In the simulation, you are presented with typical
situations that real estate agents experience on
the job every day. You have to react to the situations,
and in the process, deal with objections, establish
the client's needs, and close the sale. Your responses
are then statistically compared to those of high-performing
agents.
These situations test the following competencies:
1. Building Rapport
Building rapport and acquiring information are critical
skills that come into play at the beginning of every
sales process. This part of the simulation measures
your ability to develop a connection with clients
on a personal level and to collect necessary information
(such as determining the clients' needs and requirements,
decision-making criteria, and priorities, as well
as the information that is necessary to screen the
client) by asking the right type of questions at
the right time.
2. Managing the Sales Process
Managing the sales process involves a set of behaviors
that control the flow and pace of the sales process.
This part of the simulation measures your ability
to guide the client toward action at the right time
by making appropriate recommendations (while not
turning off the client by being too aggressive or
too forward), properly addressing clients' concerns,
and effectively handling objections and removing
obstacles.
3. Listening Skills
Strong listening and comprehension skills are necessary
to understand your clients' needs and requirements
from what your clients tell you. This part of the
simulation measures how well you process the information
that the clients provide and how accurately you
apply that information in the sales process.
4. Closing the Sale
Closing skills are a set of behaviors related to
bringing a sale to completion by obtaining a commitment
from the client and closing a deal. This part of
the simulation measures your ability to obtain a
commitment from your clients and to make clients
feel good about their purchasing decisions. It measures
your level of assertiveness when closing deals and
your ability to handle rejection, in those cases
where the sale does not materialize.
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