Property Management
Sales Assessment Results by Weston Cowley
37
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance is underwhelming, and it's time to step it up. The average score of 3.7 reflects a consistent struggle to engage effectively with prospects. You understand the importance of addressing concerns, but you're missing the mark by not providing concrete examples or tailored solutions. It’s like trying to sell ice to an Eskimo without showing them how it can make their life easier. You need to master solution-focused selling to articulate how your services uniquely solve their problems.
There’s a clear pattern of hesitation in your responses. You acknowledge concerns, but then you leave the prospect hanging without specific details or follow-up questions that could deepen the conversation. This lack of curiosity is a red flag; it comes off as disengagement. You need to practice consultative selling techniques to foster relationships and build trust. Ask more questions, dig deeper into their needs, and tailor your responses to their unique challenges.
Focus on honing your skills in the Solution Selling and Consultative Selling techniques. These will help you not only present your services effectively but also engage prospects in a way that shows you genuinely care about their success.
Remember this: every conversation is an opportunity to learn about your prospect. Curiosity isn’t just a nice-to-have; it’s essential. So, next time you’re faced with a question or objection, don’t just provide a surface-level answer. Dive in, ask for specifics, and demonstrate the value you bring. Turn that curiosity into your superpower, and watch how your sales conversations transform.
Question Breakdown
1.
2
/ 10Question:
"I'm not sure if your services can really help with the unique challenges we're facing in our properties right now."
Answer:
Totally get it, that’s what makes our company so great. We’re really good at adapting to unique challenges and different issues that come up in properties like yours.
Feedback:
Your response lacks depth and specificity. While acknowledging the prospect's concern is important, you failed to provide concrete examples or solutions that demonstrate how your services can address their unique challenges. This approach does not effectively communicate value or instill confidence. Consider using a solution-focused strategy to present tailored solutions, and ask follow-up questions to better understand their specific challenges.
Additionally, you could have shown curiosity by inviting them to share more about their unique challenges, which would enhance engagement and rapport.
2.
3
/ 10Question:
"How can I justify the cost of your management service when we already have a vendor that meets our basic needs?"
Answer:
Most of my clients that are high net worth individuals have one thing they say over and over again. You get what you pay for and if you’re happy with your service level, there’s no need to hire me. But if you’re wondering if you could be getting better service, it’s worth a shot.
Feedback:
Your response attempts to leverage client testimonials, which can be effective, but it lacks specificity regarding the unique value your service provides compared to the current vendor. Instead of simply stating the common phrase "you get what you pay for," you should have articulated specific benefits and differentiators that justify the higher cost. Additionally, you missed an opportunity to inquire about what aspects of the current service meet their needs and what they might be lacking, which could have opened a dialogue for deeper understanding and engagement. This would align better with a consultative selling approach.
3.
4
/ 10Question:
"I’m concerned that switching to a new property management solution will disrupt our current operations too much."
Answer:
We brought ourselves on working well with other property management companies to make the transition as smooth as possible. Our reputation is built on making your life easier.
Feedback:
Your response attempts to assure the prospect of a smooth transition, which is a good start. However, it lacks specific details about how you manage transitions and mitigate disruption. Providing examples or success stories of past transitions could help build confidence in your services. Additionally, it would be beneficial to ask questions to uncover specific concerns they have about the operational disruption, allowing you to address them directly. Overall, while you acknowledge the concern, a more detailed, solution-focused approach would enhance your response significantly.
4.
4
/ 10Question:
"What kind of support can I expect from your team during onboarding and after, especially during peak rental seasons?"
Answer:
The thing about our company is we’re not a large corporation or conglomerate. We are a small family run business so the number on the card is my direct cell phone number. It’s the same number. My wife calls when there’s an accident you have access to me 24/7
Feedback:
Your response emphasizes accessibility and personal touch, which is a positive aspect of being a small business. However, it lacks specific details regarding the support you provide during onboarding and peak rental seasons. It's important to outline the processes, resources, and team members involved in these stages to give the prospect a clearer understanding of their experience. Additionally, you could have asked if they have specific concerns or expectations for support, which would demonstrate curiosity and encourage further dialogue. Overall, while the intention behind your message is good, it needs more substance and alignment with the prospect's question.
5.
3
/ 10Question:
"I've seen cheaper options in the market, how do you ensure that your service provides better value despite the higher price?"
