Mortgage
Sales Assessment Results
66
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance is decent, but it’s clear that you're not hitting the high notes consistently. You’ve shown some solid skills in acknowledging concerns and engaging prospects, particularly in situations involving urgency and integration, but there’s a noticeable need for depth and clarity in your responses. You seem to be playing it safe, skimming the surface instead of diving deep into understanding your customer's specific pain points. It’s like you’re running a marathon but stopping to tie your shoes every few minutes.
On the positive side, your ability to build credibility and offer solutions is commendable. However, you often miss the chance to strengthen your value proposition with concrete examples and success stories, which would really resonate with your prospects. This is a critical area for growth. You need to shift from simply acknowledging issues to fully exploring and addressing them.
To really elevate your game, I suggest diving into **Solution Selling** and **Objection Handling Techniques**. These will help you not only identify pain points more effectively but also tackle customer hesitations with confidence and finesse.
Here's your coaching moment: remember that every conversation is an opportunity to dig deeper. Don't just scratch the surface; get to the heart of what your prospects need. They should feel like you’re not just a salesperson, but a partner in their journey. Lean into that, and you’ll see your scores soar.
Question Breakdown
1.
5
/ 10Question:
"We have limited budget allocation for this quarter, and I'm not sure we can accommodate a new mortgage solution right now."
Answer:
I completely understand how important it is to stay within your budget, especially in the current market condition.
That said we specialize in creative mortgage solutions that align with your financial goals and constraints.
I’d love to explore options with you to see how we can design a solution that best fits your needs.
When can we set up a brief consultation to discuss these options?
Feedback:
The response acknowledges the budget concern effectively and demonstrates empathy, which is crucial in the mortgage industry. However, it lacks a deeper exploration of the customer's pain points and does not clearly address the specific budget constraints mentioned. While offering to explore options is a good approach, it should include questions to further understand their financial limitations and encourage dialogue. The closing statement about setting up a consultation is a positive aspect, but it could be more assertive in emphasizing the value of the proposed solutions in the context of their current budget issues.
2.
7
/ 10Question:
"I need to understand how this new technology will integrate with our current systems before moving forward."
Answer:
That is a great point and I completely understand the importance of seamless integration with your current system.
Our systems are built with compatibility of mind, and we worked with many firms similar to yours to ensure seamless integration.
Would it help if we set up a meeting with our technical team to walk you through it step-by-step?
Our goal is to make this transition as easy and seamless for you as possible
Feedback:
The response effectively acknowledges the importance of seamless integration, which is crucial in addressing the prospect's concern. By mentioning that the systems are built with compatibility in mind and referencing experience with similar firms, the salesperson builds credibility. However, it could benefit from more specific examples or success stories to illustrate the integration process. The offer to set up a meeting with the technical team is a strong closing technique, as it shows willingness to engage further and provide detailed information. Overall, the response is customer-focused and collaborative, yet it could delve deeper into the prospect's specific systems to enhance discovery and value exploration.
3.
7
/ 10Question:
"What kind of training will be required for my team to implement this solution effectively?"
Answer:
That’s an excellent question and I want to reassure you that we prioritize implementing a sound solution as smooth as possible for your team.
We provide comprehensive training to your team such as live Zoom meetings, come on links to videos, one on one meetings. Depending on your preference.
The great news is that most of our clients find the training needs minimal due to our comprehensive on boarding and walk-through in the initial process.
Our support team is there to answer any questions for you anytime. The support team is stellar.
Would it be helpful if I sent you a list of training options and set up a demo with our team to walk you through on boarding?
Feedback:
The response effectively acknowledges the importance of training and reassures the prospect that the implementation will be smooth. Offering various training methods such as live Zoom meetings and one-on-one sessions demonstrates flexibility and a customer-centric approach. However, the phrasing could be more polished, and the mention of 'come on links to videos' is unclear and could confuse the prospect. It's also beneficial to provide specific examples or success stories from previous clients to reinforce the effectiveness of the training. The closing question about sending training options and setting up a demo is a strong closing technique, as it encourages further engagement. Overall, while the response is informative, it could benefit from clearer communication and more detailed value exploration.
