Apartment Leasing
Sales Assessment Results by Cassandra Haavisto
45
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance is lacking, and it shows. With an average score of 4.5, it's clear you're not hitting the mark. Your responses feel generic and lack the depth needed to truly connect with prospects. You need to do a better job of addressing specific concerns and building rapport. Instead of just acknowledging issues, you should be diving deeper with probing questions to uncover real pain points and crafting tailored solutions that resonate with your audience.
While you seem to have a basic grasp of engaging with prospects, there's a noticeable absence of clarity and specificity in your communication. This is not just about what you say, but how you say it. You're missing opportunities to showcase value, particularly when it comes to justifying costs and demonstrating ROI. This is crucial in today's competitive landscape.
To elevate your game, I recommend honing in on consultative selling techniques. This means truly acting as a partner to your prospects, understanding their needs, and offering tailored solutions that align with their specific concerns. Additionally, focus on value selling to articulate how your offering differentiates from competitors clearly.
Now for your coaching moment: remember, every interaction is an opportunity to build trust and rapport. Don't just give surface-level responses; dig deep and show that you care about solving the prospect's problems. If you want to succeed, you must elevate your approach from transactional to transformational. Let's get to work!
Question Breakdown
1.
3
/ 10Question:
"Our current vendor has been reliable, and I'm not sure if switching to a new provider is worth the risk right now."
Answer:
It's great that you have such a solid relationship with your current provider. It's always healthy to have more than one, though. It helps give you up to date techniques keeping a pulse on the industry and keep everyone on their toes. We'd love to have the opportunity to show you how it's a good thing to have more than one trusted option. What do you think?
Feedback:
The response acknowledges the prospect's concern about their current vendor but lacks depth in addressing the risk associated with switching providers. It introduces the idea of having multiple options, yet it does not provide concrete reasons or benefits for making the switch. This approach could lead to misunderstandings, as it doesn't sufficiently explore the value or implications of switching. It would have been stronger to ask more probing questions to better understand the prospect's needs and concerns. Overall, the communication lacks clarity, and the closing technique is weak.
The engagement feels somewhat generic and doesn't build a strong rapport. A more consultative approach, focusing on the prospect's specific needs and potential pain points, would have been more effective.
2.
2
/ 10Question:
"The projected ROI seems uncertain; we need more data to justify this investment to our stakeholders."
Answer:
Our resources provide us with the ability to show you many angles with options. In today's environment, having options is key.
Feedback:
The response fails to directly address the prospect's concern about the uncertainty of ROI. While it mentions having options, it does not offer specific data or insights that would help justify the investment to stakeholders. There is a lack of curiosity or probing questions to uncover the prospect's specific needs for data, which could have led to a more tailored and effective response. Furthermore, the communication lacks clarity and does not effectively build rapport. A solution-focused approach that directly ties back to the projected ROI with relevant data points would have been more effective.
3.
4
/ 10Question:
"Can you clarify how your onboarding process minimizes disruption to our current operations?"
Answer:
I can take you through our step by step process if you'd like to go over it. I think you'll find it better than any other you've experienced. Would you like to do that now?
Feedback:
The response attempts to engage the prospect by offering to explain the onboarding process, which shows a willingness to address their concern. However, it lacks specific details about how the onboarding process minimizes disruption, which is critical for the prospect to feel reassured. Instead of suggesting a discussion, it would be more effective to provide a brief overview of key aspects of the onboarding process that specifically target their concern about disruption. Additionally, the closing question could be more inviting and less abrupt, encouraging a dialogue rather than a simple yes or no. Overall, the response needs to be more informative and tailored to the prospect's specific needs.
4.
4
/ 10Question:
"With our existing budget constraints, how can we ensure this luxury option doesn't compromise our other priorities?"
Answer:
One thing we are good at is listening. We know what's important, and in case you approach things in a way we haven't experienced before, rest assured we are listening. Our luxury option will deliver all that you expect, plus more. We will be doing monthly check ins to ensure you're comfortable with the results you're getting. Sound good?
