition and addressing the prospect's reliance on their current vendor directly.
3.
5
/ 10Question:
"Can your service level agreements ensure that any issues are resolved quickly enough to prevent disruptions in our operations?"
Answer:
Yes, I can confidently affirm that all issues will be resolved within the shortest possible time or I provide an alternative backup while resolving the issues, so as to prevent disruptions in your operation.
Feedback:
The response attempts to address the concern regarding service level agreements (SLAs) by providing assurance of quick resolutions and mentioning an alternative backup. However, it lacks specificity and measurable details that would enhance credibility. For instance, including actual response times or past performance metrics could strengthen the argument. Additionally, engaging the prospect with questions about their specific operational needs or previous experiences with disruptions would demonstrate active listening and curiosity. Overall, while the response is positive, it needs more depth and a collaborative approach to build trust effectively.
4.
4
/ 10Question:
"With the competitive market conditions, how can we be sure we’re getting the best value for this property?"
Answer:
Ok so this market is located in one of the choicest, fast developing area and that alone translates to value, so once you upgrade the property to suit taste of prospects, I assure you that you will get the best value for this property.
Feedback:
The response addresses the competitive market conditions by highlighting the location's desirability and potential for value appreciation. However, it lacks specificity and supporting data to effectively convince the prospect of the value proposition. Providing concrete examples of market trends, comparable sales data, or case studies would enhance credibility. Additionally, the response does not engage the prospect with follow-up questions to uncover their specific concerns or expectations, missing an opportunity to foster a dialogue. A more effective response would balance assurance with data-driven insights and questions that explore the prospect's perspective further.
5.
5
/ 10Question:
"Our budget is tight this fiscal year; can you help us understand all associated costs, including hidden ones?"
Answer:
Okay though I can assure you that there are no much hidden charges aside Water and electricity charges and the maintenance and security charges all of which are not exorbitant. May I know what your budget is like ?
Feedback:
The response addresses the concern about hidden costs by indicating that there are few and specifying some common charges. However, it lacks thoroughness and transparency, as it does not detail potential costs that could be associated with the upgrade, such as renovation costs, compliance fees, or unexpected expenses that may arise. Asking about the prospect's budget is a good move, as it demonstrates curiosity; however, it could be enhanced by providing a clearer breakdown of all potential expenses associated with the property upgrade. A more effective approach would involve openly discussing all possible costs and any unforeseen expenses while emphasizing value for money and investment benefits.
6.
4
/ 10Question:
"We’re currently focused on other projects; how can we prioritize this upgrade without jeopardizing our other commitments?"
Answer:
Okay so while it is very necessary to focus on other projects at hand. It is highly recommended that this upgrade be prioritized at the moment so that the value derived from it after completion will be channelled into completing the other projects at hand. Also, I believe that will go a long way to reduce work load
Feedback:
The response acknowledges the prospect's current focus on other projects, which shows some level of understanding. However, it lacks a clear rationale for why prioritizing the upgrade would actually benefit their ongoing commitments. Instead of just recommending prioritization, it would have been more effective to articulate the specific advantages that the upgrade could bring, such as increased efficiency or potential cost savings in the long term. Additionally, engaging the prospect with questions about their current projects and how the upgrade could align with their goals would foster a more collaborative dialogue. Overall, the response needs more depth and a stronger focus on the prospect's perspective.
7.
4
/ 10Question:
"What kind of customization options do you offer to fit our specific needs?"
Answer:
Well that will depend on your specifications. If the specific needs are what we can address, I assure you that due attention will be given to address them to fit your needs.
Feedback:
The response acknowledges the customization requirement but lacks specific details about the options available. It should have provided examples of customization possibilities and how they have been effectively implemented in past projects. Additionally, the phrase 'it will depend on your specifications' could come off as vague, which might discourage further dialogue. Engaging the prospect with questions about their specific needs would have demonstrated curiosity and active listening. A more effective response would clearly outline customization options and invite the prospect to share their requirements to foster a collaborative discussion.
8.
5
/ 10Question:
"Our team is already stretched thin; how much additional workload will this transition require from us?"
Answer:
Although there is still much left undone, which had to be attended to. Please can I ask what time frame will be okay for your convenience to be able to complete the transition without much pressure on the team and also if it is possible, you can get more hands onboard to be able to do it faster and efficiently, how about that?
Feedback:
The response acknowledges the prospect's concern about workload, which demonstrates some level of empathy. However, it lacks clarity and a solid structure. Instead of stating there is 'much left undone,' it would be more effective to outline specific steps or processes that would be involved in the transition. Offering a clear understanding of the workload and confirming if support can be provided would help alleviate their concerns further. Asking about the timeframe is a good approach, as it engages the prospect, but it should also focus on how you can make the transition easier for them. Overall, the response needs more clarity and a proactive solution-oriented approach to build confidence in your ability to manage the transition smoothly.
9.
5
/ 10Question:
"If we decide to go ahead, what does your onboarding process look like, and how long will it take for us to see results?"
Answer:
The onboarding process is all depending on you and how fast you are ready to bring us in. On my part we are set to commence as soon as possible and I can assure that you will see results in less than a month.
Feedback:
The response provides a general overview of the onboarding process but lacks specific details about what the onboarding will entail. It would be beneficial to outline the key steps involved in the onboarding process, such as training, setup, and support, which would give the prospect a clearer understanding of what to expect. Additionally, saying 'it all depends on you' could come off as deflecting responsibility; instead, emphasize how your team will guide them through the process. While mentioning a timeline for seeing results is positive, providing more context on what those results might be and how they will be measured could enhance credibility. Overall, the response needs more clarity and a structured approach to instill confidence in the prospect.
10.
6
/ 10Question:
"How does your solution align with our long-term vision for expanding our real estate portfolio?"
Answer:
Okay, I will want to ask what your long term vision is, for expanding your Real Estate portfolio?
The solution we have presented will not only help you to expand portfolio but will create more value through upgrading of already existing assets and in return, you will get higher profit in the long run.
Feedback:
The response begins positively by asking about the prospect's long-term vision, which fosters engagement and shows curiosity. However, it lacks a structured approach in articulating how the offered solution specifically aligns with that vision. While it mentions the benefits of upgrading and the potential for higher profits, it would be more compelling with specific examples or metrics illustrating past successes that align with similar goals. Strengthening the connection between the prospect's vision and the proposed solution, while providing tailored insights or recommendations, would enhance the effectiveness of the response. Overall, it’s a step in the right direction but requires more depth and clarity to fully address the prospect's concern.