Land
Sales Assessment Results by Cindy Akim Damkel
24
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance is falling short of what’s required in the sales world, especially in the land investment industry where trust and clarity are paramount. Your responses demonstrate a significant lack of depth and do not effectively address the prospect's concerns, which is a fundamental requirement in sales. You’re missing the mark on engaging customers meaningfully and providing them with tailored solutions. Instead of offering vague reassurances, you need to focus on specific examples, data, and a consultative tone that builds trust.
The pattern here is clear: there’s an absence of clarity, specificity, and an understanding of how to structure your communication to foster a collaborative discussion. You need to elevate your game by practicing consultative selling techniques, particularly engaging your prospects through questions to uncover their specific needs and concerns. This will not only help you address their worries directly but also position you as a trusted advisor rather than just a salesperson.
I strongly suggest you dive deep into SPIN Selling and Consultative Selling. Both techniques will refine your ability to ask the right questions and provide tailored solutions that resonate with your prospects. Remember, it’s not just about selling; it’s about building relationships and trust.
Here’s your coaching moment: every interaction with a prospect is an opportunity to listen and learn. Don’t just sell; connect. When you focus on their needs and respond with genuine understanding and tailored insights, you’ll shift from being just another salesperson to a trusted partner in their journey. Let's turn this ship around!
Question Breakdown
1.
1
/ 10Question:
"I'm concerned about the long-term value of this land investment given fluctuating market conditions."
Answer:
I understand but Land is an asset that appreciates as long as it's in a good hand
Feedback:
The response lacks depth and fails to address the prospect's concern about market fluctuations and long-term value comprehensively. It does not provide specific examples or data to reassure the prospect, nor does it explore the implications of their concern. Additionally, the communication is overly simplistic and lacks a consultative tone, which is crucial in the land investment industry. Engaging the prospect with questions about their specific worries and providing a tailored risk assessment would have been more effective.
2.
2
/ 10Question:
"How can I be sure this property will actually meet my needs over time?"
Answer:
We have individual with feedbacks on how it appreciate with time
Feedback:
The response lacks clarity and does not directly address the prospect's concern about the property meeting their needs over time. Simply mentioning individuals with feedback does not provide reassurance or specific evidence regarding the property’s suitability. A more effective approach would involve asking questions to understand the prospect's specific needs and providing tailored examples or case studies that demonstrate how similar properties have successfully met those needs in the past. This would also enhance the consultative tone necessary for building trust in the land investment industry.
3.
2
/ 10Question:
"I've heard about other options that might be cheaper; what makes this land worth the price?"
Answer:
The value, you are safe with us,they are registered you need no fear either the government or a third-party raising an alarm as the second owner or are you saying it doesn't worth the price
Feedback:
The response fails to directly address the prospect's concern regarding price comparison with cheaper options. The communication is unclear and does not provide any specific value proposition or unique selling points that justify the price of the land. Instead of using defensive language, it would be more effective to highlight the unique benefits of this investment, such as its potential for appreciation, the security of registration, and other advantages that make it a worthwhile investment. Asking questions to better understand the prospect's comparisons and concerns would enhance engagement and demonstrate a consultative approach.
4.
1
/ 10Question:
"What if I find that the land doesn't match my expectations once I begin developing it?"
Answer:
You can get back to us and then we get a new seller
Feedback:
This response falls short in addressing the prospect's concern about meeting their expectations with the land. It lacks specificity and reassurance, failing to engage the prospect in a meaningful conversation about their expectations and needs. Instead of suggesting to go back to a new seller, it would be more effective to ask questions about what specific expectations the prospect has and provide examples of how you ensure customer satisfaction and support throughout the development process. This would demonstrate a more consultative approach and build trust. Overall, the response is vague and does not foster a collaborative discussion.
5.
1
/ 10Question:
"The approval process seems complicated; how do we ensure we stay on track with timelines?"
