Real estate
Sales Assessment Results
43
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase—your performance needs some serious work. You scored an average of 4.3, which is below the mark for a salesperson aiming to thrive in this competitive environment. Your strongest demonstrated sales techniques were curiosity and basic engagement, but those strengths are overshadowed by a lack of depth and clarity in your responses. You consistently missed the mark on addressing specific customer concerns and failed to engage them on a deeper level. Instead of merely stating facts or offering vague reassurances, you need to dig deeper and ask targeted questions that uncover the prospect's true needs and apprehensions.
You should study SPIN Selling and Solution Selling. These techniques will help you not only identify the situation and problems but also tailor your responses to provide real solutions that resonate with your prospects.
Here’s your coaching moment: Remember, selling is not about throwing out features and benefits; it’s about creating a dialogue. Engage your prospects with empathy and understanding. Acknowledge their concerns, ask meaningful questions, and demonstrate how your offerings align with their needs. Start treating each interaction as a chance to build a relationship, not just close a deal. You’ve got potential, but it’s time to elevate your approach.
Question Breakdown
1.
4
/ 10Question:
"I'm concerned about the overall value of this property compared to other options that might offer more features for similar pricing."
Answer:
I could definitely understand your concern however, the location of this property has a higher price point in the property. You’re currently talking about therefore, the value of the property will rise as opposed to decline.
Feedback:
The response acknowledges the prospect's concern, but it lacks depth and clarity in communication. It mentions the location's impact on property value but fails to explore specific features or benefits that distinguish this property from others. A more effective approach would involve asking questions to uncover the prospect's priorities, discussing comparative market analysis, and emphasizing unique selling points of the property. Additionally, using a closing technique to invite further discussion or a viewing would be beneficial. Overall, the response feels incomplete and doesn't fully engage with the prospect's perspective or demonstrate understanding of their needs.
2.
4
/ 10Question:
"How can I be sure this investment will provide a reliable return given the current economic climate?"
Answer:
Taking a look at the land and just this area alone and all over the US even all properties are going up over 19%. The current economic climate is a great one, even in a downturn, if there were one it’s overall still a great reliable source of income and investment.
Feedback:
The response provides some valuable data points about property values, but it lacks depth in addressing the prospect's specific concern about reliability in the current economic climate. It could benefit from a more structured approach, perhaps using the SPIN Selling method to explore the situation further and understand the prospect's specific fears or needs. The tone is somewhat optimistic, but it doesn't acknowledge the prospect's concern fully or provide personalized reassurance. Asking follow-up questions to gauge the prospect's feelings about economic conditions could build rapport and trust. Overall, it lacks a solution-focused approach and doesn't effectively demonstrate value by showing how your offering can mitigate risks associated with the investment.
Score: 4
3.
5
/ 10Question:
"Considering my department's limited budget, is there flexibility in the pricing, or potential hidden costs I should be aware of?"
Answer:
There’s always flexibility in the pricing. What offer would you like to go in at and let’s see if we can get you the best price for this particular property as far as hidden cost the seller would have to disclose that which they have not so there would be no hitting cost.
Feedback:
The response attempts to address the budget concern by showing willingness to negotiate, which is positive. However, it lacks clarity and doesn't fully acknowledge the prospect's apprehension about hidden costs. The phrasing ‘hitting cost’ appears to be a typo or miscommunication, which might confuse the client. It would be more effective to outline potential areas of negotiation and reassure the prospect of transparency regarding costs. Asking a follow-up question about their budget range or specific financial concerns could enhance engagement and understanding. Overall, the tone is somewhat casual for the real estate industry, and a more professional approach would be beneficial.
Score: 5
4.
3
/ 10Question:
"I’ve heard mixed reviews about the support services for properties like this – can you assure me this won't be an issue?"
Answer:
The property we are looking at is not comparable to the properties you’re reading the reviews about. I can assure you this won’t be an issue.
Feedback:
The response lacks depth in addressing the concern about support services, as it dismisses the objection without providing specific examples or evidence to reassure the prospect. It would have been more effective to acknowledge the mixed reviews, explain why this property or service differs, and perhaps share testimonials or success stories that highlight the quality of support. Additionally, the tone could have been more empathetic and engaging to build rapport. Overall, while there is an attempt to reassure, it falls short in demonstrating understanding and addressing the underlying concerns.
A score of 3 reflects the need for a more solution-focused and collaborative approach in the response.
5.
5
/ 10Question:
"I need to ensure this decision aligns with our company's strategic direction; how do you see this property fitting into that?"
