Real estate
Sales Assessment Results by Abrar Lohani
53
Needs Improvement
10 questions
Maximum score: 100
Completed in
It's time for some tough love. Your performance is hovering around average, and I won't sugarcoat it—this is not where you want to be. You demonstrated some basic techniques like active listening and acknowledging customer concerns, which are good starts. However, you consistently fell short in depth and engagement. You need to dig deeper into your prospects' issues. Instead of skimming the surface with general reassurances, ask targeted questions that uncover their true fears and needs. You’ve got the right instincts, but you're missing the execution.
To elevate your game, I suggest you dive into Solution Selling and the Consultative Selling techniques. These will push you to not only identify pain points but also to tailor your responses with specific solutions that resonate with your prospects.
Here's your memorable coaching moment: "Selling isn’t just about talking; it’s about connecting. If you want to be a sales champion, you need to get comfortable with discomfort—ask the hard questions and engage in the real conversation." Time to sharpen those skills and show up with confidence!
Question Breakdown
1.
4
/ 10Question:
"I'm worried about the monthly mortgage payments fitting into my budget."
Answer:
That is a very valid concern. Does it make sense to evaluate your budget to see if your can make this payment work?
Feedback:
The response acknowledges the concern of the prospect, showing some level of active listening. However, it lacks depth in addressing the worry about the monthly mortgage payments. Instead of just suggesting to evaluate the budget, the salesperson could explore the prospect's financial situation further, perhaps by asking more targeted questions about their income and expenses. Additionally, providing some reassurance about options available, such as different mortgage plans or potential financial assistance, would have demonstrated a more solution-focused approach.
2.
5
/ 10Question:
"What if this place isn't as valuable in a few years?"
Answer:
What concerns do you have if that is the case? Would it help to understand that in the long run real estate has always had appreciation?
Feedback:
The response begins well by acknowledging the concern about future property value, which shows active listening. However, it falls short in-depth exploration; simply asking about the prospect's concerns may not elicit a productive conversation. Moreover, while mentioning that real estate generally appreciates over time is a positive point, it would be more effective to provide specific data or case studies that demonstrate market trends in the area, or to discuss factors that could influence property value positively. A stronger approach would involve unpacking the prospect's fears about depreciation and addressing them with tailored solutions or insights specific to the property or neighborhood. Overall, the response could be improved by deepening the inquiry and presenting more compelling evidence to reassure the prospect.
3.
5
/ 10Question:
"I need to know how long the closing process will take before I can commit."
Answer:
of course you wanna know how long this process would take. Typically in a normal real estate transaction we can get to Settlement within 30 to 45 days.
Feedback:
The response correctly acknowledges the prospect's concern about the timeline for closing, which demonstrates active listening. However, it could improve by providing additional context or factors that might affect the closing timeline, such as potential delays due to financing or inspections. Furthermore, it would be beneficial to reassure the prospect about communication throughout the process and offer to keep them updated on any developments. This not only addresses the objection more comprehensively but also fosters a collaborative approach that can build trust. Overall, the answer lacks depth and engagement that could better inform the prospect's decision-making process.
4.
5
/ 10Question:
"Is this house going to need a lot of repairs after I buy it?"
Answer:
It’s possible. Any house that you consider will need some amount of repairs. The best thing to do is to get an inspection of the property so you can better understand what it needs to get repaired and what you can update over overtime
Feedback:
The response acknowledges the possibility of needing repairs, which is a good start. However, it lacks depth and reassurance. It would be more effective to actively probe into the prospect's specific concerns about repairs and address them directly. Additionally, providing information on the importance of inspections, what they typically cover, and how they can help mitigate future repair costs would enhance the response. This approach would show more empathy towards the prospect's worries and demonstrate a stronger solution-focused mentality. Overall, the answer could benefit from greater engagement and proactive communication.
5.
6
/ 10Question:
"How does this property compare to others in the neighborhood price-wise?"
Answer:
that’s a great question and to understand this we’d have to do a comparable market analysis to understand what other houses in the neighborhood has sold for. I would not want you to purchase a house for way more than other houses are selling for in a comparable condition.
Feedback:
The response begins well by acknowledging the prospect's question, indicating that the salesperson values the inquiry. However, it lacks depth in providing immediate context or information that could engage the prospect further. While mentioning a comparable market analysis is a solid approach, it would be beneficial to briefly explain what that entails and how it can help the prospect make a more informed decision. Additionally, offering some preliminary data, like average prices or recent sales in the area, could enrich the conversation and demonstrate the salesperson's expertise. A more consultative tone could also foster a collaborative atmosphere, enhancing trust and rapport. Overall, while the answer addresses the question, it could be more engaging and informative.
