Insurance
Sales Assessment Results
27
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance in this test is underwhelming, averaging a dismal 2.7. What stands out is a glaring lack of depth and specificity in your responses. You consistently miss opportunities to build trust and demonstrate your expertise, which leaves prospects feeling uncertain about your solutions. Whether it’s addressing compliance, hidden costs, or ROI, you’re skirting the issues instead of diving in with confidence and clarity.
You have some foundational skills, but it’s time to step up your game. Focus on honing your Solution Selling and Value Selling techniques. You need to learn how to pinpoint customer pain points and articulate the value your solution brings to the table.
Here’s your coaching moment: remember, sales is about guiding your prospect through their concerns with concrete information and strategic insight. Instead of deflecting their questions, embrace them. Show your knowledge and be proactive. You can't afford to be vague or casual; professionalism and confidence are key. Make it a mission to transform your approach from reactive to proactive, and you’ll see the difference in your results.
Question Breakdown
1.
2
/ 10Question:
"How does your solution ensure compliance with the latest industry regulations?"
Answer:
Great question…Can you clarify exactly which regulations you are referring too?
Feedback:
The response lacks depth and does not directly address the prospect's concern about compliance. While asking for clarification shows curiosity, it misses an opportunity to demonstrate knowledge of industry regulations. A more effective approach would have included a brief overview of how the solution addresses compliance, along with an invitation for further discussion on specific concerns. This would have shown a proactive stance and increased confidence in the solution offered.
2.
2
/ 10Question:
"What measures do you have in place to minimize hidden costs during the onboarding process?"
Answer:
Great question…I don’t mind covering that with you again, let’s go ahead and review it once more!
Feedback:
This response lacks specificity and does not effectively address the concern about hidden costs. Instead of offering a clear explanation of the measures in place, the salesperson simply suggests re-addressing the topic without adding value. A more impactful response would have included details about cost transparency during onboarding, examples of how costs are controlled, and an invitation for further questions. This would demonstrate understanding of the prospect's concerns and position the salesperson as a trusted advisor.
3.
2
/ 10Question:
"I'm concerned about the long-term ROI—how can we justify this investment to our stakeholders?"
Answer:
After everything we have covered so far… what has left you feeling like is currently isn’t justified?
Feedback:
This response deflects the concern about long-term ROI and does not provide any concrete information to help justify the investment. Instead of effectively addressing the prospect's worry, it simply asks for their feelings, which may come off as evasive. A better approach would have been to present specific data, case studies, or success stories that highlight the ROI achieved by similar clients. This would demonstrate a proactive understanding of their needs and help build confidence in the investment. Additionally, framing the response to acknowledge the importance of ROI and offering to work together on a justification strategy would have been more impactful.
4.
2
/ 10Question:
"Can you provide specifics on how your service level agreements will support our operational efficiency?"
Answer:
Of course… let’s review that…and before we do…is there anything else I should
Prepare to cover or is that the last thing before we move forward?
Feedback:
This response does not effectively address the prospect's request for specifics regarding service level agreements (SLAs) and their impact on operational efficiency. While the salesperson indicates a willingness to cover the topic, it lacks the necessary detail to demonstrate value and relevance to the prospect's needs. A more effective approach would include specific examples of SLA commitments, metrics that showcase efficiency improvements, and how these agreements align with the prospect's operational goals. Additionally, asking for other topics to cover before moving forward could be perceived as evasive, rather than a constructive engagement with the prospect's question.
5.
4
/ 10Question:
"I'm not sure our team can handle the change management required for this implementation—what support do you offer?"
Answer:
First help me understand more in detail what changes you think your team can’t handle…
Feedback:
This response demonstrates a willingness to engage with the prospect's concerns about change management, which is positive. However, it lacks a proactive approach in addressing the fear directly. Instead of simply asking for clarification on their concerns, the salesperson should have offered specific examples of the support provided during the implementation process, such as training programs, dedicated support teams, or resources to facilitate change management. This would not only demonstrate an understanding of the challenge but also build confidence in the support the solution offers. Providing reassurance and outlining a structured plan for overcoming change management challenges would enhance the response significantly.
