Insurance
Sales Assessment Results
47
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real: your performance on this test is underwhelming. An average score of 4.7 shows there's a lot of room for improvement, and it's time to step up your game. You demonstrate some solid active listening skills, especially when you acknowledge the prospect's concerns, but far too often, you miss the mark when it comes to digging deeper into those concerns and providing tailored solutions. The storytelling attempts can be engaging, but they often lack relevance. You need to ensure that your narratives clearly connect to the prospect's specific situation and pain points.
There's a consistent pattern of not fully addressing objections with the empathy and solutions they deserve. Instead of simply acknowledging concerns, you should be exploring the implications of those concerns and guiding the conversation toward a resolution that highlights the value of your offering. Your tone sometimes comes off as dismissive, which can hinder rapport-building.
I suggest you dive into Solution Selling and Value Proposition Selling techniques. These will help you focus on understanding customer pain points and articulating the benefits of your products in a way that resonates with their specific needs.
Your coaching moment? Remember that every conversation is an opportunity to build trust. It's not just about making a sale; it's about creating a relationship where the prospect feels heard, valued, and understood. Make sure you're not just listening but actively engaging with follow-up questions and empathetic responses. Get to it!
Question Breakdown
1.
5
/ 10Question:
"I’m worried that the monthly payments for this insurance will stretch my budget too thin."
Answer:
I can completely understand, I just sat down with Alice last week who had the same worry. Do you mind if I tell you why she decided to go ahead with the product any way?
Feedback:
The salesperson effectively acknowledges the prospect's concern about budget constraints, which demonstrates active listening. However, while referencing Alice's story could be engaging, it lacks a clear connection to the prospect's specific situation and doesn't directly address the budget concern with a thoughtful exploration of value or potential solutions. A more solution-focused approach would include discussing options for payment plans or the long-term benefits that could outweigh the monthly costs. Additionally, asking open-ended questions to further understand the prospect's financial situation could enhance the conversation. Overall, the response could benefit from a more direct engagement with the prospect's need for reassurance regarding their budget.
2.
2
/ 10Question:
"How do I know your company will still be around when I really need to make a claim?"
Answer:
What makes you worried that it won’t pay out?
Feedback:
The response fails to effectively address the prospect's concern about the company's longevity and reliability. Rather than asking a clarifying question, it should have provided reassurance or evidence of the company's stability, such as financial ratings, years in business, or customer testimonials. While curiosity is important, the salesperson needs to prioritize addressing the prospect's immediate worry. The tone is somewhat dismissive rather than empathetic, which could hinder rapport-building. Overall, it lacks a solution-focused approach and does not acknowledge the prospect's perspective adequately.
3.
4
/ 10Question:
"Is this coverage really necessary? I don’t feel any immediate pain points right now."
Answer:
That’s a great question, my father actually had that same issue with getting critical illness for his child (me) when I was a kid. Do you mind if I tell you how he was effected when I was diagnosed with cancer in grade 12?
Feedback:
The response attempts to connect with the prospect through a personal story, which can be engaging. However, it does not directly address the objection regarding the necessity of coverage or the lack of immediate pain points. While storytelling can be powerful, it should also clarify the value of the insurance coverage in relation to the prospect's situation. This response misses an opportunity to explore the implications of not having coverage and does not ask any follow-up questions to understand the prospect's perspective better. A more effective approach would involve addressing the specific concern about necessity and providing a clear value proposition for the insurance policy.
Overall, the response lacks clarity, directness, and a focus on the prospect's needs.
4.
6
/ 10Question:
"I’ve heard that some insurance companies have complicated claims processes; will yours be easy to navigate?"
Answer:
Thats very proactive of you to be looking ahead for your family, if we can sit down and look at the process together will that help you feel comfortable?
Feedback:
While the response acknowledges the prospect's concern and encourages a meeting to discuss the process, it could be more effective by directly addressing the objection about the complexity of claims. Adding reassurance about the simplicity of your claims process and providing examples or testimonials could strengthen the response. Additionally, asking open-ended questions to further explore their concerns would demonstrate active listening and curiosity. Overall, this response is a good starting point but lacks depth.
Score: 6/10
5.
7
/ 10Question:
"Can you guarantee that this insurance will actually provide the benefits it claims?"
Answer:
That’s a great question, luckily for both of us it’s not based off of anybody’s words and instead based off of rules. Do you mind if I show you the criteria so we can both be sure to know it will pay out?
Feedback:
The response effectively addresses the concern by pivoting to the criteria and rules that govern insurance payouts, which is a solid way to provide reassurance. However, it could improve by acknowledging the prospect's concern more empathetically before diving into the solution. This would demonstrate active listening and a more collaborative approach. Additionally, while the offer to show the criteria is a good step, it could benefit from a closing technique to guide the conversation towards a commitment. Overall, it shows promise but misses a bit on empathy and closing.
