Land
Sales Assessment Results by Ata Ekwere
47
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real here, your performance on this test was underwhelming. An average score of 4.7 tells me you need to step up your sales game significantly. You have the potential, but right now, you’re missing the mark on crucial aspects like building trust, providing evidence, and creating engaging dialogues with prospects.
Your attempts to address customer concerns were there, but they often lacked the specificity and data necessary to instill confidence. You need to dig deeper into the numbers and trends relevant to your product to back up your claims. Additionally, your tone often came off as dismissive or overly casual, which won’t win any hearts or minds.
Focus on honing your skills in consultative selling and value selling. These techniques will help you not just to push a product but to truly understand and address your customers' needs and concerns. Practice asking open-ended questions that invite dialogue and show you care about what the prospect is feeling.
Remember, every interaction is an opportunity to build a relationship. The best salespeople don’t just sell; they connect, support, and guide their customers through the buying process. So, get out there, invest time in understanding your prospects, and turn that average score into something exceptional. Your journey starts now, and I expect to see improvements in your next performance.
Question Breakdown
1.
1
/ 10Question:
"I'm really concerned about whether this land will actually appreciate in value over time. What guarantees do you have?"
Answer:
Trust me sir land always appreciates in value over time
Feedback:
This response lacks substance and fails to address the prospect's concern meaningfully. Simply stating that land always appreciates does not provide any guarantees or data that would build trust. It's essential to back up claims with evidence, such as historical data on land appreciation in the area, market trends, or comparable sales. Additionally, the tone is overly casual and doesn't engage the prospect in a meaningful dialogue. Asking follow-up questions to understand the prospect's specific concerns would have shown active listening and a collaborative approach.
2.
4
/ 10Question:
"I've seen other plots listed for less. Can you explain why yours is priced higher?"
Answer:
Sir the location of this plot is very strategic and is very close to strategic positions in the city's land mark . Access to basic amenities for good living is available too
Feedback:
This response attempts to highlight the strategic location and amenities of the plot, which is a step in the right direction. However, it lacks specificity and data to justify the higher price compared to competitors. To strengthen the answer, it would be beneficial to provide tangible comparisons, such as recent sales in the area, historical appreciation trends, or unique features that add value to the plot. Additionally, a more engaging tone and an invitation for further questions would enhance the collaborative approach and demonstrate active listening to the prospect's concerns.
3.
5
/ 10Question:
"I'm not sure if this area is really the best choice for my long-term investment. What can you tell me about its growth potential?"
Answer:
It's great you are thinking long term with us sir . This area is fast growing and is gaining plenty attention because of it's proximity to good amenities and increasing population too which is good for growth . The property located in katempe is fast rising area of Abuja will almost be soon sold out in the nearest future .
Feedback:
This response demonstrates an attempt to highlight the growth potential of the area, which is positive. However, it lacks specific data or evidence to substantiate the claims, such as recent growth statistics, development plans, or comparative advantages over other areas. Additionally, the tone should be more engaging; inviting questions or offering to provide more detailed information would foster a more collaborative approach. Addressing the prospect’s uncertainty by acknowledging their concerns and providing a well-rounded view would enhance the effectiveness of the response.
4.
4
/ 10Question:
"I have a tight budget, and I'm worried about hidden costs that could come up after the purchase. Can you clarify what those might be?"
Answer:
Sir ,the prices of our properties are fixed but however charges like legal feels , taxation , service charges , survey and maintenance fees etc beyond our control might come up which you might have to handle sir
Feedback:
This response addresses the concern about hidden costs by acknowledging that additional fees may arise after the purchase, which is a crucial aspect for budget-conscious buyers. However, the explanation could be clearer and more structured. It would be beneficial to break down these potential costs more explicitly and provide some examples or ranges to add clarity. Additionally, the tone feels somewhat dismissive with phrases like "beyond our control"; instead, a more reassuring tone could help build trust. Engaging the prospect further by asking if they have specific concerns about any costs would also enhance the collaborative nature of the conversation.
5.
5
/ 10Question:
"I'm feeling overwhelmed by the number of options out there. How can I be confident that this land is the right choice for me?"
Answer:
Sir our property pricing and rate is very considerate and favourable compared to most ,
The location of this land is very strategic and ideal and is worth the price sir
And this area where the land is located is fast growing with lots of potentials sir .
The legal documentation of this land is very reliable and you would be rest assured you won't have to face legal disputes after this purchase sir .
Hope I have been able to convince you beyond reasonable doubts that is the best choice for you sir
Feedback:
This response attempts to reassure the prospect by emphasizing the favorable pricing, strategic location, and reliability of legal documentation. However, it does not directly address the prospect's feeling of being overwhelmed or provide a clear method for how they can evaluate the choices in front of them. It would be beneficial to acknowledge their feelings of confusion and provide a more structured way to compare options or ask engaging questions to uncover what specifically matters to them in this decision. Including specific data or testimonials could also enhance their confidence in this choice. Overall, a more empathetic tone and a collaborative approach would be effective here.
