Commercial insurance
Sales Assessment Results by Christine
40
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance here needs serious work. Averaging a 4 means you're not just missing the mark, you're not even on the same page. You’ve shown some flashes of potential—like acknowledging customer concerns and trying to connect—but your responses are often vague and lack the specific depth that builds trust and closes deals. You need to stop skimming the surface and dive deeper into the needs and pain points of your prospects.
Your strongest techniques seem to revolve around identifying customer concerns, but you're failing to translate those concerns into actionable insights. You're not providing enough valuable information to reassure your prospects or to illustrate the benefits of your offerings. Instead, you're leaving them with questions and doubts, which is the opposite of what a salesperson should do.
To turn this around, I suggest you focus on Solution Selling and Consultative Selling. Both require you to engage with your prospects on a deeper level, addressing their specific needs and illustrating how your product or service is the solution they’ve been looking for. Get comfortable with asking follow-up questions and really listening to the answers. Tailor your approaches to each prospect’s unique context.
Remember, selling isn’t just about talking; it’s about building a connection and demonstrating real value. As a coaching moment, think of each interaction as a chance to uncover a treasure. Dig deeper to find the gold nuggets of information that can lead to a successful sale. If you want to succeed, you need to shift from simply responding to actually engaging your prospects. Now get out there and make it happen!
Question Breakdown
1.
3
/ 10Question:
"I'm concerned about the hidden costs associated with this coverage, especially regarding claims processing and policy renewals."
Answer:
I understand your concerns. We lay everything in detail so you can see all the costs and to start the policy, and what the monthly payments are. You will have a dedicated account manager to handle your renewal and the all of our carriers have a claims center and claims management tools so you can rest assured you are in good hands.
Feedback:
The response acknowledges the prospect's concerns about hidden costs, which is a good start. However, it lacks depth in addressing the specifics of their worry. Simply stating that costs are laid out and a dedicated account manager is provided doesn't fully reassure the prospect about potential hidden costs in claims processing or renewals. You could improve by offering insights into how claims are managed transparently or sharing examples of typical costs associated with renewals. Additionally, asking follow-up questions could enhance engagement and demonstrate understanding. Overall, the response is somewhat vague and could benefit from a more solution-focused approach that explores value in detail.
2.
4
/ 10Question:
"How do we ensure stakeholder buy-in when our budget is already stretched thin for this fiscal year?"
Answer:
This coverage is tailored to meet the needs of your companies exposures and fit your budget. Your stakeholders will be happy you are properly insured and their investment is protected.
Feedback:
While the response attempts to address stakeholder buy-in by emphasizing tailored coverage that fits the budget, it lacks specific strategies to secure buy-in from stakeholders, especially given the budget constraints. It is essential to highlight how this coverage can deliver value and potentially lead to cost savings in the long run. Additionally, addressing common objections from stakeholders and suggesting ways to present the insurance's benefits would demonstrate a more consultative approach. Asking follow-up questions to uncover specific stakeholder concerns would also enhance engagement and understanding. Overall, the response is somewhat superficial and could benefit from a more robust exploration of the value proposition and a collaborative approach.
3.
5
/ 10Question:
"With the current economic climate, can we realistically justify the ROI for this investment in commercial insurance?"
Answer:
You can’t afford to not have commercial insurance in this economic climate. With everyone being extremely cautious of their bottom line there is more exposure for law suits if your client thinks you made a mistake. You have insurance to pay for your defense and litigation costs. Even if you are innocent you still have to defend yourself.
Feedback:
The response effectively highlights the risks associated with not having commercial insurance during economic uncertainty, which addresses the prospect's concern about ROI. However, it lacks a clear, quantitative justification for the investment's ROI, such as potential cost savings, improved protection against lawsuits, or long-term benefits. Providing specific examples or data could strengthen the argument. Additionally, it would be beneficial to ask follow-up questions to uncover any specific financial metrics or concerns the prospect might have regarding ROI. Overall, the approach could be more solution-focused to fully engage with the prospect's needs and to build a stronger case for the investment.
4.
4
/ 10Question:
"Our team is already managing several ongoing implementations; how will this new insurance solution impact our current workload?"
Answer:
I am your personal broker so I do the work for you. I will shop for the best coverage and your account manager will manage the policy and renewal. If you need to make a change or have questions just contact us and we will take care of it.
Feedback:
The response attempts to alleviate the prospect's concern by positioning the broker as a personal resource who will handle the workload associated with managing the insurance. However, it lacks specificity regarding how the new insurance solution will integrate with their ongoing implementations and what impact it may have on their current responsibilities. A more effective response would provide clarity on the process and how it minimizes disruption to their team. It would also be beneficial to ask follow-up questions to better understand their current workload and address their specific concerns directly. Overall, while the intention is positive, the response does not sufficiently engage with the prospect’s concerns about workload management.
5.
3
/ 10Question:
"What guarantees can you provide regarding compliance standards, especially with the upcoming regulatory changes?"
