Real estate
Sales Assessment Results by Moses Jonathan Stephen
62
Developing Closer
10 questions
Maximum score: 100
Completed in
Let’s get real here: your performance isn’t cutting it. With an average score of 6.2, it’s clear you have potential, but you’re not consistently hitting the mark. Your strongest technique seems to center around addressing operational efficiency and post-purchase support, showing that you can recognize and validate customer concerns. However, what’s glaringly missing is your ability to dig deeper and engage with the prospect’s unique needs and pain points. You often bypass opportunities to ask follow-up questions or explore their long-term goals, which is crucial in building that trust and relationship.
You need to prioritize honing your consultative selling skills. Dive into the art of asking the right questions and truly listening to what your prospects are saying. Additionally, studying Solution Selling could help you better present tailored solutions that resonate with their specific challenges, rather than just listing features.
Here’s your coaching moment: sales is about collaboration and curiosity. Don’t just provide answers; ask questions that guide the conversation and reveal the prospect’s true needs. Think of it as a dance—lead them through the steps, but make sure you’re listening to their rhythm. Engage them more, and you’ll see your scores—and your sales—climb.
Question Breakdown
1.
1
/ 10Question:
"I'm concerned about how this property aligns with our long-term business vision."
Answer:
It durable, conducive and it also has all it takes that you need to Carry on with your business vision, 24/7 electricity and water, and also has a tight security
Feedback:
The response lacks clarity and fails to directly address the prospect's concern about alignment with their long-term business vision. Instead of focusing on the property's features, you should explore how the property supports their specific strategic goals. Additionally, there is a lack of curiosity and discovery; you missed the opportunity to ask questions that could clarify their vision and needs. Overall, the response does not effectively demonstrate value or engage in a collaborative manner.
2.
2
/ 10Question:
"Given the current market conditions, I'm not sure if now is the right time to commit to a purchase."
Answer:
🤗🤗 sir, this purchase will be very useful to you if not today in the future, cause it located in a very open environment and close to the main road this is the best property you can get, you can't get this anywhere sir
Feedback:
The response fails to address the prospect's concern regarding market conditions and the timing of the purchase. Instead of focusing on the property's location, it should have acknowledged the objection, perhaps exploring the current market trends or providing data that supports making a purchase now. There is also a lack of curiosity; the response does not ask any follow-up questions to understand the prospect's specific concerns or hesitations. Overall, the answer does not effectively engage the prospect or demonstrate a solution-focused approach.
3.
5
/ 10Question:
"What about the integration of this property into our existing assets?"
Answer:
First, we assess how the new property aligns with your existing asset goals.
Does it match the same location, target market, and asset class? For example, if your existing assets are luxury residential estates in Kaduna, this new property should attract the same
Feedback:
The response begins well by addressing the need for alignment with the existing assets, which is crucial for the prospect's concern. However, it lacks a more thorough exploration of how the integration will work in practice. Consider asking follow-up questions to better understand the prospect's current assets and their strategic goals. This could help you tailor your response and demonstrate a stronger solution-focused approach. Additionally, offering specific examples or value that the new property could bring to enhance their existing portfolio would add depth to your answer. Overall, while there's a good starting point, more engagement and detailed exploration of the integration process is needed.
4.
7
/ 10Question:
"Can you explain how this investment will enhance our operational efficiency?"
Answer:
By adding this property to our existing portfolio, we can manage it under the same property management team, security, and maintenance vendors we already use.
Instead of creating new processes, we leverage what’s already working. This reduces overhead per unit and makes operations more cost-effective.
Feedback:
The response effectively addresses the concern about enhancing operational efficiency by highlighting the benefits of integrating the new property into the existing portfolio. It emphasizes the use of the same property management team and vendors, which is relevant and valuable. However, to strengthen the response, consider asking questions to understand the specific operational challenges the prospect currently faces. This would show curiosity and a willingness to tailor your solution further. Overall, the explanation is clear and demonstrates a solution-focused approach, but there is room for deeper engagement with the prospect's unique situation.
5.
8
/ 10Question:
"We have strict budget constraints this fiscal year; how can you justify the cost?"
Answer:
I understand the budget is tight this year. That’s exactly why we need to look at return per naira spent.
This property isn’t just a cost — it’s a revenue driver. Based on projections, it will generate ---- ROI within 18-24 months through sales/rentals. So it pays for itself and then contributes to next year’s budget.
