Insurance
Sales Assessment Results

44
Needs Improvement
10 questions
Maximum score: 100
Completed in
December 17, 2024
Well, well, well, if it isn't the master of missed opportunities! Your performance was a rollercoaster ride of mediocrity. You showed some signs of life with a few decent responses that demonstrated active listening and a smidge of curiosity, but let's be real: you lacked the assertiveness and confidence to really own the conversation. A few times, you practically rolled over and played dead when faced with objections! Your closing techniques were about as effective as a wet noodle, and your failure to explore the value of your offerings left prospects feeling like they were swimming in confusion. Solution-focused mindset? More like solution-avoiding mindset! It's time to step up your game, stop being so defensive, and remember that people want to trust you. You've got potential, but you need to ditch the lackluster approach and start making those connections. Get it together!

Question Breakdown

1.
2
/ 10
Question:
"I'm not sure I really need this insurance right now."
Answer:
I’m not sure you need it either. Can I ask you a few questions first?
Feedback:
The response lacks effectiveness in addressing the concern. While asking questions is a good strategy, the initial agreement with the objection ('I’m not sure you need it either') undermines the salesperson's position and authority. This could create confusion and make the prospect feel uncertain about the value of the insurance offered. A more confident approach would have acknowledged the objection but then guided the prospect towards understanding the potential risks of not having insurance. There is no clear closing technique or exploration of value demonstrated here. While there is an attempt at curiosity and discovery, it is not executed effectively due to the lack of assertiveness. Overall, the response does not build rapport or engage appropriately, leading to a low score.
2.
4
/ 10
Question:
"Your premiums seem higher than what I've seen elsewhere."
Answer:
The reason has to do a lot with the way that the policy is structured in comparison to those other cheaply designed policies
Feedback:
The response attempts to address the concern by explaining that the higher premiums are due to the policy's structure. However, it lacks effectiveness because it doesn’t engage the prospect directly or ask follow-up questions to understand their specific needs. The tone is somewhat defensive and could benefit from being more collaborative, showing empathy towards the prospect's concerns. A clearer explanation of the value provided by the policy, along with a comparison of benefits rather than just emphasizing the structure, would strengthen the response. Additionally, the salesperson should have invited the prospect to share more about the alternatives they found, which would demonstrate active listening and curiosity. Overall, the response misses the mark on building rapport and exploring the value proposition thoroughly.
3.
6
/ 10
Question:
"I've had a bad experience with insurance companies in the past."
Answer:
I hear you, can you share more about your experience?
Feedback:
The response effectively acknowledges the prospect's concern, showing active listening by inviting them to share more about their past experience. However, it lacks a direct reassurance or value exploration that could help ease the prospect's fears. A more effective response could have included a brief mention of how your company distinguishes itself from those negative experiences, while still encouraging them to share. This would create a more solution-focused dialogue and build rapport. Overall, while it's a good start, it needs more depth in addressing the concern directly and demonstrating value.
4.
6
/ 10
Question:
"Can you explain why I should trust your company over others?"
Answer:
I work with multiple companies and only represent the best ones with the highest reputation. I’ve been in the industry for 18 years now so I’ve seen a lot of things in my time. That equipped me to be a good advocate advisor/educator for my clients.
Feedback:
The salesperson does a decent job of establishing credibility by mentioning their experience and the selection of reputable companies they work with. However, the response could be improved by directly addressing the specific concerns of the prospect regarding trust. It lacks personalization and doesn't invite a dialogue to explore the prospect’s particular needs or previous experiences with insurers. A stronger closing technique or a question to engage the prospect further would enhance this response. Overall, it's a good start but could be more solution-focused and collaborative.
5.
7
/ 10
Question:
"I'm currently satisfied with my existing coverage."
Answer:
I hear you, but if you have so much confidence in your current coverage, a non-obligational comparison quote would either further solidify the confidence you have or bring up any potential gaps or opportunities
Feedback:
The response effectively acknowledges the prospect's confidence in their current coverage, which demonstrates active listening. However, it could benefit from a bit more curiosity and discovery. Asking a follow-up question about what specifically they value in their current coverage could deepen the conversation and open up opportunities for a more tailored approach. The closing technique is somewhat present with the offer of a non-obligational comparison quote, but it lacks a sense of urgency or a strong call to action. Overall, the communication is clear and maintains an appropriate tone for the insurance industry, but more engagement and exploration of the prospect's needs could enhance the effectiveness.