Feedback:
The response starts positively by emphasizing the importance of listening to the prospect's needs, which is a good approach. However, it fails to directly address the concern about budget constraints and how the luxury option will fit within those limits. There is no exploration of how the luxury option can deliver value without compromising other priorities or how it aligns with their budget. While the mention of monthly check-ins is a positive aspect, the closing question feels somewhat abrupt and does not invite further discussion or exploration of the prospect's specific concerns. A more effective response would clarify how the luxury option can be justified within the budget context and provide solutions tailored to their financial constraints.
5.
5
/ 10Question:
"I’m concerned about the long-term scalability of this property; will it meet future demands as our business grows?"
Answer:
Of course! That's a crucial aspect for any business and we've put serious thought to it in our program design. With our program check in points, we'll be able to scale the program right along side your company's growth so you feel the support every step of the way.
Feedback:
The response acknowledges the importance of scalability, which is positive, but it lacks specific details about how the property can accommodate future growth. While mentioning program check-in points is a good start, it does not clearly articulate what those points entail and how they specifically relate to the scalability of the property. A more effective approach would involve providing concrete examples or metrics that demonstrate how the property has been designed to handle growth or adapt to changing demands. Additionally, asking the prospect follow-up questions to better understand their specific growth concerns would foster a more collaborative dialogue. Overall, the communication feels somewhat vague and would benefit from a stronger focus on the prospect's future needs and concerns.
6.
5
/ 10Question:
"What happens if we encounter hidden costs during the leasing period that weren't initially discussed?"
Answer:
Occasionally there may be additional costs. However since we pride ourselves on communication, you'd know about those ahead of time. You're in control of whether to incur those costs after we've demonstrated possible downsides to not electing those options. It's always up to you. Most of the time we can still engage those parts of the program later if you decline them the first time and change your mind. These costs aren't known today because we don't know how your product will respond to our marketing effort. But once we've done our analysis, we will meet to discuss next steps. And remember you have 60 days to decide is our service isn't the best service you could implement with your program. It's a bit of a no-brainer, don't you think? Look at us as advisors and guides. You'll always have the wheel!
Feedback:
The response addresses the prospect's concern about hidden costs by acknowledging that they may occur and emphasizing the company's commitment to communication. However, it lacks clarity regarding the specific nature of these additional costs and how they will be communicated effectively. While it assures the prospect of their control over incurred costs, the message feels a bit convoluted and could confuse the prospect rather than reassure them. The mention of a 60-day decision window is a positive addition, but it could have been tied more directly to the prospect's concern about risk. A more effective strategy would involve clearly outlining how these hidden costs are managed within the leasing agreement and providing examples of how your company has proactively addressed such situations in the past. The closing statement, while attempting to build rapport, feels somewhat dismissive of the prospect's genuine concern. A more collaborative and solution-oriented approach would enhance the response.
7.
4
/ 10Question:
"We have a tight decision timeline; can your solution be implemented quickly enough to meet our needs?"
Answer:
We strive to meet the requests of our clients and after we have received all on boarding details, we can confirm if your expectations can be met. That said, it seems, from our discussion, that we should have an appropriate time window if we get started right away.
Feedback:
The response acknowledges the prospect's concern about the tight decision timeline but lacks specificity regarding how quickly the solution can be implemented. It introduces the idea of confirming expectations after receiving onboarding details, yet it does not proactively address how your company plans to expedite this process to meet the prospect's needs. A more effective approach would involve providing concrete timelines or examples of past implementations that demonstrate your ability to deliver swiftly. Additionally, the response could benefit from asking clarifying questions to understand any specific deadlines the prospect may have, thereby fostering a collaborative dialogue. Overall, while the intention to meet client requests is clear, the lack of detail and urgency diminishes the effectiveness of the response.
8.
