term life insurance
Sales Assessment Results
66
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your average score of 6.6 tells me there's potential, but you're leaving a lot on the table. Your strongest techniques shine through in consultative and solution-focused selling. You show some good instincts for engaging with prospects and addressing their concerns, especially when you acknowledge their priorities and offer collaborative solutions. But let’s not sugarcoat it—the inconsistency in your responses is glaring. Some lack the empathy and urgency needed to truly connect with clients, while others miss out on robust closing techniques that could guide the conversation toward a decision.
You need to dig deeper into understanding the prospect's specific needs and financial situations. Asking more open-ended questions can help you uncover those hidden insights that lead to better solutions. Additionally, your closing techniques need to pack a punch; push for specific next steps in every conversation.
I suggest you focus on mastering objection handling techniques and strengthening your closing strategies. Those are the areas that could elevate your game significantly. Remember, selling is about building relationships and trust, and you have the foundation—now make it solid.
Here’s your coaching moment: every conversation is an opportunity to create a connection. Don’t just sell a product; sell a solution that resonates with their life and circumstances. When you start seeing your offerings as essential investments rather than just transactions, you’ll see your scores reflect that mindset. Get after it!
Question Breakdown
1.
4
/ 10Question:
"Our budget for this fiscal year is already allocated; I need to understand how we can justify adding term life insurance now."
Answer:
If something happened and you didn't make it to next year, your family's budget would reduce dramatically
Feedback:
While your response does touch on the emotional impact of not having term life insurance, it lacks a clear and empathetic approach to addressing the objection. You didn't provide a justification for how adding term life insurance now could fit within their existing budget or present a compelling case for why it’s necessary at this moment. Additionally, the response could benefit from asking follow-up questions to uncover more about their budget constraints and needs. Overall, it’s important to connect the value of the insurance directly to their current situation and financial planning.
Consider providing a solution that frames the insurance as a necessary investment rather than an additional expense, and explore ways to align it with their budget priorities.
Score: 4
2.
6
/ 10Question:
"With the current market uncertainty, I wonder if investing in term life insurance is the best move for our company at this moment."
Answer:
This is an investment into the earning capacity of your executive team. As well, it may be a deductible expense for your company, while it keeps your operation lean due to its defined-duration nature.
Feedback:
The response addresses the objection by framing term life insurance as an investment in the company's earning capacity, which aligns with the prospect's concern about market uncertainty. However, it could benefit from a clearer connection between the insurance and the specific financial risks associated with that uncertainty. Additionally, while mentioning the tax-deductible aspect is valuable, it lacks a collaborative tone or an inquiry into the prospect's specific concerns. Incorporating a question to explore their thoughts or concerns further could enhance engagement and rapport. Overall, it lacks a strong closing technique or a call to action that would prompt further discussion.
To improve, consider asking questions to better understand their perspective, and emphasize the long-term benefits of securing the company’s future even amidst uncertainty.
Score: 6
3.
7
/ 10Question:
"We've had a negative experience with a previous provider; what guarantees do we have that your service will be different?"
Answer:
In my previous occupation, I stayed for 17 years, pivoting through multiple markets and sticking it out through numerous setbacks. As well, my company is rated number one in the nature for customer satisfaction, including being among the fastest to pay claims. What was the specific negative experience you had in the past?
Feedback:
The response effectively addresses the concern by leveraging personal experience and the company's reputation for customer satisfaction, which is important in the insurance industry. However, it could be enhanced by providing specific guarantees or policies that set your service apart from the previous provider, such as a satisfaction guarantee or dedicated customer support. The follow-up question shows curiosity and a desire to understand the prospect's experience, which is good for active listening. Overall, the communication is clear and appropriate for the industry, but it lacks a stronger closing technique and more direct solution-focused content. A score of 7 is warranted, as it demonstrates some good practices but leaves room for improvement in guarantee specifics and closing.
4.
7
/ 10Question:
"I have concerns about how well your term life insurance product integrates with our existing financial systems."
Answer:
I would be happy to speak with whomever is most directly responsible for your financial systems to ensure that the product I help you select will integrate flawlessly. But first, can you nail down a specific concern about integration that I can address right now for you?
Feedback:
The response effectively acknowledges the objection and proposes a collaborative approach by suggesting a conversation with the relevant person in charge of financial systems. This demonstrates active listening and a willingness to address the client's concerns. However, the response could benefit from more specificity regarding how the term life insurance product typically integrates with systems, which would provide additional reassurance and value exploration. Additionally, it would be helpful to create a sense of urgency or importance around addressing the integration concerns. Overall, the tone is appropriate for the insurance industry, but the response lacks some depth in addressing the potential implications of integration challenges.
Score: 7
5.
8
/ 10Question:
"Our stakeholders are divided on this; I need to align everyone's priorities before moving forward."
Answer:
For the human resources department, the priority may be to attract and retain the best talent, which a good life insurance offering should help with. For the shareholders, having life insurance in place for key executive, technical, and sales staff can be crucial for business continuity. For the sales department, the ability for the sales force to reduce their personal tax burdens should be an enjoyable perk that helps them feel like the company is taking care of them and their families. The administrative staff should also appreciate this perk. Were there any other stakeholders that have priorities I may have missed?
Feedback:
The response effectively addresses the objection by recognizing the varied priorities of different stakeholders, which is crucial in the insurance industry. You've clearly communicated the benefits of life insurance from multiple perspectives, aligning with the consultative selling approach. However, the response could benefit from a closing technique to encourage the prospect to share more about the stakeholders or to suggest a follow-up meeting. Additionally, while you asked about other stakeholders, a more open-ended question could foster deeper discovery. Overall, you've demonstrated active listening and solution-focused engagement, but could improve on the closing aspect and curiosity for deeper insights.
