Property
Sales Assessment Results by Esther Mopelola
31
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's not sugarcoat this: your performance is falling short of expectations, and it's time to step up your game. The consistent feedback points to a lack of specificity, clarity, and engagement in your responses. This isn't just about missing the mark; it's about failing to build trust and rapport with prospects. You’re not just selling a product; you’re selling confidence, and right now, that confidence is lacking. You need to dig deeper into the specifics of your prospect's concerns. Instead of vague mentions of plans or strategies, provide concrete details that show you truly understand their needs. Your responses are too brief and often dismissive, which can make prospects feel unheard. You need to practice the art of empathy and active listening—make your prospects feel valued by addressing their fears directly and inviting them to share more about their situations.
I recommend you focus on honing your consultative selling and objection handling techniques. These will help you develop a more solution-focused approach that engages your prospects and addresses their specific concerns directly. Start practicing how to ask open-ended questions to explore their needs more thoroughly, and make it a habit to provide detailed, tailored responses that demonstrate your expertise.
Here's your coaching moment: remember that selling is about connection. If you can’t connect with your prospects on a personal level, you’re just another salesperson in the crowd. Make your prospects see that you’re there to support them, not just to make a sale. Get ready to put in the work; it’s time to transform your approach from transactional to truly consultative.
Question Breakdown
1.
2
/ 10Question:
"We're concerned about the current market conditions and how they might affect our investment in this property."
Answer:
We have made proper research and analysis and development I can tell you sure you don’t have anything to worry about but we still take your concerns seriously
Feedback:
The response lacks specificity and clarity; it does not address the prospect's specific concerns about market conditions adequately. Simply stating that research has been done is not enough to reassure the prospect. It's crucial to provide evidence or insights that demonstrate an understanding of current market trends and how they relate to their investment. Additionally, the tone could be more professional and empathetic, as it currently comes off as dismissive rather than supportive. There is no engagement or follow-up questions to further explore the prospect's worries or to build rapport.
Overall, the response misses the opportunity to establish trust and effectively alleviate the prospect's fears.
2.
1
/ 10Question:
"Given the high price sensitivity right now, how can we justify this cost to our upper management?"
Answer:
Leadership
Decisions making
Risk management
Feedback:
The response fails to address the specific objection about justifying costs to upper management effectively. Merely mentioning 'leadership', 'decisions making', and 'risk management' does not provide any actionable insights or concrete strategies for how to alleviate the concern about high price sensitivity. The answer lacks clarity, detail, and a connection to the prospect's needs. It does not engage the prospect or explore potential value propositions or cost-benefit analyses that could help justify the investment. This approach misses an opportunity to build rapport and demonstrate understanding of the prospect's situation.
3.
2
/ 10Question:
"We have a tight onboarding process for new properties; how will you ensure a smooth transition without disrupting our operations?"
Answer:
Plan ahead timing and presentation matters more than speed
Feedback:
The response is vague and does not directly address the prospect's specific concern about a tight onboarding process. While mentioning 'planning ahead' is a good start, it lacks detail on how you intend to manage the transition effectively. The prospect needs reassurance on specific strategies or processes you have in place to ensure minimal disruption to their operations. Additionally, the mention of 'timing and presentation' without clear context does not provide a solution-focused approach or demonstrate an understanding of the prospect's needs. Overall, this response fails to engage the prospect or build confidence in your ability to support their transition.
To improve, consider outlining specific steps or strategies you would implement to ensure a smooth onboarding process.
4.
2
/ 10Question:
"What measures do you have in place to guarantee that this property will maintain its value and not become a burden in the future?"
Answer:
Upgrade and renovation
Insurance and risk mitigation
Feedback:
The response is too brief and lacks detail, failing to adequately address the prospect's concern about maintaining property value. Simply listing 'upgrade and renovation' and 'insurance and risk mitigation' without elaboration does not convey a clear plan or assurance. The prospect needs specific examples or strategies that demonstrate how these measures will be implemented effectively to protect their investment. There is also no elaboration on how these strategies will prevent the property from becoming a burden. To improve, provide a more comprehensive explanation of each measure, including how they directly correlate to value maintenance and risk management.
5.
5
/ 10Question:
"We're worried about the long-term reliability of this property; what assurances can you provide regarding its upkeep and support?"
