Land
Sales Assessment Results by Brian Miller
15
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real, your performance on this test was a tough watch. An average score of 1.5 screams that you have a lot of work to do. The responses were overly simplistic, dismissive, and lacked the depth needed to genuinely connect with prospects. You consistently failed to address crucial concerns about budget, lifestyle fit, and market conditions, which are pivotal in building trust and rapport. Curiosity and discovery were practically nonexistent, leaving you unable to engage prospects meaningfully or provide them with reassurance.
Your strongest demonstrated technique—if we can call it that—is a basic understanding of the need to respond to objections, but that’s barely scratching the surface. The patterns are clear: you need to lean into empathy and engage in dialogue, instead of brushing off concerns. It's crucial to ask questions that uncover the buyer's situation and align your offerings with their needs.
I suggest you dive deep into the SPIN Selling and Consultative Selling techniques. These will help you learn how to ask the right questions and truly understand your customers' pain points and needs. Also, practicing your empathy will be key—sales is as much about relationships as it is about transactions.
Here's your coaching moment: remember that your role is not just to sell but to understand. Each prospect you engage with is an opportunity to build a relationship. Approach each conversation with genuine curiosity. If you can shift your mindset to focus on their needs, you'll see a significant change in your sales outcomes. Now, get to work!
Question Breakdown
1.
2
/ 10Question:
"I'm worried about how this land purchase will affect my monthly budget and cash flow."
Answer:
You are buying it cash so no worries
Feedback:
The response is overly simplistic and dismissive. It fails to address the prospect's concerns about budget and cash flow comprehensively. It lacks curiosity and discovery, as it does not ask any follow-up questions to understand the buyer's situation better. Additionally, it does not explore the value of the land or provide any reassurance about the investment. The tone could be more empathetic and engaging to build rapport with the prospect.
2.
2
/ 10Question:
"What if unexpected costs come up during the purchase process or after I finalize it?"
Answer:
It won’t the price we agree on is what it is
Feedback:
The response is not effective as it dismisses the prospect's concerns about unexpected costs without providing any reassurance or clarity. It lacks empathy and does not engage the buyer in a dialogue to explore their worries further. A more effective approach would involve asking questions to uncover specific concerns and offering insights or solutions to mitigate potential risks, which would demonstrate understanding and build trust.
This response fails to capitalize on the opportunity for curiosity and discovery, which is essential in addressing financial concerns when purchasing land.
3.
2
/ 10Question:
"I'm concerned this land might not fit my long-term lifestyle plans; are there any guarantees?"
Answer:
They don’t make more land.
Feedback:
The response does not effectively address the prospect's concern about long-term lifestyle fit and guarantees. Instead of dismissing the objection with a statement about land scarcity, it should have engaged more thoughtfully by asking questions to understand the buyer's lifestyle plans and how the land aligns with them. Acknowledging the prospect's concern and offering insights on the flexibility or potential uses of the land would demonstrate empathy and a solution-focused approach. Overall, the response lacks curiosity, discovery, and collaboration, which are essential for building rapport and trust.
4.
2
/ 10Question:
"With market conditions being so competitive, how do I know I'm not overpaying for this land?"
Answer:
You want to wait 5 year and then look at land prices
Feedback:
The response fails to address the prospect's concern about overpaying in a competitive market. It is dismissive and does not provide any concrete information or reassurance about current market conditions or pricing strategies. Instead, it could have focused on understanding the buyer's perception of value and offering insights into market trends, comparables, or the unique advantages of the specific land in question. This answer lacks curiosity, discovery, and engagement, which are crucial for building trust and rapport. A more effective response would have included questions to explore the prospect's concerns and provided evidence or data to support why the price is justifiable.
5.
5
/ 10Question:
"If I go with your offering, how quickly can I actually start using the land for my needs?"
Answer:
As soon as closing is done which is typically 2-3 weeks
Feedback:
The response provides a straightforward answer regarding the timeline for using the land, but it lacks depth and engagement. It does not address potential follow-up questions the prospect might have, such as what preparations might be needed to start using the land or any conditions that might affect that timeline. A more effective response would involve asking the prospect about their specific needs and plans for the land, which would demonstrate curiosity and show that you are interested in their situation. Additionally, discussing any support or resources you can offer during the transition to land use would enhance the value you provide.
6.
0
/ 10Question:
"What support do you provide after the sale to ensure I'm satisfied with my choice?"
Answer:
I don’t it yiur
Feedback:
The response is incoherent and fails to address the prospect's question about post-sale support. It lacks clarity and offers no reassurance or information about what the buyer can expect after the purchase. An effective response should have clearly outlined the support services available after the sale, such as customer service, follow-up consultations, or resources to ensure the buyer's satisfaction. This lack of engagement demonstrates a complete misunderstanding of the importance of post-sale support in building trust and rapport with the customer.
7.
0
/ 10Question:
"I'm not sure if I can get this approved with my partner; how do others typically navigate those discussions?"
Answer:
Become a real man
Feedback:
The response is inappropriate, dismissive, and lacks any relevance to the prospect's concern about gaining approval from their partner. It fails to engage with the prospect in a meaningful way, demonstrating a complete misunderstanding of the importance of relationship dynamics in decision-making. An effective response should have offered strategies for open communication or collaboration with their partner, showing empathy and understanding. This response not only misses the mark but also undermines any potential rapport with the prospect.
8.
2
/ 10Question:
"Can you explain how this land's features directly impact my future plans for it?"
Answer:
Yes you got a property and they don’t make more land
Feedback:
The response is dismissive and fails to address the prospect's request for an explanation of how the land's features relate to their future plans. Instead of simply stating that land is scarce, the salesperson should have engaged more deeply by discussing specific features of the land (e.g., zoning, accessibility, natural resources) and how these could align with the prospect's intended use. This would demonstrate curiosity, provide valuable insights, and build rapport. Overall, the answer lacks clarity, empathy, and a solution-focused approach.
9.
0
/ 10Question:
"What if the land doesn't meet my expectations or requirements once I see it in person?"
Answer:
It wont
Feedback:
The response is dismissive and does not address the prospect's valid concern about the land meeting their expectations. It lacks empathy, clear communication, and fails to provide any reassurance or solution. An effective response should have acknowledged the prospect's worries and discussed ways to mitigate risks, such as offering a detailed description of the land, sharing testimonials from other buyers, or suggesting a visit to the land before making a final decision. This answer does not engage the prospect or build rapport, which are crucial in sales.
10.
0
/ 10Question:
"I have some questions about how this land acquisition aligns with my long-term financial goals; can you help clarify?"
Answer:
No
Feedback:
The response is completely unhelpful and dismissive. It fails to address the prospect's valid request for clarity regarding how the land acquisition fits into their long-term financial goals. An effective response should have engaged the prospect by asking questions to uncover their goals and concerns, providing insights on how the land could be a beneficial investment. This lack of engagement not only misses the opportunity for discussion but also damages rapport with the prospect.