Plots of land
Sales Assessment Results
41
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s be real: your performance is underwhelming and reflects a lack of depth in your sales approach. You’re showing some basic skills in consultative selling, but it’s just a surface-level engagement with prospects. You often skirt around their concerns without diving into the implications or offering clear, tailored solutions. This isn’t just about asking questions; it’s about actively listening and responding with value. You’ve got to stop being vague and start articulating the benefits of your offering more convincingly. Consistently, you’ve missed opportunities to build rapport, address objections effectively, and engage in a collaborative dialogue. I suggest you study the Solution Selling and Consultative Selling techniques more deeply. They’ll teach you how to not only identify pain points but also how to present compelling, customized solutions that resonate with your prospects. Remember, it's not just about asking questions; it’s about guiding your prospects toward a clear understanding of how your solution aligns with their goals. Your takeaway? Stop being a passive participant in conversations. Own the dialogue, and show your prospects the real value you can offer. Get in the game!
Question Breakdown
1.
5
/ 10Question:
"I like the idea, but I'm not sure how this fits with my long-term business goals."
Answer:
I understand, what's it that doesn't fit into your business goal?
What would happen if your business needs an expansion or something unplanned happened?
Feedback:
The response demonstrates a good attempt at engaging the prospect by asking clarifying questions, which aligns with the principles of consultative selling. However, it lacks depth in addressing the concern about alignment with long-term goals. Instead of directly addressing the potential benefits of purchasing land as part of their business strategy, it primarily seeks to explore the issue without providing any insight or value. A stronger response could have included an explanation of how owning land could serve as an asset for future growth or provide flexibility in business expansion, thus exploring the implications of not aligning the purchase with their goals. Overall, while the curiosity and discovery aspect is present, the lack of a clear solution-focused approach and failure to articulate value results in a lower score.
Score: 5
2.
3
/ 10Question:
"I need to discuss this with my partner, who has a different opinion on the investment."
Answer:
Ok great. I would definitely going to do Same but if you say yes to this investment would your partner says no?
Feedback:
The response lacks clarity and does not effectively address the concern raised by the prospect. While it's good to acknowledge the need for discussion, the follow-up question may come off as confrontational rather than collaborative. It would be more effective to ask open-ended questions to understand the partner's concerns and suggest setting up a meeting with both parties to address their opinions. Also, the tone could be more supportive and less challenging. Overall, this response does not demonstrate active listening or a solution-focused approach.
3.
3
/ 10Question:
"What if I find a better deal on a plot of land in the same area?"
Answer:
Yes that's quite possible but if you find same offer like what I'm offering you, which one are you going to take?
Feedback:
The response does not effectively address the prospect's concern about finding a better deal. It lacks curiosity and discovery, as it doesn't ask any follow-up questions to understand the prospect's needs or motivations better. Instead of engaging the prospect with a thought-provoking question, it comes off as somewhat dismissive. A more effective approach would involve acknowledging the objection, exploring the prospect's criteria for a better deal, and highlighting the unique value or benefits of your offering. Overall, there's a missed opportunity to build rapport and explore solutions collaboratively.
Score: 3
4.
5
/ 10Question:
"I'm concerned about the monthly payments; we have other financial commitments right now."
Answer:
I understand. Is that your only concern?
You could Skip some months and possibly get an extension.
Would that help?
Feedback:
The response addresses the objection but lacks depth in understanding the customer's financial situation. Instead of immediately asking if that’s their only concern, it would have been more effective to ask open-ended questions to explore their financial commitments further. The suggestion to skip months or get an extension is a good start, but it should be accompanied by a clear explanation of how that would work and the implications. Overall, it feels a bit rushed and doesn't fully engage with the customer's concerns. A more solution-focused and collaborative approach would have strengthened this response.
5.
3
/ 10Question:
"I've heard mixed reviews about this location - how do I know it’s a sound investment?"
Answer:
That sounds interesting, it means you have explore location visibility about this investment. Do you in anyway find anything negative about the location?