6.
7
/ 10Question:
"I’m concerned about the commute – will this location really work for my lifestyle?"
Answer:
I love the way you were thinking about this. You have to think about your day-to-day and try to understand if you can see yourself living here. Is it near the place you’re frequent the most often? Do you have other friends or family in the area? Sometimes a commute can be a sacrifice if it checks all of the other boxes.
Feedback:
The response demonstrates good engagement by acknowledging the prospect's concern and encouraging them to think through their daily routine and connections to the area. This shows a consultative approach, fostering a relationship. However, it could be enhanced by offering specific insights about the commute, such as average travel times, public transport options, or local amenities, as these details would provide more value and reassurance. Additionally, probing deeper into what 'boxes' are most important to the prospect could lead to a more tailored solution. Overall, while the tone is positive and encourages reflection, the response lacks concrete value exploration that would better address the prospect's lifestyle concerns.
7.
5
/ 10Question:
"What if I don’t feel comfortable with the school district after I move in?"
Answer:
It’s possible you end up in a school district. You don’t like but chances are we can try to get ahead of this by talking to neighbors and other people that live in the school. Worst case scenario there are always options of private school or homeschooling if those work for you
Feedback:
The response begins to acknowledge the prospect's concern about discomfort with the school district, which is important for addressing their needs. However, it lacks clarity and depth. The phrasing is somewhat awkward, particularly the part about 'you end up in a school district.' It would be better to directly address how to assess the quality and fit of the school district before moving in, perhaps by discussing local school performance metrics or offering to arrange meetings with parents or school representatives. Additionally, while mentioning alternatives like private schooling or homeschooling is useful, it could be more solution-focused by emphasizing proactive steps to ensure the prospect feels confident about their decision. Overall, the response could benefit from more structured communication and a stronger emphasis on exploring the value of the school district ahead of time.
8.
5
/ 10Question:
"Can we find something that fits my needs without compromising on my wish list?"
Answer:
If you are willing to be patient, the perfect home will present itself. However, it might take a little bit of compromise to get there. I strongly recommend having must have list and a nice to have a list.
Feedback:
The response starts positively by acknowledging the prospect's desire for a home that meets their needs without compromise. However, it could benefit from deeper engagement with the prospect's specific wishes and needs. Instead of suggesting patience and compromise upfront, the salesperson should explore what the prospect's must-haves are and what their wish list entails. This approach would demonstrate active listening and allow the salesperson to offer tailored options that might satisfy both the must-haves and nice-to-haves. Additionally, providing examples of how other clients have successfully found homes that matched similar criteria could enhance the response. Overall, while the suggestion to create a list is useful, the response lacks a more collaborative approach and deeper inquiry into the prospect's specific needs.
9.
6
/ 10Question:
"I’ve heard stories about properties losing value; how do I avoid that?"
Answer:
Making sure you buy the property at the right price is the most important thing. If you overpay on the front end, then yes it’s possible you could lose value overtime. However, if you make a smart financial decision to start with, you should not end up losing value.
Feedback:
The response starts by addressing the concern about property value loss by emphasizing the importance of purchasing at the right price. This demonstrates an understanding of the prospect's worries but lacks depth and detail. Instead of only focusing on the price, the salesperson could explore additional factors that influence property value, such as market trends, neighborhood developments, and comparable sales data. Providing specific strategies for evaluating property value, such as conducting market analysis or considering long-term investment forecasts, would enhance the solution-focused approach. Furthermore, the tone could be more reassuring by acknowledging the emotional aspect of such a significant investment and guiding the prospect through the decision-making process. Overall, while the response touches on a key point, it could benefit from a more comprehensive exploration of value preservation strategies.
10.
5
/ 10Question:
"What if the inspection reveals issues that weren’t disclosed?"
Answer:
I can almost guarantee you there will be items that come up that or not disclosed. That is the whole point of doing an inspection and having an inspection contingency. If we feel the items are too great to overcome, we can always renegotiate with the seller.
Feedback:
The response acknowledges the potential for undisclosed issues during an inspection, which reflects some understanding of the prospect's concern. However, the phrasing is somewhat problematic, as stating "I can almost guarantee you" may come off as overly negative or alarming. Instead, it would be more effective to emphasize the importance of inspections in identifying issues and to reassure the prospect about the vetting process. Providing a brief explanation of the inspection contingency and how it protects buyers can enhance understanding and confidence. Additionally, it would be beneficial to explore the prospect's specific worries about undisclosed issues to provide a more tailored response. Overall, while the response touches on key points, it lacks a positive tone and could be more informative and reassuring.