Health insurance
Sales Assessment Results
47
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real: your performance was below average, and it's evident that you're struggling to make impactful connections with prospects. The consistent feedback points to a lack of depth and structure in your responses. You often fail to engage with their specific concerns and provide clear, tailored solutions. While you sometimes touch on the right points, like flexibility and support, you don't follow through with concrete examples or comparisons that could build trust and confidence. You need to embrace a more solution-focused approach; dig deeper into their fears and pain points. I suggest you dive into techniques like SPIN Selling and Solution Selling. These will help you ask the right questions and provide the tailored solutions that resonate with your prospects. Remember, every interaction is an opportunity to build a relationship and demonstrate value. Your coaching moment? Don’t just answer questions; engage with your prospects. Make your conversations feel like a two-way street where they feel heard and understood. It’s time to step up your game.
Question Breakdown
1.
3
/ 10Question:
"I'm worried about the hidden costs associated with switching to a new health insurance plan."
Answer:
Sure that’s a good question. One of the reasons I spend time with you explaining each individual cost and the reason I send you the full policy brochure to go over with me so you know ahead of time what costs are involved. I don’t like surprise bills and I don’t want you to have to worry about surprise bills either.
Feedback:
While your response acknowledges the prospect's concern about hidden costs, it lacks depth and engagement. You need to ask more probing questions to uncover specific fears they have about switching insurance. Providing a more structured breakdown of costs and perhaps sharing examples of transparency could enhance trust. Furthermore, it would be beneficial to highlight how your approach differs from competitors in managing costs. Overall, aim for a more solution-focused and collaborative communication style that reassures the prospect thoroughly.
2.
4
/ 10Question:
"Given the current market conditions, how do I know this plan offers the best value?"
Answer:
At the beginning of our conversation, you gave me an example of what a good insurance policy would contain, and how much it would cost. So far, you have agreed that each policy I’ve presented to you would meet your needs and your budget. And, you have told me that it’s less expensive than the plan you’re paying and Has better benefits.
Feedback:
Your response attempts to leverage previous discussions to validate your plan, which is a good start. However, it lacks a thorough exploration of the prospect's current market concerns and does not directly address their question about value in the context of current conditions. To improve, you should incorporate specific market data or trends that demonstrate how your plan remains competitive and valuable amid these conditions. Additionally, asking the prospect what criteria they consider important for value could help tailor your response further. Overall, focus on connecting the dots between their concerns and the benefits of your offering more clearly.
3.
6
/ 10Question:
"What kind of support can I expect after I enroll, and how does that compare to my current provider?"
Answer:
That’s a great question and where I separate myself from many other health insurance agency you will run across. I provide my personal cell phone number which is the number you’re talking to me on right now. This guarantees you have a person assigned to you that understands your Plan and how to use it. I also backed up with additional phone numbers, website, links, and insider knowledge so that you end up paying the least amount of money for the best healthcare available to you. What else would you suggest would be beneficial to you? I can always check to make sure if your needs are being met with the plans we’ve already discussed or if we need to shop additional plans
Feedback:
Your response does well in highlighting your personal commitment by providing your cell phone number, which can be comforting to the prospect. However, it lacks a comparative analysis between your support and that of the current provider. It would be beneficial to outline specific support services such as 24/7 customer service, online resources, and claims assistance to give a clearer picture of what they can expect. Additionally, while you ask for suggestions on what else might be beneficial, it could be more effective to directly engage with the prospect’s specific concerns about their current provider's support. Overall, aim to create a more structured response that directly contrasts your offering with the competitor’s support services.
4.
5
/ 10Question:
"I'm concerned about the complexity of the implementation process and how it might impact our day-to-day operations."
Answer:
Well, each case is different, I have found in the past that working directly with your HR or billing department or payroll has been really helpful in the past. Once you have set up billing one time, it’s extremely simple to continue applying the changes when new employees are hired. It may add an additional five minutes per employee per year to your workload in most circumstances. Comparing that to group policies, they add far more complexity and cost by requiring a lot more money to be applied towards each employees individual needs. With the plans I have showed you, You were only required to set the amount once per year and forget about it.
Feedback:
Your response attempts to address the complexity concern by providing a personal anecdote about working with HR and billing departments, which is a good start. However, it lacks clarity and does not fully engage with the prospect's specific fears about the implementation process. To strengthen your response, consider outlining a clear step-by-step process for implementation that assures the prospect of minimal disruptions. Additionally, emphasizing the ongoing support you will provide during implementation could enhance their confidence. Comparisons to group policies should be more explicit, explaining how your solution directly reduces complexity and operational impact. Overall, aim for a more structured and reassuring response that emphasizes ease of implementation and ongoing support.
5.
4
/ 10Question:
"Can you help me understand how this plan aligns with the latest industry regulations?"
Answer:
Sure, as a plan that is not under the regulations of group policies or the affordable care act, you have more flexibility and how you implement it. Some options that are only available with group policies or Obama care plans are not available with this, but we more than make up for that with ahuge doctor Network and lack of gatekeepers preventing people from obtaining quality care. If that is a concern, we can add supplemental policies to cover maternity, mental health, and drug or alcohol, rehab concerns. By and large, those concerns. Huge doctor Network and lack of gatekeepers preventing people from obtaining quality care. If that is a concern, we can add supplemental policies to cover maternity, mental health, and drug or alcohol, rehab concerns. By and large, those concerns are typically not handled very well by group policies or Obama care policies either.
