Real estate
Sales Assessment Results by Joshua Bulus
60
Developing Closer
10 questions
Maximum score: 100
Completed in
You've shown a solid understanding of sales techniques, but there's room to elevate your game. Your strongest skill lies in active listening; you consistently acknowledge prospects' concerns, which lays a great foundation for building rapport. However, you often leave the closing too open-ended, missing opportunities to assertively guide prospects toward a commitment. This is a consistent pattern that holds you back from achieving higher success rates. You should focus on refining your value proposition articulation and developing more assertive closing techniques. Dive into techniques like AIDA and the 4Ps of Selling for clarity and impact in your conversations. Remember, it's not just about having a conversation, it's about confidently steering it to a close. Take this away: every conversation is a chance to lead, so don't just ask for opinions—ask for commitment and make it happen.
Question Breakdown
1.
7
/ 10Question:
"I'm worried about how this new property will fit into my current budget with rising monthly payments. Can you help me understand the overall financial picture?"
Answer:
I completely understand your concern about rising monthly payments. Let’s go through the full financial picture together, including potential mortgage scenarios, estimated costs, and how this property fits within your budget. If we can find solution that makes you feel comfortable and confident, do you think this could be the right home for you?
Feedback:
Your response effectively addresses the prospect's concern by acknowledging their worry about the budget, which demonstrates active listening. You also suggest collaborating to explore the financial picture, which engages the prospect and shows a solution-focused approach. However, the closing question could be more assertive, potentially by directly asking for their commitment or interest after presenting the financial information, rather than leaving it open-ended. Overall, this is a solid start, but enhancing the closing technique could strengthen your pitch further.
2.
6
/ 10Question:
"I've seen similar properties at lower prices; how do you justify the value of this one?"
Answer:
I see where you’re coming from, given that similar properties at lower prices, what specifically stand out to you about this one that makes it worth considering?
Feedback:
Your response effectively acknowledges the prospect's perspective by validating their concerns about pricing, which is a good start. However, instead of solely asking for their opinion on what stands out, it would be more effective to provide specific differentiators for this property that justify its value. This approach demonstrates a proactive and solution-oriented mindset. Additionally, by including some unique features or benefits of the property upfront, you can lead the conversation toward showing its true value instead of leaving it open for the prospect's interpretation. Overall, while you opened the dialogue well, there is room for improvement in articulating the property's value proposition directly.
3.
6
/ 10Question:
"With so many options out there, how can I be sure this is the right choice for my team's needs?"
Answer:
That’s a great question, and it shows you really care about making the best choice for your team. Based on what we’ve discussed-proximity to the central area, acces to good rood electricity, a 3 month free maintenance package and a 6 month warranty. Do you feel these solutions check the most important boxes for you? What would give you the confidence to move forward?
Feedback:
Your response begins positively by acknowledging the prospect's concern, which demonstrates active listening. However, while you provided some specific benefits related to the property, it would be more effective to clearly articulate how these features directly address the prospect's team's specific needs. Additionally, the closing questions are good but could be more assertive in guiding the prospect towards a commitment or decision. Overall, focus on connecting the property's features to the prospect's unique requirements for a stronger response.
4.
5
/ 10Question:
"What if we decide this property doesn't meet our needs after we move in? What are our options then?"
Answer:
That’s a great question, one of the key things we focus on making sure this property is right fit before you move in. that’s why we’ve gone through l series of inspection and due diligence, however if you do find that it is not perfect fit after moving in, there’s always an option.For example you could look at the reselling, renting it out who or even leveraging any appreciation in value. But let’s take a step back-based on everything we’ve discussed, does this property feel like the right fit for you?
Feedback:
Your response starts positively by acknowledging the prospect's concern, which demonstrates good active listening. However, the explanation regarding inspections and due diligence could be clearer; specifying the types of inspections conducted would enhance your credibility. Additionally, while you provided options like reselling and renting, incorporating a reassurance about the support provided to help them transition could further alleviate their concerns. The closing question is somewhat effective, but it could be stronger by guiding the prospect towards a decision. Overall, this response shows promise but needs refinement in clarity and confidence to be more compelling.
5.
5
/ 10Question:
"I'm not sure how this aligns with our company's vision for future growth; can you clarify that for me?"
Answer:
I appreciate you sharing that. Based on what you’ve outlined, it sounds like there may be some alignment, but I want to make sure we are fully on the same page. If we can clarify how this directly supports your companies long-term growth, Would you be comfortable moving forward?
Feedback:
Your response begins well by acknowledging the prospect's concern, which shows active listening. However, the answer lacks specific details that directly connect the property to the company's vision for growth. It's crucial to highlight how the property can facilitate their growth strategy or support their long-term goals. Additionally, the closing question could be more assertive in guiding the prospect towards making a decision, perhaps by summarizing the key benefits that relate to their growth and then directly asking for their interest in moving forward. Overall, enhancing the specificity and assertiveness of your response will strengthen your pitch.
