Insurance
Sales Assessment Results
44
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s get real. Your performance on this test is underwhelming, averaging a score of 4.4. You’re clearly struggling to connect with prospects on a deeper level. Your responses often lack empathy and the detail needed to build trust. You’re acknowledging concerns, which is a start, but you’re falling flat on providing reassurance and solutions that resonate. This is a missed opportunity to engage more meaningfully with your prospects.
Your strongest technique so far seems to be basic reassurance—while that’s a positive, it's not enough. You need to elevate your game by diving deeper into the concerns clients have and offering tailored solutions that showcase your unique value proposition. You’re also leaning towards an overly simplistic approach, which can make you seem dismissive. It’s time to step up your storytelling and solution-focused selling techniques to make your offerings compelling.
To get better, focus on practicing the SPIN Selling technique and the Consultative Selling approach. These will help you ask better questions to uncover deeper needs and position yourself as a trusted advisor.
Remember, in sales, it’s not just about what you say; it’s about how you make the customer feel. Dive into their concerns, show genuine interest, and let them know you’re there to solve their problems. This isn’t just about closing a deal; it’s about building a relationship. Start seeing your prospects as partners, and your numbers will reflect that shift.
Question Breakdown
1.
2
/ 10Question:
"I'm worried about how quickly I can get coverage with all the paperwork involved."
Answer:
The paperwork has to be done regardless. We might as well start as soon as possible if in a rush.
Feedback:
The response lacks empathy towards the prospect's concern about the paperwork process. It fails to address the worry directly and does not offer any reassurance or a solution to expedite the process. A more effective approach would involve acknowledging the concern, providing a clear outline of the process, and possibly suggesting ways to simplify or speed it up. Building rapport could also enhance trust.
2.
5
/ 10Question:
"I've seen cheaper options from other insurers; can you explain why yours is better?"
Answer:
Other insurers will sell you a policy. I’ll work with you to provide the best servicing, customer support, and planning that makes up for the minuscule difference in price.
Feedback:
The response acknowledges the cheaper options but lacks a clear explanation of the unique value proposition your service offers. While mentioning superior service and planning is a step in the right direction, it could be more compelling by specifically detailing how your offerings stand out, such as customer testimonials, success stories, or specific features that add value. Additionally, using terms like 'minuscule difference' can come across as dismissive of the prospect's concern for cost. A more effective approach would focus on the benefits of choosing your service over others and how they align with the prospect's needs. Overall, it missed an opportunity for deeper engagement and value exploration.
3.
4
/ 10Question:
"What if I face issues with claims processing later on?"
Answer:
As your agent, I am on your side and will be a direct middle man between you and the carrier. Service does not stop at the purchase of the policy.
Feedback:
The response provides a basic reassurance by stating that you will be there to assist, which is a positive aspect. However, it lacks depth in addressing the specific concern about potential issues with claims processing. To be more effective, you could elaborate on your role in facilitating claims, perhaps by sharing a process overview or providing examples of how you have successfully navigated claims for other clients in the past. This would not only enhance trust but also demonstrate your commitment to ongoing support. Additionally, actively asking the prospect about any past experiences with claims could foster deeper engagement and show you truly understand their concerns.
4.
5
/ 10Question:
"With everything going on in the market, how do I know your company will be around in a few years?"
Answer:
Not only is insurance guaranteed. I only work with A rated carriers meaning that they go through credit and compliance checks and get rated just like your bank.
Feedback:
The response addresses the concern about the company's stability by mentioning A-rated carriers, which is a positive angle. However, it lacks a direct response to the prospect's worry about the company's longevity itself. To enhance effectiveness, you could provide specific examples of your company's history, financial stability, and any ratings or accolades it has received over the years. Additionally, acknowledging the prospect's concern more empathetically would help build rapport. A collaborative approach that invites the prospect to share their concerns could also strengthen the engagement.
5.
4
/ 10Question:
"I need to stick to my budget this quarter; can we discuss payment options?"
Answer:
We will find a policy that fits your budget. An insurance policy is useless if it lapses due to missed payments.
