Real estate
Sales Assessment Results
27
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance in this test was underwhelming, scoring an average of just 2.7. It's clear that you have some foundational concepts down, but the execution is lacking. You seem to struggle with addressing objections and providing tailor-made solutions that resonate with prospects. You often miss the opportunity to connect your offerings to their specific needs and concerns, leaving them adrift instead of guiding them toward a confident decision.
You're showing some engagement, but it's surface-level at best. Instead of just asking vague questions, dig deeper into their objections and show them you understand their challenges. Techniques like SPIN Selling or Solution Selling are calling your name. They can help you structure your conversations to uncover real needs and provide valuable insights.
Here’s your memorable coaching moment: Don't just scratch the surface—dive deep. When a prospect raises an objection, think of it as an invitation to start a conversation rather than a roadblock. Engage them with insights and solutions that align with their goals. You have the potential to improve, but it’s time to step up and turn those insights into action.
Question Breakdown
1.
3
/ 10Question:
"I'm not sure if now is the right time to invest in a new property with the current market conditions."
Answer:
Totally understand. What has you questioning your purchase?
Feedback:
The response acknowledges the prospect's concern, which is a good start, but it lacks depth and direction. While asking an open-ended question is valuable, it doesn't directly address the specifics of the objection regarding market conditions. A more effective response would include some insights about the current market, potential benefits of investing now, or a follow-up question that connects their concerns to the value of your proposal. Overall, it misses an opportunity to provide reassurance or relevant information that could help the prospect feel more confident about moving forward.
2.
4
/ 10Question:
"We need to get buy-in from our finance department before making any decisions on this."
Answer:
Yea. What is it you think they will say? What would stop them from buying in?
Feedback:
The response does show some engagement by asking about the finance department's potential feedback, but it lacks a deeper understanding of the objection. It would be more effective to acknowledge the importance of the finance department's role and provide reassurance about how your solution can align with their financial considerations. You could also offer to provide any necessary information or documentation to assist in securing that buy-in. This would demonstrate a more solution-focused approach and enhance your credibility as a partner in their decision-making process.
3.
2
/ 10Question:
"How does your solution impact our sustainability goals?"
Answer:
We provide the results you need at a price you like.
Feedback:
The response is vague and does not specifically address the prospect's concern regarding sustainability goals. It misses the opportunity to detail how your solution aligns with or enhances their sustainability initiatives, which is crucial in today's market. A more effective answer would highlight the sustainability features of your offering and provide concrete examples of how it can contribute to their goals. Additionally, engaging the prospect with a follow-up question about their specific sustainability objectives would demonstrate active listening and curiosity.
4.
2
/ 10Question:
"I've seen several other listings that seem to offer better value for similar properties."
Answer:
I can appreciate that, but they are all missing one thing….me.
Feedback:
The response lacks substance and fails to effectively address the prospect's concern about perceived better value in competing listings. While trying to establish a personal connection with the remark "but they are all missing one thing….me," it does not provide tangible reasons why your property is superior or how it meets the prospect's needs better than the alternatives. An effective response would involve acknowledging the prospect's concern, asking questions to understand their criteria for value, and highlighting unique features or benefits of your offering that differentiate it from the competition. This would demonstrate a more solution-focused approach and engage the prospect in a meaningful way.
5.
1
/ 10Question:
"We are currently focused on a major renovation project; I can't prioritize this right now."
Answer:
What makes you not want donthis
Feedback:
The response is unclear and contains a typo, undermining its professionalism. It fails to acknowledge the prospect's current focus on a major renovation project, and it doesn't engage meaningfully with the concern presented. A more effective response would include acknowledging their renovation priorities and asking open-ended questions to understand their timeline and future needs. Highlighting how your offering can complement or fit into their renovation plans could create relevance and demonstrate a collaborative approach.
6.
2
/ 10Question:
"Can you reassure me about the level of support we would receive post-purchase?"
Answer:
Yes as we pride ourself on service after the sake
Feedback:
The response attempts to address the objection by highlighting a commitment to post-purchase service; however, it is poorly communicated due to a typo in "sake" instead of "sale," which undermines professionalism. The response lacks detail about the specific types of support and services offered after the purchase, which is crucial for reassuring the prospect. A more effective approach would involve outlining the support process, providing examples of how previous clients have benefited from this service, and inviting further questions to engage the prospect. This would demonstrate a stronger focus on customer care and enhance trust.
7.
2
/ 10Question:
"What evidence do you have that this investment will actually meet our needs?"
Answer:
Look at the numbers they don’t lie
Feedback:
The response is overly simplistic and does not effectively address the prospect's request for evidence regarding how the investment will meet their needs. It lacks specific data or examples that could substantiate your claims, which is crucial in the real estate industry where numbers and metrics play a significant role in decision-making. A more effective response would include tailored metrics, case studies, or testimonials that directly connect the investment to the prospect's specific needs. Additionally, inviting further questions or offering to delve deeper into the data would demonstrate engagement and a collaborative approach.
8.
3
/ 10Question:
"I'm not convinced that switching from our current vendor is the best move for us."
Answer:
While I can appreciate that we will beat them on all levels
Feedback:
The response attempts to address the prospect's concern by expressing confidence in outperforming the current vendor. However, it lacks depth and does not provide any specific reasons or evidence to substantiate the claim of superiority. A more effective response would include details on how your offering specifically addresses the prospect's needs better than their current vendor, such as unique features, customer service excellence, or proven results. Engaging the prospect with questions about their satisfaction with the current vendor and their specific pain points could also foster a collaborative dialogue and build rapport. Overall, this response misses an opportunity to effectively address the prospect's hesitation and demonstrate value.
9.
4
/ 10Question:
"We want to ensure that any new property aligns with our long-term strategic goals."
Answer:
Def let’s cover what that looks like
Feedback:
The response attempts to engage the prospect by suggesting a discussion about their long-term strategic goals, which is a positive approach. However, it lacks depth and clarity. It doesn't explicitly acknowledge the importance of aligning with their goals or offer any insight into how your properties can meet those needs. A more effective response would involve asking specific questions to uncover their strategic goals and explaining how your offerings align with those objectives. Additionally, clarifying your commitment to understanding and supporting their long-term vision would strengthen the response.
10.
4
/ 10Question:
"Can you address potential risks involved in making this purchase considering our past experience with similar investments?"
Answer:
Yes let’s cover the risk vs reward
Feedback:
The response shows a willingness to discuss the prospect's concern about potential risks, which is a positive starting point. However, it lacks depth and specific acknowledgment of the risks associated with their past experiences. A more effective approach would involve clearly identifying the potential risks of the current investment, providing insights into how your offering mitigates those risks, and perhaps sharing success stories from similar clients. Additionally, asking probing questions to understand their specific past experiences would demonstrate active listening and help tailor the conversation to their needs. Overall, this response misses the opportunity to build trust and credibility by not providing a comprehensive exploration of risk management strategies.