Real estate
Sales Assessment Results
48
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real: your performance is sitting at an average score of 4.8, which is far from impressive. You’ve shown some sparks of potential, particularly in acknowledging objections and demonstrating empathy—kudos for that. However, the overall execution lacks depth and specificity. You often skim the surface without diving into the juicy details that make your solutions shine. Your responses feel generic, dismissive of the prospect's loyalty, and fail to showcase the unique value your offerings can provide.
Consistently, you’re missing opportunities to ask probing questions that uncover pain points or illustrate how your solutions align with their needs. It’s as though you’re holding back the good stuff, and that’s not going to cut it in sales. You need to adopt a more consultative approach. Start asking questions like, "What aspects of your current vendor do you value most?" or "What specific compliance issues are you facing?" This will help you engage with the prospect on a deeper level.
To elevate your game, I suggest you dive into techniques like Solution Selling and Consultative Selling. These will help you frame your conversations around the prospect’s needs and craft tailored solutions that resonate. Remember, it's not just about what you sell; it’s about how you make your prospects feel understood.
Here’s your coaching moment: the sales game is about curiosity and connection. Don’t just go through the motions—be genuinely interested in your prospects’ challenges. When you shift your focus from pushing a product to solving a problem, you'll see your scores—and your success—soar.
Question Breakdown
1.
3
/ 10Question:
""We have a strong existing relationship with our current vendor; I’m not sure why we should consider switching now.""
Answer:
I understand and appreciate that. However products become outdated and obsolete and you and your company will grow and profit so much more with our company.
Feedback:
The response acknowledges the existing relationship, which is a good start, but it lacks depth and fails to address the prospect's concerns effectively. It doesn't explore the implications of staying with the current vendor versus exploring new options, nor does it demonstrate any specific value that your company can provide. A more effective approach could include asking questions that uncover pain points or limitations of the current vendor and explaining how your solutions align with their evolving needs. Overall, the response feels somewhat dismissive of the prospect's loyalty.
To improve, consider using a consultative approach by asking questions like, "What aspects of your current vendor do you value most?" This would show curiosity and a willingness to understand their situation better.
The score reflects a lack of a solution-focused approach and insufficient engagement with the prospect's perspective.
2.
4
/ 10Question:
""With our current budget constraints, can you justify how your solution provides significant ROI compared to our existing investments?""
Answer:
I appreciate and understand your marketing budget. However not only will our products save your company money but also time.
Feedback:
The response acknowledges the budget constraint, which is a good start, but it lacks depth in addressing the prospect's request for justification on ROI. Instead of just mentioning savings on money and time, it should provide specific examples or metrics that quantify the potential ROI compared to existing investments. Additionally, it would benefit from asking follow-up questions to explore the prospect's current investments and pain points further. This would show active listening and a more solution-focused approach. Overall, the response could be more compelling and tailored to the prospect's needs.
3.
4
/ 10Question:
""I don't see any pressing pain points that our current setup isn't adequately addressing right now.""
Answer:
I can totally understand you thinking about pain points only. However our products will not only save you time it will upgrade your total image in your industry.
Feedback:
The response attempts to address the objection by highlighting time savings and image improvement, which is a good start. However, it lacks depth in understanding the prospect's current satisfaction with their setup. There is minimal engagement with the prospect's perspective, and it does not explore specific pain points or needs. Asking questions to delve deeper into their current situation and understanding their goals would have strengthened this response. Additionally, a more tailored solution or value proposition related to their specific setup would enhance the effectiveness. Overall, the communication is clear but could benefit from a more consultative approach and curiosity in exploring the prospect's views.
Score: 4/10
4.
4
/ 10Question:
""Can you provide detailed projections on how your solution will create long-term value, especially given our recent project failures?""
Answer:
I am very sorry to hear about some of your project failures from using your older outdated methods. Our products will streamline your products and change your image to fast and successful company. Which will bring exponential growth and strong roiling for your investment.
Feedback:
The response addresses the concern about project failures but lacks depth in providing specific projections or metrics that could substantiate the claims made. While it mentions streamlining and enhancing the company image, it doesn't clearly articulate how these changes translate into long-term value, missing an opportunity to use a value proposition selling approach. The tone could be more empathetic regarding their challenges, and a mention of a follow-up discussion or a specific example would improve the collaborative approach. Additionally, there is a misspelling ('roiling' instead of 'rolling'), which detracts from professionalism. Overall, the response is too vague and doesn't effectively explore the value or ask probing questions to uncover the prospect's needs further.
5.
5
/ 10Question:
""Given the urgency of other initiatives, I'm concerned about how quickly we can implement your solution without disrupting our current operations.""
