Selling of landed properties
Sales Assessment Results by Abah Victoria
22
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance here is far from impressive. Scoring an average of 2.2 is a clear signal that you need to step up your game significantly. Your biggest challenge lies in the lack of depth and specificity in your responses. You often resort to vague reassurances that leave prospects feeling uncertain rather than confident about their decisions. This is a major red flag in sales. You need to pivot away from generic statements and start providing concrete examples, data, and insights that directly address the concerns of your prospects.
On a positive note, your attempts at engagement are there, but they need to be more intentional and focused. You have a chance to turn around these interactions by asking more probing questions that uncover the true needs and fears of your prospects. This will not only help you tailor your responses but also build a genuine connection that fosters trust.
I highly recommend you dive deep into the SPIN Selling technique and the Consultative Selling approach. These methods will help you learn how to ask the right questions and respond with the depth and specificity that your prospects crave.
Remember, every sales conversation is an opportunity to build trust and demonstrate your expertise. Your takeaway here is to shift from being a passive responder to an active listener who genuinely seeks to understand the needs of your prospects. Get to work on this and show up with solutions, not just reassurances!
Question Breakdown
1.
2
/ 10Question:
"I'm concerned about the legal complexities involved in purchasing this property; how can we be sure everything is compliant?"
Answer:
We are a firm guiding not just your properties but also all legal documents and worries, your fears are valid but we assure you the very best
Feedback:
The response lacks specific details about how the firm ensures legal compliance, which is critical for addressing the prospect's concern. Using phrases like "we assure you the very best" is vague and does not provide the prospect with tangible reassurance. A more effective approach would include examples of compliance protocols, legal support offered, or testimonials from satisfied clients. Additionally, actively engaging the prospect with questions about their specific legal concerns could enhance the dialogue and demonstrate a deeper understanding of their needs.
2.
3
/ 10Question:
"With the current competitive market, what guarantees do I have that this property will maintain its value over time?"
Answer:
Land appreciates and not depreciate
Whenever you want to resale or change your mind to build, we are always willing to assist you
Feedback:
The response is overly simplistic and lacks depth in addressing the prospect's concern about maintaining property value in a competitive market. While it is true that land typically appreciates, the answer does not provide specific guarantees, data, or insights into market trends that would reassure the buyer. Additionally, discussing support for resale or building changes is helpful, but it should be framed around how those actions can protect or enhance value over time. Engaging the prospect with questions about their concerns or expectations regarding property value could also foster a more collaborative conversation.
3.
2
/ 10Question:
"The project timeline is tight, and I'm not sure if I can commit to this purchase without compromising other priorities."
Answer:
Thanks for showing interest. But we are payment plans that last for three months. You can gave a rethink
Buy millions today
Feedback:
The response does not effectively address the prospect's concerns regarding the tight project timeline and prioritizing their commitments. Simply mentioning payment plans is insufficient; it fails to provide confidence about the purchase process and timelines. A more effective response would include specific details on how the purchase process can be expedited or how your firm can accommodate their timeline. It would also be beneficial to ask probing questions to understand their specific priorities and concerns further, fostering a more collaborative conversation.
4.
2
/ 10Question:
"I've been hearing about new developments in the area that could impact property values; how do we assess this risk?"
Answer:
Buy buying earlier and reselling
Feedback:
The response does not directly address the prospect's concern about new developments impacting property values. It fails to provide a clear assessment strategy or insights on how to evaluate the risks associated with changing market conditions. A more effective answer would include discussing recent market trends, data on new developments, or how your firm analyzes these risks for clients. Additionally, engaging the prospect by asking questions about their specific concerns or providing examples of how similar situations were handled in the past would enhance the response. Overall, the lack of clarity and depth results in a missed opportunity to build trust and demonstrate expertise.
5.
2
/ 10Question:
"We're happy with our current property management, so why should we consider switching to yours?"
