Insurance
Sales Assessment Results
49
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here: your performance is hanging around a solid average, but average isn't going to cut it in the competitive sales world. You've shown some promising techniques like acknowledging customer concerns, which is a good starting point, but that’s just the tip of the iceberg. Where you consistently fall short is in providing clarity and direction. You need to dig deeper; ask better questions and really explore how your insurance product provides value in the context of the prospect's specific situation. Your responses often come off as vague or dismissive, and that’s not going to win you any sales.
You should seriously consider diving into SPIN Selling and Solution Selling. These will help you refine your questioning techniques and focus on crafting tailored solutions that resonate with your prospects. Stop just acknowledging objections; start addressing them head-on with value propositions that truly speak to their needs.
Here's your coaching moment: remember, it’s not just about selling a product; it’s about building relationships and trust. When a prospect raises a concern, it’s your golden opportunity to shine by showing empathy and offering real solutions. The next time you’re chatting with a prospect, think of it as a dialogue, not a monologue. Engage, explore, and elevate the conversation. You’ve got this!
Question Breakdown
1.
5
/ 10Question:
"I'm worried about the cost of this insurance given our tight budget right now."
Answer:
That’s understandable. Not all insurance is affordable. But we make the things that are most important part of our budget. What do you find as some of the most important items you purchase each month?
Feedback:
The response acknowledges the prospect's concern about the cost, which is a great start. However, it lacks a direct solution or reassurance about how the insurance product can fit into their budget. Asking about the most important items in their budget is a good conversation starter, but it doesn't guide the prospect toward understanding the value or potential savings of the insurance. A more effective approach might include exploring the specific benefits of the insurance policy that align with their needs and how it can provide value despite the cost. Overall, it could use more clarity and a solution-focused approach to effectively address the objection and move the conversation forward.
A score of 5 reflects a decent attempt at engaging the prospect but indicates significant room for improvement in addressing their specific concern.
2.
4
/ 10Question:
"We have an urgent project that needs our focus, can we put this insurance discussion on hold?"
Answer:
If that is necessary we can. But just know this would be urgent in itself. The whole point of this product is to protect from the unexpected. If we delay, then the unexpected is definitely has a chance to happen
Feedback:
The response acknowledges the prospect's concern about their urgent project, which shows some level of active listening. However, it could be improved significantly. The phrase "this would be urgent in itself" lacks clarity and might come off as dismissive rather than supportive. Instead of emphasizing urgency in a somewhat threatening way, the salesperson could ask probing questions to understand the nature of the project and explore how their insurance could provide value even in the face of pressing deadlines. A more consultative approach would build rapport and keep the conversation productive. Additionally, a closing technique could have been employed to encourage further dialogue or a follow-up without seeming pushy. Overall, the response needs more empathy and curiosity about the prospect's situation, along with a clearer value proposition.
Score: 4
3.
3
/ 10Question:
"Our current provider has been with us for years; why should we consider switching?"
Answer:
I don’t want you to switch your provider, But if you find that this plans benefits fit exactly what you are looking for, then you have to ask yourself what’s most important: putting money in your providers pocket? Or putting money back into yours?
Feedback:
The response starts off weak by stating that you don't want them to switch, which can come off as dismissive. Instead, it should focus on the value of your offering compared to their current provider. The question posed is provocative but lacks depth and doesn't really address the concern about loyalty or the value the current provider has delivered. It’s essential to engage them in a conversation about their experience with their current provider and explore the benefits they may be missing out on. This response could benefit from a more consultative approach, asking questions to uncover their pain points and then positioning your solution as a better fit. Overall, while it tries to provoke thought, it doesn't effectively address the objection or create a collaborative dialogue.
4.
5
/ 10Question:
"I'm not sure this policy will cover all our unique needs; can you clarify those specifics for me?"
Answer:
Of course, let’s go back over the plan. As I stated earlier, the reason we chose this specific option is because it fills all the requirements you need, such as your doctors, medications, and your interest in that extra dental and good benefit.
Feedback:
The response attempts to address the concern but lacks clarity and specificity regarding the unique needs of the prospect. It would have been more effective to directly ask for more details about their specific concerns or needs to tailor the response further. The tone is polite, but it misses an opportunity for active listening and curiosity by not inviting the prospect to elaborate on their unique needs. Overall, while the intent is good, the execution falls short in exploring value and building rapport. Consider integrating the SPIN Selling technique to better understand the implications of their concerns and provide a more solution-focused response.
5.
4
/ 10Question:
"Past experiences with insurance claims have been frustrating; how can I trust your services will be different?"
Answer:
You can look at me more of the guy who helps educate and direct information. The claims themselves are handle by the insurance companies, which are large conglomerates which have been around a long time. I have confidence you will get the coverage you need, but I will also do everything in my power to support your needs when something like that comes up. Just call me and let me know.
