final expense life insurance
Sales Assessment Results
66
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's be real, your average score of 6.6 shows you’ve got a solid foundation, but there’s definitely room for improvement. You’ve demonstrated strong skills in acknowledging concerns and building rapport, which is a great start. However, you keep missing the mark on urgency and deeper value exploration. You’re playing it safe, but in sales, you need to push a little harder. Your use of consultative techniques is decent, yet it often lacks the curiosity and engagement needed to really connect with prospects. For your next steps, dive into SPIN Selling and the Challenger Sale. These will help you craft questions that not only uncover needs but also challenge prospects to think differently about their situations. Remember, it’s not just about listening; it’s about leading the conversation. Your coaching moment? Don’t just react to objections—use them as a springboard to deepen the discussion. Create urgency, explore implications, and above all, keep the dialogue flowing. Be the guide, not just the listener.
Question Breakdown
1.
6
/ 10Question:
"I'm not sure if I can afford the monthly payments right now, considering my other expenses."
Answer:
I understand. affordability is certainly a consideration for most folks. if you though about your budget, what do you feel would be an affordable payment so that you can protect your family?
Feedback:
The response effectively acknowledges the prospect's concern about affordability, which shows active listening. However, it could benefit from a more detailed exploration of the implications of not having coverage, which aligns with SPIN Selling. Additionally, it lacks a sense of urgency or a clear closing technique to encourage further discussion. The tone is appropriate, but there’s an opportunity to enhance curiosity by asking more open-ended questions about their current expenses or financial priorities. Overall, it demonstrates some good elements but misses a stronger value exploration and collaborative approach.
2.
7
/ 10Question:
"I'm still weighing my options and don't feel any urgency to make a decision today."
Answer:
I understand completely. I know that you mentioned you have been shopping around for a while now. so I'm curious when you find something that meets your needs and fits your budget, how soon would you make a decision? so that you can finally stop shopping around and get the protection you have been wanting for so long
Feedback:
The salesperson effectively acknowledged the prospect's feelings and showed understanding of their situation, which is crucial in building rapport. However, the response could have been enhanced by incorporating a sense of urgency or a time frame for making a decision. Asking about the timeline for their decision is good, but it could have been complemented with a reminder of the importance of securing coverage sooner rather than later, perhaps by highlighting the risks of waiting or the benefits of acting now. The tone is appropriate for the industry, maintaining a respectful and consultative approach. Overall, while the curiosity and discovery were present, there was a missed opportunity to explore value further and create urgency.
Score: 7
3.
5
/ 10Question:
"I've heard mixed things about your company; how do I know I can trust you?"
Answer:
I understand your concerns. I know that all businesses that serve the public often get mixed reviews. not every client is a good fit for these programs and as a result might have to pay more, and for that reason some might be disappointed. what we are going to do is explore your goals and expectations to see if we would be a good fit first before we decide to move forward. If you feel that this isn't what you are looking for you can get all of your money back, no questions asked. what are your thoughts on that?
Feedback:
The response acknowledges the prospect's concern about trust, which is a good start. However, it lacks clarity and does not directly address the reputation issue; instead, it shifts focus to the suitability of the program and the potential for disappointment. Mentioning a money-back guarantee is a solid point, but it would be more effective if it was framed as a reassurance of the company's credibility. Additionally, there are no direct questions asked to engage the prospect further or explore their specific concerns. Overall, the response could benefit from a more structured approach, possibly incorporating elements from the SPIN Selling method to clarify the situation and implications of trust issues. Overall, this response could use improvement in clarity, value exploration, and curiosity.
4.
7
/ 10Question:
"My current policy seems good enough; what makes yours stand out?"
Answer:
Its good that you already have coverage. what I specialize in is helping folks that already have coverage to find a better policy that offers more features and benefits while saving money at the same time. I would need to know more about what you have now just to see if I could help. for example, which carrier is your current policy with?
Feedback:
The response effectively acknowledges the prospect's current coverage, which is a good start. It highlights a focus on finding a better policy, which aligns with the solution-focused approach. However, it could be enhanced by clearly emphasizing the unique features and benefits of your offerings compared to their current policy before asking for specifics. This would help in exploring value better. Additionally, the tone is friendly and conversational, which is suitable for the industry. Asking about the current carrier is a good discovery question, but incorporating more curiosity about the prospect's needs and experiences could strengthen the engagement. Overall, a solid attempt but lacks a bit of emphasis on differentiation.
Score: 7
5.
6
/ 10Question:
"I want to make sure this fits my lifestyle; what if it feels like just another bill?"
Answer:
What you have to keep in mind is that the bill is already there. when something happens to you your family will have to pay that bill. with life insurance you are eliminating that big bill that will go to your family and replacing it with a protection plan that will eliminate the future bill. what we will do is find out more about your lifestyle, goals and finances to find something that fits your lifestyle so that it doesn't feel like another bill but more of an investment. for example, what line of work are you in?