Answer:
We have a long term management plan in place for the property which includes maintenance and lifetime upgrades
Feedback:
The response indicates that there is a long-term management plan, which is a good starting point. However, it lacks specific details that would effectively address the prospect's concerns about long-term reliability and upkeep. It would be beneficial to elaborate on what the management plan entails, how maintenance will be conducted, and what 'lifetime upgrades' means in practical terms. Providing examples or case studies of previous properties managed under similar plans could strengthen your response. Additionally, addressing potential questions about how to handle unexpected issues or the frequency of maintenance checks would further reassure the prospect. Overall, while the response initiates the conversation, it needs to be more comprehensive to build trust and confidence.
Engagement with the prospect through follow-up questions about their specific concerns could also improve rapport and show that you are truly listening to their needs.
6.
5
/ 10Question:
"Can you explain how this property aligns with our company's vision for sustainable practices?"
Answer:
This property embodies our company’s sustainability vision through energy efficiency waste management and alignment with our commitment to growth
Feedback:
The response touches on key elements of sustainability like energy efficiency and waste management, which is relevant to the objection. However, it lacks specific details on how these practices are implemented and how they directly align with the prospect's sustainability vision. There is an opportunity to provide examples or statistics that illustrate the effectiveness of these sustainable practices in the property. Additionally, the tone could be more engaging; asking a follow-up question to understand the prospect's specific sustainability goals would enhance collaboration and show genuine interest. Overall, while the response has potential, it needs more depth and personalization to fully address the objection.
7.
3
/ 10Question:
"With our existing vendor relationships, how do we know this investment won't lead to complications or conflicts down the line?"
Answer:
Our relationships are strong and well established with proven task and performance any potential risk are mitigated through pro active outsourcing
Feedback:
The response attempts to address the prospect's concern about vendor relationships and potential risks, but it falls short in clarity and detail. Simply stating that relationships are 'strong and well established' does not provide the prospect with confidence or specific evidence of how conflicts will be avoided. The phrase 'proven task and performance' is vague and does not illustrate how these relationships would directly prevent complications. Furthermore, the mention of 'proactive outsourcing' lacks context—it's unclear how this specifically relates to the prospect's situation. To improve, you could include examples of how you have successfully navigated similar situations in the past, outline clear communication strategies, or address how conflicts have been managed effectively in previous partnerships. Engaging with a follow-up question to understand their specific concerns about vendor relationships would also enhance the discussion.
8.
3
/ 10Question:
"I'm not sure this property will fit our current priorities; can you help me see its practical benefits for our immediate needs?"
Answer:
Location and proximity rental value and flexibility to future growth
Feedback:
The response attempts to address the prospect's concerns about the property's fit with their current priorities, but it lacks depth and clarity. Simply listing 'location and proximity', 'rental value', and 'flexibility to future growth' does not provide a comprehensive answer to how these factors meet the prospect's immediate needs. More elaboration is necessary to explain how each of these benefits directly impacts the prospect's current priorities. Engaging the prospect with follow-up questions to better understand their specific needs would enhance rapport and show that you are actively listening. Overall, this response needs to be more solution-focused and personalized to effectively demonstrate value.
9.
4
/ 10Question:
"What happens if we encounter unexpected costs after purchase? Can you provide clarity on potential hidden costs?"
Answer:
While property carries potential and unexpected cost we manage risk through due diligence inspections review and maintenance records
Feedback:
The response attempts to address the prospect's concerns regarding unexpected costs, but it lacks clarity and detail. While mentioning 'due diligence inspections' and 'maintenance records' is a good start, it does not provide enough information on how these processes specifically mitigate the risk of hidden costs. The prospect would benefit from examples or explanations of how these inspections are conducted, what they entail, and how they contribute to transparency in potential costs. Moreover, the response could be enhanced by inviting the prospect to discuss their specific concerns about costs or providing assurance through case studies or testimonials of previous clients who faced similar situations. Overall, the response needs to be more comprehensive to instill confidence in the management of unexpected costs.
10.
4
/ 10Question:
"How can we be sure that the ROI from this property will meet our expectations given the fluctuating market trends?"
Answer:
While market fluctuations are inevitable the expectated roi is base on data given funds insurance planning and management of the property
Feedback:
The response acknowledges the inevitability of market fluctuations, which is a good start, but it falls short in clarity and detail. It introduces the concept of ROI being based on 'data given funds, insurance, planning, and management' but lacks specific examples and actionable insights that would help the prospect understand how these factors will contribute to achieving their ROI expectations. It would be beneficial to elaborate on the specific types of data used, the strategies in place for management, and how insurance plays a role in mitigating risks associated with fluctuations. Additionally, engaging with the prospect by inviting them to discuss their specific ROI expectations or concerns could enhance rapport and demonstrate active listening. Overall, the response needs to be more comprehensive and solution-focused to instill confidence in the anticipated ROI.