Real Estate
Sales Assessment Results by Jibrin Favour
13
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance needs a serious wake-up call. Scoring an average of 1.3 is not just below average; it's a glaring red flag waving in the wind. You struggled significantly with objection handling, which is crucial in sales, especially in real estate. Each response fell flat, lacking depth, engagement, and, most importantly, solutions. You showed no curiosity or desire to understand your prospects' concerns beyond a surface level. This isn’t just a minor issue; it’s a fundamental flaw in your approach that could cost you sales and credibility.
To turn this around, I suggest you dive deep into Solution Selling and Objection Handling Techniques. You need to learn how to actively listen to your prospects and respond with specific, tailored solutions that address their unique concerns. Remember, it’s not about you; it’s about the buyer's journey and how you can guide them through it.
Here’s your coaching moment: Sales is about building trust and rapport. If you’re not engaging with your prospects’ concerns, you’re building walls instead of bridges. Next time, don’t just acknowledge an objection—own it. Explore it. Make it a conversation, not a monologue. You have the potential to improve, but it’s on you to put in the effort. Show up, get curious, and turn those objections into opportunities.
Question Breakdown
1.
2
/ 10Question:
"I'm concerned about the upfront costs; how do you justify the value against similar properties in this market?"
Answer:
I completely understand your concern Mr Y. Our properties are all government approved and with full documentations.
Feedback:
The response fails to effectively address the prospect's concern about upfront costs and does not provide justification for the property's value compared to similar options in the market. While acknowledging the concern is a good start, it lacks depth and does not explore how the investment aligns with the prospect's needs or provide specific value propositions that differentiate your properties from others. There is no indication of curiosity or further questions to understand the prospect's perspective, nor does it explore the implications of their concern. Overall, the response is too vague and does not demonstrate a solution-focused approach.
2.
3
/ 10Question:
"The timeline for closing seems tight; what happens if we miss our target date?"
Answer:
Oh, I do understand that the closing date seems tight. If the company could work something out for you, would you be willing to work with us?
Feedback:
The response acknowledges the prospect's concern about the tight closing timeline, which is a good start. However, it lacks specificity and does not provide concrete solutions or alternatives to address the issue. Instead of asking if the prospect would be willing to work with them, the salesperson should have outlined potential options or reassurances that could mitigate the concern. This approach would demonstrate not only active listening but also a willingness to collaborate and find a solution. Overall, the response is too vague and misses an opportunity to build trust and confidence with the prospect.
3.
0
/ 10Question:
"Can you provide more details on how this property meets current compliance standards?"
Answer:
No answer
Feedback:
The lack of a response to the objection demonstrates a significant failure to engage with the prospect's concern. Not answering indicates a lack of preparation and understanding of the property's compliance standards, which are critical in real estate transactions. Addressing compliance is vital to instill confidence in the buyer, and failing to provide any details or insights not only misses an opportunity to clarify the property's value but also undermines trust. It's essential to actively listen and respond to objections with well-informed, detailed answers to build rapport and credibility.
4.
4
/ 10Question:
"We've had issues with previous transactions; what makes this process different?"
Answer:
Oh I'm sorry about the fact you fell into a scam in your last transaction. Our properties can be verified with KADGIS to clear every doubt you have. Is that okay with you?
Feedback:
The response begins with an apology, which acknowledges the prospect's concern about previous scams. However, it immediately shifts focus to the verification process without fully exploring the implications of their past experience. While mentioning KADGIS is a positive step towards providing credibility, the salesperson fails to articulate how this specific process will be different from past transactions in terms of support, transparency, or guarantees. Additionally, the phrasing 'Is that okay with you?' lacks confidence and does not invite further discussion or questions from the prospect. A more effective response would have included reassurance, details of unique processes, and an invitation for the prospect to share more about their previous issues to foster a collaborative approach. Overall, this response does not adequately address the prospect's concerns or build trust.
5.
0
/ 10Question:
"Our team is already stretched thin; how will this impact our daily operations during the transition?"
Answer:
No
Feedback:
The absence of a response to the objection indicates a complete disengagement with the prospect's concern. Not addressing their worry about daily operations during the transition demonstrates a lack of preparation and understanding of how your service may impact their team. It is crucial to respond thoughtfully to such objections by outlining potential solutions or support systems that can ease their transition and minimize disruption. Ignoring the objection outright undermines trust and fails to build rapport with the prospect.
6.
0
/ 10Question:
"What kind of support can I expect post-purchase to ensure the investment is worthwhile?"
Answer:
No
Feedback:
The lack of a response to the objection shows a complete disregard for the prospect's concerns about post-purchase support. This indicates a significant failure to engage and demonstrates a lack of understanding of the importance of maintaining a relationship with the customer even after the sale. Providing no information about support undermines trust and fails to build rapport, which is crucial in the real estate industry where ongoing support can greatly influence a buyer's satisfaction and perceptions of value.
7.
0
/ 10Question:
"With so many options available, why should we choose this property over others in the area?"
Answer:
No answer
Feedback:
The lack of a response to this objection showcases a complete failure to engage with the prospect's concern about competition. Not addressing the question highlights a lack of preparation and understanding of the unique selling points of your property. It's crucial to differentiate your offering from the competition by articulating specific benefits, features, or value propositions that make your property the better choice. Failing to do so not only undermines your credibility but also misses a critical opportunity to build trust and rapport with the prospect. Overall, this response is unacceptable in a sales context.
8.
4
/ 10Question:
"Is there a risk of the market shifting before we finalize our decision?"
Answer:
Oh not at all Mr K but the prices which we offer currently nay not be the same when you are ready and I wouldn't want that to be so for you
Feedback:
The response attempts to address the prospect's concern about market shifts, but it does so in a vague manner. While the salesperson reassures that there is no risk, it fails to adequately explore the implications of potential market changes or provide specific insights on trends that could affect the decision. Additionally, the response implies urgency by mentioning current prices but does not effectively educate the prospect on why acting sooner might be beneficial. The phrasing is also somewhat unclear with the use of 'nay,' which detracts from professionalism. A more effective approach would include detailed market information and a stronger emphasis on the unique value of acting now, along with inviting further conversation about the prospect's concerns.
Overall, the response lacks depth and clarity, making it less impactful in addressing the objection.
9.
0
/ 10Question:
"I need assurance that this investment aligns with our long-term company vision; can you explain that?"
Answer:
I can't
Feedback:
The response indicates a complete inability to engage with the prospect's significant concern about alignment with their long-term vision. This lack of effort to understand or address the objection reflects poorly on the salesperson's competency and preparation. Not providing any explanation or assurance fails to build trust or credibility, essential for fostering a positive relationship in real estate. Overall, this response is inadequate and demonstrates a fundamental lack of engagement in the sales process.
10.
0
/ 10Question:
"How will you address potential concerns from our finance committee regarding budget allocation?"
Answer:
No answer
Feedback:
The absence of a response to the objection shows a total disengagement from the prospect's concern regarding budget allocation. Not addressing this critical financial aspect indicates a lack of understanding of the sales process in real estate, where financial scrutiny is paramount. It is essential to acknowledge such concerns and provide thoughtful insights or solutions that may ease the finance committee's apprehensions. Ignoring the objection not only undermines trust but also demonstrates a significant gap in preparation and engagement. Overall, this response is completely inadequate and fails to demonstrate any sales competency.