final expense insurance
Sales Assessment Results
63
Developing Closer
10 questions
Maximum score: 100
Completed in
Let’s cut to the chase: your performance is showing some serious room for growth, and an average score of 6.3 is a wake-up call. You’ve got some solid techniques in your toolbelt, particularly around empathy and acknowledging customer concerns. That’s your strength. You’re able to build rapport and demonstrate active listening, which is crucial in sales. However, the pattern of responses indicates a tendency to fall into a transactional tone rather than truly engaging with the prospect on an emotional level. You often miss opportunities to ask open-ended questions, which could unlock deeper conversations and reveal valuable insights about your customers’ needs.
To boost your performance, I recommend diving into SPIN Selling and Consultative Selling. These techniques will help you structure your conversations more effectively and encourage you to explore your prospects' situations and feelings in greater depth. You need to flex that curiosity muscle!
Remember, sales is not just about closing the deal; it’s about creating meaningful connections. Lean into your ability to empathize, but don’t shy away from exploring your prospects’ pain points and needs more thoroughly. Think of it this way: every time you’re on a call, you’re not just selling a product; you’re crafting a partnership. So, the next time you’re about to make a pitch, ask yourself: how can I make this about them? That’s your golden ticket to elevate your game.
Question Breakdown
1.
7
/ 10Question:
"I really need to think about whether this fits within my budget right now, especially with all my other expenses."
Answer:
I understand completely. I know that you said that this is something you need so that your wife doesn't have to scramble to find the funds for when something happens to you, and because of that you have been feeling stressed and anxiety about it. you also said that youve been thinking about this for a while now. when you say other expenses, what expenses are you referring to exactly so we can see how this fits?
Feedback:
Your response shows good empathy by acknowledging the prospect's feelings and the importance of the insurance for their wife. By stating that you understand their need and referring back to their previous statements, you effectively build rapport and demonstrate active listening. However, your question regarding their other expenses could be perceived as slightly intrusive. Instead, consider framing it in a way that emphasizes understanding their priorities or offers a solution, like discussing potential payment options. Overall, the response is solid but could benefit from a more solution-focused approach.
Score: 7/10
2.
7
/ 10Question:
"I’m not sure this insurance is worth it compared to what I currently have, can you explain the value again?"
Answer:
that's a great question. you know how you said that you currently do not have a protection plan in place and when something happens to you your family will not have the funds to pay for your final affairs. with this plan you would pay a small amount now to eliminate the big bill and burden you will be leaving on your family. you said you wanted to avoid leaving a burden on your family and this plan does exactly that. how much value do you put on eliminating the burden on your family?
Feedback:
The response effectively acknowledges the objection and reiterates the value of the final expense insurance by connecting it to the prospect's stated concern about leaving a financial burden on their family. It uses a solution-focused approach by framing the insurance as a way to protect the family from future costs. However, the tone could be slightly more empathetic, as the phrasing could come off as a bit transactional. Additionally, while the final question prompts the prospect to reflect on the value of the insurance, it could be improved by asking more open-ended questions to further engage the prospect and explore their feelings about both their current insurance and the potential benefits of the new plan. Overall, the response demonstrates good active listening and value exploration but could enhance curiosity and discovery.
Score: 7/10 for effectively addressing the concern but lacking deeper engagement and a more empathetic tone.
3.
6
/ 10Question:
"I’m concerned about the monthly payments; they feel like a lot when I factor in my other financial commitments."
Answer:
I understand what you are saying and it might seem like a lot, and if you consider the financial commitment for when something happens to you, you would see that it is a far bigger commitment and burden placed on your family than the small monthly payment you would be making with this plan. what we can do if it helps you is to consider the smaller plan which is more manageable and then as you feel more comfortable you can always add more coverage later. this way your family has some protection as opposed to no protection at all. what are your thoughts on that?
Feedback:
The response acknowledges the prospect's concern about monthly payments, which is a good start. However, it could benefit from a more structured approach by incorporating elements of the SPIN Selling technique. For instance, asking more probing questions about their current financial situation (Situation) and the implications of not having coverage (Implication) could help the prospect see the value of the insurance more clearly. The suggestion of a smaller plan is a positive solution-focused approach, showing flexibility. However, the tone could be slightly more empathetic and conversational to build rapport. Overall, the closing question is effective in encouraging dialogue, but it could be framed to elicit more specific feedback. The response lacks a strong emotional connection or storytelling element that might resonate better in the final expense insurance context.
4.
6
/ 10Question:
"What happens if I find a better option after we sign? I need assurance that I’m making the right decision."
Answer:
Thats a good question. Since I am a national producer I have the ability to shop coverage among every carrier in the country for the most benefits at the lowest cost. I encourage you to continue to see if you can find a better option, and if you do I will let you know if it is and Ill even help you prepare the paperwork for it. in addition if at any time you feel that the plan is not right for you, we can adjust it up or down or cancel with no obligation. what are your thoughts on that?
Feedback:
The response provides a good foundation for addressing the prospect's concern about making the right decision. By expressing willingness to help the prospect find better options and offering flexibility to adjust or cancel the plan, the salesperson demonstrates a customer-centric approach. However, the response lacks a more robust closing technique to reinforce confidence in the decision and could benefit from a stronger emphasis on the unique value of the offered plan compared to competitors. Additionally, while the salesperson encourages the prospect to continue looking for better options, it could be perceived as undermining the current proposal. A more assertive statement about the benefits of the current plan and a better integration of curiosity about the prospect's specific needs would enhance the overall effectiveness. Overall, it's a decent response, but there's room for improvement in terms of value exploration and closing technique.
5.