Answer:
I totally respect and understand your concern about completing your current projects in a timely professional manner. That is what is amazing about switching to our company. We will work hard with your current projects to implement our new program so that you capitalize immediately and start getting amazing results from day one.
Feedback:
Your response acknowledges the prospect's concern, which is a good start. However, it lacks specificity and could benefit from a more structured approach. Consider incorporating a solution-focused technique, perhaps by outlining a clear plan for implementation that minimizes disruption. Additionally, asking a follow-up question about their current projects would show curiosity and active listening. Strengthening the value proposition by explaining how your solution can enhance their current operations would also create a stronger connection. Overall, it's a decent response but needs more depth and clarity to effectively address the concern.
6.
5
/ 10Question:
""Our compliance department has strict requirements; how can you ensure that your offering meets these standards effectively?""
Answer:
I totally understand and respect your compliance departments strict requirements. That is what our company specializes in. We will work closely with your compliance department and bring in much more modern updated streamlined products that will Enhanced your entire companies image and create a much better return on your investment.
Feedback:
Your response shows an understanding of the compliance concern, which is good. However, it lacks specificity and clarity. Instead of saying 'modern updated streamlined products,' provide examples or details about how your offering specifically meets compliance standards. Consider using a solution-focused approach by asking if there are particular compliance requirements they are worried about. This could demonstrate curiosity and active listening. Overall, while you acknowledged their concern, the response could be more structured and detailed to effectively address their needs. Also, mentioning how you will support their compliance team through the process could build rapport.
Score: 5
7.
5
/ 10Question:
""I’m hesitant to bring this up in our next stakeholder meeting without a clear competitive advantage over what we currently have.""
Answer:
We will help you with your presentation to the stakeholders meeting. Our product is so superior to our competitors it will excite your shareholders that you have prepared a way to save them money and upgrade your companies image.
Feedback:
The response addresses the concern by offering assistance with the presentation, which shows a willingness to collaborate. However, it lacks specificity in highlighting the competitive advantages of the product, which is crucial in real estate where differentiation is key. The tone is somewhat overconfident and could benefit from a more consultative and empathetic approach, acknowledging the hesitation rather than dismissing it. Additionally, it would be more effective to ask questions to explore the specific concerns of the stakeholder meeting further and suggest tailored solutions. Overall, the response communicates a basic level of engagement but misses deeper exploration of value and competitive differentiation.
Score: 5/10
8.
6
/ 10Question:
""What guarantees can you offer regarding the post-purchase support, especially if we experience integration issues?""
Answer:
That is a very important question you have. We not only stand by you before, during and after the sale. We will help you understand and purchase the proper home warranties to cover every major product in your home.
Feedback:
The response acknowledges the objection effectively by recognizing the importance of post-purchase support. However, it could be improved by being more specific about the guarantees or support services provided after the purchase. Mentioning home warranties is a positive step, but the salesperson should also outline what kind of direct support or services are available should integration issues arise, such as a dedicated support line or follow-up consultations. Additionally, incorporating some questions to further explore the client's concerns could enhance the engagement and demonstrate active listening. Overall, the tone is appropriate for the real estate industry, but there's a need for clearer communication of value and support.
Score: 6
9.
6
/ 10Question:
""We’re not entirely convinced that your solution aligns with our strategic direction moving forward; can you address that?""
Answer:
I can truly appreciate your concern and will gladly work with you to help clear this up for you. What are your main concerns?
Feedback:
The response shows a good level of empathy by acknowledging the prospect's concerns, which is great for building rapport. However, it lacks depth in addressing the objection directly. It would be beneficial to clarify how your solution can align with their strategic direction and ask more probing questions to uncover specific concerns. This response could have benefitted from demonstrating an understanding of their strategy and providing initial insights on how your solution fits. Overall, engaging the prospect with thoughtful questions is a plus, but it needs more substance and a clearer connection to their strategic goals.
10.
6
/ 10Question:
""There are multiple decision-makers involved, and I’m not sure how to get everyone aligned on this right now.""
Answer:
I understand. Most companies have a decision making process. I would love to work with you to schedule everyone involved in this process for my presentation. I will be totally prepared to answer any concerns that they may have.
Feedback:
The response effectively acknowledges the objection and shows understanding of the decision-making process. However, it could be improved by emphasizing collaboration and the value of aligning the decision-makers. Asking a question about who the key decision-makers are and their concerns could have enhanced curiosity and discovery. Additionally, providing a clear next step or suggesting a timeline for the presentation could improve the closing technique. Overall, the response demonstrates willingness but lacks a more proactive approach to facilitating alignment among the stakeholders.