Feedback:
The response acknowledges the prospect's budget concern, which is a positive aspect. However, it lacks a detailed discussion of specific payment options or flexibility that could help the prospect stay within their budget. It would be more effective to offer examples of payment plans, discounts, or adjustments that could be made to fit their financial situation. Additionally, using the term "useless" can come off as negative; instead, framing the importance of maintaining coverage in a more positive light would be beneficial. Asking the prospect about their specific budget constraints could also foster collaboration and show a genuine interest in meeting their needs.
6.
5
/ 10Question:
"I'm not sure if I really need this level of coverage; what makes it essential?"
Answer:
This level of coverage directly fits your needs, and was recommended due to your specific scenario.
Feedback:
The response attempts to address the prospect's concern by stating that the coverage is tailored to their needs, which is a positive approach. However, it lacks specific details or examples that could demonstrate why this level of coverage is essential for the prospect's situation. A more effective response would involve exploring the prospect's unique circumstances further, perhaps by asking questions to uncover their specific needs, risks, and potential consequences of insufficient coverage. This could help build trust and provide clarity on the importance of the coverage recommended. Additionally, sharing stories or statistics that highlight common situations where this coverage has proven beneficial could enhance the value exploration aspect. Overall, while the response is on the right track, it needs to be more thorough and engaging.
7.
6
/ 10Question:
"How will this impact my current policy, and will I need to change anything?"
Answer:
There will be no impact to your current policy, we will either replace it or add coverage on top of it if necessary. We will only proceed if it directly benefits you.
Feedback:
The response provides a straightforward answer indicating that there will be no negative impact on the current policy, which is a positive aspect. However, it lacks deeper engagement with the prospect's concerns. To improve, it would be beneficial to explore the prospect's current policy details and better explain the process of how a replacement or addition would work. Asking questions to understand the prospect's specific situation could foster a more collaborative dialogue. Additionally, discussing the benefits of making a change compared to staying with the current policy would add value and assurance. Overall, while the response is clear, it needs to engage more with the prospect's perspective and promote a sense of partnership.
8.
5
/ 10Question:
"I've had issues with my last provider; how can I be sure this will be different?"
Answer:
We only use vetted carriers. We wouldn’t recommend a carrier that doesn’t value customer service and fulfills your needs.
Feedback:
The response attempts to address the prospect's concern by mentioning that only vetted carriers are used, which is a positive aspect. However, it lacks a deeper level of engagement and reassurance regarding the prospect's past experiences. To enhance the effectiveness of the response, it would be beneficial to share specific examples of the carriers' customer service successes or how complaints were handled effectively in the past. Additionally, asking the prospect about their previous issues would demonstrate active listening and a genuine interest in their concerns. By doing so, you can build rapport and trust, ultimately providing a more tailored assurance that addresses their specific worries.
9.
5
/ 10Question:
"What are the hidden costs I should be aware of in this policy?"
Answer:
We are upfront about pricing. I will tell you directly what the cost is and what you will receive. It is a black and white process here.
Feedback:
The response attempts to address the prospect's concern about hidden costs by emphasizing transparency in pricing, which is a positive aspect. However, it lacks depth and fails to provide specific details about potential costs that may arise during the policy's life, such as deductibles, fees, or other charges. A more effective response would involve outlining any common hidden costs associated with insurance policies and reassuring the prospect that there are no unexpected fees. Additionally, engaging the prospect by asking if they have specific concerns or experiences related to hidden costs could foster a more collaborative dialogue. Overall, while the tone is straightforward, the response could benefit from more elaboration and customer engagement.
10.
3
/ 10Question:
"I have limited time to go through all this; how can we speed up the decision process?"
Answer:
Fill out an application and we’ll get the ball rolling.
Feedback:
The response is overly simplistic and lacks depth in addressing the prospect's concern about time. While suggesting to fill out an application is a step towards action, it doesn’t provide the prospect with a clear understanding of the process or a sense of urgency. A more effective approach would involve offering to streamline steps, such as discussing key information needed for the application or proposing a brief meeting to clarify important details quickly. Additionally, acknowledging the prospect's time constraints more empathetically would help build rapport. Overall, the response could benefit from a more solution-focused and collaborative approach to enhance engagement and trust.