Real Estate
Sales Assessment Results by Auwal Muhammad Sani
43
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase—you need to step up your game. An average score of 4.3 isn't going to get you the sales you want, and your responses show a concerning lack of depth and engagement with prospects. Your strongest technique seems to be your ability to mention solutions, like the network of realtors, but you fall short of backing those up with specific details or a professional tone that inspires trust. The consistent pattern here is a tendency to oversimplify complex concerns and a casual approach that undermines your credibility.
To improve, focus on mastering consultative selling and the AIDA model. These will help you dig deeper into your prospects' needs and guide them through the sales process more effectively.
Here's your coaching moment: every conversation is an opportunity to ask more questions and understand your prospect's world. Dive deeper, be curious, and remember that your goal is to build trust. Every 'Ohh!' and 'you know' chips away at your professionalism. Replace them with clarity and confidence. You got this, now go out there and show them what you’re really made of.
Question Breakdown
1.
2
/ 10Question:
"I'm worried about the monthly mortgage payments and if they fit into my budget right now."
Answer:
Ohh! That shouldn't be a concern as we offer very flexible instalmental payment plan that i believe would be a good fit for your budget
Feedback:
The response does not effectively address the prospect's concern about monthly mortgage payments. Simply stating that there is a flexible installment plan lacks detail and does not invite further discussion or exploration of the prospect's specific financial situation. A more effective approach would include asking questions to understand their budget constraints better, providing reassurance, and exploring how the payment plan aligns with their financial goals. Additionally, the tone could be more professional; exclamations like "Ohh!" can come off as informal. Overall, the response lacks depth and curiosity about the prospect's needs.
2.
5
/ 10Question:
"How does your property compare to others in this area, especially when it comes to amenities?"
Answer:
Well, we have provisions for amenities like road, electricity, and water. All which will be handled by us. And already as it is there are Grade A schools and a newly commissioned federal government Hospital and other private hospital in the area. In addition to that there are shopping malls too.
Feedback:
The response does touch on some amenities provided, but it lacks a comparative aspect that directly addresses the prospect's question about how this property stacks up against others in the area. It would be beneficial to present specific comparisons, such as what sets this property apart from nearby options in terms of quality, convenience, and value. Additionally, the language could be clearer and more structured; for instance, breaking down the amenities into categories would enhance readability. Asking a follow-up question to gauge the prospect's specific interests in amenities would foster further discussion and engagement.
3.
4
/ 10Question:
"I need to make sure this purchase aligns with my lifestyle; how do you see it fitting?"
Answer:
Well, this property sits at a very strategic location. It has all necessary amenities, like tarred roads, schools, markets, shopping malls.
Feedback:
The response provides some basic information about the property and its location, but it fails to directly address how the property aligns with the prospect's lifestyle. A more effective approach would involve asking the prospect questions about their lifestyle needs and preferences, such as commuting distance, family needs, and recreational activities. This would show active listening and curiosity about their situation. Additionally, providing examples of how the amenities can enhance their lifestyle would strengthen the response, making it more solution-focused and aligned with their needs.
4.
4
/ 10Question:
"What if I find a similar property for less; how can you justify the value of this one?"
Answer:
Well, what i can assure you is it'll be hard to get something similar to what we're offering for a lesser value. As it it we are on a promo. So that's a discounted price
Feedback:
The response attempts to address the prospect's concern about finding a similar property for less, but it falls short in several areas. Firstly, it lacks specificity and fails to provide concrete reasons why this property holds more value compared to others in the market. Rather than simply stating that it's hard to find a similar property for less, it would be more effective to highlight unique features, benefits, or advantages that this property offers. Additionally, the mention of a promotional price is relevant but should be backed up with an explanation of how this price correlates with the overall value and quality. Engaging the prospect with questions about what they are looking for in a property could also foster a more collaborative dialogue. The informal tone, such as using "Well" and phrases like "it'll be hard to get," could be replaced with a more confident and professional approach. Overall, the response lacks depth and a strong value proposition, which is critical in real estate sales.
5.
5
/ 10Question:
"I'm not sure if I should move now or wait until the market stabilizes; what are your thoughts?"