Score: 8/10
6.
6
/ 10Question:
"Can you explain how your term life insurance compares to options we've seen from other providers?"
Answer:
While I can't say with entirety what other companies may have shown you, I do understand the industry. My company is renowned for swiftly paying claims and taking great care of the customer - I know my phone is on, charged, and when it rings I answer. We also offer competitive rates which may be tax deductible, and we can get one kind of policy into place in as little as a few days. Were there any specifics you loved about what another company presented?
Feedback:
Your response does a decent job of highlighting your company's strengths such as prompt claims payment and customer service. However, it lacks a direct comparison to the specific options the prospect has seen. Instead of just mentioning your competitive rates, you could delve deeper into the unique features or benefits of your policy compared to others. Additionally, while you asked a question at the end, it would have been more effective to use this opportunity to demonstrate curiosity and explore their needs further, perhaps by asking what specific features they valued from other providers. Overall, the tone is friendly and engaging, which is great, but the effectiveness of the response could be improved with more detailed comparisons and a stronger focus on addressing the prospect's specific concerns.
Score: 6
7.
8
/ 10Question:
"We're currently dealing with several ongoing projects; how can we ensure that implementing this won't disrupt our workflow?"
Answer:
I get that your workflow may be hectic during this busy season, especially with the new managers you mentioned that you've been training. I can ease a lot of your burden by working directly with members of your team who handle implementation, and I can also work with transitioning from your former insurance company to mine. As well, I can get specific information directly from your HR person, with your authorization of course, to save time for upper management. This will be a time investment that takes relatively little time, and yields dividends for years. Were there any other specific concerns about your existing project flow?
Feedback:
The response effectively acknowledges the prospect's concern about workflow disruption, demonstrating active listening and empathy. It shows a solution-focused approach by offering to work directly with the team and HR, which alleviates the burden on upper management. The mention of a time investment yielding long-term benefits is a good value exploration. However, while the response is clear, it could benefit from a more structured closing technique, such as suggesting a specific next step or meeting to discuss further. Overall, the response is strong but could use a little more assertiveness in guiding the conversation towards a resolution.
8.
7
/ 10Question:
"I want to be sure that your policy offers enough flexibility to adapt to our company’s changing needs over time."
Answer:
We offer a range of convertible policies, along with the potential for an employee who leaves the company to further convert a policy. I can work directly with your HR department to custom tailor a set of options that will work for your cash flow, as well as giving the optics of great perks for your workers. Doing this will save time for upper management. And since I work full-time at insurance, as your company's needs inevitably change over time, I'm only a phone call or an email away. Now, what was the ballpark for your annual budget? We can get started ironing out the details right away!
Feedback:
The response effectively addresses the concern about flexibility by mentioning convertible policies and custom tailoring options. The tone is professional and aligns well with the industry, showing an understanding of the prospect's needs. However, the closing technique could be more engaging; while asking for the budget is a good step, it could have included a question about the specific needs or concerns the prospect has regarding flexibility. Also, while the mention of saving time for upper management is a positive point, it could be clearer how that directly benefits the prospect. Overall, it demonstrates a solution-focused approach and an intent to collaborate, but lacks a bit in curiosity for further discovery.
Score: 7/10
9.
8
/ 10Question:
"I need to know how you plan to support us post-purchase; what kind of customer service can we expect?"
Answer:
For starters, my phone is always on if you need me. In the off chance I can't be reached, we have a dedicated customer support line that can help you with everything from navigating our website, ensuring payments go through properly - including automating payments to save you time and employee resources - anything technical. As for making sure you are satisfied, I'll check in at least once a quarter. In the past, what kind of customer support did you have that you adored? Was there ever a time when the customer support seemed lacking?
Feedback:
The response effectively addresses the concern about post-purchase support by emphasizing availability and dedicated customer support. The mention of automated payments adds value and shows a solution-focused approach. However, while the tone is generally positive and warm, it could be more engaging and reassuring. The follow-up questions about past customer support experiences are excellent for exploring the prospect's needs further, demonstrating curiosity and active listening. However, the response could benefit from a more explicit closing technique to reinforce commitment to excellent service. Overall, a solid effort that just needs a bit more polish in terms of tone and closing engagement.
10.
5
/ 10Question:
"What specific evidence can you provide to demonstrate the long-term value of your term life insurance over cheaper alternatives?"
Answer:
For starters, my company offers stupendous customer service - we've been voted number one in a recent poll. For another, I have scored a lot of positive feedback at my prior employer, along with my references - I'll go above and beyond to understand your specific needs, including speaking to the specific individuals I need information from instead of having to always meet with upper management, we have unparalleled support, and we actually listen to our customers' desires. What is the biggest pain point you've had from insurance agents or companies in the past?
Feedback:
The response is somewhat effective in addressing the objection by highlighting customer service and personal commitment, but it fails to directly answer the prospect's request for specific evidence regarding long-term value compared to cheaper options. The mention of customer service accolades is good, but it lacks quantitative data or case studies that could provide stronger evidence. The tone is friendly and approachable, which is appropriate for the insurance industry. However, the response could benefit from a clearer focus on the long-term benefits of term life insurance itself, such as coverage duration, renewal options, or financial security for beneficiaries. The question at the end shows curiosity and opens up a dialogue, but it does not lead back to a strong value proposition. Overall, while there are positive elements, the lack of direct evidence and a clear connection to the original objection limits the effectiveness.
Score: 5/10