6.
6
/ 10Question:
"What if I need to back out of this purchase later? What do the terms look like for that situation?"
Answer:
Sir everything will be stated in terms and contracts that will be sent to you ,
Our agency and consultation fees are non refundable
There won't be refunds after full payments have been made on a property
In the case where part payments were made ,there are stipulated charges and penalties that are incurred when a refund is requested .
Sir it will be best you carefully read all terms of the contract agreement with a legal representative of yours .
Feedback:
This response provides essential information regarding the non-refundable nature of fees and the lack of refunds after full payments, which directly addresses the prospect's concern. However, it could be improved by breaking down the terms more clearly and empathetically. Instead of a somewhat curt tone, offering reassurance that the terms are fair and transparent would build more trust. Additionally, inviting the prospect to ask questions or discuss their specific concerns about the terms would enhance engagement. Overall, more clarity and a collaborative tone would strengthen the response significantly.
7.
5
/ 10Question:
"I’ve heard about issues with zoning changes in this area. How do you mitigate those risks for buyers?"
Answer:
Sir our properties fully conform with regulatory guidelines set out by agencies incharge such as AGIS , developmental control and all.
Our properties also conform to original plans and purpose designated for it , be rest assured such issues won't come up .
And our legal team always do their best to make sure this properties are not going against designated purposes and breaking any law
Feedback:
This response attempts to address the concern about zoning changes by emphasizing compliance with regulatory guidelines. However, it falls short in providing a clear explanation of how these guidelines mitigate risks for buyers. While mentioning regulatory bodies is helpful, specific examples of how the properties conform to zoning laws or any proactive measures taken by your legal team would strengthen the answer. Additionally, an empathetic tone that acknowledges the prospect's concerns and invites further questions would create a more engaging dialogue. Overall, more detail and a collaborative approach are needed to build trust and confidence.
8.
6
/ 10Question:
"I’m currently juggling a lot of financial commitments and wonder if investing in land now is a smart move. What are your thoughts?"
Answer:
Good question sir , investing in land is a very good life investment which you can venture into
But since you say you are juggling financial commitments, you ask yourself:
Do you have a stable financial plan ?
Are you debt free ?
Because along the line financial commitments like developing the land , paying taxes will also be crucial too
So in as much investing in land is an excellent idea but consider this factors in making your decisions sir
Feedback:
This response does well in recognizing the prospect's financial concerns, which is a positive aspect. It encourages self-reflection with questions about financial stability and readiness for investment, which can help the prospect evaluate their situation. However, the answer could be improved by providing more supportive insights into why land investment can be a wise move even amid financial commitments. For instance, mentioning potential returns, historical land value appreciation, or flexible financing options could strengthen the argument. Additionally, the tone can be more engaging by offering to assist in exploring financing options or addressing specific fears the prospect may have. Overall, while the response is a good start, it lacks depth and a more collaborative approach.
9.
5
/ 10Question:
"My partner and I haven’t fully agreed on this investment. How can we ensure we’re making the right decision together?"
Answer:
Good day sir , this is very commendable .
But sir it will be advisable you and your partner carefully review your plans and be in agreement
Review your financial strength and standing to make better decisions
And also follow your instincts eventually
But like you know landed property investment is a good and wise descion to make and eventually I hope you patronise us and make good selections from our packages available
Feedback:
This response begins positively by acknowledging the prospect's situation, which is a good start. However, it lacks specific strategies or guidance on how the couple can come to an agreement. Instead of simply advising them to review their plans, it would be beneficial to suggest methods for discussing their options or assessing their priorities together. Additionally, while emphasizing the benefits of investing in land is important, balancing this with a more collaborative approach that invites further discussion would enhance engagement. Overall, the tone could be more supportive, and providing actionable steps would improve the response significantly.
10.
6
/ 10Question:
"I’ve had a bad experience with a previous land purchase. What sets your process apart to avoid that happening again?"
Answer:
Sorry to hear about this sir .
But be rest assured we are very much unique and different.
The communication will be better with us , we will always be available to fill you in in every step along the way .
We have very good risk assesment: any potential dangers along the line will be assessed so as not to put your potential investment at risk .
Our legal team is also assessable , where you can work hand in hand with us to mitigate any potentials risks and dangers .
Sir be rest assured the best experience will be guaranteed with us
Feedback:
This response starts positively by acknowledging the prospect's past experience, which is crucial for building rapport. However, it lacks concrete details about how the unique aspects of your process truly differentiate from past experiences. While mentioning communication and risk assessment is good, it would be more effective to provide specific examples of what has changed or improved in your process compared to previous experiences the prospect may have encountered. Additionally, the tone could be more empathetic, and inviting further discussion or questions would enhance engagement. Overall, focusing on transparency and providing evidence of improved processes would strengthen this response.