6.
2
/ 10
Question:
"What if I can find a policy that offers similar coverage at a lower price?"
Answer:
As an objective advisor, then I would recommend you proceed with that option because I cannot in good conscience. Tell you to pay more with me versus you getting that same policy elsewhere.
Feedback:
The response fails to effectively address the concern raised by the prospect. While the advisor positions themselves as objective, they miss an opportunity to highlight the unique benefits and value their policy may offer, such as superior customer service, claims support, or additional coverage options that might not be available elsewhere. Clear communication is lacking, as it comes off as somewhat dismissive rather than engaging. There is no closing technique applied, nor is there an exploration of the prospect's needs or a collaborative approach to reinforce the relationship. Overall, it seems to lack curiosity, active listening, and a solution-focused mindset, which are crucial in the insurance industry where customer trust is paramount. Score: 2/10 for not addressing the objection effectively and missing the chance to showcase value.
7.
6
/ 10
Question:
"I need to run this by my partner before making any decisions."
Answer:
OK when can the three of us get on a call so that all questions can be answered at the same time
Feedback:
The response does address the objection by suggesting a follow-up call with the partner, which is a step in the right direction for collaboration. However, it lacks curiosity and discovery; the salesperson could have asked questions about the partner's concerns or preferences to better understand the situation. Additionally, while it provides a solution by proposing a call, it misses an opportunity to build rapport by acknowledging the importance of the partner's input. The tone is neutral, which is appropriate, but the response could be more engaging. A stronger approach might include validating the need to consult the partner before making decisions while also exploring any immediate questions or concerns the prospect might have. Overall, it’s a decent response but could benefit from more depth and connection.
8.
1
/ 10
Question:
"I'm concerned about the fine print in the policy, can you clarify?"
Answer:
You can upload the entire PDF into ChatGPT if you feel like that would give you the piece of mind that you’re looking for
Feedback:
The response provided is unprofessional and does not address the prospect's concern effectively. Instead of clarifying the fine print, it deflects the question by suggesting the use of an AI tool, which can come off as dismissive. A better approach would have been to acknowledge the concern, offer to explain the specific sections of the policy that might be confusing, and invite further questions. This shows active listening and a solution-focused mindset. Overall, the tone is inappropriate for the insurance industry, where trust and clarity are paramount. The response lacks curiosity and discovery, as it doesn't create an opportunity for meaningful dialogue. Score: 1
9.
4
/ 10
Question:
"The timing isn't right; I'm dealing with other financial priorities right now."
Answer:
I understand, however, most people fail to properly address the priority that this particular insurance brings by not having it in place in the event of a tragedy.
Feedback:
The response attempts to address the concern by highlighting the importance of insurance in the context of potential tragedy. However, it lacks empathy and fails to acknowledge the prospect's current situation effectively. There’s no clear communication of how your insurance can alleviate their financial burdens or fit into their priorities. It could benefit from asking questions to understand their specific financial concerns and offering tailored solutions. Overall, while it touches on the importance of insurance, it does not effectively engage the prospect or explore value collaboratively.
10.
6
/ 10
Question:
"How do I know this policy will actually benefit me in the long term?"
Answer:
According to our previous conversations and my understanding of your goals and objectives, they align with a long-term benefit of this policies value proposition, so I am confident you will not be disappointed. Are there any particular concerns that I can also address?
Feedback:
Your response demonstrates a good understanding of the prospect's goals, which is a positive aspect. However, it lacks specific examples or data that could effectively illustrate how the policy will benefit them long-term. It's important to provide tangible benefits and possibly testimonials or case studies to bolster your position. You did well to invite further questions, showing curiosity and a willingness to listen, but the overall effectiveness could be improved by focusing more on value exploration. Also, using a more conversational tone would help in building rapport. Remember, insurance is a long-term commitment, and prospects want to feel assured about their decision. Overall, while you did acknowledge their concerns, more specific examples and a stronger closing technique could enhance your response.
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