INSURANCE
Sales Assessment Results by IFE MARY OZOZOYIN
40
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase—you've got some work to do. With an average score of 4, it’s clear that there are significant gaps in how you’re engaging prospects. Your attempts to reassure and respond to their concerns often lack the clarity and depth necessary to build trust and rapport. The strongest sales technique you've shown is a basic understanding of addressing objections, but you need to dive deeper.
One consistent pattern is that you often miss the mark on exploring the emotional and financial implications of prospects' concerns. You brush over their fears and objections instead of addressing them head-on. This is a critical misstep—people want to feel heard and understood. You must ask more follow-up questions to engage in meaningful conversations that uncover their true needs.
I strongly recommend you invest some time studying the SPIN Selling technique and Objection Handling Techniques. These will help you better understand customer needs and effectively respond to their objections with tailored solutions.
Here's your coaching moment: Remember, selling is not just about providing answers—it's about fostering a conversation. Get curious, ask questions, and dig deeper into your prospects' concerns. When you do that, you'll not only gain their trust but also close more deals. It's time to elevate your game.
Question Breakdown
1.
2
/ 10Question:
"I'm really worried about how the monthly payments will fit into my budget right now."
Answer:
Okay, so there are products that can fit your budget that you can benefit from, you just need little amount to invest
Feedback:
The response lacks clarity and fails to address the prospect's specific concern about affordability. It does not engage the prospect in a meaningful conversation nor does it explore their budgetary constraints further. Additionally, it misses an opportunity for curiosity and discovery by not asking follow-up questions or providing a tailored solution. A more effective approach would involve actively listening to the prospect's concerns and showcasing how the insurance products can provide value while fitting within their budget.
2.
4
/ 10Question:
"What if I need to switch to a different plan later? Will I be stuck?"
Answer:
If you need to switch to a different plan later, there are processes and procedures for you to follow and with proper guidance and information you will not be stuck
Feedback:
The response provides some reassurance by mentioning processes and guidance, but it lacks specificity and depth. It doesn't address the prospect's fear of being 'stuck' and misses an opportunity to explore the implications of switching plans further. A more effective approach would involve detailing the flexibility of the options available and how the company supports customers during transitions. Additionally, asking follow-up questions to understand the prospect's concerns better could foster a more collaborative dialogue. Overall, it needs to engage more with the prospect's emotional concerns.
3.
5
/ 10Question:
"This policy seems complicated; I don't want to deal with a lengthy onboarding process during my busy schedule."
Answer:
Don't worry about your busy schedule, we would make the process as seamless and possible, and it can even be done online so it won't affect your busy schedule
Feedback:
The response attempts to alleviate the prospect's concern about the onboarding process by emphasizing convenience and the ability to complete it online. However, it lacks depth and specificity. It would be more effective to explain exactly how the onboarding process works, what steps are involved, and how the company supports clients throughout the process. Additionally, acknowledging the prospect's busy schedule as a valid concern and asking follow-up questions could further engage them and demonstrate active listening. Incorporating a collaborative tone would help build rapport and trust.
4.
4
/ 10Question:
"Can you explain how this coverage will actually benefit me in a real emergency?"
Answer:
This coverage will benefit you in real emergency because it is redeemable at anytime, and the process is not lengthy, it will help save future cost without stress
Feedback:
The response attempts to address the prospect's concern by stating that the coverage is redeemable anytime and that the process is not lengthy. However, it lacks detail and specificity regarding how the coverage acts in a real emergency. It would be more effective to provide concrete examples or scenarios demonstrating the benefits of the coverage during emergencies. Additionally, the phrase "help save future cost without stress" is vague and could be clarified to better illustrate the value of the insurance. Engaging the prospect with follow-up questions could further deepen the conversation and demonstrate active listening.
5.
4
/ 10Question:
"I’ve heard from friends that claims can be a hassle; how do you manage that?"