Feedback:
The response lacks effectiveness in addressing the customer's concern about past frustrating experiences with insurance claims. While the salesperson positions themselves as an educator, they fail to provide specific examples or solutions that would differentiate their services from the customer's previous experiences. The communication is somewhat clear but lacks a reassuring tone that acknowledges the customer's feelings. There is no closing technique employed, and the response could benefit from a more solution-focused approach, perhaps by sharing success stories or customer testimonials that demonstrate a better claims experience. Additionally, the response does not include thoughtful questions to explore the customer's specific frustrations further. Overall, the salesperson could improve their active listening and collaborative engagement with the prospect.
Score: 4
6.
5
/ 10Question:
"With so many options out there, what makes your policy truly stand out in terms of value?"
Answer:
That is true there are a lot of options. What I use is a system that helps put all that together and compare appropriately based on what’s important to you. I narrowed it down to these few options because they fit your exact requirements. This one im presenting to you has the most benefits, so why wouldn’t you want to get the most of what’s available?
Feedback:
The response does acknowledge the objection regarding the abundance of options, which is good. However, it lacks specificity and clarity about how the policy stands out compared to competitors. While the mention of a system to compare options is a step in the right direction, it doesn't effectively communicate the unique value proposition of the policy being presented. The tone is somewhat dismissive with "why wouldn’t you want..." which could come off as pushy. More emphasis on exploring the prospect's needs and highlighting specific benefits would have added value. Also, a potential closing technique could have been employed to move the conversation forward. Overall, the response needed more depth and engagement to effectively address the concern.
Score: 5/10.
7.
5
/ 10Question:
"There's uncertainty around our company's direction; will your insurance still be relevant in a year?"
Answer:
The insurance I represent has been around for over 50 years and has a solid A plus rating with the BBB. Something such as relevance and reputation only grows with time, so by next year, even more people will know about this company
Feedback:
The response touches on the company's longevity and reputation, which are valid points in the insurance industry. However, it lacks a direct engagement with the concern about the company's direction and how that impacts the relevance of the insurance offering. It would have been more effective to ask follow-up questions to understand the prospect's specific concerns better and to position the insurance as adaptable to changing circumstances. Inviting a conversation about the company's direction could also build rapport and show that you value their perspective. Additionally, a closing technique could have been employed to encourage moving forward despite the uncertainty. Overall, the response could have been more solution-focused and collaborative.
8.
5
/ 10Question:
"I'm concerned about the time and effort required to train our employees on this new insurance policy."
Answer:
That’s understandable. And that’s ok! It’s not something that can be learned over night. But with the right teacher, it can be understood very quickly. Let’s go back over the information again. What parts didn’t you understand?
Feedback:
The response acknowledges the prospect's concern about the time and effort needed for training, which is a good start. However, it lacks a specific solution-focused approach that could alleviate the concern further. The suggestion to revisit the information is somewhat vague and may not instill confidence in the training process. Additionally, while the tone is friendly, it could benefit from more reassurance about the support and resources available to ease the training burden. Asking more probing questions could help uncover specific areas of concern and demonstrate active listening. Overall, the response needs to be more solution-oriented and provide clear value to address the objection effectively.
9.
6
/ 10Question:
"Can I get more time to discuss this with my team before making a decision?"
Answer:
Yea that’s no problem. I want to make sure you get all the information you need. Just remember though, most people don’t fully understand the information unless they are also agents. So getting opinions from others sometimes can be skewed. I would suggest having any plan related questions answered by someone knowledgeable in the field. What aspect of this plan is unclear ?
Feedback:
The response acknowledges the prospect's need for time and emphasizes the importance of consulting knowledgeable individuals, which is good. However, it could improve by being more collaborative and empathetic. Instead of suggesting that opinions might be skewed, it could strengthen the relationship by encouraging open dialogue and offering to answer any questions the team might have. Asking open-ended questions to explore specific concerns would also show curiosity and discovery. Overall, while the response is somewhat effective, it misses an opportunity for deeper engagement and rapport-building.
Suggestions for improvement include: 1) A more supportive tone in acknowledging their need for time. 2) Offering to provide additional resources or a follow-up meeting to help clarify concerns. 3) Asking more probing questions to uncover any specific aspects they might be hesitant about.
10.
7
/ 10Question:
"What kind of ongoing support can we expect after we purchase this insurance?"
Answer:
That’s a great question. I keep in touch with all my customers even after enrollment. I wish to be your ongoing agent from this point forward. Any questions you have about it, contact me directly. I’ll send you my business card via text message. Save my phone number. And here is my paper card. Any time something arises, I’ll be here to help
Feedback:
The response effectively addresses the customer's concern about ongoing support by emphasizing a commitment to communication and availability. However, it could benefit from a more structured approach to highlight specific types of support the client can expect, such as regular check-ins, updates on policy changes, or assistance with claims. The tone is friendly and approachable, which is appropriate for the insurance industry. While the offer to send a business card is good, it would be more impactful to reinforce a specific example of how you have helped clients in the past. Overall, the response is solid but could be enhanced by incorporating elements of solution-focused selling and value exploration.