Real estate
Sales Assessment Results by Khadijah Nuru
63
Developing Closer
10 questions
Maximum score: 100
Completed in
You’re showing some solid groundwork, but let’s be real: your performance is hovering in the mediocre zone. Your ability to empathize with prospects is commendable, and you’ve got a knack for acknowledging their concerns, but that’s just the tip of the iceberg. You're falling short on providing concrete evidence and specific examples to back up your claims, which is essential in winning trust and closing deals. Consistently, you’re missing out on leveraging data and engaging storytelling that could elevate your pitches. To up your game, dive deeper into techniques like Solution Selling and Value Selling—these will help you articulate tailored solutions and highlight the unique benefits of your offerings. Remember, it’s not just about understanding their worries; it’s about presenting compelling reasons why your property is the answer. For your coaching moment, think of every interaction as an opportunity to tell a story that connects your prospect’s needs with tangible outcomes. If you want to inspire confidence and drive those sales, you need to craft a narrative that not only addresses concerns but showcases a bright future with your solutions. Now go out there and turn those insights into action!
Question Breakdown
1.
6
/ 10Question:
"I'm worried about stretching my budget too thin with the monthly payments on this property."
Answer:
I totally understand your concern. Thats why we offer flexible payment plan that can be comfortable for you. If you don’t mind me asking, what range would be more manageable for you monthly so we can find a plan that works better?
Feedback:
The response acknowledges the prospect's concern effectively, showing empathy and understanding. However, it lacks a bit of clarity in explaining the flexible payment plans offered. The question posed is good for discovering more about the prospect's financial situation, but it would be more effective to first outline what flexibility looks like in terms of payment options. Additionally, using a more structured approach to highlight the value of the property in relation to the payments could strengthen the argument further.
2.
6
/ 10Question:
"What if the property doesn’t appreciate as expected? I can’t afford to lose my investment."
Answer:
I understand you concern and I respect how thoughtful you are about investment. What I can assure you is that the location is strategically chosen for growth. Also, there are ongoing developments that are already in demand. No investment is without risk, but real estate especially in emerging areas like this has shown strong appreciation. Would you like me to show you recents projects in the area?
Feedback:
The response begins well by acknowledging the prospect's concern and showing respect for their investment considerations. However, it could benefit from a more structured approach to discussing risk and appreciation potential. Instead of only assuring them of growth, it would be more effective to present specific data or examples of market trends that support your claims. The question about showing recent projects is a good start for engagement but could be more direct in exploring how it relates to their concerns about appreciation. Overall, while the response is empathetic and engages the prospect, it lacks concrete data to strengthen the argument and could be more solution-oriented.
3.
6
/ 10Question:
"I have concerns that this location won't fit my lifestyle needs in the long run."
Answer:
I completely understand. It’s important that your investment aligns with your long term goals. This estate is designed with flexibility. You can build, invest for the future or even resell. Can you share more about the lifestyle needs you’re talking about so I can help you access if this truly works for you or we get a better option
Feedback:
The response begins positively by acknowledging the prospect's concern, demonstrating empathy and understanding. However, it could be strengthened by providing more specific details on how the property can cater to various lifestyle needs. While the mention of flexibility is a good point, it lacks concrete examples of features or amenities that align with different lifestyles. Additionally, the question posed is useful for discovery but could be clearer in guiding the conversation towards potential solutions. Overall, while there is a base of good engagement, more focus on tailored benefits would enhance the effectiveness of the response.
4.
5
/ 10Question:
"There are so many options out there; how do I know this is the best choice for me?"
Answer:
That’s a valid concern. Other clients had the same concerns but What we assured them is that this property has verified documents, string location potential and ongoing developments. Which means it’s a very smart investment. Now they’re all very happy with it
Feedback:
The response acknowledges the prospect's concern, which is a good start. However, it lacks depth in addressing the vast options available and how this property specifically stands out among them. While mentioning verified documents and ongoing developments adds credibility, providing comparative insights or unique features of this property could strengthen the argument. Additionally, sharing a story or testimonial from satisfied clients could enhance trust and relatability. Overall, the response could be improved with more specific details and engaging storytelling to highlight the property's unique value proposition.
5.
6
/ 10Question:
"How do I balance this purchase with my other financial commitments?"
Answer:
I completely understand. It’s important to maintain financial balance. The good thing is we have flexible payment plan that can help you spread the cost without straining your other commitments. While you pay a deposit of 50%, you can spread the next in 3 months.
Feedback:
The response shows empathy by acknowledging the prospect's concern about financial balance, which is a strong start. However, it could be improved by providing more details about the flexible payment plans, such as specific options beyond just the 50% deposit and payment spread. Additionally, it might be beneficial to discuss how the investment can be a long-term asset and potentially yield returns that could alleviate financial strain in the future. Including a question to explore more about the prospect's specific financial commitments could foster further engagement and demonstrate a solution-focused approach. Overall, while the response addresses the concern, it lacks depth and a more tailored solution to the prospect's situation.
