Commercial insurance
Sales Assessment Results
46
Needs Improvement
10 questions
Maximum score: 100
Completed in
It's time for some tough love, my friend. Your average score of 4.6 shows that you're really struggling in key areas of your sales technique. You managed to shine a bit in some responses, particularly when you emphasized collaboration and provided clarity on urgency. Those moments showed you have potential. However, the persistent issues in other responses indicate a troubling pattern of dismissiveness and lack of engagement with customer concerns. You need to step up your game. It's crucial to acknowledge every client's questions seriously and provide thoughtful, relatable examples. You should dive deeper into techniques like objection handling and consultative selling. These will help you become more empathetic and responsive to client worries. Remember, selling isn’t just about getting your point across; it’s about building trust and rapport. Your coaching moment? Every objection is an opportunity — don’t miss out on the chance to connect and reassure your clients. They deserve your full attention and thoughtful responses.
Question Breakdown
1.
4
/ 10Question:
"I'm worried about hidden costs that might come up during the policy term, can you clarify that?"
Answer:
Any cost are fully disclosed up front. In the event you request a change that results in an increase in cost, we would ask for your approval prior to finalizing the change.
Feedback:
The response addresses the concern about hidden costs by stating that all costs are disclosed upfront, which is a good start. However, it lacks depth and does not fully alleviate the prospect's worries. You could enhance your response by providing examples of common costs associated with policy changes and reassuring them about transparency throughout the policy term. Additionally, using a more conversational tone and inviting further questions would improve engagement and demonstrate active listening.
2.
7
/ 10Question:
"What are the response times for claims? I need to ensure my team won’t face delays in critical situations."
Answer:
Responses are residences from the claims department within 24 hours. However, in critical situations such as employee injuries, we can get responses in as little as 1-2 business hours.
Feedback:
The response effectively addresses the objection regarding response times by providing a clear timeframe for typical claims and specifying the expedited response for critical situations. This demonstrates an understanding of the urgency that the prospect may feel. However, the tone could be more conversational and engaging; inviting further questions or providing assurance through examples of past performance could enhance the interaction. Additionally, consider emphasizing the importance of timely claims processing and how it directly impacts the prospect's operations. Overall, the response shows a good understanding of the customer's need for promptness, but could benefit from a more personal touch.
3.
1
/ 10Question:
"I've heard that some policies come with high maintenance costs; how do yours compare?"
Answer:
This question seems extremely irrelevant to a commercial insurance sales situation. In 15 years in the industry, I have never once had a prospective client ask about high maintenance costs associated with a policy.
Feedback:
The response fails to address the prospect's concern and comes off as dismissive. A successful sales approach entails acknowledging all client questions seriously, regardless of personal experience. Instead of labeling the inquiry as irrelevant, you should engage with the prospect's concern by explaining that maintenance costs are either negligible or comparable to industry standards. Providing examples or statistics can help in overcoming this objection. A more collaborative and respectful tone would improve the interaction significantly. This response does not foster trust or rapport with the client.
4.
6
/ 10Question:
"How will your policy integrate with our existing operations without causing disruptions?"
Answer:
Our role is to become a part of your team. We don’t want to disrupt your operations any more
Than you want the to be disrupted.
Prior to binding coverage, we will
Sit down and review our recommendations for your organization. If there are things you feel will cause disruptions, we will find to overcome to work around the concerns, or possibly seek alternate options that will be a better fit for your organization.
Feedback:
The response begins positively by emphasizing collaboration and a commitment to minimizing disruptions, which is a strong approach. However, it could benefit from more specific details about how the integration process works and examples of successful integrations from past clients. This would provide concrete reassurance to the prospect. Additionally, the phrasing could be clearer, as there are grammatical issues that detract from professionalism. Overall, while the intent to be accommodating is good, enhancing clarity and providing more actionable insights would strengthen the response.
5.
5
/ 10Question:
"Our team is stretched thin right now; do you offer support during the onboarding process?"
Answer:
Our on padding processes are some of the best in the business. You will have a dedicated account manager who will walk you through every aspect of onboarding.
Feedback:
The response addresses the objection by highlighting the dedicated support during onboarding, which is important for a team that is stretched thin. However, it could be improved by elaborating on what specific support the account manager will provide and how it will alleviate the workload for the prospect's team. Including examples of successful onboarding experiences or testimonials would enhance credibility and reassurance. Additionally, the phrase "on padding processes" appears to be a typographical error that detracts from the professionalism of your response. Overall, while the core message is positive, clarifying details and correcting errors would strengthen the communication.
