Real Estate
Sales Assessment Results
61
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's get real here: your average score of 6.1 shows there's potential, but you're not quite hitting the mark consistently. Your strongest performance shines through with the aspects of consultative selling, particularly when you probe for values and showcase the importance of understanding authority in the decision-making process. However, there’s a concerning trend of responses lacking depth and personal engagement. You’re skimming the surface instead of diving deep into the unique needs of your prospects.
To elevate your game, focus on refining your solution-focused approach. You need to practice the art of storytelling and value proposition selling. This will help you convey unique selling points and create a narrative that resonates with your clients. Remember, customers want to feel heard and understood, not just sold to.
Here’s your coaching moment: every prospect is a unique puzzle. Don't just offer pieces; show them how each piece fits into their bigger picture. Engage, explore, and ask questions that lead to a deeper understanding of their needs. If you can master this, you’ll not only improve your scores but also build lasting relationships that turn into sales. Now go out there and make it happen!
Question Breakdown
1.
5
/ 10Question:
"We've tried similar properties before, and they didn't meet our expectations; how is this different?"
Answer:
Properties can vary from market to market. We will ensure that a proper inspection is done to ensure you know what you are looking at buying and should you decide to move forward, we can also ensure that we have the seller cover a Home Warranty.
Feedback:
The response attempts to address the prospect's concern about past experiences with similar properties by emphasizing the importance of inspections and offering a Home Warranty as a safety net. However, it lacks depth in exploring the unique features of the property in question or how it specifically addresses their unmet expectations. Additionally, it could benefit from a more engaging tone and a direct comparison to past experiences. Asking follow-up questions to understand what didn't meet their expectations would demonstrate curiosity and active listening. Overall, while it touches on solutions, it misses a more personal and robust exploration of value.
Score: 5
2.
6
/ 10Question:
"With so many options available, what makes your listings stand out in terms of value?"
Answer:
Can I first ask what are the values you deem important in your Purchase ? Buyers often have different opinions on value. What we have completed is a Broker Price Opinion, completed an appraisal and checked all the comps in the area to ensure that you are not paying above market appraised pricing.
Feedback:
The response effectively starts with a probing question to understand the prospect's values, which aligns well with a consultative approach. However, it could be more engaging and personalized. While mentioning the Broker Price Opinion and appraisal shows an attempt to establish credibility, it lacks a clear articulation of unique selling points that make the listings stand out. The salesperson should also directly connect the response back to the prospect's mentioned values to reinforce the solution-focused approach. Overall, the response lacks a definitive closing technique and could benefit from more curiosity and exploration of the prospect's needs.
3.
7
/ 10Question:
"I’m worried about the long-term support after the purchase; how do you handle post-sale issues?"
Answer:
That is definitely a valid concern. With this new construction property you have a 1 year Builder Warranty and this Builder has been successfully building homes in this market for over 20 years. Additionally, there are extended warranties on many of the homes Appliances and HVAC system that give you some added support and peace of mind in your purchase.
Feedback:
The response addresses the concern about long-term support effectively by providing specific information about the Builder Warranty and the experience of the builder, which can help reassure the prospect. However, it could be enhanced by incorporating a more solution-focused approach, such as offering to connect the client with past customers or providing additional resources to ensure support. The communication is clear, but the tone could be a bit more engaging to build rapport. Asking a follow-up question about the prospect's specific concerns after the sale would demonstrate curiosity and active listening. Overall, a solid response but with room for improvement in engagement and collaboration.
4.
5
/ 10Question:
"We have a tight budget for this quarter; are there any hidden costs we should be aware of?"
Answer:
I understand that being budget conscious is a concern for many these days. With purchasing a New Construction Home, you have added security of New energy efficient Appliances, Mechanicals, Windows and a 1 year Builder Warranty to address any issues that could arise in your first year of ownership.
Feedback:
The response touches on the benefits of purchasing a new construction home, addressing potential concerns about value rather than directly addressing the budget objection. However, it lacks specificity regarding hidden costs and does not acknowledge the prospect's concern about their tight budget. It could have benefited from asking follow-up questions to explore the prospect's specific budgetary limits and additional concerns. Overall, the message could be clearer and more aligned with the prospect's immediate need for financial clarity.
Score: 5/10 for recognizing the value but failing to engage deeply with the budget objection.
5.
5
/ 10Question:
"Our team is currently involved in other projects, so I’m not sure we can allocate resources for this right now."
Answer:
Can I ask as to why you've reached out to me to discuss our project ? Are you possibly looking at what we have to offer, with the thought that you're looking on which projects to get involved in once you've taken your current projects to completion ? Would you like to place a deposit on some of our upcoming projects and ensure you do not have a gap in your pipeline ?
Feedback:
The response attempts to engage the prospect by asking clarifying questions, which shows curiosity and active listening. However, it misses the mark in addressing the specific concern about resource allocation. Instead of exploring their current projects and understanding their situation further, it jumps to a proposal for placing a deposit, which may come off as pushy. It could have benefited from a more consultative approach, acknowledging their current commitments while discussing how your projects could fit into their pipeline without overwhelming them. A stronger focus on building rapport and demonstrating the value of your projects in relation to their current workload would improve the response. Overall, the attempt at a closing technique is somewhat premature given the objection.
