Real Estate/Property
Sales Assessment Results by Pauline Emmanuel Ojong
32
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase—you’ve got some serious work to do. Your average score of 3.2 tells me that your current approach isn’t resonating with prospects. While you have the right intentions, your responses are often overly simplistic and lack the depth needed to engage customers effectively. You’re missing opportunities to ask clarifying questions and delve into the implications of costs and services, which could really build rapport. Right now, your technique is lacking a solution-focused mindset that is crucial in sales.
You need to dive deeper into the details and structure of your responses. Show your prospects that you understand their concerns by providing tailored insights and engaging them in conversation. I suggest you study and practice the SPIN Selling technique, as it will help you better understand customer needs through probing questions. Additionally, explore Solution Selling, which emphasizes offering tailored solutions based on the specific challenges your prospects face.
Remember, every interaction is a chance to build trust and demonstrate value. Your coaching moment? Focus on clarity and collaboration. When you communicate, aim to invite dialogue—ask questions that allow your prospects to express their concerns and expectations. This will not only enhance your rapport but also position you as a trusted advisor. It’s time to step up your game!
Question Breakdown
1.
2
/ 10Question:
"What hidden costs should I be aware of when considering this property?"
Answer:
Tax payments, water bills and security.
Feedback:
The response is overly simplistic and lacks depth. It lists potential costs but does not engage with the prospect's concerns or explore them further. A more effective approach would include asking clarifying questions to better understand the prospect's situation and providing more detailed insights into the implications of these costs. Additionally, addressing how these costs can impact the overall value or return on investment would demonstrate a solution-focused mindset. Overall, this response fails to build rapport or provide valuable information to the prospect.
2.
3
/ 10Question:
"How flexible are your payment terms if my budget is tight right now?"
Answer:
Very flexible, we can work with your budget. Because customer satisfaction is our goal.
Feedback:
The response is overly simplistic and lacks specificity. While stating flexibility is important, it would be more effective to provide examples of how payment terms can be adjusted, such as installment options or potential discounts. Additionally, this answer does not invite further discussion or ask the prospect about their specific budgetary constraints, which is crucial for understanding their perspective. Engaging the prospect by asking questions or offering tailored solutions would show that you are actively listening and are committed to finding a way to meet their needs. Overall, this response does not effectively build rapport or demonstrate a solution-focused approach.
3.
1
/ 10Question:
"I need to see more concrete ROI figures before I can move forward with this purchase."
Answer:
Working on that , will get back to you soon.
Feedback:
This response is vague and uncommitted. Simply stating 'working on that' does not address the prospect's request for concrete ROI figures. A more effective response would include asking follow-up questions to uncover the specific ROI metrics the prospect is interested in, and potentially offering preliminary insights or examples of past ROI figures from similar properties. Engaging the prospect in a discussion about their expectations and needs would demonstrate active listening and a commitment to finding the right solution. Overall, this response lacks clarity, urgency, and a collaborative approach.
4.
2
/ 10Question:
"Can you explain how the ongoing maintenance costs will fit into my overall budget?"
Answer:
Keeping your property in order, will save you more cost at a long, as a company, our customer, comfort is very key, so the maintenance will give that .
Feedback:
This response is unclear and lacks specific details regarding ongoing maintenance costs and their impact on the budget. It's essential to provide concrete examples of what maintenance costs entail and how they can be budgeted over time. Additionally, the phrasing is awkward and could confuse the prospect. A more effective approach would involve inviting the prospect to share their current budget concerns and discussing how regular maintenance could prevent larger expenses down the line, thereby adding value to their investment. Overall, this answer does not effectively engage with the prospect or provide a solid understanding of maintenance costs, leading to a missed opportunity for rapport-building and solution-focused dialogue.
5.
5
/ 10Question:
"I've heard mixed reviews about this area; how do you ensure quality and reliability in the properties you sell?"
Answer:
By working with FCDA to ensure due diligence and checks on all our properties. And also we follow all due process for allocation, so you can rest assured of that.
