Real estate
Sales Assessment Results by Esther
41
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here: your performance is falling short, and it's time to step it up. You’ve shown some awareness of the prospects' concerns, which is a decent start. However, your responses are lacking in substance and structure. Right now, you’re skimming the surface instead of diving deep into their issues. You need to harness the power of techniques like Solution Selling and Consultative Selling. These will help you genuinely engage with your prospects, understand their pain points, and craft tailored solutions that resonate with their needs.
There’s a consistent pattern of acknowledgment without follow-through. You recognize concerns but often fail to provide the depth and reassurance required to build trust. Start asking more probing questions to uncover the real issues, and don't shy away from offering detailed, informative responses. Transparency and collaboration are what will set you apart.
I suggest you practice the SPIN Selling technique. It will help you develop your ability to ask the right questions and understand the implications of your prospects' situations. Also, dive into the AIDA Model to create more compelling narratives that guide your prospects to take action.
Here’s your coaching moment: remember that every prospect is looking for someone who can not only listen but also provide clarity and solutions. You have the potential to be that person, but you need to dig deeper and show that you truly understand their world. Transform your approach from just answering questions to actively guiding them through their concerns. Get to work!
Question Breakdown
1.
3
/ 10Question:
"I'm concerned about how the monthly mortgage payments will fit into my current budget, especially with rising interest rates."
Answer:
I understand you and your concern is valid, can you please let me know what your can amount can work for you monthly? We could work around other payments plan
Feedback:
Your response acknowledges the prospect's concern, which is a good start. However, it lacks clarity and structure. You should provide more context about how mortgage payments can be managed, perhaps by discussing different loan options or payment plans. Additionally, consider asking more probing questions to fully understand their budget and financial situation. This would show active listening and a deeper level of engagement. Overall, your response does not fully address the concern or demonstrate a strong solution-focused approach.
2.
4
/ 10Question:
"What if I encounter unexpected costs during the buying process that weren't disclosed upfront?"
Answer:
I get you, I assure you that you won’t encounter any unexpected cost during the buying process because all what you’ll have to pay for is in the amount communicated to you
Feedback:
Your response attempts to address the prospect's concern about unexpected costs but lacks depth and reassurance. Simply stating that there won't be unexpected costs is not enough; you should explain how you ensure transparency in the process and what measures you have in place to disclose all costs upfront. Consider inviting the prospect to ask questions about specific costs or potential contingencies they might be worried about. This would show active listening and provide a more collaborative approach, building trust with the prospect.
3.
4
/ 10Question:
"I'm worried about how long it will take to close on this property, considering the market's current pace."
Answer:
Okay I understand that you want a property that closes faster, I’m sorry for any inconveniences however I’ll like to let you know we’re taking all the time to make sure everything is ready for you
Feedback:
Your response acknowledges the prospect's concern about the closing timeline, which is a good first step. However, it lacks clarity and detail. Instead of simply apologizing for the inconvenience, provide more information about the typical closing process in the current market and how you are managing timelines to ensure a smooth experience. Consider explaining what factors might contribute to delays and how you are proactively working to minimize them. Additionally, invite the prospect to share specific concerns they might have regarding the timeline to demonstrate active listening and build trust. Overall, your response needs more structure and a stronger focus on reassurance and solutions.
4.
5
/ 10Question:
"How can I be certain this property will maintain its value in a fluctuating market?"
Answer:
This is a valid concern, because of the location of this property and from the kinds of development happening around this property, the property will not just maintain value but will increase in value
Feedback:
Your response acknowledges the prospect's concern about property value, which is a solid start. However, it lacks specific supporting details that would provide reassurance. To strengthen your answer, consider providing data or trends that demonstrate how the location and developments are positively impacting property values over time. It would also be beneficial to discuss local market conditions and any historical context that supports your claim. Additionally, inviting the prospect to ask questions or express further concerns would create a more collaborative dialogue. Overall, while your response offers an optimistic view, it needs more depth and substantiation to effectively address the concern.
5.
4
/ 10Question:
"What if I need to make significant renovations soon after moving in–is that something I should factor into my budget?"
