Real Estate
Sales Assessment Results by Ushie Titus
36
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real here; your performance is in need of some serious work. An average score of 3.6 isn't going to cut it in this competitive landscape. The most glaring issue is your lack of empathy and consultative approach. You consistently miss opportunities to explore the prospect's financial concerns and lifestyle needs. Instead of connecting with them, your responses feel transactional and cold. You did manage to highlight some property values and benefits, but without a deeper engagement, it's all just surface-level fluff. You clearly need to focus on building rapport and demonstrating genuine concern for your prospects' needs. I suggest diving deep into Solution Selling and Consultative Selling. These techniques will help you tailor your approach and create meaningful conversations that address real concerns. Remember, sales is about relationships, not just transactions. Take a moment to reflect on this: the best salespeople listen more than they talk. Your coaching moment? Empathy is your superpower. Use it to build trust and connection, and you'll find success will follow.
Question Breakdown
1.
0
/ 10Question:
"I'm worried about the monthly payments—how can I be sure it fits within my budget?"
Answer:
With steady source of income and consistency, You'd surely make it
Feedback:
The response lacks empathy and fails to directly address the prospect's concern about affordability. It does not explore the prospect's budget needs or ask follow-up questions to understand their financial situation better. Additionally, it lacks clarity and a solution-focused approach, which is crucial in real estate sales. Building rapport and demonstrating clear value would have strengthened the response.
2.
2
/ 10Question:
"I just need to know if there are any hidden costs once I make the purchase."
Answer:
All Costs have been Highlighted in the offer letter Sir/Madam. No any known hidden charges.
Feedback:
The response is overly simplistic and lacks warmth, as it does not engage with the prospect's concerns very effectively. Instead of simply stating that costs are highlighted in the offer letter, it would be more effective to ask the prospect if they have specific concerns about certain costs or to summarize what those costs entail. This would demonstrate a commitment to transparency and help build trust. Additionally, using a friendlier tone would enhance rapport with the prospect.
3.
3
/ 10Question:
"The property looks great, but I have to consider how it fits my lifestyle—what if it doesn't work out?"
Answer:
I understand, But I'd recommend you have a look for the second maybe you'd find something more interesting about the house
Feedback:
The response partially acknowledges the prospect's concern but lacks depth in exploring the implications of how the property aligns with their lifestyle. Instead of suggesting a second house without context, it would be more effective to ask questions that uncover specific lifestyle needs and preferences. Additionally, demonstrating empathy and providing tailored solutions or examples of how the property fits different lifestyles would enhance credibility and reassurance. Overall, this response does not effectively address the prospect's hesitation or build rapport.
4.
4
/ 10Question:
"Can you tell me how long the whole process takes? I want to make sure I can manage it with my current workload."
Answer:
After inspection, Documentation process such as offer letter, Document search and confirmation takes about 5 days but we can fast track the process to 4Days
Feedback:
The response provides a specific timeframe for the process, which is a good start. However, it lacks empathy and doesn't address the prospect's concern about managing their workload effectively. It would have been more effective to ask questions to understand their specific time constraints and how you can help make the process easier for them. Additionally, offering reassurance or a plan to help them manage the process alongside their workload could have enhanced the response. Overall, this answer feels transactional rather than consultative.
5.
5
/ 10Question:
"I heard there are more affordable options out there; why should I choose this property over others?"
Answer:
We're selling Values and not the Property. Considering the location, the security and the amenities, this stands out among many others and our finishing is of good standard.
Feedback:
The response attempts to differentiate the property by emphasizing its values, location, security, and amenities, which is a positive approach. However, it lacks a direct comparison to the more affordable options the prospect mentioned. It would have been more effective to acknowledge the prospect's concern about affordability first and then explain how the unique benefits of this property justify the price. Additionally, asking follow-up questions to understand what specific features the prospect values in a property would have fostered a more engaging conversation and built rapport. Overall, while there are some strengths in articulating the property's value, the response needs more depth and a consultative tone.
6.
6
/ 10Question:
"I need to be sure that this decision aligns with our company's long-term goals—how can you help with that?"
Answer:
May you kindly let me know what are your company goals ? Perhaps I can help you narrow it down to what might work
Feedback:
The response starts well by asking about the company's goals, which is a good step towards understanding the prospect's needs. However, it lacks a proactive approach and depth in addressing how you can help align the property decision with those goals. Instead of just asking for their goals, consider offering insights or examples of how the property can support specific long-term objectives. Additionally, expressing an understanding of the importance of alignment would enhance rapport and demonstrate empathy. Overall, while it shows curiosity, it could benefit from a more consultative approach that outlines potential solutions or advantages related to their goals.
7.
4
/ 10Question:
"What if I find another property that seems better after we start the buying process?"
Answer:
I totally understand that things like this do come up, your Opinion is very important to us and we'd ensure a proper and legal dissolution of contract of sale if we're unable to understand why the decision had to occur
Feedback:
The response begins with some empathy by acknowledging the prospect's concern, which is a positive aspect. However, it quickly shifts to legal jargon without effectively addressing the prospect's feelings or providing reassurance about the current property. A more effective approach would be to explore the reasons behind the prospect's hesitation and discuss what features or values they are looking for in a property. Additionally, it would be beneficial to highlight the unique aspects of the current property that align with their needs and reinforce the value of the decision they've made. Overall, the response feels transactional and lacks a supportive, consultative tone that would foster trust and engagement.
8.
5
/ 10Question:
"I'm a bit concerned about the potential for value depreciation in this competitive market—what's the long-term outlook?"
Answer:
Well It all depends on the terms of usage wether investment purpose or residential however, we have seen a steady exponential growth in the the ROI of Properties in this Neighborhood. With the growing urbanization and strategic market analysis, In 5 Years we should be looking at capital appreciation up to 40%
Feedback:
The response makes an attempt to address the prospect's concern by highlighting potential ROI and capital appreciation, which is relevant. However, it lacks empathy and doesn't directly acknowledge the specific worry about value depreciation. It would enhance the response to first validate the concern and then provide insights on market trends that support the argument. Additionally, clarifying the terms of usage in a more accessible manner would improve communication. Offering a comparison with other neighborhoods or discussing how these trends have historically affected property values could further strengthen the response.
9.
4
/ 10Question:
"If something goes wrong with the property, how quickly can I expect a response for support?"
Answer:
After carefully analysing the changes that may have occurred, you'll be reached out via a Direct Phone call or registered email Address.
Feedback:
The response attempts to address the prospect's concern about support but lacks clarity and empathy. It does not specify a timeframe for response, which is critical for reassurance. Instead, consider explicitly stating how quickly they can expect to hear back after a problem is reported. Additionally, you should offer to guide them through the support process, emphasizing your commitment to addressing their concerns promptly. This would enhance trust and demonstrate proactive customer service.
10.
3
/ 10Question:
"I have a good relationship with my current landlord—what if I regret this change after I move?"
Answer:
Life Is Generally about Growth, and making this Decision makes you less depending and improve your Portfolio. If you feel like discussing your decision with him to maintain the current relationship status, you should do that but remember that the landlord was once a tenant too
Feedback:
The response attempts to promote growth and independence, which is a positive perspective; however, it lacks empathy and does not directly address the prospect's concern about potential regret. It would have been more effective to acknowledge the feelings associated with leaving a familiar situation and then explore the specific reasons why the prospect is considering a change. Asking questions to uncover what the prospect values in their current relationship could also foster a deeper conversation. Additionally, offering reassurance about the benefits of the new property and suggesting ways to maintain the existing relationship with the landlord would show a more supportive approach.