Feedback:
This response starts by mentioning the collaboration with FCDA for due diligence, which is a good point; however, it lacks specificity about the steps taken and how these directly impact the quality of the properties. Additionally, simply stating that the prospect can 'rest assured' does not provide the reassurance they might be looking for. A more engaging approach would involve inviting the prospect to share their specific concerns about the area or properties and then addressing those directly. Offering examples of past successes or testimonials from satisfied customers could further enhance trust. Overall, while the intention is there, the answer requires more depth and a collaborative tone to effectively address the prospect's concerns.
6.
5
/ 10Question:
"What support can I expect after the purchase, especially as a first-time buyer?"
Answer:
1. We can handle your maintenance services.2. follow up with all due diligence and checks
3. We have a team of decorator that we can introduce to you to give you a comfortable go home based on your budget.
Feedback:
This response attempts to address post-purchase support by listing specific services, which is a positive start. However, it lacks clarity and structure, making it difficult for the prospect to understand the full scope of support available. It would be beneficial to elaborate on each point, explaining how maintenance services will be managed, what due diligence checks will continue after the purchase, and how the decorator team will assist the buyer. Moreover, engaging the prospect by asking about their specific needs or concerns would create a more collaborative atmosphere. Overall, while the intention to provide support is good, the execution needs improvement to effectively reassure a first-time buyer.
7.
4
/ 10Question:
"I still have concerns about how quickly I can close this deal given my fiscal year constraints."
Answer:
As soon as payment is confirmed, we work on signing all necessary paperwork and then your key is ready for pickup, we would work as fast as we can to meet up with your time.
Feedback:
This response provides a basic outline of the closing process, mentioning the steps involved once payment is confirmed. However, it lacks specific details regarding how long each step typically takes and how you can further expedite the process to align with the prospect's fiscal year constraints. Engaging the prospect with questions about their timeline and urgency would showcase your willingness to accommodate their needs. Furthermore, you could emphasize your commitment to a seamless closing experience, potentially offering to prioritize their transaction. Overall, the response needs more clarity and a stronger solution-oriented approach to effectively address the prospect's concerns.
8.
3
/ 10Question:
"How do you handle customization options if I want to make changes after the sale?"
Answer:
We look at our company,s policy in order for due process to be carried out, and we work together to give you the comfort you deserved, however in the case of rentals there are limitations.
Feedback:
This response acknowledges the concern about customization options, but it lacks clarity and specific details on how customization is handled post-sale. Instead of vaguely mentioning company policies, it would be more effective to explain the specific processes involved and what limitations may exist. Additionally, engaging the prospect with questions about their specific customization needs would create a more collaborative approach. The phrasing is somewhat awkward and could be refined for better communication. Overall, the response fails to provide a clear understanding of the customization options and does not fully engage the prospect's concerns or desires.
9.
3
/ 10Question:
"What are the implications if I decide to go with a different property?"
Answer:
After payment has been made or before, this question is on clear, can l have more clarity. However if it is before payment, we look at the price difference if any, and you can made payments for that, but after payment, we follow what the policy says. No refund of course if you have purpose the property already in good terms. But we work together to give you the best.
Feedback:
This response attempts to address the prospect’s concern about the implications of choosing a different property, but it lacks clarity and structure. The phrasing is awkward, making it difficult for the prospect to fully grasp the implications of their decision. Instead of focusing solely on payment and policy, it would be more effective to discuss the potential consequences of their choice, such as lost deposits, market conditions, or other opportunities that may arise. Engaging the prospect with questions about their priorities or concerns regarding the properties could provide a more collaborative approach. Overall, this response needs to be more informative and customer-centric to effectively address the prospect's query.
10.
4
/ 10Question:
"I’m worried about the potential disruption this move might cause to my current operations."
Answer:
That is understandable, but change is constant, considering how comfortable and fulfilling this new apartment is, we can help you out with some professionals who can work with you with your specific needs to make it faster for you, you can always count on our support.
Feedback:
This response acknowledges the prospect's concern about potential disruption, which is a good start. However, it lacks clarity and specificity regarding how the move will be managed to minimize disruption. Rather than just stating that change is constant, it would be more effective to outline specific strategies or services that can alleviate their concerns, such as a detailed moving plan or assistance with logistics. Additionally, engaging the prospect with questions about their specific operational needs during the transition would create a more collaborative approach. Overall, while the intention to provide support is evident, the execution does not fully address the prospect's worries in a concrete or actionable way.