4.
6
/ 10Question:
"We're facing tight deadlines; can you guarantee a quick implementation timeline?"
Answer:
I completely understand the need for a quick timeline when it comes to implementation. Our team is experienced and handling time, sensitive processes with accuracy in mind as well
Once we understand your specific timeline requirements, we can outline a detail, detailed milestone to ensure we stay on track. Our goal is to make sure everything is up and running with your timeframe in mind.
Would it help if we schedule a quick call to map out your timeline needs?
Feedback:
The response begins by acknowledging the urgency of the prospect's request for a quick implementation timeline, which is crucial in understanding their needs. The mention of the team's experience in handling time-sensitive processes builds credibility. However, the phrase 'detail, detailed milestone' has a redundancy that detracts from clarity. It would be more effective to provide specific examples of past projects with similar timelines to reinforce confidence in your ability to meet their deadlines. The closing question about scheduling a call is a proactive approach, encouraging further engagement. Overall, while the response shows understanding and a willingness to collaborate, enhancing the specifics regarding previous successes could strengthen the value proposition.
5.
8
/ 10Question:
"I have to secure approval from upper management, and I’m concerned about their readiness to embrace change."
Answer:
I completely understand and getting a management buy in is crucial for success.
What I found helpful is providing tools to help upper management make these decisions easier.
We can put together a concise business outline with benefits, ROI, and how the solution will benefit your companies needs.
Additionally, we can provide a high-level presentation or demonstration, reflecting these benefits to show how this will create value without disruption
Would you like me to prepare a meeting with them directly to answer any questions or and show demonstration of what we have to offer?
Feedback:
The response effectively acknowledges the importance of securing management buy-in, which is a key concern for the prospect. Offering to create a concise business outline with benefits and ROI shows a proactive and solution-oriented approach. Additionally, the suggestion of a high-level presentation is valuable for addressing potential reservations from upper management. However, the phrasing could be streamlined for clarity; for example, 'and show demonstration' should be corrected to 'and show a demonstration.' While the offer to prepare a meeting with upper management is strong, it could be further enhanced by asking more exploratory questions to understand their specific concerns or hesitations about embracing change. Overall, the response is solid but could benefit from clearer communication and deeper engagement with the prospect's needs.
6.
8
/ 10Question:
"Can you clarify what unique features your product offers that would specifically address our compliance needs?"
Answer:
That is an excellent question, and Compliance is an area where our solution truly stands out.
One unique feature we offer is automated compliance and real time tracking which is designed specifically to address all your compliance needs with instant communication and updates.
This feature reduces risk for errors and keeps you informed of any changes as well
Would it help if I walked you through this in our system and show you how it operates and share examples of our stellar compliance system?
Feedback:
The response effectively acknowledges the importance of compliance, which is a key concern in the mortgage industry. By highlighting a unique feature such as automated compliance and real-time tracking, the salesperson delivers a relevant solution that addresses the prospect's specific needs. However, while the explanation is clear, it could benefit from more detailed examples or success stories that illustrate the effectiveness of this feature in real-world scenarios. The closing question offers a proactive approach to engage further, but it could be stronger by explicitly inviting the prospect to ask questions or express concerns during the walkthrough. Overall, the response is informative and focused, but enhancing the depth of information and encouraging dialogue could strengthen the engagement.
7.
6
/ 10Question:
"I’m worried about the potential risks associated with switching from our current vendor to your solution."
Answer:
I completely understand switching vendors with the seamless process is critical. One way we help alleviate concern is a step-by-step transition plan Taylor to your needs with minimal disruptions to your business
Our team will work with you closely from loan transfers uploading new loan application applications and more. We also offer a discrete on boarding team which we call copilot to assist reduce any risks to your business
Would it be helpful if I share some examples of other similar businesses we work with? Or we can set up a meeting to walk through how we approach this for you specifically.