6.
6
/ 10Question:
"What if I find a better deal after committing to this property?"
Answer:
That’s a valid concern and it’s valid to consider all options before committing. However our properties are prices based on real value, strategic location and long term appreciation. Even if you get another deal, it may not have the same ROI. Just last week we had a client who bought a property from us 6 months ago and is now reselling it at almost twice the price he bought it. Most of our clients hardly or never regret committing
Feedback:
The response begins with a solid acknowledgment of the prospect's concern, which is a crucial first step in objection handling. However, it lacks a structured approach that clearly articulates how this property stands out from potential competitors. While the mention of a past client’s success story is a good tactic to build credibility, it could be strengthened by providing more concrete data or comparisons to demonstrate the unique value of this property. Moreover, further exploration of the prospect's specific needs and concerns could enhance engagement and tailor your argument more effectively. Overall, while there are positive elements, the response needs to provide more compelling reasons for the property’s value and how it minimizes the risk of regret in comparison to other options.
7.
7
/ 10Question:
"I need to be sure that my family is on board with this choice, and I'm not sure they are."
Answer:
Absolutely. Involving your family is very important in making such big decisions. Would it help if I shared more detailed information or arrange a meeting or site visit where they can ask questions and get clarity too? I’d be happy to support that
Feedback:
The response effectively acknowledges the importance of family involvement in the decision-making process, demonstrating empathy and understanding. By suggesting to share more detailed information or arrange a meeting/site visit, you offer a clear path for engagement, which is positive. However, to strengthen the response, consider asking more specific questions about the family's concerns or their decision-making process. This would not only show curiosity but also help tailor your approach based on their needs. Overall, the solution-focused approach is commendable, but enhancing the discovery aspect could lead to an even more collaborative engagement with the prospect.
8.
7
/ 10Question:
"With the current market conditions, I'm anxious about how quickly I can resell if needed."
Answer:
I completely understand. One advantage of this location is its growing demand and planned developments which helps maintain strong resell potential. Like recently 3 estates have been filled up in the area and people are looking for properties. We can also offer consultation and help you look for buyers if the need arises with our vast network
Feedback:
The response starts positively by acknowledging the prospect's anxiety, which is crucial for building rapport. Highlighting the growing demand and planned developments is a strong point, as it addresses the prospect's concern about resale potential. However, the response could be enhanced by including specific data or statistics about market trends that reinforce the claims made. Additionally, while mentioning the consultation and assistance in finding buyers is a good strategy, elaborating on how this process works or sharing success stories would add more credibility. Overall, the response is solution-focused and encourages collaboration, but it could benefit from additional concrete details to strengthen the argument.
9.
7
/ 10Question:
"Can you clarify how this property stands out against similar options available right now?"
Answer:
That’s a great question. What sets this property apart is its combination of location, title security and planned infrastructure. While others may offer similar pricing, very few provide this level of value and potential. There was an estate that sold cheaper than our estate last 6 months and people were rushing it. Now our estate has appreciated twice as much as the other estate due to our infrastructure plan and ongoing development
Feedback:
The response does well in recognizing the prospect's need for clarification by addressing the question directly. It effectively highlights key elements—location, title security, and planned infrastructure—that differentiate this property from others, which is crucial in the competitive real estate market. However, the response could be strengthened by providing specific examples or data to support the claims of appreciation and value. Sharing a brief story or statistic related to the appreciation trend could enhance credibility and make the argument more compelling. Additionally, engaging the prospect further by asking if they have specific comparisons in mind would encourage a more interactive dialogue. Overall, this response is solid but could benefit from deeper insights and engagement.
10.
7
/ 10Question:
"I'm not convinced that the long-term value of this property justifies the upfront costs."
Answer:
I completely understand your concern. What makes this property a smart investment is the projected development in the area. Currently there are estate developments, schools and markets too. The value may not be fast, but with upcoming demand, it’s positioned for strong appreciation. Would you like me to share a brief outlook on projected growth in the area?
Feedback:
The response starts well by acknowledging the prospect's concern, which is essential for building rapport. It effectively highlights the projected development and upcoming demand, addressing the long-term value aspect. However, it could be improved by providing specific data or statistics that support the claims of appreciation potential. Mentioning concrete examples of existing developments or trends in the area would enhance credibility and make the argument more compelling. Additionally, the question about sharing an outlook on projected growth is a good engagement strategy, but it could be more direct in framing how this information relates specifically to their concerns about upfront costs. Overall, this response is solid but needs more depth and specificity to strengthen the argument further.