Mortgages
Sales Assessment Results
33
Needs Improvement
10 questions
Maximum score: 100
Completed in
It's time for some tough love. Your performance on this test tells a story of missed opportunities and lack of depth in your selling techniques. You consistently acknowledge customer concerns, but then you drop the ball by not diving deeper. You could be engaging with probing questions and providing tailored solutions, yet you settle for vague assurances. Your responses lack the clarity and specificity needed to truly connect with prospects. This isn't just about providing information; it's about creating a collaborative dialogue where the customer feels understood and valued.
The scores reflect a struggle with solution-focused selling and engaging the prospect effectively. Instead of reiterating what you think they want to hear, you must learn to ask insightful questions that uncover their real pain points. You need to practice techniques like SPIN Selling and Solution Selling. These will help you gather more information and craft responses that are genuinely tailored to your customer's needs.
Remember, every conversation is a chance to build trust and demonstrate value. Don’t just aim to answer questions; strive to engage. Take this as your coaching moment: sales is about connection and clarity. You have the potential to elevate your game, but it starts with being more curious and thorough in your responses. Get in there, dig deeper, and show your prospects that you are their best solution.
Question Breakdown
1.
4
/ 10Question:
"I'm concerned about how this will impact our current budget allocation given the tight fiscal constraints we're facing."
Answer:
A lot of my clients feel the same way, what they found is that, this should help alleviate some of the constraints you are having, let me show you how
Feedback:
The response acknowledges the prospect's concern but lacks a clear connection to their specific situation. Instead of merely stating that "a lot of clients feel the same way," it would be more effective to ask probing questions to understand the budget constraints more deeply and explore specific areas where the mortgage solution could provide savings or financial relief. The phrase "let me show you how" is vague and should be followed by specific insights or examples. There’s an opportunity to use a solution-focused approach by providing a tailored value proposition that addresses the budget directly. Overall, the response missed an opportunity to demonstrate value and engage in a more collaborative discussion.
Score: 4
2.
4
/ 10Question:
"With the limited options in the market right now, how can we be sure we're making the right choice?"
Answer:
I’m so glad you ask! A few things went into the solution I put together for you than ensure it is the right choice
Feedback:
The response starts off positively, which is good, but it lacks depth and clarity. It acknowledges the question but doesn't provide any specific details or insights that could help alleviate the concern about limited options. To improve, the salesperson could have elaborated on the criteria used to evaluate the mortgage options, provided comparative analysis, or even shared testimonials from previous clients who faced similar concerns. Engaging the prospect with questions about their specific needs could also enhance the conversation and build rapport. Overall, it missed an opportunity for a solution-focused approach and did not explore value effectively.
3.
3
/ 10Question:
"Can you explain how you handle compliance requirements related to mortgage regulations?"
Answer:
Absolutely, all compliance will be handled by our controller and you will just need to submit 1x a day
Feedback:
The response provides a basic assurance regarding compliance handling, but it lacks depth and clarity. It does not explain what the compliance entails or how the controller manages it, leaving the prospect with more questions than answers. There is no engagement or curiosity shown to understand the prospect's specific concerns about compliance. Additionally, there's no closing technique or effort to explore the value of your service in relation to compliance, which is crucial in the mortgage industry. A more effective approach would have outlined specific compliance processes and perhaps asked if the prospect has particular compliance concerns they would like to discuss. Overall, this response fails to address the objection effectively.
4.
5
/ 10Question:
"I'm not sure if our employees will adapt to this new mortgage process; we've had pushback in the past."
Answer:
Push back is normal in any industry, based on feedback we have received we will roll it out with the why and benefits
Feedback:
The response acknowledges the objection but lacks depth in addressing the employee's concerns about adaptation. While mentioning the 'why and benefits' is a step in the right direction, it would be more effective to provide specific examples of how the new mortgage process has been successfully adapted in similar situations. Additionally, the response doesn't demonstrate curiosity or ask follow-up questions to explore the specific reasons for pushback or to understand the employees' past experiences better. A more collaborative and solution-focused approach, possibly by offering training or support during the transition, would be beneficial. Overall, it’s a decent start but needs more detail and engagement to effectively alleviate concerns and build trust.