Answer:
We’ve got you covered on that, prior to listing this property for sale, all renovations and maintenance has been put to place
Feedback:
Your response attempts to alleviate the concern by stating that renovations and maintenance have already been addressed, which is a positive point. However, it lacks depth and does not fully engage with the prospect's concern about potential future renovations they may need to undertake. It would be beneficial to ask the prospect about their specific renovation worries or budget considerations, as well as provide information on how you can assist them with future renovations or maintenance plans. This would demonstrate a more solution-focused and collaborative approach, fostering trust and rapport. Overall, your response needs more engagement with the prospect's perspective and should invite further discussion on their needs.
6.
4
/ 10Question:
"I just learned about a new development nearby that might lower property values in this area; how does that affect my decision?"
Answer:
I understand you, I’ll like know, what’s more important to you? Peace of mind or saving some money
Feedback:
Your response attempts to address the prospect's concern but doesn't directly answer the question about how the new development could impact property values. Instead of pivoting to a choice between peace of mind and saving money, you should provide specific information about how new developments can affect property values, both positively and negatively. Additionally, consider asking follow-up questions to explore the prospect's concerns further and demonstrate understanding. Engaging the prospect in a dialogue about their feelings towards the development and its potential impact would help build rapport and trust.
Overall, your response could benefit from more informative content and a focus on addressing the specific objection raised.
7.
4
/ 10Question:
"I have a friend who had a bad experience with their first home purchase; how can I avoid those pitfalls?"
Answer:
I understand you, I can provide you the necessary documents so you can do ur search with your lawyer on the property if that’s okay with you
Feedback:
Your response acknowledges the prospect's concern, which is a positive start. However, it lacks depth and does not directly address how they can avoid pitfalls in their home buying process. Rather than just offering to provide documents, consider discussing common issues that arise in home purchases and how you plan to mitigate those risks. This could include explaining your thoroughness in the buying process, your commitment to transparency, and how you can support them through legal or inspection processes. Additionally, inviting the prospect to share specific concerns from their friend's experience would demonstrate active listening and enhance trust. Overall, your response should focus more on providing reassurance and guidance tailored to their concern.
8.
5
/ 10Question:
"Given my busy schedule, how much time should I realistically expect to dedicate to the buying process?"
Answer:
I understand you’re busy, that’s why I’ve taken my time to compress the process to a level where with as little as 5min of ur time you’ll be done with the problem
Feedback:
Your response acknowledges the prospect's busy schedule, which is a good starting point. However, it lacks concrete details about what the buying process entails and how you plan to streamline it effectively. Rather than suggesting that it only takes 5 minutes, consider providing a brief overview of the key steps in the buying process and how you will assist in each one to minimize their time commitment. Additionally, asking the prospect if they have specific days or times that work best for them could enhance your engagement and show you care about their needs. Overall, your response needs more clarity and a stronger focus on collaboration to instill confidence in the prospect.
9.
4
/ 10Question:
"I’m not sure if my lifestyle truly fits this neighborhood; what can you tell me about the community?"
Answer:
Okay I get you, if you’re interested in living in a community that shows class, you’re in the right place
Feedback:
Your response attempts to address the prospect's concern by promoting the community's image as one that 'shows class.' However, it lacks specific details or examples that would help the prospect understand how the community aligns with their lifestyle. To strengthen your response, consider discussing aspects of the neighborhood such as amenities, schools, local culture, recreational activities, and community events that could resonate with the prospect's lifestyle. Additionally, asking follow-up questions about what specific lifestyle factors they are concerned about can foster a more engaging conversation and demonstrate active listening. Overall, your response needs more depth and personalization to effectively address the prospect's inquiry.
10.
4
/ 10Question:
"What if I find a more affordable property with similar features elsewhere—how does this compare?"
Answer:
I understand you however this property offers more than just peace of mind
Feedback:
Your response acknowledges the prospect's concern about affordability, which is a positive start. However, it lacks specific details that would help justify why this property is the better choice compared to others. Instead of simply stating that it offers 'more than just peace of mind,' provide concrete reasons that highlight the unique benefits of the property, such as its location, quality, long-term value, or additional features that may not be found in cheaper alternatives. Furthermore, consider asking the prospect what specific features or price points they are comparing, which can help you tailor your response better. Engaging the prospect in a dialogue about their options would also demonstrate active listening and build rapport.