6.
4
/ 10Question:
"How does your solution address potential data privacy issues we're currently facing?"
Answer:
That’s is a great question and exactly why I wanted to meet with you face to face to discuss this before officially moving forward. I would hate to onboard you with out these type of details being laid out…let’s jump into that
Feedback:
This response acknowledges the importance of the data privacy issue, which is positive. However, it lacks specific information on how the solution addresses these concerns. Merely suggesting a face-to-face meeting does not provide immediate value or reassurance about data privacy, which is a critical topic in the insurance industry. A more effective approach would include a brief overview of the measures your solution has in place to protect data privacy, such as compliance with regulations (e.g., GDPR), data encryption methods, and any certifications that demonstrate security standards. Engaging the prospect with specific examples would have shown a better understanding of their concerns and positioned you as a knowledgeable partner.
7.
3
/ 10Question:
"What’s your strategy for ensuring alignment with our internal champions during the approval process?"
Answer:
You are speaking my language. Great question. In fact, after I explain this you will see how the framework of everything works hand and hand with that exact strategy
Feedback:
This response acknowledges the prospect's question but lacks substance and clarity regarding the actual strategy for ensuring alignment with internal champions. While expressing enthusiasm is positive, it does not provide any actionable insights or details on how alignment will be achieved. A more effective response would include specific tactics or methods for engaging with internal champions, such as regular updates, collaboration workshops, or dedicated liaison roles. Furthermore, demonstrating an understanding of the importance of internal buy-in in the approval process would strengthen the response and position the salesperson as a knowledgeable partner.
8.
4
/ 10Question:
"Given the current economic climate, how can you assure us your pricing won't evolve unexpectedly?"
Answer:
Of course. Me and you both know things change all the time. We can’t guarantee perfect because we aren’t. But I can guarantee progress and improvement. If prices change it will be because of growth and improvement. Is that something you see yourself being apart of?
Feedback:
This response acknowledges the prospect's concern about pricing, which is a positive start. However, the assurance provided is vague and does not address the specific request for a guarantee about pricing stability. The phrase "we can’t guarantee perfect because we aren’t" may come off as dismissive rather than reassuring. A more effective approach would include offering a commitment to transparent communication regarding any future pricing changes and highlighting controls in place to minimize unexpected price increases. Additionally, the last question feels somewhat leading and may not effectively engage the prospect's genuine concerns. Instead, invite a dialogue about how growth can be mutually beneficial while addressing their need for pricing certainty.
9.
0
/ 10Question:
"How do you integrate with existing systems without causing workflow disruption?"
Answer:
One step at a time lol
Feedback:
This response lacks professionalism and does not address the prospect's concern about system integration. The casual tone and inclusion of "lol" may come off as dismissive and disrespectful in a business context, especially in the insurance industry where process integrity is crucial. A more effective response would include specific strategies for integration, such as phased implementation, pilot programs, or dedicated support to ensure a smooth transition without disrupting existing workflows. Additionally, conveying confidence and readiness to discuss the integration process would better demonstrate your capability as a solution provider.
10.
4
/ 10Question:
"What if our budget allocation doesn’t align with the timing of your payment terms?"
Answer:
Reasonable question. This is why preparation is a major key to the onboarding. The preparation prevents the panic and allows us to be ahead of these type of things. Does that make sense?
Feedback:
This response acknowledges the prospect's concern, which is a good start. However, it lacks specific strategies or solutions to address the potential misalignment between budget allocation and payment terms. While mentioning preparation is relevant, it would have been more effective to outline a plan for managing payment timing, such as offering flexible payment options, discussing potential adjustments to the payment schedule, or suggesting a phased approach to onboarding that aligns with their budgetary constraints. Additionally, asking "Does that make sense?" does not actively encourage further dialogue or reassure the prospect about their concern. A more collaborative and solution-focused approach would strengthen the response.