Score: 5
5.
3
/ 10Question:
"Given our company's direction is shifting, how does this mortgage solution align with our long-term strategy?"
Answer:
Great question, it helps ensure the growth and success for years to come
Feedback:
The response lacks depth and specificity. While acknowledging the question is a good start, it fails to provide a clear connection between the mortgage solution and the company's long-term strategy. To improve, the salesperson should have explored the company's strategic goals and articulated how the mortgage solution can support those goals. Including specific benefits or case studies would have demonstrated a solution-focused approach and added value. Additionally, asking follow-up questions to clarify the company's direction could foster a more collaborative dialogue. Overall, the response does not adequately address the concern raised by the prospect.
6.
3
/ 10Question:
"What guarantees can you provide that this won't end up being another failed implementation for us?"
Answer:
Our proven track record of 49 years, as well as me.
Feedback:
The response lacks depth and clarity in addressing the prospect's concern about guarantees. While mentioning a 49-year track record is a good start, it doesn't provide specific evidence or examples that would reassure the client. It would be more effective to elaborate on successful implementations, customer testimonials, or metrics that demonstrate consistency and reliability. The phrase "as well as me" is vague and does not convey confidence or expertise. To improve, the salesperson could also ask follow-up questions to better understand the client's specific past experiences with failed implementations, allowing for a more tailored response. Overall, there’s a missed opportunity for solution-focused engagement and building rapport.
Score: 3
7.
3
/ 10Question:
"I'm worried about the support and service we'll receive post-purchase; can you elaborate on that?"
Answer:
We handle all support and service in house, here in the USA so you have nothing to worry about
Feedback:
The response fails to effectively address the prospect's concern about post-purchase support and service. While mentioning that support is handled in-house is a start, it lacks depth and reassurance. There is no elaboration on what specific support is provided, how it is managed, or how it meets customer needs. It doesn't invite further dialogue or questions from the prospect, which is essential for collaboration and building trust. A more effective approach would include examples of support, testimonials, or a proactive offer to discuss further details. Overall, the tone is somewhat dismissive, lacking warmth and engagement.
Score: 3/10 for minimal effort in addressing the concern but lacking detail and a solution-focused approach.
8.
3
/ 10Question:
"We need to understand more about the ROI and long-term value this mortgage solution offers compared to what we currently have."
Answer:
Let me break it down for you
Feedback:
The response is quite vague and lacks depth. While saying 'Let me break it down for you' shows willingness to explain, it doesn't directly address the concern about ROI and long-term value. A more effective response would involve asking specific questions to understand their current situation better, like what aspects of ROI they are most concerned about. Engaging them with detailed insights or a brief overview of the potential benefits would demonstrate a solution-focused approach. As it stands, this response could lead to further ambiguity instead of clarity.
9.
3
/ 10Question:
"What if we need customization that this solution can't provide?"
Answer:
It is very rare that we can’t provide c however if we aren’t able to we will reach out to our tech team for update
Feedback:
The response lacks detail and does not effectively address the prospect's concern about customization. It would be beneficial to acknowledge the importance of customization in the mortgage industry and proactively suggest that you can explore potential solutions together. Additionally, offering to schedule a follow-up discussion or providing examples of past customizations could enhance the response. The tone is somewhat passive and fails to instill confidence in the solution's adaptability. Overall, the response could use more clarity and a stronger focus on collaboration and reassurance.
10.
2
/ 10Question:
"There's a lot of urgency elsewhere in the business right now; can we afford to prioritize this mortgage decision?"
Answer:
Speed to lead, fastest closer in the nation
Feedback:
The response provided lacks depth and fails to address the prospect's concern about prioritization effectively. Simply stating 'Speed to lead, fastest closer in the nation' does not acknowledge the urgency the prospect feels in their business, nor does it provide a solution that aligns with their current priorities. A more effective approach would have involved asking questions to understand their specific urgency, demonstrating empathy, and then articulating how moving forward with the mortgage decision could fit into their urgent needs. Overall, this response is too vague and does not build rapport or engagement with the prospect.