Housing sales
Sales Assessment Results
43
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real: your performance is below par, landing at an average score of 4.3. This isn't just an off day; it's a wake-up call. You have some potential, but it's buried under missed opportunities for deeper engagement and connection with your prospects. You showed a flicker of understanding with the Challenger Sale approach, but you need to dig deeper into your prospects' needs and concerns instead of jumping to conclusions or pushing for a close. Your strongest moments came from acknowledging customer needs, but they were too few and far between.
There’s a clear pattern of lacking curiosity and a consultative mindset. You often rushed the closing process, which came off as pushy rather than supportive. You need to embrace a more solution-focused approach by asking follow-up questions that demonstrate empathy and understanding. You can't just throw data at prospects and expect them to feel secure; you need to engage them in a dialogue that builds trust.
I suggest diving into Solution Selling and Consultative Selling. These techniques will help you learn how to frame your conversations around the specific needs of your prospects and tailor your approach to what they're really looking for. Remember, selling isn't just about closing; it's about opening a conversation that leads to mutual understanding.
As a coaching moment: think of sales as a dance, not a sprint. You need to lead, yes, but you also need to listen and respond to the rhythm of your prospect's concerns. Get comfortable with engaging in a back-and-forth dialogue, and watch your effectiveness soar. Start practicing this mindset, and you'll transform your sales approach from pushy to persuasive.
Question Breakdown
1.
4
/ 10Question:
"I'm worried about how the monthly payments will fit into my budget."
Answer:
When you first sat down with me, you explained that you’re paying $800 more monthly by renting! This savings will allow you to put money back into your pocket for your family. I know you’re a man who loves his family enough to make the right decision. Sign here
Feedback:
The response does acknowledge the prospect's concern about monthly payments by referencing their current rental payments, which helps to frame the conversation positively. However, it lacks depth in exploring the prospect's budget further and does not ask any follow-up questions to show curiosity or to ensure understanding of their financial situation. The closing technique is abrupt and assumes a decision without providing additional value or reassurance, which could come off as pushy rather than consultative. Overall, it could benefit from a more solution-focused approach and better engagement with the prospect's specific budget concerns.
Score: 4
2.
4
/ 10Question:
"I just don't see how this house will actually improve my lifestyle."
Answer:
This house will not only improve your lifestyle, but will improve your finances as well, and by you saving tons of money by owning and not renting, THAT in turn will drastically improve your lifestyle. Sign here and here.
Feedback:
The response attempts to address the objection by linking home ownership to financial benefits, which is a good start. However, it lacks a personalized touch and fails to engage the prospect in a meaningful conversation. Instead of directly jumping to signing, the salesperson should have asked clarifying questions to understand the specific lifestyle improvements the prospect is looking for. The tone is somewhat pushy, which could alienate the prospect. A more consultative approach, exploring the prospect's needs and providing tailored benefits, would be more effective. Overall, it misses the mark on curiosity, discovery, and collaborative engagement.
3.
4
/ 10Question:
"Can you assure me that this neighborhood is going to retain its value?"
Answer:
This house is not only going to retain its value, but instead will go UP in value year after year! Let’s head to the closing room, and we’ll take another look at the value analysis right before we get everything squared away.
Feedback:
The response attempts to address the concern about value retention with a strong assertion that the property will appreciate, which could be seen as overly optimistic without supporting evidence. A more effective approach would involve providing data or insights about the neighborhood's market trends to build credibility. While the enthusiasm to close is evident, the lack of thoughtful inquiry into the prospect's specific concerns and the absence of a collaborative and consultative tone may undermine trust. Additionally, rushing to the closing room might come off as pushy rather than engaging. Overall, the response lacks a solution-focused approach and does not sufficiently explore the prospect's concerns.
Score: 4/10.
4.
4
/ 10Question:
"We have another project we'd like to prioritize first, so I'm not sure if this is the right time."
Answer:
Let me ask you this, when you started the project you’re working on now, did you down to your core feel like it was the right time? Listen sir there’s never a text book right time, the time is when you’re ready to upgrade your finance and generate more revenue. Let’s get this done and set you up for success.
Feedback:
The response attempts to challenge the prospect's thinking by suggesting that timing is subjective, which aligns with the Challenger Sale methodology. However, it lacks empathy and does not effectively acknowledge the prospect's current priority. A better approach would involve asking questions to understand their situation better (curiosity and discovery) and exploring the implications of delaying the housing project. Additionally, the response could benefit from a more collaborative tone, focusing on building rapport and offering tailored solutions that align with their current priorities. Overall, while the response shows some understanding of urgency, it misses the mark on active listening and value exploration.
5.