Answer:
Because we have integrity
Feedback:
The response is inadequate as it does not effectively address the prospect's contentment with their current property management. Simply stating 'we have integrity' lacks depth and fails to differentiate your services or highlight the specific benefits of switching. A more compelling response would include examples of how your firm excels in service, unique offerings, or success stories that demonstrate value. Additionally, asking questions to uncover any specific issues they face with their current management could help tailor your pitch and better engage the prospect.
6.
0
/ 10Question:
"Considering the nature of luxury properties, how do you ensure there are no hidden costs that could arise post-purchase?"
Answer:
But buying earlier
Abeg, no stress me
Feedback:
This response is completely inadequate for addressing the prospect's concern about hidden costs associated with luxury properties. It does not provide any information or reassurance regarding how the company manages or discloses potential costs, which is critical in the luxury real estate market. Phrasing like "Abeg, no stress me" is dismissive and unprofessional, further alienating the prospect. A more effective response would include a detailed explanation of transparency in pricing, any warranties or guarantees offered, and ways the firm ensures clarity before the purchase. Engaging the prospect with questions to better understand their fears would also show a willingness to collaborate and build trust.
7.
2
/ 10Question:
"With the recent economic volatility, how can I justify this luxury purchase to my team and stakeholders?"
Answer:
100 percent. Buy from us
You are buying trust not liability
Your property is an assets and not a liability
Feedback:
The response is overly simplistic and lacks substance, failing to address the prospect's need for justification regarding the luxury purchase in the context of economic volatility. Saying '100 percent' provides no rational basis for decision-making and could be perceived as dismissive. Instead, the salesperson should provide data or insights demonstrating the potential for value retention or appreciation, as well as how the investment aligns with current market stability. Additionally, discussing how the property can be presented as a strategic asset to stakeholders would create a more compelling argument. Engaging the prospect with questions about their team's concerns could also help tailor the response to their specific needs.
8.
2
/ 10Question:
"If I invest now, what support will you provide in terms of future renovations or property enhancements?"
Answer:
All support
Feedback:
The response is vague and doesn't provide specific information about the types of support available for future renovations or property enhancements. Simply stating 'All support' lacks detail and fails to reassure the prospect. A more effective answer would include examples of the support services offered, such as design consultations, access to contractors, or financial assistance for improvements. Engaging the prospect with questions about their specific renovation plans or concerns would also demonstrate a collaborative approach and a commitment to meeting their needs.
9.
3
/ 10Question:
"The last property I bought took longer than expected to finalize; how can you assure me that this won't be the case again?"
Answer:
We give the very best
We have sold over 250 properties in two years
Feedback:
The response fails to directly address the prospect's concern about the previous delays in finalizing a property purchase. Simply stating 'We give the very best' is vague and does not provide any assurance or specifics on how your firm will prevent similar issues. A more effective answer would include details about your processes, timelines, or measures taken to ensure a smooth transaction. Additionally, mentioning your track record of successfully completing transactions can be helpful, but it should be supported with examples or metrics that directly relate to timely finalization. Engaging the prospect with questions about their past experiences could also help build rapport and trust.
10.
4
/ 10Question:
"What if the facility doesn't align with our future business vision? How do we ensure we won't regret this decision later?"
Answer:
By reselling
The truth is that you won’t regret it
Land appreciates and not depreciate
We will attach C of O from the government
And our properties are FCDA approved
Feedback:
The response fails to directly address the prospect's concern about the alignment of the property with their future business vision. Simply suggesting reselling is not reassuring and does not provide a proactive solution to ensure that the property will meet their long-term needs. While stating that land typically appreciates and mentioning that properties will come with the Certificate of Occupancy (C of O) and FCDA approval adds some value, it lacks a comprehensive approach. A more effective response would involve discussing how the property can be tailored to their future vision, perhaps by exploring potential modifications or expansions. Additionally, engaging the prospect with questions about their specific business vision would create a more collaborative dialogue and demonstrate an understanding of their strategic goals.