Feedback:
The response lacks effectiveness in addressing the concern about mixed reviews. While it acknowledges the prospect's opinion, it doesn't provide reassurance or information to counter the mixed reviews. The tone is somewhat vague and does not clearly communicate a sense of expertise or confidence in the investment. The closing technique is absent, and there are no thoughtful questions that delve deeper into the prospect's specific concerns. Active listening is only partially fulfilled, as the response does not clarify or summarize the mixed reviews, which would have shown understanding. Overall, the response could benefit from a more informative and reassuring approach, demonstrating the value of the investment and fostering a collaborative dialogue.
Consider offering statistics, testimonials, or features of the location that highlight its potential. A more structured inquiry into the specifics of the negative feedback could also lead to a more productive conversation.
6.
2
/ 10Question:
"This seems like a luxury purchase; can you justify the value over other options?"
Answer:
Okay. Well before that I'm not pretty sure if you need this investment right now because I need to understand little about your situation.
What are hoping to achieve with this investment?
Maybe you don't even need it
Feedback:
The response does not effectively address the objection regarding the perceived luxury nature of the purchase. Instead of justifying the value, it sidesteps the concern and suggests uncertainty about the prospect's need for the investment. This could come off as dismissive rather than engaging. A better approach would have included asking probing questions to explore the prospect's motivations and then providing tailored value propositions that highlight the benefits of investing in land versus other options. The tone could also be more affirmative and engaging to build rapport and demonstrate understanding. Overall, this response lacks clarity and fails to explore the value of the investment, leading to a low score.
7.
4
/ 10Question:
"With so many options out there, what sets your plots apart from the competition?"
Answer:
I agree with you but it all depends on what you are looking for. Are you looking for an investment that could give you over 100% return within shortest period of time or the one that you could risk your investment?
Feedback:
The response touches on the prospect's concern about competition but lacks a clear differentiation of the plots offered. Instead of directly addressing what sets the plots apart, it shifts the focus to the prospect's investment goals. A more effective response would explicitly highlight unique selling points, such as location advantages, financing options, or community plans. Additionally, while the response does ask a question, it could benefit from a more consultative approach by exploring the prospect's needs in detail. This would allow for a deeper connection and solution-focused discussion. Overall, the tone is somewhat vague and could be clearer in its communication.
Score: 4
8.
7
/ 10Question:
"I have a tight budget; can you explain how this purchase will give us a strong ROI?"
Answer:
I understand, our past investors has seen over 70% return on their investment within 12 months. I could share a record of that with you. Would that help?
Feedback:
The response effectively addresses the concern about budget by providing a concrete statistic regarding ROI, which is a strong point in favor of the investment. However, it lacks a more personalized approach that could demonstrate empathy and understanding of the prospect's situation. The suggestion to share a record is good, but it could be enhanced by offering to discuss payment options, financing, or a more detailed ROI analysis tailored to their specific needs. Asking a follow-up question to uncover more about their budget constraints could also improve the engagement. Overall, while there is a clear communication of potential value, the response could benefit from a more collaborative and solution-focused approach.
9.
5
/ 10Question:
"I appreciate the offer, but I need more time to evaluate my current projects before considering this."
Answer:
That's great. It shows you evaluate investment you made but what would happen if the current offer is not longer available when you finish evaluating?
Feedback:
The response acknowledges the prospect's need for time, which is important for building rapport. However, it lacks a solution-focused approach and doesn't explore the prospect's concerns further. While it introduces a sense of urgency, it could benefit from asking more probing questions to understand their evaluation process better. A collaborative approach asking how you can assist them during their evaluation would strengthen the conversation. Overall, the response could improve on active listening and curiosity, as it doesn't explore the prospect's perspective deeply.
10.
4
/ 10Question:
"Is this the best time to invest given the current market conditions?"
Answer:
You are correct but that's how most of our current investors feel but when they understand the return this investment could give them they were able to secure it.
Feedback:
The response acknowledges the concern about current market conditions but lacks depth and clarity. It could have benefited from a more structured approach, perhaps by using the SPIN Selling technique to explore the situation and implications of investing now. The tone is somewhat defensive rather than reassuring, which may not instill confidence in the prospect. Additionally, there is no clear closing technique or an invitation to continue the conversation. Asking questions about the prospect's specific concerns or goals could have demonstrated curiosity and enhanced engagement. Overall, while there is a faint attempt to address the objection, the response feels vague and passive.
To improve, try to provide more concrete data or examples of successful investments made during similar market conditions, and encourage the prospect to discuss their investment goals further.
Score: 4/10