6.
7
/ 10Question:
"The current market seems uncertain; is now really a good time to invest in this property?"
Answer:
I Understand your concern about the current market. Many people feel that way. However this property isn’t about timing the market perfectly. It is about securing a value asset for a long-term portfolio. If we look at historical trends, even with fluctuations, real estate I have consistently appreciate overtime. If we can find a payment structure that aligns with your comfort level, would you be ready to move forward and secure this long term investment?
Feedback:
Your response begins effectively by acknowledging the prospect's concern about the uncertain market, which demonstrates active listening. You then transition to emphasizing the long-term benefits of investing in real estate, which is a solid approach. However, it would strengthen your response to include specific data or examples of historical trends that support your assertion. Additionally, while you attempt to guide the prospect towards a decision with the closing question, it could be more assertive by summarizing the key benefits of this property and asking directly for their commitment. Overall, this response shows promise but could benefit from more concrete evidence and a stronger closing technique.
7.
6
/ 10Question:
"How long will it actually take to transition to this new property? I need to ensure we don't disrupt our team's workflow."
Answer:
That’s a very important question, And it’s mart to prioritize minimizing disruption. Based on what we’ve discussed a difficult transition to a property like this usually takes between 1 and 2 weeks. This timeframe accounts for paperwork, inspections, moving, setting up utilities and IT infrastructure. However to give you a more precise timeline tailored to your specific needs and teams workflow we need toAssess your current IT set up, understand the volume of equipment to be moved finalize the list details. If we schedule a quick meeting to go over those details I can provide you with a detailed personalized transition plan.Would you be available for a brief call on Monday 24th March, 2025 or would another time work better?
Feedback:
Your response effectively acknowledges the prospect's concern about minimizing disruption, which is a positive start. You provide a general timeframe for the transition, which is helpful. However, the phrasing in your response could be clearer, particularly the term "difficult transition" may inadvertently raise further concerns. Additionally, you mention the need to assess IT setup and equipment volume, which is good, but this could be framed more clearly as a proactive step in ensuring a smooth transition. The closing question inviting a meeting is a strong move, but ensure it flows naturally from the discussion rather than feeling abrupt. Overall, the response is informative but requires clarity and a more positive framing to enhance confidence in the transition process.
8.
5
/ 10Question:
"I’m concerned about how my boss will perceive this decision; can you help me formulate a strong rationale?"
Answer:
I understand your concerns. By framing the decision in terms of your boss’s objective qualifiable results, we’ll create a stronger persuasive rationale.
So based on what we’ve discussed, do you feel this approach will adequately address your boss’s concerns and help you move forward with the decision?
Feedback:
Your response acknowledges the prospect's concern well, demonstrating active listening and empathy. However, it lacks specificity in how you would help frame the rationale effectively. Providing concrete examples or data that could be used to persuade their boss would enhance your response. Additionally, while your closing question is relevant, it could be more assertive by directly asking for their commitment to move forward or suggesting a next step. Overall, focus on offering more detailed support to build confidence in the decision-making process.
9.
6
/ 10Question:
"Are there customization options if we need to make this space more suited to our team's culture?"
Answer:
That’s a fantastic question, and it shows you’re really thinking about how do you spell this will work for your team. Absolutely, customization is a key part of what we offer. To give you a most accurate answer, could you tell me a little more about your teams culture?
Feedback:
Your response effectively acknowledges the prospect's question and highlights the importance of customization, which aligns well with a consultative selling approach. However, the phrasing could be clearer, especially the phrase "how do you spell this will work for your team," which is awkward and may confuse the prospect. Additionally, while you invite the prospect to share more about their team's culture, it would be beneficial to provide some examples of customization options available to demonstrate your understanding and capabilities. This would enhance your credibility and show that you're proactive in addressing their needs. Overall, strengthen your communication for clarity and provide specific examples to support your response.
10.
7
/ 10Question:
"What kind of ongoing support can I expect after we purchase this property?"
Answer:
We believe in building long-term relationships, Not just closing deals. So, after purchase, you will receive value supports, personalize market updates priority access to future listings and a comprehensive homeowners guide. is that level the level of commitment you’d appreciate?
Feedback:
Your response highlights a commitment to long-term relationships, which is great for building trust. You mention specific ongoing support such as market updates and access to future listings, which adds value. However, there are a few areas for improvement. Firstly, ensure clarity in your wording, as "value supports" could be more specific. Additionally, the closing question could be more direct; rather than asking if the commitment level is appreciated, consider asking if they are ready to move forward with the purchase based on the support offered. Overall, your response is informative but could benefit from clearer communication and a stronger closing technique.