Life insurance
Sales Assessment Results
42
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance in this test was underwhelming, with an average score of 4.2. That’s a clear signal that you’re missing the mark in several crucial areas of the sales process. You’ve shown flashes of awareness—like acknowledging the importance of flexibility and suggesting personal meetings—but those moments were overshadowed by a lack of empathy and clarity in addressing customer concerns. Your responses often came off as dismissive or fear-based, which is a big no-no, especially in the sensitive life insurance space.
You need to lean into consultative selling techniques and SPIN Selling. Both would help you dig deeper into your prospects' needs, allowing for a more collaborative approach that builds trust. Instead of jumping to conclusions about their concerns, ask questions that invite dialogue and show genuine interest in their situation. This will not only help you clarify their needs but also position you as a partner rather than just a salesperson.
Here’s your coaching moment: remember that sales is not just about closing deals; it’s about opening relationships. Every interaction should leave the prospect feeling heard and valued. If you can master that, you’ll not only improve your scores, but you’ll also build a loyal customer base. Get out there and practice these techniques—your future self will thank you.
Question Breakdown
1.
2
/ 10Question:
"Our budget is tight this fiscal year, can we justify this expense as a necessary investment?"
Answer:
I understand completely, but if you can’t afford it now if Joe was to die tomorrow, you definitely wouldn’t be able to afford that so if this 255 is a little out of the budget right now we can make a few adjustments and just get your foot in the door the most important thing is that you get in on the benefits now while you’re healthy and you can qualify
Feedback:
The response lacks professionalism and empathy, which are crucial when addressing budget concerns, especially in the life insurance industry. Instead of acknowledging the prospect's budgetary constraints, it jumps to a fear-based scenario without effectively justifying the investment or exploring the client's needs. Additionally, the wording is unclear and may confuse the prospect. A more structured approach using SPIN Selling or Solution Selling techniques could enhance the response by asking clarifying questions about their budget and suggesting tailored options that provide value while addressing their concerns. Overall, the answer doesn't effectively communicate understanding or a collaborative approach.
2.
5
/ 10Question:
"How will this policy integrate with our existing insurance providers without causing disruptions?"
Answer:
Our programs are designed to fill in the gaps with what you already have in place with other companies, so nothing will be replacing anything. It would just be filling in the gap so that you have a full circle of protection.
Feedback:
The response attempts to address the integration of the policy with existing providers, but it lacks clarity and detail. While it mentions filling gaps, it does not provide specific examples or explain how this integration will occur without disruptions. It's important to demonstrate a deeper understanding of the prospect's current situation and ask clarifying questions to uncover any specific concerns they might have. Utilizing a consultative selling approach by inviting dialogue about their existing policies and how the new policy complements them would be more effective. Additionally, a stronger emphasis on collaboration and reassurance could enhance the prospect's confidence in the solution. Overall, the response could benefit from a more structured and thorough explanation that aligns with the prospect's needs.
3.
2
/ 10Question:
"Our organization has ongoing compliance issues; how does your product ensure we meet all regulations?"
Answer:
Life insurance has nothing to do with an organization compliance issues. Everything we are doing today is permanent and portable you on these policies completely
Feedback:
The response is dismissive and fails to address the prospect's concern about compliance issues, which is critical in the life insurance industry. Instead of acknowledging the importance of compliance and how the product fits into existing regulations, the response suggests a disconnect between the product and the prospect's needs. A more effective approach would involve understanding the specific compliance challenges faced by the organization and explaining how the product can assist in mitigating these issues. Utilizing a consultative selling technique would allow for a more collaborative and engaging dialogue, showing that you are a partner in addressing their regulatory needs. Overall, the response lacks engagement and fails to demonstrate any understanding of the prospect's situation.
4.
6
/ 10Question:
"With so many options available, what makes your offering stand out compared to others we've looked at?"
Answer:
Our needs analysis software only recommends what’s needed and fits in to your budget. Most importantly we are the only company who offers the Freedom of Choice certificate that’s gives your family the ability to negotiate the best deal possible.
Feedback:
The response highlights a unique feature (Freedom of Choice certificate) that can differentiate the offering, which is a positive approach. However, it lacks a clear articulation of how this feature directly addresses the prospect's needs or pain points. Additionally, it doesn't effectively compare the offering to competitors or elaborate on the benefits of the needs analysis software, leaving out potential value exploration. A more customer-centric approach that invites dialogue about the prospect's specific needs and preferences would enhance engagement. Overall, the response could benefit from a clearer explanation of the value proposition and a more consultative tone to build trust and rapport.
5.
4
/ 10Question:
"We need to ensure that our stakeholders are on board; how do you propose we tackle potential resistance?"
