Real estate
Sales Assessment Results
46
Needs Improvement
10 questions
Maximum score: 100
Completed in
It's tough to sugarcoat this, but your performance is telling a story that needs some serious rewrites. Averaging a score of 4.6 shows there's a lot of room for improvement. Your strongest sales technique seems to be in your curiosity and willingness to engage, particularly when you ask open-ended questions. This is a solid foundation, but curiosity without depth can leave your prospects feeling unfulfilled.
A consistent pattern in your responses is a lack of depth and reassurance. You often acknowledge objections but don't dive deep enough to provide the necessary solutions or comfort that clients need. Instead of just asking for more information, you should be offering insights, examples, and a confident value proposition.
To elevate your skills, focus on mastering the Challenger Sale methodology and Solution Selling techniques. These will help you challenge your prospects' thinking while also providing tailored solutions that resonate with their specific needs.
Remember, in sales, it’s not just about asking questions; it’s about making your prospects feel heard and valued. The coaching moment to take away is this: when you encounter objections, don't just acknowledge them—address them head-on with confidence, provide value, and showcase your expertise. Only then will you start to build the trust that turns prospects into clients.
Question Breakdown
1.
7
/ 10Question:
"I'm concerned about how this property aligns with our long-term strategic goals and if it will truly offer the ROI we expect."
Answer:
What’s your long term goal and what ROI are you looking to achieve?
Feedback:
The response effectively addresses the objection by asking thoughtful questions that encourage the prospect to elaborate on their long-term goals and expected ROI. This demonstrates curiosity and discovery, which are essential in understanding the client's needs. However, the response could benefit from a more empathetic tone and reassurance that you understand their concerns. Additionally, it would be helpful to provide examples or insights that align the property with their goals, showcasing value and establishing a collaborative approach. Overall, it's a solid foundation but lacks a bit of depth and warmth.
2.
4
/ 10Question:
"Can you explain how your offering addresses the specific compliance requirements we have in our industry?"
Answer:
Sure is there something specific you are looking for so I can address those concerns?
Feedback:
The response shows a willingness to engage but lacks depth and specificity. While asking for clarification is a good approach, it misses an opportunity to assert expertise and provide initial value around compliance requirements. It would have been more effective to briefly outline how your offering aligns with general compliance issues in the real estate industry before asking for specifics. This demonstrates knowledge and builds confidence. Overall, the tone is appropriate, but the response could be stronger with a more proactive approach to showcasing value.
Score: 4/10
3.
3
/ 10Question:
"With so many stakeholders involved, how can we ensure everyone will be on board with this investment?"
Answer:
I totally understand that concern. Is there any reason why this might concern you now though?
Feedback:
The response acknowledges the concern but lacks depth in addressing the objection. Instead of exploring the implications of multiple stakeholders or providing reassurance, it simply asks a follow-up question that may not directly alleviate the prospect's anxiety. A more effective approach would include discussing strategies for stakeholder engagement or presenting examples of how similar situations were successfully navigated in the past. Additionally, the tone could be more reassuring and proactive. Overall, the response feels somewhat passive and does not demonstrate a strong solution-focused approach or exploration of value.
Score: 3
4.
4
/ 10Question:
"I'm worried about our current vendor relationship; switching now might create more disruptions than benefits."
Answer:
What’s more disrupting? Switching now or waiting until the problem is worse and being forced to switch later?
Feedback:
The response attempts to challenge the prospect's thinking, which aligns with the Challenger Sale methodology. However, it lacks depth in addressing the concern about the current vendor relationship and does not acknowledge the prospect's perspective sufficiently. A more effective approach would involve asking open-ended questions to explore their specific concerns about the current vendor and how the switch could be beneficial in the long run. Additionally, incorporating a solution-focused approach would help in presenting the value of switching in a more compelling way. Overall, while it shows some engagement, it misses the mark on building rapport and addressing the underlying fears.
Score: 4
5.
4
/ 10Question:
"Given the seasonal market conditions, is this really the best time to invest in real estate?"
Answer:
There is a reason you are bringing that up now. Can you explain why that might be a concern for you right now?
