Mortgages
Sales Assessment Results

"I'm not sure if now is the right time to buy a house with interest rates fluctuating."

I understand your concern. Rates will perpetually fluctuate so that will not go away. What does go away is the dream house you want to buy. You can date the rate and refi but the house is what you want

The response effectively acknowledges the client's concern about fluctuating interest rates, which is a good start. It also introduces the idea of 'dating the rate,' which is a creative way to shift focus towards the long-term goal of homeownership rather than the temporary nature of interest rates. However, the response could be more professional and polished; phrases like 'what goes away is the dream house' may come off as slightly dismissive. Additionally, it could benefit from a more explicit closing technique, such as asking a question to guide the conversation toward a commitment. Overall, it shows promise but needs refinement in communication and a stronger closing approach.

"I've heard better mortgage rates from other lenders, why should I choose you?"

There is no magic low rate money on the market. Other lenders will over promise and under deliver. I’m giving you my word and a money guarantee my rate is low and correct

The response attempts to address the objection by emphasizing a commitment to honesty and reliability. However, it lacks effectiveness in providing a compelling reason for the customer to choose your service over competitors. The phrase "no magic low rate money" sounds dismissive and could alienate the prospect. The communication is professional, but it could benefit from a more engaging tone. There is no clear closing technique or solution-focused approach presented here. Instead, offering a comparison or highlighting unique benefits of your service would strengthen the argument. Overall, the response needs more persuasive elements and a positive spin on your offerings.

"Our financial situation is a bit uncertain right now, so we're hesitant to commit."

Blah blah

The response "Blah blah" does not address the customer's concern at all. It lacks professionalism, fails to provide any reassurance, and does not attempt to close the deal or offer a solution. This response is dismissive and unhelpful, showing no understanding of the client's financial situation or how to navigate it. Overall, it misses every key aspect of effective communication and sales strategy.

"I need more time to think this over before making a decision."

Testing these answers

This response doesn't address the objection at all and seems to be a placeholder rather than a meaningful reply. It lacks any attempt to engage with the client's concern or provide additional information. A strong response would have acknowledged their need for time, offered to provide further assistance, and perhaps scheduled a follow-up to keep the conversation going. This answer is more like a missed call than a sales pitch!

"What if I find a lower monthly payment with another lender?"

Failure

The response 'Failure' is not effective in addressing the concern raised by the prospect. It lacks any professional communication and does not provide a solution or a closing technique. Instead, it comes off as dismissive and unhelpful. A good response should acknowledge the prospect's concern, offer value or unique features of your service, and invite further discussion. Overall, this response doesn't meet any of the criteria for a successful objection handling.

"We're still paying off student loans, how can we afford a mortgage?"

Almost done

The response "Almost done" is far too vague and lacks depth, failing to effectively address the concern about managing both student loans and a mortgage. It does not demonstrate professional communication, as it does not empathize with the client's situation or provide any informative or reassuring content. There is no closing technique applied, nor is there a solution-focused approach that could guide the client towards understanding how they can afford a mortgage despite their student loans. Overall, this response feels dismissive and does not engage the client meaningfully.

"I don't trust the fine print and hidden fees that come with mortgages."

Poopster

The response is clearly not relevant or appropriate for addressing the objection regarding trust in the fine print and hidden fees of mortgages. It lacks professionalism and fails to engage with the customer's concern. A good response would involve acknowledging the concern, explaining the transparency of your terms, and possibly offering to go through the fine print together to build trust. This response does not demonstrate any of the required skills and is not solution-focused, leading to a poor impression on the potential client.

"Can you explain how your mortgage products differ from others in the market?"

Damn there’s a lot of questions

The response is dismissive and does not address the client's concern about understanding the differences in mortgage products. It lacks professionalism and fails to provide any information that could help the client make an informed decision. Additionally, there is no attempt to close the conversation or guide the customer toward a solution. Overall, it's not suitable for a sales environment.

"I want to consult with my partner before making any commitments."

Sheesh

The response "Sheesh" does not effectively address the objection raised. It lacks professionalism and fails to engage with the client's concern about needing to consult their partner. There is no closing technique or solution-focused approach demonstrated, which would typically involve offering to provide additional information or suggesting a follow-up conversation after they discuss it with their partner. Overall, this response misses the mark entirely and could discourage the client from moving forward. Score: 0

"I've heard negative reviews about your company; can you address those concerns?"

Finally the last one

This response does not address the customer's concern at all and comes off as dismissive. It lacks professionalism and fails to provide any information that could alleviate the customer's worries about negative reviews. A good response should acknowledge the concern, share positive testimonials or improvements made, and reinforce the value of your services. This response certainly does not close the deal or focus on any solutions. Overall, it's ineffective and unprofessional.