Real estate
Sales Assessment Results by Musy
37
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance on this test was subpar, with an average score of 3.7. It’s clear you have some fundamental areas to address. Your attempts to challenge the prospect's thinking are commendable, but they often come off as dismissive and lacking empathy. You need to engage more with the prospect's concerns rather than redirecting the conversation without addressing their specific needs.
Your responses indicate a common theme: you struggle to connect and build rapport. You often overlook the importance of validating the prospect's feelings and providing tailored solutions based on their concerns. Instead of diving straight into your pitch, take a moment to listen and understand their financial worries or lifestyle needs. This is where your responses fell flat – they lacked depth, collaboration, and the kind of detail that fosters trust.
To elevate your skills, I suggest you focus on practicing consultative selling and objection handling techniques. These will help you ask the right questions and actively listen to your prospects, which is crucial in building rapport.
Here’s your coaching moment: Selling isn’t just about pushing your agenda; it's about creating a partnership. Remember, your prospects want to feel heard and understood. Turn that around and watch your sales game level up. Get to work on these aspects, and I expect to see significant improvements next time.
Question Breakdown
1.
1
/ 10Question:
"I'm concerned about how the monthly payments will fit into my personal budget without stretching it too thin."
Answer:
Would have you started your search for your dream home if
You weren’t capable to come up with the payments ? I’m sure you’ll look into ways to come up with a solution that won’t take away from your dream
Feedback:
The response does not effectively address the prospect's concern about budgeting and financial feasibility. It lacks empathy and fails to explore the prospect's specific financial situation. Instead of asking a leading question, the salesperson should validate the concern and provide reassurance or solutions regarding payment options. The message is unclear and does not foster engagement or collaboration with the prospect.
2.
3
/ 10Question:
"With the current economic climate, how can I be sure that now is the right time to invest in a luxury property?"
Answer:
Today, tomorrow or next year won’t be the right time to invest unless you are ready to make your money grow. So are we ready to look into the future or are we going to look back and wish we would’ve? The luxury department will be here waiting for you before, during and after an economic crisis.
Feedback:
The response attempts to challenge the prospect's thinking by suggesting a forward-looking perspective, which aligns with the Challenger Sale methodology. However, it lacks concrete information and does not address the specific concerns about the current economic climate or provide any data or insights that would reassure the prospect. The tone comes off as dismissive rather than engaging or empathetic, which can alienate the prospect. A more effective approach would include acknowledging the economic concerns and providing specific reasons or examples of why investing in luxury properties can still be beneficial despite the current climate. This could include market trends, historical resilience of luxury real estate, or potential investment returns. Overall, the response needs greater depth and a more collaborative tone to build trust and rapport.
3.
4
/ 10Question:
"I've been considering another property that has a more attractive price point; why should I choose yours instead?"
Answer:
Does the price point matter if you still see more value in choosing this house? What would need to happen for you to chose something with significant less value and potential?
Feedback:
The response attempts to engage the prospect by redirecting focus to the value of the property, which is a positive approach. However, it fails to directly address the prospect's concern about the attractive price point of the other property. A more effective response would acknowledge the price concern, provide specific advantages of the property being sold, and articulate why it represents a better investment despite the higher cost. Additionally, the questions posed could benefit from being more exploratory in nature, allowing the prospect to express their needs and concerns more fully. Overall, the tone feels a bit confrontational rather than collaborative, which may hinder rapport-building.
4.
4
/ 10Question:
"What guarantees do I have that this investment will yield a good return compared to other options available?"
Answer:
The guarantee is to start now versus yesterday and for that reason you need to jump in and trust the most valuable form of investment there is worldwide. Other options available won’t include the fact that you have a tangible asset to your investment portfolio
Feedback:
The response attempts to convey urgency and the value of real estate as an investment. However, it falls short in directly addressing the prospect's need for guarantees regarding returns. Simply stating to 'start now' does not provide any concrete evidence or assurance that the investment will yield good returns compared to alternatives. A more effective response would include data or examples illustrating historical appreciation of real estate, current market trends, potential rental income, and how these factors contribute to a solid return on investment. Engaging the prospect with questions about their investment goals could also enhance rapport and understanding of their needs.
5.
4
/ 10Question:
"I'm uncertain about the hidden costs associated with owning a luxury property; can you clarify what those might be?"
Answer:
Of course. But before I go into detail of what those are, I want you to know that even with the extra costs of owning a luxury property your return would certainly be higher than the hidden costs. Every year those won’t change dramatically unlike the economic impact the housing market has.
Would you be open to discuss more about the long term implications of ownership or would you rather wait to find out more about costs that would take away from your decision making process ?
