insurance
Sales Assessment Results
45
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let’s be real here: your recent performance needs a serious boost. An average score of 4.5 shows that you’re struggling to connect with prospects and effectively address their concerns. You’ve displayed some strengths in acknowledging objections, which is a solid foundation, but your responses are often lacking depth and engagement. There’s a pattern of curiosity without follow-through; asking questions is great, but without exploring the answers or providing tailored solutions, you’re leaving prospects hanging. You need to pivot towards a more consultative selling approach where you not only listen but actively engage and reassure. Try diving into SPIN Selling or Consultative Selling techniques. They will help you structure your conversations in a way that uncovers deeper customer needs and provides solutions that resonate. Remember, it’s not just about hearing the words; it’s about understanding the emotions behind them. Here's your coaching moment: don't just sell—connect. Build trust and show genuine interest in your prospects' situations. That’s where the magic happens.
Question Breakdown
1.
4
/ 10Question:
"I'm worried that the monthly payments might strain my personal budget, especially since this is my first time buying insurance."
Answer:
I understand. what we are going to do is find something within your budget
Feedback:
Your response acknowledges the prospect's concern about budget, which is a good start. However, it lacks depth and specificity. You could enhance your answer by asking probing questions to uncover more about their budget constraints and what they consider affordable. Additionally, providing some reassurance about flexible payment options or lower-cost plans could strengthen your case. Overall, a more detailed and solution-focused approach is needed to fully address their worry.
Score: 4
2.
3
/ 10Question:
"How do I know your coverage is better than what I currently have with my provider?"
Answer:
what do you currently have with your provider?
Feedback:
The response does not effectively address the concern raised by the prospect. While asking about the current provider's coverage is a good way to gather information, it lacks a proactive approach to demonstrate the value of your coverage in comparison. The tone is somewhat neutral but could benefit from more engagement and reassurance. There are no closing techniques or value exploration visible in this response. Asking about the current policy is a start, but it’s essential to follow up with how your coverage can meet or exceed their needs. Overall, the response shows curiosity but lacks depth in addressing the objection and providing a solution-focused approach.
A score of 3 reflects the need for more informative and supportive communication.
3.
5
/ 10Question:
"I've heard mixed reviews about your company's stability; how can I trust that my investment is safe?"
Answer:
your investment is safe because it is regulated and backed by the US government. additionally the company has an AM best rating of a+
Feedback:
The response effectively addresses the concern about investment safety by mentioning regulation and government backing, which is reassuring for customers. However, it lacks a personal touch and doesn't invite further dialogue or questions, which is crucial in the consultative selling approach. It could benefit from exploring the customer's specific concerns about stability further and providing more context or examples to build trust. A closing technique could also be applied to reinforce confidence in the investment. Overall, it communicates a basic assurance, but misses the opportunity for deeper engagement and exploration of the customer's feelings.
Score: 5/10.
4.
4
/ 10Question:
"My team has never dealt with insurance before; can you assure me that this won't complicate our workload?"
Answer:
I understand. what we have done is made improvements to the system so that it reduces your workload.
Feedback:
The response acknowledges the concern but lacks depth in addressing the prospect's specific fear about increased workload. A more effective approach would have included details on how the improvements directly alleviate their concerns and possibly included a question to further explore their specific pain points. The communication is clear but could benefit from a more empathetic tone that reassures the prospect. Additionally, a closing technique to encourage further dialogue or commitment could enhance the response. Overall, it demonstrates some understanding but could be much stronger in engaging the prospect and showcasing value.
Score: 4
5.
5
/ 10Question:
"With so many ongoing projects, this feels like a low priority for us right now; why should I move forward?"
Answer:
I recall you said that profits are down because you have no social media presence. with our system you will acquire 4 new customers per week. that means a gross income increase by 4000000 per month. is increasing profits a priority for you?
Feedback:
The response addresses the objection by referencing a previous concern about profits, which shows some level of active listening. However, it lacks a collaborative approach or any acknowledgment of the prospect's current workload. The tone could be perceived as pushy, and the projected income increase feels exaggerated without supporting evidence. A more consultative approach asking about their current projects and how this solution might complement them would have been more effective. The closing question is good for prompting a response but could be framed with more curiosity about their situation. Overall, it lacks depth in exploring value and understanding the customer's needs beyond just profits.