Feedback:
The response shows an attempt to engage the prospect by asking a clarifying question, which is a good approach to uncover the underlying concerns. However, it doesn't directly address the objection regarding the seasonal market conditions. A more effective response would acknowledge the concern about timing and then provide a rationale for why investing now could still be advantageous, perhaps by highlighting opportunities that might arise in a seasonal market. Additionally, the tone could be more reassuring to foster trust. Overall, while the curiosity and discovery aspect is present, the effectiveness of addressing the concern and providing a solution is lacking.
6.
4
/ 10Question:
"What kind of training will our team need to effectively utilize this property, and how long will that take?"
Answer:
So I can understand what you are looking for.. is there a specific timeframe or training you are looking for?
Feedback:
The response demonstrates an attempt to clarify the prospect's needs, which is positive. However, it lacks depth in addressing the concern about training and timelines specifically. A more effective approach would involve acknowledging the importance of training in utilizing the property and providing an overview of potential training options and timelines based on similar clients. This would show that you value their concern and are prepared to provide a tailored solution. Additionally, asking a follow-up question to identify their current team capabilities could demonstrate curiosity and an understanding of their perspective. Overall, while there is an effort to engage, the response is too vague and does not provide sufficient value exploration or a collaborative approach.
Score: 4
7.
7
/ 10Question:
"We've had a bad experience with a prior implementation; how can you assure us this will be different?"
Answer:
How long ago was this? How did that affect you? What are you looking to see or hear from us to give you the confidence to move forward on this?
Feedback:
The response effectively addresses the concern by asking open-ended questions that invite the prospect to share their past experience. This approach demonstrates curiosity and a willingness to understand the prospect's perspective, which is crucial in building rapport. However, it lacks a clear assurance or value proposition specific to how your service will be different from their past experience. Adding a brief mention of your current processes or success stories could enhance the sense of security. Overall, it's a solid start but needs a bit more reassurance and a solution-focused angle.
Score: 7
8.
4
/ 10Question:
"I'm not convinced your solution will be scalable as our business grows; can you provide examples?"
Answer:
You could totally be right we have thousands of people we work with and we don’t necessarily work for everyone. What exactly are you looking for to insure we can grow with you as a company?
Feedback:
The response acknowledges the objection, which is a good start, but it lacks confidence and clarity. Saying 'you could totally be right' undermines the salesperson's authority and doesn't instill confidence in the solution. Instead, it would be more effective to provide specific examples of successful scalability with existing clients in the real estate sector. Additionally, asking for more details about the prospect's needs is an excellent move for discovery, but it could be framed more positively to show confidence in the solution's scalability. Overall, the response misses a strong value proposition or evidence to support scalability, which is crucial for a prospect in the real estate industry.
Score: 4/10
9.
5
/ 10Question:
"We have ongoing projects that require immediate attention; how can we prioritize this without sacrificing our current commitments?"
Answer:
I understand many of our clients are juggling things very similar. I guess why is it so important for you to take on this task right now versus pushing this off until your timeline allows you to put more effort on this?
Feedback:
The response acknowledges the prospect's situation, which is a good start, but it lacks effectiveness in addressing the immediate concern. Instead of asking why the task is important now, it would be more beneficial to explore how this new project could actually complement their ongoing commitments. This approach demonstrates a solution-focused mindset. Additionally, the tone could be more reassuring, emphasizing partnership and collaboration. A closing technique could also be employed to guide the conversation toward next steps or to suggest a timeline that aligns with their current projects. Overall, while the response shows some curiosity, it misses an opportunity to demonstrate value and build rapport effectively.
10.
4
/ 10Question:
"What safeguards do you have in place to protect against market instability or unforeseen environmental impacts?"
Answer:
Great question and you wouldn’t ask that unless you had some concerns… is there anything in particular you are looking in our product to help you address that need?
Feedback:
The response acknowledges the prospect's concern, which is a positive aspect of active listening. However, it lacks a direct answer to the question about safeguards, which is critical in addressing the objection effectively. Instead of asking for more information, the salesperson should have first provided some details about the safeguards in place, then asked a follow-up question to further engage the prospect. This would have demonstrated a solution-focused approach and explored value more effectively. The tone is appropriate, but the lack of a concrete response leaves the prospect's concerns unaddressed. Overall, this response could benefit from a more informative and reassuring approach.