Answer:
Tell me more about your company strategic direction. If it’s to invest money into a property that has residual income and a 7% plus return then we are all aligned.
Feedback:
The response attempts to engage the prospect by asking for more information about their company's strategic direction, which is a good start for curiosity and active listening. However, it lacks depth in addressing the concern. Instead of merely stating alignment with a 7% return, it could have explored how the property could contribute to their strategic goals, which would demonstrate a more solution-focused and collaborative approach. Moreover, the tone could have been warmer and more consultative rather than transactional. Overall, it could benefit from a more detailed discussion about the strategic benefits of the property rather than just a focus on the financial return.
6.
4
/ 10Question:
"Can you help me understand how this property compares to others in the market that have better reputations?"
Answer:
The location of this property differs from others with war reputation due to the school districts. Whether you’re looking for great schools for your children or not, you can always indicate a strong market in an increase in value by the school district if it has a high ranking the comp property you’re looking at Sells and comparison into this one.
Feedback:
The response attempts to address the objection by highlighting the importance of school districts in property value, which is relevant in real estate. However, the communication is unclear, with several grammatical errors and awkward phrasing that make it hard to follow. It lacks a direct comparison to the mentioned properties, which would help clarify the advantages of the current listing. Additionally, it doesn’t engage the prospect in a conversation or ask for their priorities, which could foster a more collaborative approach. A suggestion would be to clearly articulate the benefits of this property in relation to others and perhaps ask questions to gauge what specific aspects of reputation matter to the prospect. Overall, the response could benefit from a more structured and solution-focused approach.
Score: 4
7.
5
/ 10Question:
"Given the limited availability in today’s market, how do I know this is the best choice for my first purchase?"
Answer:
We are currently in a buyers market. The choice for your first home should be yours and yours alone in this market. There’s a high likelihood that I can have your closing costs covered as well as an extremely low to zero down payment. As far as the home I can guarantee we can get up to at least 15% lower than then a sellers market.
Feedback:
The response addresses the objection about limited availability by emphasizing that it is a buyer's market, which is a good start. However, it could have been more effective by exploring the prospect's specific needs and concerns regarding their first purchase. There is a lack of curiosity and discovery; asking the prospect what features or factors are most important to them in a home would have demonstrated active listening and engagement. While the mention of covering closing costs and low down payment is valuable, it could have been framed better to illustrate the overall value and benefits of making a decision now. Additionally, the tone could be more reassuring and supportive for a first-time buyer. Overall, the response feels a bit transactional rather than consultative.
Score: 5
8.
6
/ 10Question:
"What would happen if we encounter issues post-purchase – how effective is your support in those scenarios?"
Answer:
What specific issues are you concerned about post closing?
Feedback:
The response effectively invites the prospect to elaborate on their concerns, demonstrating curiosity and active listening. However, it lacks a degree of reassurance or a description of the support mechanisms your team has in place for post-purchase issues. It would be beneficial to share examples of past support scenarios or the type of assistance clients typically receive, establishing confidence in your services. Overall, a good start but could be strengthened with a more robust answer to reassure the client about your support capabilities.
9.
2
/ 10Question:
"I’ve had a bad experience with a previous real estate investment; how can you assure me this time will be different?"
Answer:
Why do you think they would be similar?
Feedback:
The response does not effectively address the prospect's concern regarding their past negative experience. Instead of reassuring the prospect, it deflects the question and does not provide any value or solution. A better approach would be to empathize with their situation, acknowledge their past experience, and share how your services or strategies differ this time. Asking open-ended questions to understand their specific concerns and offering a tailored solution would have built more rapport and trust. Overall, the response lacks curiosity and discovery, and it does not engage the prospect in a constructive dialogue.
10.
5
/ 10Question:
"I need to coordinate with several stakeholders in my department; how can you facilitate that process effectively?"
Answer:
Absolute I’m available at 2 o’clock and I can meet you at your office or we can all jump on a zoom call which one’s more convenient?
Feedback:
The response shows a willingness to accommodate the prospect's need for coordination with stakeholders, which is positive. However, it lacks depth in addressing how the salesperson can facilitate the coordination process effectively, as requested. Instead of jumping directly to scheduling, it would have been beneficial to explore the specific stakeholders involved and their concerns. This would demonstrate active listening and a solution-focused approach. Asking thoughtful questions to understand the dynamics of the coordination could strengthen the relationship and show that the salesperson is genuinely interested in helping. Additionally, the tone is appropriate but could benefit from a slightly more collaborative approach rather than a transactional one. Overall, the response is a good start but needs more engagement and exploration of the prospect's needs. Score: 5.