Feedback:
The response effectively acknowledges the prospect's budget constraints, which shows an understanding of their situation. It also introduces the concept of return on investment (ROI) as a justification for the cost, framing the property as a revenue-generating asset rather than just an expense. However, the response would benefit from specific data or examples to support the ROI claims, as well as a clearer explanation of how this will directly impact the prospect's budget in the near term. Additionally, asking follow-up questions to understand the prospect's specific budget limitations could foster a more collaborative dialogue. Overall, the response is strong but could be enhanced with more detailed evidence and engagement.
6.
8
/ 10Question:
"How will you ensure the property meets our specific quality and reliability standards?"
Answer:
We protect our quality standards by Using approved materials and contractors that have delivered for us before. Multi-stage inspections has been made by our in-house team and independent engineers, and the Final quality audit before any property is listed or delivered
We don’t rush delivery at the expense of quality. Our property should still be solid and reliable 10 years from now. That’s the promise we keep.
Feedback:
The response effectively addresses the prospect's concern about quality and reliability by detailing the measures in place to ensure standards are met, such as using approved materials and conducting multi-stage inspections. This demonstrates a commitment to quality and builds trust. However, the response could be enhanced by providing specific examples of past successful projects or client testimonials to reinforce credibility. Additionally, asking the prospect about their specific quality standards or past concerns could foster a more collaborative dialogue. Overall, the response is solid but could benefit from more engagement and proof of quality assurance processes.
7.
8
/ 10Question:
"What support will you provide post-purchase to mitigate any potential issues?"
Answer:
Every client gets a direct point of contact not a general line. So if there’s an issue with documentation, maintenance, or facilities, they know exactly who to reach. Response time target: 24-48 hours.
Feedback:
The response effectively addresses the prospect's concern about post-purchase support by emphasizing the provision of a direct point of contact for any issues related to documentation, maintenance, or facilities. This approach demonstrates accountability and reassures the client that they will have dedicated support. However, to enhance this response further, consider expanding on the types of issues that are commonly encountered and how your support team resolves them. Additionally, you could inquire about any specific concerns the prospect has regarding post-purchase support, which would show curiosity and a collaborative approach. Overall, the response is strong, but a deeper exploration of support mechanisms and proactive engagement with the prospect's concerns would strengthen it further.
8.
7
/ 10Question:
"How do you address concerns about the potential learning curve for our team?"
Answer:
This property integrates into our existing asset type. So 70% of the process — sales pitch, documentation, client management — is already familiar to the team. We’re not starting from zero.
Feedback:
The response effectively addresses the prospect's concern about the learning curve by emphasizing the familiarity of the team with 70% of the processes involved. This is a solid point, as it reassures the prospect that there will not be a significant learning barrier. However, to enhance the response, consider elaborating on specific training or support that will be provided to ease the transition. Additionally, asking about any particular areas where the team feels less confident could show curiosity and a willingness to tailor support to their needs. Overall, while the response is clear and relevant, there is room for deeper engagement and collaborative discussion.
9.
8
/ 10Question:
"We've had past experience with similar purchases that didn't go as planned; how can you assure me this will be different?"
Answer:
I completely understand your concern, especially if you've had disappointing experiences before. What makes this different is our commitment to transparency, quality, and support throughout the process. We'll clearly communicate expectations, provide regular updates, and stand behind what we deliver. If you have specific concerns based on your past experience, I'd be happy to address them so we can make sure this purchase meets your expectations.
Feedback:
The response effectively acknowledges the prospect's previous negative experiences, demonstrating empathy and understanding. By emphasizing transparency, quality, and support, it reassures the prospect that this time will be different. Additionally, the offer to address specific concerns shows a willingness to engage in a collaborative dialogue. However, the response could be strengthened by providing specific examples of how you have successfully supported past clients or outlining any unique processes that differentiate your approach. Overall, this is a solid response that engages the prospect but could benefit from deeper exploration of their concerns and proactive reassurance based on past successes.
10.
8
/ 10Question:
"I'm worried about the impact of this purchase on our current priorities and staff availability."
Answer:
It's important that any purchase supports your current priorities rather than disrupts them. We can work with you to plan the implementation around your team's availability, phase the rollout if needed, and minimize the impact on day-to-day operations. Before moving forward, I'd like to understand your biggest staffing or scheduling constraints so we can tailor an approach that fits your organization.
Feedback:
The response effectively acknowledges the prospect's concern about the impact of the purchase on their current priorities and staff availability. It highlights a commitment to aligning the implementation with their needs, which is a good start. Additionally, the offer to understand specific staffing or scheduling constraints demonstrates curiosity and a collaborative approach. To strengthen the response further, consider providing examples of how similar situations have been handled successfully in the past or suggesting specific strategies that can be employed to ensure a smooth integration. Overall, this response is solid, showing active listening and engagement, though it could benefit from more detailed insights into potential solutions.