6
/ 10Question:
"What happens if we find issues after moving in? Who's responsible for that?"
Answer:
You can call me directly! I myself along with the fact that we have en entire team called the “red carpet walkthrough” who are assigned specifically to your home, and are available to cater to your needs during and after your move in.
Feedback:
Your response is a great start as it emphasizes direct communication and support, which is crucial in housing sales. However, it could be improved by addressing the concern more directly. Acknowledge the buyer's worry about post-move-in issues and then explain how your team will handle these situations, perhaps with examples of how they've resolved such issues for other clients. This would show empathy and build trust. Additionally, consider asking a follow-up question to further engage the prospect, such as 'What specific concerns do you have about moving in?' to demonstrate active listening and curiosity.
6.
5
/ 10Question:
"I'm not convinced that your company will be around long enough to support us if issues arise."
Answer:
Mr. Customer rest assured that our company will be around for many years to come. We can never be sure how long any company will be around, but the numbers speak for themselves. Here is a dive of our year after year financial report.
Feedback:
The response provided addresses the customer's concern about the company's longevity, but it lacks a personal touch and doesn't delve into the emotional aspect of the fear of instability. While presenting financial data is a good strategy for establishing credibility, it may not resonate with the customer's need for reassurance. A more effective approach would include acknowledging the customer's concerns directly, possibly sharing a story or testimonial from a satisfied long-term client, and emphasizing the company's commitment to customer support. Additionally, the response could benefit from a closing technique that invites further dialogue, such as asking if they have any specific concerns about the company or the service they provide.
Overall, the communication is clear, but it misses the mark on building rapport and engaging the customer.
Score: 5
7.
7
/ 10Question:
"I need to consult with my partner before making a final decision on this purchase."
Answer:
Absolutely, it would be concerning if you didn’t need to. Let’s get him on the phone and I’ll be sure to answer all of his questions and concerns. After, we’ll have you finalize your part, and can schedule a VIP for your husband to come in and wrap his part up. You’re in great hands!
Feedback:
The response effectively acknowledges the prospect's need to consult with their partner, which shows active listening and a collaborative approach. However, it could benefit from a more solution-focused tone by suggesting a follow-up plan rather than pushing for an immediate call. Additionally, offering to answer questions is good, but ensuring the prospect feels comfortable and empowered in the decision-making process would enhance the approach. A softer close, perhaps suggesting a follow-up meeting after their discussion, would be more appropriate for this context. Overall, the tone is friendly and supportive, but the approach can be refined for better effectiveness.
8.
3
/ 10Question:
"What if this house doesn't match our specific needs for the long term?"
Answer:
But what if it does?
Only GOD knows where you’ll be long term. Our plans are ever changing, and the great thing is that a house will always increase in value, meaning if you ever need to sell, you’ll make a great return
Feedback:
The response lacks depth and fails to effectively address the prospect's concern about long-term needs. While acknowledging that plans change is a good start, it doesn't offer a solution or explore alternatives that could meet the prospect's needs better. The use of 'Only GOD knows' may come off as dismissive and lacks professionalism in a housing sales context. Additionally, focusing solely on resale value does not resonate with the emotional and personal aspect of buying a home. A more thoughtful, consultative approach would have included questions to uncover specific long-term needs and explore how the property could align with those. Overall, the response needs improvement in curiosity, active listening, and solution exploration.
9.
6
/ 10Question:
"We had a bad experience with our last home purchase; how can I trust this won't be the same?"
Answer:
I want to apologize on behalf of anybody you had a bad experience with. Here we prioritize the customers needs over all else.
We’ll be sure you have everything YOU need before moving forward. Also rest assured that we’re here to help not just during the sale, but long after as well
Feedback:
The response addresses the customer's concern by apologizing for their past experience, which shows empathy and active listening. However, it lacks depth in exploring the specific issues the prospect faced, which could help in building trust. Incorporating a question to uncover more about their past experience would demonstrate curiosity and a solution-focused approach. Additionally, mentioning specific steps or guarantees that ensure a better experience could enhance the response. Overall, it's a decent start, but it needs to be more engaging and detailed to fully address the objection and build rapport.
10.
0
/ 10Question:
"I’ve seen similar homes at a lower price; how do I know yours is worth the investment?"
Answer:
You don’t lol
Feedback:
This response completely misses the mark. It lacks professionalism and fails to address the prospect's concern about pricing and value. Instead of dismissing their objection with humor, it's essential to provide a thoughtful explanation of what sets your home apart, such as unique features, location benefits, or market value. A more effective response would engage in a discussion about the home's value proposition. Overall, this response is unhelpful in advancing the conversation or building trust.