Real estate investing
Sales Assessment Results by Dianne Joaquin
8
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s be real: this performance is a train wreck, and it’s time to hit the brakes. You’re missing the mark on almost every response, treating sales like a game of charades instead of engaging in meaningful conversations. Your replies lack depth, understanding, and an essential connection to the client’s needs. You’re throwing out one-liners that wouldn’t convince anyone to buy a pack of gum, let alone make a significant investment.
Your biggest flaw is the absence of curiosity and engagement. You need to embrace techniques like SPIN Selling and Solution Selling, which will help you ask the right questions and explore the client's concerns more thoroughly. Instead of glossing over objections with vague statements, dive deep into their issues and demonstrate real value—show them that you’re not just a salesperson but a partner in their journey.
Here’s your memorable coaching moment: sales is about building relationships and understanding your prospects. Next time, instead of shooting from the hip with empty responses, take a breath, listen actively, and engage thoughtfully. You have a long way to go, but the good news is that every great salesperson started somewhere. Let’s turn this ship around!
Question Breakdown
1.
3
/ 10Question:
"We're currently assessing our budget for next fiscal year, and I'm not sure we can allocate funds for this right now."
Answer:
Ma’am, it is always a great time to sell your home. You can use this cash from proceeds to allocate funds for things you need in your budget to put yourself ahead of the game next year!
Feedback:
The response does not effectively address the client's concern about budget allocation for the next fiscal year. While it attempts to highlight the benefits of selling a home, it fails to acknowledge the client's current financial situation or engage in a dialogue about their specific needs and constraints. There's no clear communication regarding how selling now can align with their budget planning or future goals. It lacks curiosity, thoughtful questions, and a solution-focused approach, making it feel more like a sales pitch than a consultative conversation. Overall, this approach misses the mark on building rapport and understanding the client's perspective, leading to a weak response.
2.
4
/ 10Question:
"I need to ensure that all our stakeholders are on board with this investment before moving forward."
Answer:
I completely understand… While you’re getting with the stakeholders to make this decision, let me go ahead and get your paperwork started. As I’m sure they will all agree. This is the best investment for what you need.
Feedback:
The response starts off well by acknowledging the objection, which shows some active listening. However, it quickly shifts to an assumptive close by suggesting to start the paperwork without adequately addressing the concern about stakeholder buy-in. This approach may come off as dismissive of the client's need to consult with others, which could damage rapport. A better approach would involve asking questions to understand the stakeholders' perspectives, perhaps using the SPIN Selling technique to explore their concerns further. Additionally, providing value by offering to assist in addressing any questions or concerns from stakeholders would demonstrate a more collaborative approach.
3.
1
/ 10Question:
"We've had issues with past vendors not delivering as promised; how can I be certain this won't happen again?"
Answer:
Start over
Feedback:
Starting over sounds like a fresh approach, but it doesn't address the prospect's concern! You missed a golden opportunity to reassure them and build trust. Instead of leaving them hanging, you could have acknowledged their past frustrations, shared how your service is different, and offered examples of successful partnerships. Remember, it's crucial to listen actively and explore what they need to feel secure. Let's try to turn that frown upside down next time!
4.
0
/ 10Question:
"The current market conditions make me hesitant to commit to a luxury investment like this without more data on expected ROI."
Answer:
Bbh
Feedback:
That response is as useful as a screen door on a submarine! It completely missed the opportunity to address the prospect's concerns about the market and ROI. Instead, you could have provided data or insights to alleviate their hesitations, showing understanding and expertise in the real estate investing space. Next time, let's aim for something more substantial than 'Bbh'!
5.
0
/ 10Question:
"With multiple ongoing projects, it's challenging to justify prioritizing this investment without clear, immediate benefits."
Answer:
Hh
Feedback:
Well, it looks like your response was a bit like a house of cards – it collapsed before it even started! A simple 'Hh' doesn't address the prospect's concerns about prioritizing the investment or providing any clear benefits. In the world of real estate investing, it's crucial to showcase immediate ROI and align the investment with their current projects. Next time, try to elaborate on how this investment can complement their ongoing projects and deliver tangible results. Remember, silence isn’t golden in sales; it’s just silent!
6.
0
/ 10Question:
"We're already working with another firm for our real estate needs; why should we consider switching to your service?"
Answer:
Bsb
Feedback:
It seems like your response didn't quite hit the mark. "Bsb" isn't addressing the objection, nor does it show any understanding of the prospect's needs or concerns. In real estate investing, it's vital to demonstrate value and differentiate your services. Try to engage the prospect by asking thoughtful questions about their current experience and what they might be lacking. Remember, effective communication is key!
7.
0
/ 10Question:
"Can you clarify how your solution will integrate with our existing processes and technologies?"
Answer:
Blah
Feedback:
Your response of 'Blah' is a total miss! It doesn't address the client's concern about integration at all. Instead of providing clarity, you left them in the dark. Remember, when dealing with real estate investing, stakeholders want detailed and thoughtful answers. Next time, try to explain the integration process clearly and maybe even ask a follow-up question to engage them. Let's aim for more than just 'blah'!
8.
0
/ 10Question:
"Our company is currently navigating some internal changes; this could impact our decision-making timeline significantly."
Answer:
Blah
Feedback:
Well, it seems like your response was as engaging as watching paint dry. Instead of a mere 'Blah', it would have been more effective to acknowledge their situation, express understanding, and perhaps ask how these changes might affect their needs or timelines. Remember, when facing objections, it's crucial to dig deeper and explore their concerns. Let's aim for a little more pizzazz next time!
9.
0
/ 10Question:
"I have concerns about whether this investment will truly align with our long-term strategic goals."
Answer:
Ghg
Feedback:
It looks like your response was a little lost in translation! It's important to address your prospect's concerns with clarity and relevance. You could have acknowledged their strategic goals and asked questions to dive deeper into their objectives. Remember, in real estate investing, aligning with long-term goals is key, so showing you understand their vision would have built trust. Let's aim for a more detailed and thoughtful reply next time!
10.
0
/ 10Question:
"How can I be confident that your approach will lead to better employee adoption compared to our previous experiences?"
Answer:
Bbv
Feedback:
It looks like your response was a bit of a mystery—like trying to find a needle in a haystack! A one-word answer doesn't really address the prospect's valid concern about employee adoption. To improve, you could provide specific examples of how your approach has successfully led to better adoption in the past, perhaps using the SPIN Selling technique to explore their situation and pain points further. Remember, clarity is key!