Answer:
Maybe your friends invested in the wrong products because with this product claims cannot be a hassle, we have put in place procedures that makes it hassle free.. with your phone claims are redeemable
Feedback:
The response attempts to address the concern by dismissing the friends' experiences and highlighting that the product has procedures in place to ensure claims are hassle-free. However, it lacks empathy and does not acknowledge the validity of the friend's experiences. A more effective approach would involve explaining the specific steps the company has taken to streamline the claims process, providing clear examples or testimonials, and inviting the prospect to share more about their friends' experiences to better understand their perspective. Engaging the prospect with questions about their concerns would help build rapport and trust.
6.
4
/ 10Question:
"What happens if I can't keep up with payments? Will I lose everything I've paid in?"
Answer:
If you can't keep up with payment then there are ways of calculating what you've invested and you would be indemnify accurately, you will not lose everything you've paid for
Feedback:
The response attempts to alleviate the prospect's concern by stating that there are methods to calculate their investment and that they will be indemnified accurately. However, it lacks clarity and does not provide a detailed explanation of how this process works, which may leave the prospect feeling uncertain. A more effective response would include specific terms of the policy regarding missed payments, any potential penalties, and how the customer is protected. Additionally, engaging the prospect with follow-up questions to understand their situation better would enhance the dialogue and demonstrate active listening.
7.
4
/ 10Question:
"How can I be sure that this plan will be there for me when I need it?"
Answer:
The plan is always available when you need it, though there might be new plan that you might be interested in, but new plans doesn't mean the old plan does not exist
Feedback:
The response provides a basic reassurance that the plan is always available but lacks depth and clarity. It fails to address the prospect's core concern directly regarding the reliability and availability of the coverage when needed. A more effective approach would include specific details about the plan's guarantees, what happens in various scenarios, and how the company ensures that the plans remain effective over time. Additionally, engaging the prospect with questions about their specific concerns or experiences could build rapport and trust. Overall, this response could benefit from a more detailed explanation and a focus on the prospect's feelings of security and reliability regarding their insurance plan.
8.
4
/ 10Question:
"I've looked at cheaper options; how can you justify this price?"
Answer:
With the benefit of the plan I think the price is very okay because it will benefit you a lot and this plan is different from other plans
Feedback:
The response attempts to justify the price by stating that the plan offers benefits and is different from other plans. However, it lacks detail and fails to articulate specific advantages that justify the higher cost. A more effective approach would involve highlighting the unique value propositions of the plan, such as comprehensive coverage, superior customer service, or additional features that cheaper options may lack. Engaging the prospect with follow-up questions about their needs and what they value in an insurance plan could foster a more productive dialogue and build rapport. Overall, this response needs to better explore the value of the plan to effectively address the objection.
9.
4
/ 10Question:
"I'm concerned about the impact of this insurance on my lifestyle and spending habits in the long run."
Answer:
The impact will be a great gain because it will enable you manage your lifestyle and spending habits,
Feedback:
The response attempts to address the prospect's concern by highlighting a positive outcome; however, it falls short in detail and clarity. It lacks specific examples or explanations of how the insurance would facilitate better management of lifestyle and spending habits. A more effective approach would involve engaging the prospect in a discussion about their unique lifestyle needs and financial goals, thereby exploring how the insurance can align with those. Additionally, asking follow-up questions to better understand their perspective would demonstrate active listening and collaboration, which could enhance trust and rapport. Overall, this response needs greater depth and a more personalized approach to resonate with the prospect's concerns.
10.
5
/ 10Question:
"What if I change jobs or move? How will that affect my coverage?"
Answer:
If you change job or move it won't affect your coverage because you can access your plans from any part of Nigeria and your job does not affect it
Feedback:
The response attempts to reassure the prospect that changing jobs or moving will not affect their insurance coverage, which is a crucial point. However, it lacks depth and detail. It would be more effective to elaborate on how the coverage remains intact regardless of job changes or relocations, such as explaining any specific policies or benefits that ensure continuity. Additionally, the response could benefit from inviting further questions or concerns from the prospect to demonstrate active listening and engagement. Overall, a more thorough explanation would strengthen the response and build rapport with the prospect.