Feedback:
Your response touches on the flexibility of your plan and highlights the advantages of having a large doctor network, which are important aspects. However, it lacks clarity and a direct answer to how the plan aligns with industry regulations. You should explicitly state how your plan complies with the relevant regulations and any relevant exemptions it may have. Additionally, the repetition of points regarding the doctor network and supplemental policies could confuse the prospect. Instead, aim for a more structured response that clearly addresses regulatory alignment, perhaps by providing specific examples or details on compliance. Overall, work on clarity and focus to ensure the prospect fully understands the benefits of your plan in the context of regulations.
6.
4
/ 10Question:
"With so many options being limited, how can I be sure this is the right choice for my needs?"
Answer:
You and I definitely went over a lot of different needs and each one has been addressed. Are there specific needs that you would like me to cover as well?
Feedback:
Your response acknowledges that you have discussed various needs, which is a good start. However, it lacks depth and does not effectively address the prospect's concern about the limitations in options. To improve, you should summarize the key features and benefits of the plans you've discussed and explain how they align with the prospect's specific needs. Additionally, consider asking open-ended questions that encourage the prospect to elaborate on their needs and preferences, allowing you to tailor your response more effectively. Overall, focus on demonstrating how your solution is not only a fit but also the best choice despite the perceived limitations.
7.
5
/ 10Question:
"What if I need to integrate this insurance with other benefits we currently offer?"
Answer:
That’s an excellent question, and one I’m happy to report is easy for you. This is considered a non-coordinating plan, which means it works independently of any other plans or benefits. You want to set up. In essence, you have no limitations to integrate with other benefits. Those benefits will pay out separately from these benefits, and the employee will be able to enjoy all the benefits from all of the various. plans you have already in place.
Feedback:
Your response does a decent job of addressing the prospect's concern about integration, highlighting the non-coordinating nature of the plan. However, it lacks clarity and coherence; the message gets lost towards the end, making it difficult for the prospect to fully grasp the benefits. To improve, consider simplifying your explanation and providing specific examples of how the integration process works in practice. Additionally, it would be beneficial to emphasize any support your company offers during the integration phase, which could enhance the prospect's confidence in the transition. Focus on a more organized structure that directly addresses the concern and instills reassurance about the integration process.
8.
5
/ 10Question:
"How can you reassure me that this plan will provide greater reliability than what we're accustomed to?"
Answer:
When you bring up the word reliability, to what are you referring? In general, I can tell you from experience that the company responds quickly to all queries and handles them in a time frame. That is much faster than the typical insurance company. The fact the company has been around since the 1960s is also a good assurance that it will continue to be around for a long time. It’s one of the few companies that spraying up after the affordable care act was written. It was actually a company in a plan Created specifically for the environment. We are in right now. I imagine it will outlast the both of us.
Feedback:
Your response begins positively by asking for clarification on the prospect's definition of reliability, which shows curiosity. However, it lacks a solid structure and becomes somewhat convoluted, making it hard for the prospect to follow your points. While you mention quick response times and the company's longevity, you need to provide specific examples or metrics that underline these claims, such as customer satisfaction ratings or response time statistics. The mention of the company's foundation after the Affordable Care Act is interesting but should be more clearly tied back to reliability. Aim for a more concise and focused response that directly addresses the prospect's concern and reinforces trust in the reliability of your plan.
9.
5
/ 10Question:
"I've seen other companies offering competitive pricing; can you explain how your solution stacks up against them?"
Answer:
I have not seen another company that offers this level of benefits at this level of price. There are definitely cheaper plans out there, but they have to remove important benefits in order to reach that lower price point. I’ve seen more expensive plans that offer less. Needs and come well under your budgetary constraints. So far we have been able to do that. I’m more than willing to compare the cost of each benefit with another needs analysis. After that, you can tell me if it is still a good fit for your needs or not.
Feedback:
Your response attempts to address the prospect's concern regarding competitive pricing by asserting the value of your offering. However, it lacks specificity and clarity. You mention that other companies remove important benefits for lower pricing, but providing specific examples or comparisons would strengthen your argument. Additionally, discussing unique features of your plan that distinguish it from competitors would be beneficial. The mention of a needs analysis is a good approach, but it could be more engaging if you asked the prospect about their specific priorities and concerns related to pricing and benefits. Overall, aim for a more analytical and customer-centric approach that clearly delineates why your solution is superior without being dismissive of competitors' offerings.
10.
6
/ 10Question:
"I'm not sure if this plan will meet our long-term needs; what happens if my priorities change later?"
Answer:
That’s a great question. The flexibility of this plan allows us to change certain aspects later on if your needs change. Plus, there’s no contract keeping you locked in. You can change to another product from another company anytime you wish.
Feedback:
Your response effectively highlights the flexibility of the plan, which addresses the prospect's concern about changing long-term needs. However, it could benefit from a more detailed explanation of the specific features or options that can be adjusted as their needs evolve. Additionally, while mentioning the absence of a locking contract is reassuring, providing examples of how other clients have successfully adapted their plans in the past could enhance credibility. Overall, aim to create a more engaging dialogue by asking the prospect about their specific worries regarding future changes and how you can assist them in navigating those potential adjustments.