Answer:
Please be patient,I will give you my contact so we keep in touch
Feedback:
This response does not effectively address the prospect's concern about the complexity of the approval process and timelines. It lacks detail and fails to provide any specific strategies or assurances regarding how the process will be managed. A better approach would involve outlining the steps involved in the approval process, potential timelines, and how you will support the prospect throughout. Asking questions to understand their specific worries or previous experiences with approvals could also enhance the dialogue and build trust.
6.
2
/ 10Question:
"I'm worried about hidden costs that might arise later on after the purchase."
Answer:
I understand your fear,but the good thing is, for you to be able to make the purchase,it won't be a big deal if it eventually requires so meanwhile I assure you there is no such
Feedback:
This response attempts to acknowledge the prospect's concern about hidden costs, but it fails to clearly address the issue or provide any specific reassurance. The phrasing is vague and does not effectively communicate how the company mitigates hidden costs or provides transparency throughout the purchasing process. A more effective response would involve detailing the steps taken to ensure transparency, such as providing a clear breakdown of all potential costs, offering documentation, or sharing testimonials from previous customers who have not encountered unexpected charges. Additionally, asking questions to better understand the prospect's specific worries around costs could help engage them and build trust.
7.
4
/ 10Question:
"Can you give me examples of how this land has appreciated in value for others?"
Answer:
Most people use it As a parking slot,a park, building of estates,sport centers, hospital and schools generating good source of income
Feedback:
The response attempts to provide examples of land usage that can generate income, which somewhat addresses the prospect's request for examples of appreciation. However, it lacks specific data or case studies that illustrate how the land has appreciated in value over time. Additionally, the answer is vague and could benefit from more detailed examples or testimonials from previous buyers who have seen appreciation in their land investments. Furthermore, the communication style lacks a consultative tone, which is essential in building trust in the land investment industry. To improve, the salesperson could ask the prospect about their investment goals and relate how similar properties have met those goals in the past, enhancing the consultative approach and demonstrating a stronger value proposition.
8.
3
/ 10Question:
"What kind of support will I receive throughout the purchase and development process?"
Answer:
We do ensure that everything stays confidential,we will support by ensuring all process are carried out in the appropriate time
Feedback:
The response acknowledges the importance of confidentiality, which is relevant to the prospect's concerns; however, it fails to provide specific details about the support offered throughout the purchase and development process. Instead of vague assurances about timeliness, the salesperson should outline the types of support available, such as guidance through the approval process, access to resources or contacts, timelines for each stage, and ongoing communication strategies. Asking the prospect about their specific needs for support could enhance engagement and demonstrate a more customer-centric approach. Overall, this response lacks clarity and depth, making it less effective in building trust and confidence with the prospect.
9.
3
/ 10Question:
"How can you assure me that the land meets all the necessary compliance standards?"
Answer:
The company has that in store in fact it is one of the reasons the land is valuable.well here are the documents you can go through it to be sure,I agree with you having such fear,at the same time you need no fear
Feedback:
The response attempts to address the prospect's concern about compliance standards, but it lacks clarity and specificity. Simply stating that the company has compliance documents is insufficient; the salesperson should detail what compliance standards are met and how the documentation supports this claim. Furthermore, the wording is convoluted and contains grammatical errors, which may undermine professionalism. A better approach would include proactively addressing the prospect's fears by explaining the compliance process, sharing examples of successful compliance cases, and inviting the prospect to ask further questions about their specific concerns. This would enhance trust and demonstrate a more consultative approach to the sale.
10.
5
/ 10Question:
"I need to discuss this with my partner first; how can you help make the case for this investment?"
Answer:
This is a right thing to do,in making great decisions like this it's good to share with a close one,so what do you think they might want to ask so I can clarify that for you or will you prefer I put you on a call in other to explain it my self?
Feedback:
The response acknowledges the prospect's need to discuss with their partner, which shows some understanding of the situation. However, it lacks a clear and structured approach to help the prospect make the case for the investment. Instead of just asking what questions the partner might have, the salesperson could proactively offer specific key points or benefits to share with the partner. Additionally, the phrasing is a bit awkward and contains grammatical errors, which might detract from professionalism. A more effective response would also consider asking open-ended questions to better understand the partner's concerns or priorities, reinforcing the consultative approach.