6.
6
/ 10Question:
"It seems like a lot of changes for my team to adopt a new insurance solution; how can we make this transition easier?"
Answer:
what we do is we assign a leader to your team so they are held by the hand and we implement the solution done for you. this makes the transition quick, easy and does not require any implementation by your team. its all done for you. do you see how that makes it easier?
Feedback:
The response does address the concern by offering a clear solution—a dedicated leader to guide the team through the transition. However, it could benefit from a more consultative tone, acknowledging the prospect's feelings about change and asking open-ended questions to further explore their specific challenges. The phrase 'held by the hand' may come across as condescending, which is not ideal for building rapport. Including a closing question is good, but it could be more engaging to encourage a dialogue. Overall, while the solution-focused approach is evident, it lacks depth in curiosity and collaboration.
7.
5
/ 10Question:
"I need to ensure that this aligns with our company's strategic goals before making a commitment; can you help with that?"
Answer:
yes we can help with that. our dedicated support team will meet with you to give over you goals to ensure it lines up 100% for example what is one goal you are working on right now?
Feedback:
The response acknowledges the prospect's concern and offers a supportive solution, which is positive. However, it lacks clarity and professionalism in communication. Phrases like 'give over you goals' are grammatically incorrect and may create confusion. The salesperson should have used a more structured approach to explore the prospect's strategic goals, perhaps using the SPIN Selling framework or even NEAT Selling to guide the conversation. Asking an open-ended question about the prospect's goals is a good start, but it could be more effectively framed to encourage a deeper discussion. The tone is somewhat casual for the insurance industry, which typically requires a more professional demeanor. Overall, while there's a good intent to help, the execution needs improvement.
8.
5
/ 10Question:
"The decision-making process involves multiple stakeholders, and I’m not sure they’ll all be on board with this."
Answer:
I understand completely. what we will do is meet with all the stakeholders to find their needs and then address them to see that its a good fit. would that be appropriate?
Feedback:
Your response shows some understanding of the objection and a willingness to involve all stakeholders in the conversation. However, it lacks depth in addressing the potential implications of having multiple decision-makers. You could enhance your response by asking questions to uncover the specific concerns of each stakeholder or offering to provide tailored presentations to each group. This would demonstrate active listening and a more solution-focused approach. Additionally, consider using a closing technique to encourage a commitment to the next step, like scheduling a meeting with all stakeholders. Overall, it's a decent start but needs more engagement and strategy to score higher.
9.
4
/ 10Question:
"I’ve seen similar options from competitors that seem more affordable; what makes your offering stand out?"
Answer:
its true there are many competitors in our market. when you say more affordable, what have you been offered so far?
Feedback:
Your response does well to acknowledge that competitors exist, which shows you're listening. However, it lacks a strong value proposition that differentiates your offering from competitors. Instead of just asking for more information about their previous offers, which may seem defensive, you could have briefly highlighted a unique feature or benefit of your product before asking for more details. This would demonstrate confidence in your offering while also engaging the prospect in a more collaborative discussion. Overall, your communication could be clearer and more persuasive.
Consider using a solution-focused approach and actively demonstrating the value of your offering to address their concern more effectively.
10.
4
/ 10Question:
"I've had a bad experience with a previous insurance provider; how can you assure me this won't happen again?"
Answer:
thank you for your honesty and feedback. there are some providers that do lack in service. can I ask, what experience did you have that was bad?
Feedback:
The response acknowledges the customer's concern, which is a good start, but it lacks depth in addressing the objection effectively. While asking for more details about the bad experience shows curiosity, it could benefit from a more empathetic tone. A stronger approach would involve acknowledging the emotional impact of their past experience and providing reassurance about how your company differs from previous providers. Additionally, incorporating some details about your company's strengths or customer service philosophy would help in demonstrating value and building trust. Overall, while the intention to listen is there, the execution falls short in terms of solution-focused engagement and value exploration.