6
/ 10Question:
"I’ve had bad experiences with insurance companies in the past, how can I trust yours will be different?"
Answer:
I understand your concern. what I've done for you is to show you every possible options for you in the country based on your health and age. I've also selected this carrier that has been around since 1910 they have never missed a payment and are rated a+ by am best and rated a with the better business bureau. in addition you have my personal cell phone and I am available 24/7 by text message to answer any questions that might come up. I'm sure that will make a difference for you would you agree?
Feedback:
The response addresses the prospect's objection by acknowledging their concern and providing evidence of the company's reliability through its long history and high ratings. However, it could benefit from a more structured approach to clearly convey solutions tailored to the prospect's past experiences. The mention of personal availability is a good touch for building trust, but the phrasing could be more engaging and empathetic. The closing question is a bit leading and could be framed in a way that invites more open dialogue, asking for their thoughts instead. Overall, the response lacks a bit in curiosity and discovery, missing an opportunity to ask the prospect about their specific past experiences with insurance. A more collaborative and solution-focused tone would enhance rapport.
6.
5
/ 10Question:
"I’m currently juggling multiple projects; introducing this insurance feels like it might be more than I can handle right now."
Answer:
I understand completely Insurance could feel like an overwhelming experience. based on everything you told me so far this plan would be a simple 4 minute process and you will never have to think about it ever again. what are your thoughts on that?
Feedback:
The response acknowledges the prospect's concern about being overwhelmed, which is a good start for active listening. However, it lacks a more thorough exploration of the prospect's specific situation and needs, which could be addressed using a consultative or solution-focused approach. While it mentions the simplicity of the process, it could benefit from a more engaging tone and perhaps a closing technique that reinforces urgency or highlights the value of securing the insurance now. Asking follow-up questions to delve deeper into their projects could also help build rapport. Overall, it needs improvement in curiosity, value exploration, and collaborative engagement.
7.
6
/ 10Question:
"How do I know your company will be around in a few years? What’s your track record?"
Answer:
that's a very good question. Our company was founded in 2005 and has a total of 115 offices nationwide with 10560 agents. we have a total gross revenue of 560B and have never missed a payment. We have all 5 star rating and received the top award for customer service. we are the #1 producer nationwide. we will be around forever. what are your thoughts?
Feedback:
The response provides a solid foundation of the company's credentials, including its establishment date, number of offices, agents, revenue, and customer service accolades. However, it could be improved by addressing the customer’s concern more personally rather than just listing facts. The phrase "we will be around forever" sounds exaggerated and may not instill confidence. Additionally, asking for their thoughts at the end is a good way to invite dialogue, but it would be better to include a follow-up question that encourages them to share their specific concerns or what they value in a company's longevity. Overall, the response lacks a bit of warmth and personal touch that could help build rapport. A score of 6 reflects the effectiveness of the facts presented but indicates the need for a more engaging and consultative approach to truly resonate with the prospect.
8.
6
/ 10Question:
"I appreciate your offer, but I need to align this decision with my spouse's opinions before moving forward."
Answer:
I understand completely your wife should be on board with this. I know you had the conversation with her before and you said she wanted you to take care of this. what I suggest is you put in a request for approval this way once we determine if you qualify for this plan you can see the plan in black and white and have a thourough conversation with her about it. how do you feel about that?
Feedback:
The response effectively acknowledges the prospect's concern about needing to consult their spouse, which is a positive start in terms of active listening. However, it could have been more effective by first validating the importance of their spouse's opinion before suggesting a course of action. The suggestion to request approval does provide a way to move forward, but it lacks a deeper exploration of the prospect's feelings about the decision, which could help build rapport. Additionally, while it does hint at a collaborative approach, it could benefit from more curiosity-driven questions to ensure the prospect feels heard and understood. Overall, it has potential but misses a few key elements for a stronger engagement.
9.
7
/ 10Question:
"I’ve heard mixed reviews about final expense insurance; can you clarify how your product stands out?"
Answer:
that's a very good question. most final expenses plans do not offer living benefits, cash value and accidental death benefits without a 2 year waiting period. this product is the best product on the market for those extra benefits that are not available with most plans. do you see the value of those added benefits?
Feedback:
The response effectively addresses the concern by highlighting the unique features of the product, such as living benefits, cash value, and accidental death benefits, which can differentiate it from competitors. The tone is appropriate and conveys confidence in the product's value. However, the response could benefit from a more explicit acknowledgment of the prospect's mixed reviews, which would demonstrate active listening. Additionally, while the question posed at the end encourages further discussion, it could be more open-ended to foster deeper exploration of the prospect's concerns. Overall, it's a solid response but has room for improvement in empathy and curiosity.
10.
7
/ 10Question:
"Honestly, I’m just not feeling the urgency to make a change right now; can you tell me why I should act sooner?"
Answer:
that's a very good question. the best time to buy life insurance is while you are young and healthy. the price of the policy goes up as you age and the benefits go down as you age. additionally you are healthy and can be only 1 doctors visit from being uninsureable. most folks have urgency when they become unhealthy but by then it is too late because you would be uninsureble. the time to invest in a plan is now, while you have your age and health on your side. does that make sense?
Feedback:
The response effectively addresses the objection by emphasizing the urgency of securing a policy while young and healthy. It clearly communicates the risks associated with delaying the decision, which aligns with the needs of the final expense insurance industry. However, the tone could be more empathetic, as it seems somewhat transactional and lacks a personal touch. Asking a follow-up question to gauge the prospect's feelings or concerns about the policy would enhance the discovery process and demonstrate active listening. Additionally, a subtle closing technique could have been included to encourage further discussion or a next step. Overall, this response is solid but could benefit from more rapport-building elements and an engaging tone.