6.
7
/ 10Question:
"How do I ensure buy-in from my colleagues when I present your options?"
Answer:
Our recommendation is to set a time where we can speak you, as well as your colleagues at the same time. This will allow us to answer any questions directly. In addition, we will provide a short, but detailed video proposal outlining coverage options and risk management recommendations.
Feedback:
The response effectively suggests involving the prospect's colleagues in the discussion, which is a great way to address the concern about gaining buy-in. By proposing a joint meeting and offering a detailed video proposal, you demonstrate a collaborative approach and readiness to engage with multiple stakeholders. However, you could enhance this response by suggesting strategies for making the presentation more impactful, such as emphasizing key benefits or addressing common concerns that colleagues may have. Additionally, clarifying who will lead this discussion or what specific content will be included in the video proposal could make the offer seem more structured and appealing. Overall, it's a good foundation, but there's room for improvement in providing more targeted support and clarity.
7.
5
/ 10Question:
"I've seen similar products that seem more established in the market; why should we choose yours?"
Answer:
99% of agency all have access to the same exact carriers. While there are some agencies who when been around longer than us, there are very few who have the same risk management strategies we offer. Placing coverage is only a fraction of managing an organizations risk. We truly understand this and have invested more than most of our competitors in our technology and training to assure we are offering the absolute best services possible to our clients.
Feedback:
The response attempts to address the objection by highlighting that most agencies have access to the same carriers, which is a valid point. However, it lacks clarity and could be more focused on differentiating your service. The phrasing is somewhat convoluted, making it harder for the prospect to grasp the key message. Additionally, while mentioning technology and training investments is good, providing specific examples or case studies demonstrating how these strategies have benefited existing clients would strengthen your argument. Instead of just stating that competitors offer less, emphasize what unique value your agency brings to the table. A more conversational tone and inviting further discussion would also enhance engagement with the prospect.
8.
6
/ 10Question:
"Can you explain the technical support available if we face issues with the policy management platform?"
Answer:
You will have a dedicated account manager, as well as a dedicated service team. We will introduce you to both during your onboarding process. In fact, part of your onboarding will income assuring you have functional access to all platforms. In the event you ever have an issue, you will be able to call, text, or email
Your account manager, agent, or service team directly.
Feedback:
The response effectively addresses the concern by outlining the dedicated support available, including an account manager and service team, which is relevant for the prospect. However, there are grammatical issues that reduce professionalism, such as "income assuring" instead of "include ensuring." While you emphasize accessibility through various communication methods, you could enhance the response by detailing specific scenarios where support might be needed or sharing success stories of how support has helped other clients. Additionally, using a more conversational tone would improve rapport with the prospect. Overall, it demonstrates a good understanding of the importance of support but needs polishing and more depth to fully engage the prospect.
9.
5
/ 10Question:
"In the past, we've had issues with regulatory compliance; how does your solution help with that?"
Answer:
Given your industry, your compicne issues likely come
From osha filings. Our platforms are set up to manage and track your data in real time, allowing you to stream line the filing process each year.
But there is more. In the event you have to report an incident outside of your regular filings, the platform will collect all needed information and submit the forms on your behalf
Feedback:
The response attempts to address the prospect's concerns about regulatory compliance by mentioning OSHA filings, which is relevant. However, the phrasing is unclear and contains typographical errors, such as "compicne issues" instead of "compliance issues." Additionally, while you provide a solution for managing and tracking data, it would be beneficial to elaborate further on how the platform specifically ensures compliance and mitigates risks associated with regulatory requirements. Including specific examples or outcomes from other clients who have faced similar issues could enhance credibility and reassurance. A more conversational tone would also improve engagement with the prospect.
10.
0
/ 10Question:
"Can you provide examples of how your policy has positively impacted other departments like ours?"
Answer:
This is not the type of question a prospective client would ask a commercial insurance producer.
Feedback:
This response completely misses the opportunity to engage with the prospect's inquiry. Instead of dismissing the question as irrelevant, you should recognize it as a valid concern and provide concrete examples of how your policies have benefited similar departments or organizations. Offering specific case studies or testimonials would demonstrate the value of your solutions and build credibility. A more respectful and collaborative tone would not only encourage trust but also foster a positive dialogue. Overall, this response does not address the client's concern and lacks the necessary engagement expected in a sales conversation.