Answer:
Ask them to meet with me personally and I can give them a full review and answer any questions they have
Feedback:
The response suggests a personal meeting, which is a positive step towards engaging stakeholders and showing commitment. However, it lacks a strategic approach to addressing potential resistance. A more effective response would involve acknowledging the importance of stakeholder buy-in and proactively addressing their concerns. Asking questions to understand the stakeholders' specific worries or hesitations would demonstrate active listening and curiosity. Additionally, outlining how the meeting could alleviate their concerns and build consensus would enhance the response. Overall, while the intention to meet is good, the lack of a comprehensive strategy diminishes its effectiveness.
6.
3
/ 10Question:
"I'm concerned about the time required for onboarding; can you assure us it won't disrupt our operations?"
Answer:
Since these are personalized plans tailored to the individual. Today I will set up 1-1 zoom meetings with each family and enrolled them privately
Feedback:
The response acknowledges the customization of plans but fails to directly address the prospect's concern about the time required for onboarding and potential disruption to operations. Simply stating that 1-1 zoom meetings will be set up does not provide reassurance or a clear plan on how onboarding will be managed without disrupting their operations. A more effective approach would involve explaining the onboarding process in detail, including timelines and support available during this period. Additionally, asking questions to uncover specific apprehensions about the onboarding timeline could demonstrate active listening and collaboration. Overall, the response lacks a comprehensive reassurance strategy that would instill confidence in the prospect regarding the onboarding process.
7.
4
/ 10Question:
"What hidden costs should we be aware of when considering this life insurance policy?"
Answer:
We actually provide a discounted rate for setting this up through your checking accoun. Now think of this policy like car insurance the worst your driving record is the higher your rate is. Life insurance is the same but your rates are locked in by your health and your age
Feedback:
The response attempts to address the objection about hidden costs by mentioning a discounted rate, which is a positive aspect. However, it lacks a thorough explanation of potential hidden costs associated with the policy. Simply comparing it to car insurance is not sufficient to clarify the specifics of hidden costs that may arise, such as administrative fees, premium increases, or other unforeseen charges. Additionally, the analogy may not resonate well with the prospect and could lead to confusion. A more effective response would involve outlining all aspects of the cost structure clearly, addressing any common hidden costs in life insurance, and inviting the prospect to ask further questions. Overall, the response misses an opportunity for transparency and fails to fully engage in a consultative manner that builds trust and rapport.
8.
5
/ 10Question:
"The current vendor we’re working with has been reliable; why should we switch now?"
Answer:
We are hand chosen by 20,000 different Unions , Associations and Federal Credit Unions Presidents. Our benefits have been checked and rechecked.We are the official insurers of the Dallas Cowboys , LA Lakers, Cubs and we have the naming rights to the Globe Life Stadium.
American Income Life originated right here in Waco Texas. For families by families.
Feedback:
The response highlights credibility by mentioning partnerships with well-known organizations and the extensive network of unions and associations. However, it fails to address the prospect's specific concern about their current vendor's reliability. Instead of merely listing credentials, a more effective approach would involve asking questions to understand what the prospect values in their current provider and explaining how your offering can enhance or complement their existing arrangements. Additionally, connecting these credentials to tangible benefits or unique offerings relevant to the prospect would create a stronger value proposition. Overall, while the response showcases credibility, it lacks a personalized approach that addresses the prospect's hesitation to switch vendors.
9.
5
/ 10Question:
"If we decide to scale in the future, how flexible is your policy in terms of coverage adjustments?"
Answer:
We are very flexible if this policy every becomes to much let me know we can make adjustments. When you are ready to increase and lock in your full needs analysis recommendations as soon as you are approved we can continue building. In fact we have 30day from the time you are approved to double your coverage for the same rate with no underwriting
Feedback:
The response addresses the flexibility of the policy, which is a positive aspect. However, it lacks clarity and comprehensive detail about how the process for making adjustments works. Instead of simply stating that adjustments can be made, it would be more effective to outline the specific steps involved in scaling coverage, including any requirements or timelines. Additionally, the mention of doubling coverage without underwriting is a strong point, but it requires clearer communication to ensure the prospect understands this benefit. A better approach would involve asking the prospect about their specific scaling needs and concerns, fostering a more collaborative dialogue. Overall, the response shows potential but needs more structure and depth to instill confidence in the prospect regarding the policy's flexibility.
10.
6
/ 10Question:
"How do you handle ongoing support, especially if we encounter issues during the policy period?"
Answer:
Just give me a call email or text and we can schedule a zoom meeting to review and make any updates needed. I’ll also be sending you a link for the online portal to help you in managing your policies from home. I am always a call away !
Feedback:
The response offers a direct line of communication and suggests setting up a Zoom meeting for reviews and updates, which is a positive start. However, it lacks depth in explaining the ongoing support process, such as response times for inquiries, types of issues that can be addressed, and how the online portal functions. Providing specific examples of support scenarios could enhance clarity and reassurance for the prospect. Additionally, expressing a commitment to proactive communication and customer satisfaction would further strengthen the relationship. Overall, while the answer conveys availability, it misses the opportunity to detail how support will effectively meet the prospect's needs throughout the policy period.