Feedback:
The response does a decent job of addressing the concern about life insurance feeling like another bill by reframing it as protection for the family. However, it could benefit from clearer communication that emphasizes empathy and understanding the prospect's perspective. The transition to asking about the prospect's lifestyle, goals, and finances is good, as it shows curiosity and a desire to tailor the solution. However, it could have included more specific value exploration by highlighting the benefits of the insurance in terms of peace of mind or financial security. Overall, the tone is appropriate for the industry, but could be warmer.
Score: 6
6.
7
/ 10Question:
"I've looked at other plans, and they seem cheaper. Why should I choose yours?"
Answer:
its good that you are looking at other plans. I recommend all folks do that. what you will find about these plans that most do not offer is; living benefits to 100%. the other carriers that offer living benefits only provide 80% living benefits. that ends up costing from 10-20,000 in a loss of benefits. Additionally this is the only policy that offers a cash value on day 1 while the other carriers will make you wait 5 years before you can tap into the cash value. for those reasons these plans have way more value than those cheaper plans. what are your thoughts?
Feedback:
The response effectively addresses the objection by highlighting differentiating factors of your product, particularly the living benefits and immediate cash value, which are strong selling points. However, the tone could be more engaging by expressing empathy towards the prospect's concerns. Asking for their thoughts at the end is a good way to invite dialogue, but it could be enhanced by asking follow-up questions to explore their specific needs or concerns further. Overall, the communication is clear, but more curiosity and a consultative approach could strengthen it.
Score: 7
7.
8
/ 10Question:
"What happens if I find I need to adjust the plan later? Will that be easy to do?"
Answer:
that's a very good questions. most folks find a need to adjust plans because their needs change over time for example they might need to protect more assets or additional family members. the good news is that the process is very simple. it simply requires a quick phone call to the toll free number, or it can be done online or in person at any local office. when do you think you might need to adjust the plan?
Feedback:
The response effectively addresses the prospect's concern by reassuring them that making adjustments to the plan is straightforward. It uses clear communication and a welcoming tone appropriate for the final expense life insurance industry. The salesperson also incorporates a thoughtful follow-up question, demonstrating curiosity and encouraging further dialogue. However, the answer could benefit from a bit more emphasis on the value of the flexibility and support provided during the adjustment process, which would enhance the solution-focused approach. Overall, the response is solid but could use a bit more depth in value exploration.
Score: 8
8.
6
/ 10Question:
"I've had a bad experience with insurance in the past; how can you assure me this will be different?"
Answer:
I understand your concern. You had a bad experience so you want to be assured this will be different. Im curious, when you say you had a bad experience, what do you mean by that, so that I can help to assure you?
Feedback:
The response effectively acknowledges the prospect's concern, which is a good start in building rapport. However, it lacks a clear solution-focused approach or any specific reassurances that might help alleviate their fears about insurance. Asking for clarification about their past experience is a good step in discovery, but it would be more effective to follow up with some examples of how your service is different or better. Overall, the tone is appropriate, but it could be more reassuring and solution-oriented. Consider offering a brief overview of your company's values or customer satisfaction initiatives to help build trust.
Score: 6
9.
8
/ 10Question:
"Is there a way to simplify the entire sign-up process? It seems overwhelming right now."
Answer:
I appreciate your patience as I know the process could seem overwhelming at times. For that reason we have implemented a quick 10 question survey that makes the process 10x quicker than anything ever offered before. additionally we have 3 options for sign up, a one time pass code, an email confirmation or a voice confirmation. the one time pass code is the simplest of all options. we send you a text message with a 5 digit code. you read me that code and your sign up is complete. that takes less than 10 seconds. do you feel like that is simple for you?
Feedback:
The response effectively addresses the objection by acknowledging the prospect's concern about the overwhelming sign-up process. It provides clear information about the new quick survey and the multiple sign-up options available, particularly highlighting the simplicity of the one-time pass code. The tone is patient and reassuring, which is appropriate for the final expense life insurance industry, as it often deals with sensitive topics. Additionally, the closing question invites further engagement and checks for understanding. However, the response could benefit from a more explicit acknowledgment of the prospect's feelings about the process and perhaps a brief reassurance of support if they have further questions. Overall, it's a solid response demonstrating solution-focused thinking and active listening.
Score: 8/10
10.
6
/ 10Question:
"I need to coordinate this with my spouse, and I’m not sure they’ll be on board."
Answer:
I understand completely. its important for your spouse to be on board. Id like to be able to help her as I'm sure she will have some questions that I would like to answer for her. is your spouse available for a quick chat so I could answer whatever questions she might have?
Feedback:
The response effectively acknowledges the objection and shows empathy towards the prospect's concern about their spouse's involvement. However, it could benefit from a more engaging tone and a deeper exploration of the spouse's potential concerns. Offering to answer questions is good, but it's crucial to emphasize the value of the policy for both partners. A better approach might include asking about the spouse's values or concerns related to final expense planning, which would demonstrate curiosity and a solution-focused mindset. Overall, the response is on the right track but lacks some depth and collaboration in addressing the situation.