Score: 7
6.
4
/ 10Question:
"What if I end up finding a better deal after I commit to this policy?"
Answer:
That’s a great question, I just had a father named Larry who considered cancelling his policy to save a couple bucks. Do you mind if I share with you a bit of our conversation?
Feedback:
The response starts off positively by acknowledging the prospect's concern, which is a good approach. However, it quickly veers into storytelling without adequately addressing the objection. While sharing a personal story can be engaging, it lacks a clear connection to the prospect's specific worry about finding a better deal. It would have been more effective to first reassure the prospect about the value of the current policy, perhaps mentioning any unique benefits or guarantees that would minimize their risk. This should be followed by a brief story that illustrates the positive outcome of sticking with a proven choice. Additionally, asking a follow-up question to further explore the prospect's thoughts on the matter could enhance engagement. Overall, the response needs more focus on the value proposition and addressing the objection directly.
7.
6
/ 10Question:
"I have a lot of ongoing projects at work; do I really need to handle this insurance purchase now?"
Answer:
I completely understand, projects are always ongoing and I want you to be busy as hell and keep bringing the money in for your family. My question is the following, would this be a priority if you absolutely knew you were going to need it in the morning? (Yes) of course you would, but we can never know WHEN something will happen, we only know THAT something will happen
Feedback:
The response effectively acknowledges the prospect's current workload, which demonstrates active listening. However, it lacks a strong solution-focused approach, as it doesn't explore the value of making the insurance purchase now versus later. The closing technique could be more compelling; asking a thought-provoking question is a good start, but it may not sufficiently create urgency or relevance for the prospect. Additionally, while the tone is conversational, it could be more professional given the insurance industry context. Overall, while there is some engagement and curiosity, the response could benefit from clearer value exploration and a stronger push toward prioritizing the purchase.
A clearer connection between the potential risks of delaying the insurance purchase and the prospect's ongoing projects could enhance the urgency of the conversation.
8.
5
/ 10Question:
"I just don't see how this insurance fits into my lifestyle; can it really adapt to my needs?"
Answer:
If you aren’t sure if this is a fit in your lifestyle, there must be some miscommunication. What aspect of this makes you feel it doesn’t fit?
Feedback:
The response does attempt to clarify the miscommunication, which is good, but it lacks warmth and does not effectively address the prospect's concerns. It could benefit from a more empathetic tone, showing understanding of the prospect's situation. Additionally, asking an open-ended question to explore their lifestyle needs further would have been better. Instead of simply asking what aspect doesn't fit, it would be more effective to invite them to share their lifestyle priorities or specific needs. This would demonstrate active listening and a solution-focused approach. Overall, the response is a decent start but could be improved significantly in terms of rapport-building and value exploration.
9.
3
/ 10Question:
"I’ve had a bad experience with insurance before; how can I trust that this will be different?"
Answer:
That’s a great question, mind if I go a little deeper into this? (Yes) have you ever had a girlfriend/boyfriend before your wife/husband? (Yes) exactly, you made sure that you didn’t let the one bad experience burn you twice
Feedback:
While the response attempts to engage the prospect by asking a personal question, it lacks effectiveness in addressing the specific concern about trust and prior bad experiences with insurance. The analogy of relationships is a stretch and may not resonate well with someone who has had a negative experience with insurance, as it can feel dismissive of their feelings. Instead, the salesperson should focus on acknowledging the prospect's feelings, providing reassurances, and highlighting how their service is designed differently to prevent such issues. A more effective approach would involve active listening, exploring the details of the past experience, and explaining how the current offering addresses those pain points. Overall, the response does not sufficiently demonstrate empathy, value exploration, or a solution-focused approach.
Score: 3
10.
5
/ 10Question:
"How quickly can I expect to see the value from this policy?"
Answer:
That is an excellent question, take a second and think of everything you have today. The house, the business, the cars. Now think of how your family will afford all those bills without your income. The second you put this policy in place you never have to think about this again.
Feedback:
The response starts strong by acknowledging the question, which is good for engagement. However, it doesn't directly answer the client's question about the timeline for seeing value from the policy. Instead, it shifts focus to the importance of the policy without providing concrete information about how soon the client might see benefits. To improve, the salesperson could incorporate a clearer timeline and specific examples of when the benefits kick in (e.g., immediate peace of mind, long-term financial security). Also, asking a follow-up question to understand the client's concerns better could enhance the collaborative approach. Overall, while the emotional appeal is there, it lacks clarity and directness regarding the client's inquiry.