Real estate
Sales Assessment Results
42
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance is underwhelming, averaging a score of 4.2. You’re throwing out some good ideas, but they lack the depth and engagement needed to truly connect with prospects. Your strongest technique seems to be recognizing objections, but the follow-through is where you’re dropping the ball. There’s a consistent pattern of vague responses and missed opportunities to dig deeper into your customers’ needs.
You really need to focus on developing your consultative selling skills. Asking probing questions and exploring the implications of the prospects’ concerns will not only show curiosity but also position you as a trusted advisor. Also, take a hard look at how you’re closing conversations; right now, it feels like you’re leaving prospects hanging instead of guiding them confidently to the next step.
Your memorable coaching moment? Remember that sales is about creating connections. When you approach objections, think of it as a conversation, not an interrogation. Engage with your prospects; their concerns are not just hurdles but pathways to understanding their true needs. You’ve got potential, but you need to step up your game and put in the effort to really hone these skills.
Question Breakdown
1.
4
/ 10Question:
"We've had a bad experience with a previous real estate investment, and I'm hesitant to commit without assurances that this will be different."
Answer:
I understand let me show you some deals I’m looking at buying my self
Feedback:
The response acknowledges the prospect's concern, which is a good start, but it lacks depth and reassurance. It would be beneficial to address the specific bad experience they had and provide a solution-focused approach that highlights your expertise and how this investment is different. Instead of simply showing your own deals, it would be more effective to ask open-ended questions to explore their past experience further and what assurances they are looking for. This demonstrates curiosity and active listening. Additionally, incorporating a closing technique by offering a follow-up discussion or a personalized proposal could strengthen the response. Overall, while there is a hint of understanding, the response feels too vague and does not effectively address the prospect's hesitations.
2.
2
/ 10Question:
"Our department is currently under pressure to reduce costs, which makes this purchase feel like a luxury right now."
Answer:
How does this help you moving forward
Feedback:
The response lacks depth and fails to effectively address the prospect's concern about cost reduction. Instead of asking how the purchase helps them moving forward, a better approach would be to explore the implications of not making the purchase (e.g., missed opportunities, potential losses) and highlight the long-term value and cost-saving benefits of your offering. This would align more closely with a solution-focused approach, demonstrate curiosity, and actively listen to their situation. Overall, the response does not build rapport or provide a collaborative solution to the objection.
3.
6
/ 10Question:
"Can you explain how your property will hold its value differently than similar options in our area?"
Answer:
The goal would not be for the property to hold its value different but to be supported by comparable sales. Let me show you the comparable sales I have and how much they have performed over 5 years
Feedback:
The response addresses the objection directly by acknowledging the concern about value retention and introducing comparable sales as a point of reference. However, it lacks a bit in clarity and depth. It could have benefited from a more detailed explanation of what factors contribute to the property's value retention compared to others. Additionally, using a closing technique to steer the conversation towards the next step would have been effective. Overall, while the response shows some understanding of the value proposition, it could be more engaging and solution-focused, possibly by asking questions to uncover specific concerns the prospect might have about the area or the property itself.
4.
5
/ 10Question:
"I'm concerned about how this purchase aligns with our company's shifting priorities and direction."
Answer:
Let’s talk about your goals to help me better understand how we can make this work for you. If not we keep looking at other possibilities
Feedback:
The response acknowledges the prospect's concerns about alignment with company priorities, which is a good start. However, it lacks depth in addressing the specific objection. It would be more effective to ask probing questions that explore the prospect's goals and priorities in detail, using a consultative or SPIN Selling approach. Additionally, suggesting alternatives without fully understanding the prospect's situation can come off as dismissive. A more structured response could include a summary of their priorities, how your offering can align with those, and a stronger closing technique to encourage further discussion. Overall, the response could benefit from more curiosity and exploration of value.
Score: 5
5.
5
/ 10Question:
"With our fiscal year ending soon, I'm not sure if our budget will allow for this transaction right now."
Answer:
This is the time of year to consult with your cpa and see if you need to spend this money by the end of the year to help with taxes. You may be spending this money either way.