Score: 5/10 for effort and engagement, but lacks a tailored response to the objection.
6.
6
/ 10Question:
"Given the current economic climate, how can you assure us that this investment will yield a return?"
Answer:
In Real Estate Rentals no return on investment can ever be guaranteed. However, based on all the financials & expenses with this purchase & the fact we have placed a tenant at Market Rents on a 2 yr Lease, we can at least can show what your cash on cash return will be for the next 2 years. Additionally with the lack of inventory available in the rental market, and this being a new construction property it has some compensating factors that will help to ensure it's rental desirability, when or if the Tenants decide to move out.
Feedback:
The response acknowledges the objection about the uncertainty of returns in the current economic climate, which is a good start. However, it lacks a more proactive approach to instill confidence in the prospect. While the mention of financials and a 2-year lease is relevant, it could be enhanced with a clearer breakdown of potential scenarios, especially around market trends and the property's unique selling points. Additionally, incorporating a closing technique that invites further discussion or questions would have made it more effective. There is a slight lack of empathy in addressing the prospect's concerns regarding risk, which is crucial in real estate. Overall, while the response has some informative elements, it could benefit from a more solution-focused and engaging approach.
Score: 6/10
7.
7
/ 10Question:
"What if we don’t have the authority to make a final decision on this purchase?"
Answer:
Can I inquire as to who we should also be sharing this information with, so that all involved in the decision making process are getting the same information for this purchase ?
Feedback:
The response effectively addresses the prospect's concern by seeking to identify the relevant decision-makers. This shows an understanding of the BANT framework, specifically the 'Authority' aspect. The tone is polite and collaborative, which is appropriate for the real estate industry, where relationship building is crucial. However, the salesperson could enhance the response by expressing empathy for the situation and offering to provide additional information or support to the person with authority. This would demonstrate a more solution-focused approach and encourage engagement. Overall, the response is clear and maintains an open line of communication, showing curiosity and a willingness to involve others in the conversation.
To improve, consider adding a closing technique or a next step to keep the momentum going in the sales process.
Score: 7
8.
5
/ 10Question:
"I need to ensure that this aligns with our company’s direction; how flexible are your offerings?"
Answer:
Staying in line with your companies values & direction are definitely important. Which is why we offer various package levels that are targeted for your specific needs. Providing options is part of what has helped us deliver customer satisfaction since opened our Company and ensures that we will be in business for many years to come.
Feedback:
The response acknowledges the importance of alignment with the company's direction, which is a good start. However, it lacks specificity regarding how the offerings can be flexible to meet the prospect's unique needs. It would have been more effective if the salesperson had asked follow-up questions to explore the prospect's specific direction and needs further. Additionally, the response could benefit from more concise communication and a stronger closing technique to reinforce the value of the offerings. Overall, while the tone is appropriate, the lack of depth in exploration and engagement holds it back.
9.
7
/ 10Question:
"I'm concerned about how quickly we can complete this process; what does your timeline look like?"
Answer:
What is the time frame you are needing to stay within ? We've been building for the past 20 years and can identify our timelines within a 5% margin of variance on time to completion and the process of getting through the Mortgage, Title and Closing process. Additionally, in our Contracts, if we fall outside of our timelines, any additional expense you may incur will be covered by our Company.
Feedback:
The salesperson did a good job of acknowledging the prospect's concern about timelines and responded with a clarifying question to understand the prospect's specific needs. However, the response could benefit from a more structured approach that outlines a clear timeline based on the company's experience. While mentioning the 5% variance and the assurance of covering additional expenses is a strong point, it lacks a personal touch and could be seen as somewhat transactional. Enhancing the communication by adding a brief overview of the typical timeline for the process would help provide a clearer picture for the prospect. Overall, there is good engagement, but the response could be improved by being more solution-focused and collaborative.
10.
8
/ 10Question:
"Can you provide evidence of your market reputation to build our trust in this decision?"
Answer:
100% of my business is from Referrals. We do not run ads, billboards or Social Media campaigns and the reason you and I are speaking today is because you heard about us through word of mouth. Additionally, you are welcome to read the many testimonies on our Website and if you would like to speak with 2 or 3 of our other satisfied clients, they are always happy to talk with others about their experience in how they've become a client.
Feedback:
The response effectively addresses the objection by emphasizing the importance of referrals and providing multiple avenues for the prospect to verify the salesperson's reputation. Mentioning that their business is built on word-of-mouth reinforces trust and reliability, which is crucial in real estate. However, it could have been strengthened by asking a follow-up question to engage the prospect further, such as, "What specific qualities are you looking for in a reputable agent?" This would demonstrate curiosity and further explore the prospect's needs. Overall, the communication is clear and aligns well with the industry expectation for reputation building. A closing technique could have been utilized to guide the conversation towards the next steps.
Score: 8/10