Landed property
Sales Assessment Results by Hannah
18
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real; your performance here is below par, and it's time to turn that ship around. You struggled to address the prospect's concerns, missing key opportunities to engage and reassure them. Whether it was about long-term maintenance costs, job security, or hidden fees, your responses lacked clarity and relevance. You need to stop dismissing their worries and start digging deeper with follow-up questions. It’s clear that you need to sharpen your consultative selling skills—this isn’t just about pushing a product; it’s about understanding your customer's needs and crafting tailored responses. I suggest you dive into SPIN Selling and Customer-Centric Selling to really get into the habit of asking the right questions and focusing on your prospect’s perspective. Remember, selling is a conversation, not a monologue. Treat it that way. Your coaching moment? Think of every interaction as a chance to build trust and rapport, not just a transaction. Turn those concerns into opportunities for connection, and you’ll see your scores soar.
Question Breakdown
1.
0
/ 10Question:
"What are the long-term maintenance costs associated with this property, and how do they compare to similar options?"
Answer:
A landed property appreciates in value and doesn’t depreciate.
They compare in terms of development and infrastructure
Feedback:
The response fails to directly address the prospect's concern about long-term maintenance costs, which is crucial for informed decision-making. It does not provide specific comparisons or details that would help the buyer feel secure in their investment. Additionally, there is a lack of curiosity and discovery, as no follow-up questions are posed to explore the prospect's needs further. Overall, the communication lacks clarity and fails to demonstrate an understanding of the prospect's perspective.
2.
0
/ 10Question:
"I'm concerned about how this purchase might impact my team's job security. Can you explain that?"
Answer:
This purchase can only be a dream come true because when you look back in years to come it’s always a win win because lands only appreciate and not otherwise. You can always resell and reinvest. Land banking is a sure bet!
Feedback:
Your response does not effectively address the prospect's concern about job security. Instead, it focuses on the value of the property without acknowledging their specific worry. To improve, you should explore their concerns further by asking questions about their team's roles and how the property acquisition might align with their objectives. Additionally, providing insights on how the investment could lead to job growth or stability would enhance your answer. Overall, the communication lacks relevance to the prospect's needs and fails to demonstrate active listening.
3.
0
/ 10Question:
"Given the current market conditions, what assurances can you provide that this property will hold its value?"
Answer:
Land appreciates in value and look at the development going on in and around the environment. The cloud is heavy and when it pours down it will be in high returns!
Feedback:
The response does not effectively address the prospect's concern about the property's value holding under current market conditions. While it mentions appreciation and ongoing development, it lacks specifics, such as data or examples that would provide real assurance. Additionally, the metaphor about 'the cloud is heavy' is unclear and does not contribute to a solid argument. To improve, consider providing market trends, historical performance of similar properties, and any factors that indicate stability in the current environment. Overall, the communication fails to reassure the prospect adequately.
4.
2
/ 10Question:
"Are there any hidden costs that I should be aware of that could affect my overall investment?"
Answer:
There are no hidden cost that you’re not aware of which can only be infrastructure fee, development is really ongoing in that location.
Feedback:
The response fails to adequately address the prospect's concern about hidden costs. While it states that there are no hidden costs, it does not provide enough detail about what costs may be involved, particularly regarding the infrastructure fee. Additionally, the phrase "you’re not aware of" comes off as dismissive rather than reassuring, which may not foster trust. To improve, consider offering a clearer breakdown of potential costs and how they might impact the investment. It's also important to engage more with the prospect by asking if they have specific areas of concern about costs.
5.
2
/ 10Question:
"How much time will my team need to dedicate to manage this property effectively?"
Answer:
It dosent take time. We can always help at every point you need us to put you through on anything that seems difficult.
Feedback:
The response fails to address the prospect's question about the time commitment required to manage the property. Instead of providing a clear estimation or explanation, it offers vague reassurance and lacks specific details about the management process. Additionally, the phrase 'it doesn't take time' is misleading and may create uncertainty. To improve, consider outlining potential time commitments for various tasks and how your support can alleviate those demands. Engaging the prospect by asking about their team's current capacity or specific concerns would also enhance the response.
6.
4
/ 10Question:
"What support do you offer post-purchase to ensure I can maximize the property's value?"
Answer:
We make sure you get all your documents on time and earlier! We also update you on any development! We have our legal always available!
Feedback:
The response highlights some aspects of post-purchase support, such as timely document delivery and legal availability, which is a start. However, it lacks depth regarding how these services specifically contribute to maximizing the property's value. To strengthen the answer, consider including examples of how ongoing support, market insights, or property management services can enhance the investment over time. Engaging the prospect by asking about their specific goals for the property would also demonstrate active listening and a more solution-focused approach.
7.
4
/ 10Question:
"I need to justify this expense to my stakeholders; how can you help me build a solid case for this investment?"
Answer:
In the next two to three years that property will increase up to 80 percent or more! That’s just the least of what to expect! So much development and government parastatals coming in which is a win win situation.
Feedback:
The response provides a strong assertion about property value appreciation, which can be compelling; however, it lacks supporting evidence and specifics. To effectively help the prospect justify this expense to stakeholders, it would be beneficial to include data or examples of similar investments that have yielded high returns. Additionally, discussing potential economic impacts, development plans, and how these align with the stakeholders' objectives would enhance the response. Engaging the prospect by asking about their stakeholders' specific concerns or criteria for investment could further strengthen the case. Overall, the communication is somewhat persuasive but needs more detail and a collaborative approach.
8.
3
/ 10Question:
"How does this property align with our long-term business focus and goals?"
Answer:
Since the long term focus is to make profit. Land banking is that sure bet because it can only increase in value!
Feedback:
The response attempts to address the prospect's concern by connecting land banking to profitability; however, it lacks depth and specificity. It doesn't consider the prospect's unique business goals or how this property can specifically support those objectives. To improve, you should ask questions to uncover their long-term goals and tailor your response to show how the property aligns with their vision. Engaging in a dialogue about their strategic objectives would demonstrate active listening and a more collaborative approach.
9.
0
/ 10Question:
"What innovative features does this property offer that aren't available with our current assets?"
Answer:
None at the moment
Feedback:
The response is inadequate as it fails to address the prospect's inquiry about innovative features of the property. Simply stating 'None at the moment' does not provide any value or insight, leaving the prospect without any compelling reasons to consider this investment over their current assets. To improve, you should highlight any unique aspects, advantages, or upcoming developments related to the property that could differentiate it from existing options. Additionally, engaging the prospect by asking about their current assets and what features they value most could foster a more productive dialogue.
10.
3
/ 10Question:
"Can you provide examples of how this property has positively impacted other businesses in our industry?"
Answer:
It has positively impacted about 70 percent business in terms of its value and durability!
Feedback:
The response makes a vague assertion that the property has positively impacted 70% of businesses, but it lacks specific examples or details that would provide real value to the prospect. To improve, you should include concrete case studies or testimonials from similar businesses that have benefited, detailing how the property's features contributed to their success. Engaging with the prospect by asking about their specific needs or experiences could also help tailor your response and demonstrate a better understanding of their perspective.