Feedback:
The response provides a practical suggestion by encouraging the prospect to consult their CPA, which shows some understanding of their financial concerns. However, it lacks depth in addressing the objection directly and does not explore the implications of not investing now. The tone could be more empathetic, acknowledging the pressure of budget constraints at the fiscal year-end. Additionally, it would benefit from a solution-focused approach by outlining potential benefits of proceeding with the transaction before the year ends, possibly creating urgency. There are no thoughtful questions to further understand the prospect's situation, nor does it demonstrate a collaborative approach. Overall, while the advice is relevant, it misses the opportunity to create a stronger connection and urgency. Score: 5.
6.
4
/ 10Question:
"I've just learned that my colleague is exploring a different vendor, which complicates our internal decision-making process."
Answer:
Let’s talk about what would make this easier on you
Feedback:
The response acknowledges the objection but lacks depth in addressing the prospect's concerns. It could benefit from asking follow-up questions to explore the situation further and demonstrate a solution-focused approach. Additionally, it misses an opportunity to showcase the unique value your offering brings compared to the competition. A more tailored response that acknowledges the complexity of the decision-making process while offering support would create a stronger connection. Overall, this could have been more effective with clearer communication and a collaborative tone.
Consider using a technique like SPIN Selling to dive deeper into their situation and needs before proposing solutions.
7.
3
/ 10Question:
"There's a lot of uncertainty in the current market; how can I justify this investment when others are taking a wait-and-see approach?"
Answer:
There are plenty of people that will always wait and see. It is the ones who invest while no one else was that do the best
Feedback:
The response lacks depth and fails to effectively address the prospect's concern about market uncertainty. While there's a valid point about opportunistic investing, it doesn't provide a clear rationale or solution tailored to the prospect's situation. A more engaging approach would involve acknowledging the prospect's feelings, exploring their specific concerns, and highlighting how this investment could yield long-term benefits even in a fluctuating market. Additionally, it would be beneficial to ask questions to uncover their specific fears or hesitations. Overall, the communication is a bit dismissive and doesn't foster collaboration or trust.
Consider using a consultative approach by asking questions about their current situation and providing insights that align with their goals.
Score: 3
8.
6
/ 10Question:
"What kind of support will we receive post-purchase? I want to ensure we won't be left with any unresolved issues."
Answer:
I’ll be here every step of the way until you are comfortable with your purchase
Feedback:
Your response shows a commitment to support, which is great! However, it lacks specificity. Consider detailing the types of support you provide post-purchase, such as follow-up calls, maintenance assistance, or resources for any issues that may arise. This would enhance their confidence and demonstrate your value. Additionally, asking a follow-up question like, "What specific concerns do you have about post-purchase support?" would show curiosity and actively engage them in the conversation. Overall, a solid start but could use more detail and engagement.
9.
2
/ 10Question:
"I’m not convinced we can get the needed buy-in from all stakeholders; how do you suggest we approach that?"
Answer:
Let’s offer it to the other stakeholders to push the ones who do not want in.
Feedback:
The response lacks depth and does not adequately address the concern about stakeholder buy-in. It seems dismissive and does not offer a collaborative approach to engaging all parties involved. Instead of suggesting a push strategy, a more effective response would have involved exploring the stakeholders' concerns, facilitating open discussions, and addressing their needs. Asking questions to understand the specific objections and suggesting a structured approach to gain consensus would have demonstrated better active listening and curiosity. Overall, the response does not reflect a solution-focused or consultative approach, which is critical in real estate negotiations.
10.
5
/ 10Question:
"The timeline for implementation seems tight; what if we encounter obstacles that delay our plans?"
Answer:
We work through them diligently. However I’m not going to tell you that unforeseen circumstances can’t happen. But that’s what I’m here for. If there is a delay I will do everything in my power to fix anything that comes up
Feedback:
The response acknowledges the prospect's concern about the tight timeline and potential obstacles, which is a good step in showing empathy and understanding. However, it lacks a more structured approach to alleviate the concern. Utilizing a solution-focused method, such as outlining how you would manage potential delays or sharing examples of past successes in overcoming similar issues, would enhance credibility. Additionally, the tone could be more reassuring instead of implying potential helplessness with phrases like 'I’m not going to tell you that unforeseen circumstances can’t happen.' It would have been beneficial to ask follow-up questions to better understand the prospect's specific worries and offer tailored reassurance. Overall, while the response demonstrates a willingness to help, it could be strengthened with a more proactive and detailed strategy.
Score: 5