5
/ 10Question:
"I'm trying to align this decision with our company vision, but I'm worried about getting buy-in from my team."
Answer:
Buy in can be a challenge with some teams when leaderships grabs a new concept or vision to implement. We are used to that! Our team's positive nature will keep your team looking up and moving forward providing them with the resources they need. We will be available for their calls, emails, and a special text line to the project manager for your team. That ensures alignment amongst your group as well as consistent communication back to you if any hiccups are noted. We believe we are an integral part of a successful implementation and believe our support with buy in will be your favorite part!
Feedback:
The response acknowledges the challenge of obtaining buy-in, which is a good start. However, it lacks specificity regarding how your company will help facilitate this buy-in process. While emphasizing your team's positive nature is helpful, it would be more effective to provide concrete strategies or examples of how you have successfully assisted clients in gaining team consensus in the past. The mention of communication methods (calls, emails, and text) is positive, but it could be more impactful if you elaborated on how these methods enhance engagement and address team concerns. Additionally, the closing statement feels overly optimistic without sufficiently addressing the prospect's genuine apprehension. A more solution-focused approach that outlines actionable steps to foster buy-in would create a stronger and more reassuring response.
9.
6
/ 10Question:
"The learning curve for our staff is a big concern; how will you support them during the transition?"
Answer:
We have a 5 phases training engagement program that brings your team along so they can confidently step forward at each level. If you have a monthly meeting, we'd love to participate with a 15 training support topic to reinforce the stage of the program your team is experiencing ensuring they are encouraged and progressive with their experience and result. We have found this small aspect a huge ROI for all involved and hope you can welcome our support team at your staff meeting. Do you think that can work?
Feedback:
The response outlines a structured 5-phase training program, which directly addresses the prospect's concern about the learning curve for their staff. This is a positive aspect as it shows a proactive approach to training and support. However, the explanation could benefit from being more specific about what each phase entails and how it directly correlates with overcoming the learning curve. The mention of participating in monthly meetings and offering 15 training support topics is a good idea, but it lacks clarity on how these will be implemented and tailored to the team's unique challenges. Additionally, the closing question could be rephrased to be more engaging and less binary, inviting further discussion on how to customize support based on their specific needs. Overall, while the response is on the right track, it needs more detail and a clearer connection to the prospect's concerns.
10.
7
/ 10Question:
"In light of the current economic climate, how do you position your offering against competitors?"
Answer:
Our offering isn't your cheapest option if you're only focused on price. We will deliver an exceptional result at a competitive price making us the best selection for this type of program. We will be responsive to your concerns with an assigned project manager, your team will be supported throughout the program with our 5 phased staff meeting giving persistent and progressive training which will also help reel in those who struggle with the buy in, and via our relationship manager, you'll have the ability to alter the course of the program because they'll have options available should your business needs change along the way. We can reduce services temporarily should finances require it, we can add services to keep up with growth needs, and we can launch ahead should things explode. We've gone through many cycles with our clients and are prepared to support you without unnecessary financial risks. Involving the entire team through aggressive scaling is a challenge we love to take on, and hope you'll let us do just that. We'd love to be part of your winning team and celebrate the achievements over the next 18 months. Sounds like a great plan!
Feedback:
The response addresses the prospect's concern by clearly stating that while your offering may not be the cheapest, it provides exceptional results at a competitive price. This positions your solution as a value-driven option rather than just a cost-focused one. However, it would be more impactful to explicitly outline how your offering stands out against specific competitors, perhaps by highlighting unique features, benefits, or past successes. The mention of an assigned project manager and the structured 5-phase training program is a strong point, but it could have been even more effective with examples of how these aspects directly benefit clients amid economic challenges. Additionally, while the optimistic tone is engaging, it would benefit from a more solution-focused approach that invites dialogue about the prospect's specific needs. Overall, the response effectively conveys confidence and adaptability, but it could provide a clearer differentiation from competitors and invite further discussion.