Feedback:
The response begins positively by acknowledging the prospect's concern about vendor switching, which is crucial for building rapport. However, the phrasing is a bit unclear, particularly "step-by-step transition plan Taylor to your needs," which seems to contain a typographical error. It would be beneficial to provide more explicit details about the transition plan, including specific steps and how they mitigate risks associated with the switch. Mentioning the 'copilot' onboarding team is a good addition, but further elaboration on their role could reinforce trust. The closing question is a good attempt to engage the prospect further, but it could include a more direct invitation for the prospect to express any specific concerns they might have about the transition process. Overall, while the response demonstrates a willingness to assist, it could benefit from clarity and a deeper exploration of the prospect's fears.
8.
7
/ 10Question:
"Your pricing seems higher than some competitors; can you justify the difference in value?"
Answer:
I understand that pricing is important in your decision factor, and I’m happy to clarify the value we bring to ensure you feel confident in this investment.
Well, our initial pricing may be higher. The value lies in our stellar support, guaranteed turn times long-term savings and more.
For example, we have a similar client who has been with us for a long period of time has saved about $1500 a year with this investment using these funds to invest in his child’s college
These advantages translate to long-term rewards
Would it be helpful if I outlined a side-by-side comparison to share with you on how we deliver ROI over and beyond our competitors?
Feedback:
The response starts effectively by acknowledging the importance of pricing, which is crucial for the prospect's decision-making process. However, the phrasing could be clearer and more concise; for instance, 'the value lies in our stellar support, guaranteed turn times long-term savings and more' could be broken down into separate points for clarity. The example of a similar client saving $1500 is beneficial in illustrating value, but it would be stronger if it included more context about the client's situation or specific metrics that showcase the ROI more vividly. Additionally, offering a side-by-side comparison is a solid closing technique, as it invites further dialogue and exploration of how your solution stands out. Overall, while the response demonstrates a good understanding of the prospect's concern, enhancing clarity and providing more concrete examples could significantly improve the impact.
9.
7
/ 10Question:
"The complexity of migrating our existing data to a new platform seems daunting; how will you assist us with that?"
Answer:
That’s a very valid concern, and we understand how important a data migration is to the success of any transition.
To address this, we have an entire team focus specifically on this process. We handle everything from uploading, sorting, and setting up your CRM‘s for requesting Referral business using your database with minimal disruption to your business.
Would it help if we set up a meeting to go over this process and show you the systems on a share screen?
Feedback:
The response correctly acknowledges the prospect's concern regarding data migration, which is crucial for building trust. By mentioning that you have a dedicated team focused on this process, you establish credibility and convey a commitment to support. However, the explanation could benefit from more specificity about the steps involved in the migration process and how you ensure minimal disruption. Using clearer language, particularly regarding the setup of CRMs and referral business requests, would enhance understanding. The closing question about setting up a meeting is a positive step toward further engagement, but it could be strengthened by inviting the prospect to share any specific concerns they may have regarding the migration. Overall, the response demonstrates a good understanding of the challenge but could improve in clarity and depth of information.
10.
5
/ 10Question:
"Given the current economic climate, how can you assure us that investing in this solution will yield a strong ROI?"
Answer:
that is a very reasonable concern, especially in today’s climate. One of our key strengths to the solution is to deliver measurable results, weather through systems that have stellar CRM and tracking with a team that help helps with follow through.
For example, one of our teams based in California uses a high-level platform with the sales team behind it that follows through and tracks all leads to ensure it is handheld to the end which tracks you return on investment
Would help if we jumped on a screen chair to show you what the system looks like and some ROI tracking numbers?
Feedback:
The response acknowledges the prospect's concern about ROI in the current economic climate, which is essential for establishing understanding. However, the phrasing could be clearer, particularly in the first sentence, where 'weather through systems' appears to be a typographical error. The mention of a California team and their high-level platform is useful, but it lacks specific metrics or success stories that would provide the prospect with confidence about the ROI. Additionally, inviting the prospect to a screen share is a good tactic to foster engagement, but the phrasing should be corrected to 'screen share' instead of 'screen chair.' Overall, while the response indicates a willingness to demonstrate value, it needs more clarity and specific evidence to substantiate the ROI claims.