Answer:
Real Estate as you know is always on the rise. Inflation is also not our friend, you could decide to wait for the economy to stabilize but when you come back it's highly possible the price of the property has gone up. So I believe this is the best time to close this deal
Feedback:
The response attempts to address the prospect's objection about timing in the real estate market, indicating that prices may rise if they wait. However, it lacks depth in exploring the prospect's specific concerns and circumstances. A more effective approach would involve asking questions to understand the prospect's situation better, such as their reasons for considering a move now versus later. Additionally, providing data or insights about current market trends could strengthen the argument for acting now. The tone could also be more professional; phrases like "you know" can come off as overly casual. Overall, the response needs to be more solution-focused and collaborative, engaging the prospect in a dialogue about their needs and goals.
6.
3
/ 10Question:
"Can you help me navigate the approval process with my family? They're not fully on board yet."
Answer:
Ohh! That won't be an issue at all. When should schedule a call with them soonest, as prices of real estates are going up
Feedback:
The response lacks depth and does not effectively address the prospect's concern about navigating the approval process with their family. Simply stating that it won't be an issue and asking when to schedule a call does not engage the prospect or reassure them. A more effective approach would involve asking questions to understand the family's specific concerns, discussing how to facilitate the conversation, and emphasizing the importance of family buy-in in the decision-making process. Additionally, the informal tone, including phrases like "Ohh!" and an unclear sentence structure, can come off as unprofessional. The response should focus on building rapport and demonstrating a genuine interest in helping the prospect gain their family's approval.
7.
5
/ 10Question:
"What happens if I don't find the right buyer for my current home in time?"
Answer:
We have a network of realtors who are always in search of properties for their client, even if we don't have someone who wants you property amongst our clients, we can always reach out to them and you'll get your property sold in no time.
Feedback:
The response offers a proactive solution by mentioning a network of realtors, which is a positive aspect. However, it lacks clarity and could benefit from a more structured approach. A more effective response would include asking the prospect about their timeline and preferred selling price, as well as addressing their concerns about the current market conditions. Additionally, reassuring the prospect about the effectiveness of your network and providing specific examples of past successes could enhance credibility. The tone is somewhat informal, which could be adjusted for professionalism.
8.
6
/ 10Question:
"I’ve heard mixed reviews about this neighborhood; how can you assure me it’s a good investment?"
Answer:
As we speak, the neighbourhood is almost 100% occupied, that means other investors see its worth. Plus, there are basic and social amenities available.
Feedback:
The response provides a starting point by mentioning high occupancy rates, which can indicate demand and investment potential. However, it lacks depth in addressing the prospect's concerns about mixed reviews. A more effective response would involve acknowledging the mixed reviews, asking what specific concerns the prospect has, and providing data or examples of positive developments in the neighborhood. Emphasizing unique selling points and recent successes in the area would strengthen the assurance of its worth as an investment. Additionally, using a more structured and professional tone would enhance credibility. Overall, while the response has some positive elements, it could benefit from a more thorough and empathetic exploration of the prospect's concerns.
9.
3
/ 10Question:
"Could you explain how your commission fees will affect my overall budget?"
Answer:
You don't have to worry about that. My commission comes directly from the company qnd won't affect your budget in any way.
Feedback:
The response is overly simplistic and lacks detail. While it attempts to reassure the prospect that the commission won't impact their budget, it fails to explain how commissions typically work and what the actual costs might be. A more effective approach would include transparency about the commission structure, potentially breaking down how it is calculated, and discussing any possibility of hidden fees or costs. Additionally, asking the prospect if they have any specific concerns about the budget would demonstrate active listening and invite further conversation. Overall, the response is not sufficiently informative or engaging, missing an opportunity to build trust and clarify the value of your services.
10.
6
/ 10Question:
"If I decide to proceed, how long will it take to close the deal and move in?"
Answer:
If you decide to proceed, this deal can be closed before the end of week, and you'll get all relevant documents.
Feedback:
The response gives a clear timeframe for closing the deal, which is good. However, it lacks depth in addressing the overall process of closing and moving in. It would be beneficial to provide more details about what the prospect can expect during the closing process, such as any steps they need to take, potential delays, or how you'll assist them throughout. Additionally, incorporating an invitation for questions or concerns about the process shows that you value their input and are committed to supporting them. Overall, while the timeframe is a positive aspect, expanding on the closing process and engaging the prospect more would enhance the response.