Answer:
I specialize in writing small business insurance and will place you with the right carrier that will allow flexibility to modify your coverage to fit any future contract requirements.
Feedback:
The response identifies the salesperson’s specialization, which is a good start, but it fails to directly address the prospect's concern about compliance standards and regulatory changes. There’s no mention of specific guarantees or measures in place that ensure compliance with regulations, which is crucial for the prospect's confidence. Additionally, while flexibility in coverage is a positive aspect, it does not sufficiently alleviate concerns regarding compliance requirements. A more effective response would include details on how the proposed solutions will comply with upcoming regulations and offer examples of past compliance successes. Engaging with follow-up questions about specific regulatory changes the prospect is concerned about could also enhance the discussion and build trust.
6.
5
/ 10Question:
"I need to understand how this insurance product integrates with our existing systems and processes—can you provide clarity on that?"
Answer:
The best thing about our carriers is they offer easy to use client portals enabling you to give access to essential personnel to help manage and access the policy information.
Feedback:
The response addresses the concern about integration by highlighting the availability of client portals, which is a positive aspect. However, it lacks detail on how these portals specifically integrate with existing systems and processes, which is crucial for the prospect's understanding. It would be more effective to explain how the portals work in practice, what kind of data can be accessed, and how they facilitate the management of insurance policies in alignment with the prospect's current workflows. Additionally, asking follow-up questions about their existing systems and any specific integration needs could enhance engagement and show a deeper understanding of their requirements. Overall, the response could be more comprehensive and solution-focused.
7.
3
/ 10Question:
"Given the layered nature of our buying committee, what strategies do you suggest for navigating internal approval processes?"
Answer:
Once our quotes are approved I can send you the detailed proposal with a specimen policy. If you have any additional questions we can schedule a conference call if needed
Feedback:
The response fails to directly address the prospect's concern about navigating their internal approval processes. Simply mentioning that a detailed proposal will be sent once quotes are approved does not provide actionable strategies for dealing with a layered buying committee. To improve, you could outline specific steps or approaches to facilitate communication among stakeholders, such as suggesting how to present the proposal to different decision-makers, or offering to assist in discussions with them. Additionally, asking questions to understand the dynamics of their buying committee would show active listening and engagement. Overall, the response lacks depth and does not effectively demonstrate a solution-focused approach to the prospect's specific challenge.
8.
4
/ 10Question:
"We've experienced lackluster results with previous providers; how does your offering differ in terms of performance and service levels?"
Answer:
Most small agencies don’t have the staff to manage small policies. Since we are a larger agency and specialize in small commercial businesses you can rest assured your account will get the attention it deserves.
Feedback:
The response attempts to differentiate your offering by highlighting the advantages of being part of a larger agency and the specialized focus on small commercial businesses. However, it lacks specific examples or evidence of how your performance and service levels will improve compared to previous providers. To strengthen the response, consider discussing measurable outcomes, customer satisfaction statistics, or unique services that set your offering apart. Additionally, engaging with the prospect by asking about their specific pain points with previous providers would demonstrate active listening and a consultative approach. Overall, while the intention to convey reliability is clear, the response could benefit from more detailed, value-oriented information that directly addresses the prospect's concerns about past experiences.
9.
4
/ 10Question:
"What are the long-term implications for our operational efficiency if we choose to switch our insurance provider now?"
Answer:
Long term you can expect our agency to always find the best rate and coverage for your company year after year, allowing you to save money and time by not shopping it every year yourself.
Feedback:
The response attempts to highlight the long-term benefits of switching insurance providers by emphasizing cost savings and time efficiency. However, it does not directly address the operational efficiency concerns the prospect raised. To improve, you could elaborate on how the transition process will be managed to minimize disruption, as well as how ongoing support will be provided to ensure seamless integration with their operations. It's also beneficial to discuss how having the right insurance coverage can enhance overall operational performance by reducing risks and potential liabilities. Asking follow-up questions to understand their specific efficiency concerns would demonstrate active listening and engagement. Overall, while the intention is positive, the response lacks depth in addressing the operational efficiency implications as requested.
10.
5
/ 10Question:
"Can you explain how your platform supports mobile access and user experience for our employees who are often on-the-go?"
Answer:
Most of our carriers have an app you can use and will send you the link to their online portal. In addition to the carriers our agents are available by phone text and email so we are ready to service your needs efficiently.
Feedback:
The response identifies that most carriers offer mobile apps and online portals, which addresses the prospect's concern about mobile access. However, it lacks depth in explaining how these tools enhance the user experience specifically for employees who are often on-the-go. Elaborating on the features of these apps, such as ease of use, key functionalities, and how they meet the unique needs of mobile users would strengthen the response. Additionally, mentioning how your agency supports these tools or provides guidance on using them effectively could add value. Asking follow-up questions about the specific needs of their mobile users could demonstrate curiosity and a consultative approach.