Answer:
We don’t advertise, the fact that we’re having this conversation now means that you got my information word-of-mouth. I stand behind the service we provide and the price we charge for that service.
Feedback:
Your response touches on the idea of word-of-mouth referrals, which can build trust, but it lacks a clear explanation of how your service specifically delivers greater value compared to cheaper options. Providing concrete examples of unique benefits, customer success stories, or specific features that justify the higher price would strengthen your argument. Additionally, you missed the opportunity to ask the prospect what features or services they value most, which would show curiosity and allow you to tailor your response more effectively. Overall, a more detailed and solution-focused explanation is needed to effectively address the objection and establish value.
6.
4
/ 10Question:
"With the current economic climate, how do you handle cost fluctuations in your management fees?"
Answer:
We’ve raised our prices over the last 20 years three times. We work as hard as we can to charge a fair price for the services rendered. I am just a normal guy so I understand there are constraints with raising prices
Feedback:
Your response addresses the objection by mentioning past price increases, but it lacks depth in explaining how you manage cost fluctuations in your fees. It would be more effective to provide specific strategies or policies your company has in place to handle economic changes while still delivering value. Additionally, expressing empathy for the prospect's concerns is good, but framing it in a way that connects to how your services maintain value despite fluctuations could strengthen your argument. Asking the prospect about their specific concerns regarding pricing would show curiosity and a willingness to engage in a dialogue about their needs.
7.
5
/ 10Question:
"I need to ensure that your systems integrate smoothly with our existing software; how reliable are they?"
Answer:
I’m happy to discuss that. Let’s set up a time where we can go over your systems and ensure that our processes can mesh well with the system that you’re using now.
Feedback:
Your response shows willingness to engage and accommodate the prospect's needs, which is positive. However, it lacks specific details about your systems' integration capabilities and reliability. Providing examples of successful integrations with other clients or mentioning specific technologies your systems support would strengthen your answer. Additionally, asking further questions about their current software and any specific concerns they have could demonstrate curiosity and enhance rapport. Overall, while your response is a step in the right direction, it needs more substance to effectively address the prospect's question.
8.
5
/ 10Question:
"I'm worried about the long-term commitment involved; what if our needs change in a year?"
Answer:
Again, a unique aspect to our company is that we don’t sign contracts. I firmly believe that if any point neither of us wanna work for each other we should be able to part ways without worrying about anything
Feedback:
Your response addresses the concern about long-term commitment by highlighting the absence of contracts, which reassures the prospect about flexibility. However, it lacks specific details about how you can adapt to changing needs over time, such as offering customizable services or regular reviews of the partnership. Providing examples of how you have successfully navigated similar situations with past clients could enhance credibility. Additionally, asking the prospect about their specific concerns regarding changes in needs would demonstrate curiosity and help tailor your approach. Overall, while the intent to reassure is clear, a more comprehensive and solution-focused response would strengthen your position.
9.
3
/ 10Question:
"Could you explain how your approach to tenant retention differs from others? I'm looking for more than just basic management."
Answer:
We’re not a basic management company. We managed the one percent of the one percent anything you need we will take care of it.
Feedback:
Your response acknowledges the prospect's desire for more than basic management, but it lacks substance and specificity. Simply stating that you manage the 'one percent of the one percent' does not explain how your approach to tenant retention is different or better than competitors. You should have elaborated on specific strategies or practices that set you apart in tenant retention, such as engagement initiatives, communication strategies, or personalized services that enhance tenant satisfaction and loyalty. Additionally, it would have been beneficial to ask the prospect about their current tenant retention strategies and any challenges they face, which would demonstrate curiosity and foster a more collaborative dialogue.
10.
4
/ 10Question:
"I need to discuss this with my team; they have different priorities and concerns about changing our current system."
Answer:
That’s fair, any big decision should be made as a group. When one person starts making all the decisions you run into issues. I’m here anytime you want to discuss potential switches.
Feedback:
Your response acknowledges the importance of collective decision-making, which is positive. However, it lacks depth and does not provide any value or encouragement for the prospect to engage further. It would be more effective to ask specific questions about the team’s priorities and concerns, which would help you understand their needs better. Additionally, offering to provide any supporting material or resources that can assist the team in making an informed decision would demonstrate a consultative approach and build rapport. Overall, while your intention to be available is good, a more proactive and engaging approach would enhance your response significantly.