Real estate sales
Sales Assessment Results by CLARKSON EYEH BANOH
30
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance is underwhelming, with an average score of 3. If this were a game, you’d be sitting on the bench, not even close to the action. Your responses lack depth and fail to engage with the prospects’ genuine concerns, making it clear you need to up your game. The strongest technique you attempted was addressing objections, but even then, it came off as vague and dismissive. You need to master active listening and collaborative approaches to really build trust.
Patterns here show a consistent failure to dig deeper into the prospect’s worries or provide tailored solutions. You often skirt around their specific concerns rather than tackling them head-on. This is a major red flag in sales.
Focus on honing your consultative selling and objection handling techniques. You need to ask better questions that not only show you’re listening but also guide the conversation toward solutions that align with the prospect's needs.
Here’s your coaching moment: every prospect has a fear or concern. Your job isn’t just to sell; it’s to help them feel heard and understood. When they feel understood, they’re much more likely to trust you. Take a step back, listen closely, and make sure you’re addressing their needs directly. If you don’t, you’ll continue to find yourself stuck on the sidelines.
Question Breakdown
1.
0
/ 10Question:
"I'm worried about how these monthly payments might stretch my budget too thin right now."
Answer:
Plan and organise accordingly
Feedback:
The response is too vague and lacks specific engagement with the prospect's concern. It fails to address their fear about budget constraints directly or provide a solution that explores their financial options. A more effective approach would involve asking questions to understand their budget better and offering tailored financing solutions or payment plans that could ease their worries. Overall, the response does not demonstrate active listening or a collaborative approach.
2.
3
/ 10Question:
"What if this property doesn't fit my lifestyle needs in the long run?"
Answer:
As long as it is a property, you can sell it in a long run to regain the income investment
Feedback:
The response does not effectively address the prospect's concern about the property fitting their long-term lifestyle needs. It focuses solely on the ability to sell the property later, which may not alleviate the prospect's worries. A better approach would involve asking open-ended questions to explore their lifestyle preferences and priorities, and then suggesting properties that align with those needs. This would demonstrate active listening and a collaborative approach, ultimately building rapport and trust.
3.
4
/ 10Question:
"Can you explain how the maintenance costs will affect my overall investment?"
Answer:
Effective management can reduce maintenance cost thus higher returns on investment
Feedback:
The response addresses the concern of maintenance costs but lacks depth and clarity. It does not explain how effective management translates into reduced costs or how this impacts the overall investment in a tangible way. Additionally, it would be more effective to ask the prospect about their specific concerns regarding maintenance costs, which would demonstrate active listening and a collaborative approach. Clarifying how management practices can directly influence investment returns and providing specific examples would enhance the response significantly.
4.
4
/ 10Question:
"I'm not sure if this is the right time to buy, considering the seasonal market shifts."
Answer:
Properties do appreciate over time, thus buying now will yield more income in the nearest future
Feedback:
The response touches on the potential appreciation of property values but fails to directly address the prospect's specific concern about market timing and seasonal shifts. To enhance effectiveness, it would be beneficial to provide data or insights on current market conditions, seasonal trends, and how they relate to future property values. Additionally, asking the prospect about their timeline and reasons for considering a purchase now could demonstrate active listening and foster a more collaborative conversation. Overall, the response lacks a nuanced understanding of the prospect's worry and does not fully explore the implications of their objection.
5.
4
/ 10Question:
"How do I know this property will hold its value in the future?"
Answer:
Management and maintenance of property is key, with the developing growing economy it will hold future value
Feedback:
The response mentions management and maintenance as critical factors but lacks depth and specificity regarding how these elements contribute to property value retention. It fails to provide concrete examples or data to support the claim about a growing economy impacting property values. A more effective response would explore the prospect's concerns further by asking questions about their specific value retention worries and providing insights into market trends, historical appreciation data, or neighborhood developments that support the property's potential value. This would demonstrate active listening and a more collaborative approach, ultimately building trust with the prospect.
6.
0
/ 10Question:
"I'm concerned about the complexity of the buying process; will it take too long?"
Answer:
Not at all
Feedback:
The response is extremely vague and dismissive, failing to address the prospect's genuine concern about the complexity and duration of the buying process. A more effective approach would involve acknowledging their concern, providing a brief overview of the steps involved, and explaining how you can help simplify the process. Additionally, asking questions to understand their specific worries or previous experiences could demonstrate active listening and foster a more collaborative relationship. Overall, this response does not engage with the prospect's perspective or provide any reassurance.
7.
2
/ 10Question:
"Can you guarantee technical support during the transition period after purchase?"
Answer:
Yes because our technical team I up and running
Feedback:
The response is vague and lacks the necessary assurance the prospect is seeking. Simply stating that the technical team is "up and running" does not provide any specific guarantees or details about the support offered. A more effective response would involve outlining what types of technical support the team provides, the availability of support during the transition period, and possibly sharing examples of how they have successfully assisted previous clients. This would demonstrate active listening and build trust in the support capabilities of your team.
8.
4
/ 10Question:
"What if I find a better deal with another agency; how can I be sure I won't regret this decision?"
Answer:
From the previous deals carried out by our company in the past, you can tell that we are 100% reliable, and highly recommended by our client. Thus no cause for alarm because we offer the best services which are easy and very understandable by our clients
Feedback:
The response attempts to build trust by highlighting past reliability and client recommendations, but it lacks specific reassurance regarding the prospect's concern about regret over choosing your agency. It would be more effective to acknowledge the validity of the prospect's worry, provide clear differentiators that set your agency apart, and potentially offer a risk-reversal strategy, such as satisfaction guarantees or testimonials from clients who faced similar dilemmas. Additionally, asking the prospect about their specific criteria for a better deal could show curiosity and a willingness to understand their needs better.
9.
5
/ 10Question:
"I need to discuss this with my partner first; how can I address their concerns?"
Answer:
Definitely it is a good idea to seek your partner's opinion in this, but I will am still assuring you that this idea is the best and I strongly believe your partner will buy into it. You and your partner can also reach out to us at your convenient to for further enquiry and clarification
Feedback:
The response acknowledges the need for the prospect to consult with their partner, which is a positive aspect. However, it lacks depth in addressing potential concerns that the partner may have. A more effective approach would involve asking about specific worries the partner might have and suggesting how you can help address those concerns together. While reassurance is provided, it comes off as somewhat presumptive that the partner will agree without understanding their perspective. Encouraging open dialogue and offering to provide additional information or support could enhance the collaborative nature of the conversation.
10.
4
/ 10Question:
"I'm feeling overwhelmed by the options—how can you help simplify this process for me?"
Answer:
First of all our options are very reliable and flexible. It is very simple, read through again and ask questions were you do not understand for further explanation. Our team is always at your service. Also take a look at the present options I think they are the best and most simplified for clients understanding. Moreover from past experience and customers feedback, we've always receive positive feedbacks.
Feedback:
The response attempts to reassure the prospect by highlighting the reliability and flexibility of the options available. However, it lacks a clear strategy for simplifying the process and does not directly address the prospect's feelings of being overwhelmed. Moreover, phrases like "read through again" can come off as dismissive, as it assumes the prospect has already taken sufficient time to understand the options. A more effective approach would involve actively asking the prospect what specific aspects are causing confusion and offering to guide them through the options step-by-step. This would demonstrate active listening, build rapport, and provide a clearer path to simplify their decision-making process.