Feedback:
The response starts positively by acknowledging the prospect's concerns about hidden costs, which is essential. However, it quickly shifts focus to the returns on investment without providing a clear breakdown of the specific hidden costs associated with luxury properties. The prospect is looking for clarity, and the response should have included examples of typical hidden costs such as maintenance, property taxes, insurance, and homeowner association fees. Additionally, while the closing questions attempt to engage the prospect, they come off as somewhat dismissive of the initial concern regarding hidden costs. A more effective approach would directly address the concern first, then transition into a discussion about returns and long-term implications more fluidly. Overall, there’s a lack of detailed information and a missed opportunity for collaborative engagement.
6.
5
/ 10Question:
"How can I be sure this property fits my lifestyle needs, especially with my busy schedule?"
Answer:
This property not only will fit your busy lifestyle but it will add harmony and comfort. When was the last time you felt like you could anything you wanted and more with just by looking at it? Would it be difficult to imagine yourself living the best life you can have after you are working tirelessly, waiting to be back home ? This house will allow you to dream and enjoy to the fullest extent your hard earned money
Feedback:
The response attempts to connect the property with the prospect's lifestyle needs, emphasizing comfort and harmony, which is a positive approach. However, it lacks specific details about how the property accommodates a busy lifestyle, such as proximity to work, amenities, or features that facilitate convenience (like smart home technology or low maintenance). Additionally, the questions posed are somewhat vague and do not directly prompt the prospect to share their specific lifestyle needs or schedule, which could lead to a more tailored conversation. Overall, while the tone is optimistic, the message could benefit from clearer information and a more direct exploration of the prospect's requirements.
7.
4
/ 10Question:
"I've had a prior experience with a different realtor that didn't go well; how do I know this time will be different?"
Answer:
What made you think this time will be different is what made you come to me. Because you know from X , Y and Z that I treat my clients as I would like to be treated.
Feedback:
The response attempts to leverage the prospect's motivation for seeking a new realtor, which can be a good strategy. However, it lacks a clear acknowledgment of the prospect's prior negative experience, which is crucial for building trust and rapport. Instead of focusing solely on the salesperson's values, a more effective approach would involve inviting the prospect to share their specific concerns about their previous experience and demonstrating how the current approach will address those issues. This would enhance transparency and empathy, making the prospect feel heard and valued. Overall, the message could be improved by incorporating specific examples or testimonials that illustrate the salesperson's commitment to client satisfaction and successful outcomes.
8.
5
/ 10Question:
"I’m not sure about the value your property offers compared to what I’m already looking at; can you break that down for me?"
Answer:
What is the most important value fact that make this a competitive option for you ? I could give you all the reasons this exceeds the value that the other properties have but I would just be listing reasons Why and not adding any value to your search.
What would this house need to be in order to make you feel sure about this option in particular?
Feedback:
The response begins well by prompting the prospect to identify what they value most, which is a good way to engage them. However, it lacks a direct breakdown of the property's value compared to competitors. Instead of starting with questions, the salesperson should first articulate specific benefits and unique selling points of the property, such as location, amenities, or investment potential. Asking what the house would need to be could also come off as evasive if not coupled with sufficient information. The approach could be more solution-focused and collaborative by sharing insights on how the property aligns with the prospect's needs and addressing their comparison directly. Overall, the response needs clearer communication of value and more proactive engagement with the prospect's concerns.
9.
4
/ 10Question:
"I need to keep my current vendor relationship in mind when considering this new place; how can you help me navigate that?"
Answer:
Would you be uninterested if it were to change the relationship you have with your vendor? If yes, then you have made up your mind.
But if you can decide for your own best interest while maintaining the relationship with your vendor then no one more than you knows how to navigate that and I will be here to assist and support with anything related to my expertise.
Feedback:
The response begins by misinterpreting the prospect's concern, leading with a question that could come off as confrontational and dismissive. Rather than focusing on the concern about maintaining the vendor relationship, it should acknowledge the importance of that relationship and explore how the new property can coexist with it. A more effective response would involve asking open-ended questions to understand the specifics of the current vendor relationship and how it influences the decision-making process. Additionally, offering concrete examples of how you can support the prospect in managing both the new investment and the existing relationship would demonstrate a collaborative approach and build trust. Overall, the response lacks empathy and does not fully engage the prospect in a constructive conversation.
10.
3
/ 10Question:
"The decision-making process here involves multiple stakeholders, and I'm worried about getting their buy-in; what advice do you have for that?"
Answer:
Has their typical decision making process stopped you before from knowing a great deal from a not so good one?
If you need me to help you convince them that this is a great investment I could do that. But you already know this would be a deal they wouldn’t let pass by
Feedback:
The response starts with a confrontational tone, which can alienate the prospect instead of addressing their concern about multiple stakeholders in the decision-making process. It lacks empathy and does not acknowledge the stress or complexity involved in navigating stakeholder buy-in. A more effective approach would involve asking questions to understand the specific stakeholders involved, their concerns, and how you can facilitate discussions to address those issues. Offering concrete examples of how you've helped other clients with similar situations would also build trust and credibility. Overall, the response does not engage collaboratively or provide actionable advice for the prospect's situation.