Insurance
Sales Assessment Results
52
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance in this test indicates a fundamental need for growth in your selling technique. With an average score of 5.2, you’re hovering around the mediocre mark, and that’s simply not good enough if you aspire to elevate your sales career. You demonstrated some noteworthy curiosity and active listening skills, especially when acknowledging the prospect's concerns, which is a solid foundation. However, you consistently missed opportunities to dig deeper into those concerns and pivot toward showcasing the value of your offerings. Your responses often lacked a proactive, solution-focused approach and failed to close effectively, leaving prospects without a clear next step.
To level up, I suggest you dive into Solution Selling and Closing Techniques. Solution Selling will teach you how to identify and address pain points more effectively, while mastering Closing Techniques will help you seal the deal with confidence. Remember, the goal is not just to respond but to engage and guide the conversation toward a sale.
Here’s your coaching moment: every interaction with a prospect is an opportunity to either build trust or lose it. Be bold, be engaging, and most importantly, be solution-oriented. You have the potential to transform your approach, but it requires commitment and practice. Don’t settle for average; strive for excellence. Now go out there and make it happen!
Question Breakdown
1.
4
/ 10Question:
"We're currently satisfied with our existing insurance provider, and I don't see a compelling reason to switch."
Answer:
Great! That means you believe in the service. Frankly I don’t even know if this could be a better solution for you. I’d have to know a little more about why you went with them in the first place.
Feedback:
The response acknowledges the prospect's satisfaction, which is a good start. However, it lacks a clear strategy to pivot the conversation towards exploring potential gaps in the current provider's offerings. While asking for more information on their decision is a good approach, the phrasing could be more engaging and confident. Instead of stating uncertainty about a better solution, the salesperson should aim to highlight the value of their offerings and how they could enhance the prospect’s current insurance situation. Additionally, using a more solution-focused approach and demonstrating curiosity could lead to a deeper discussion. Overall, the response could benefit from a stronger closing technique that invites further dialogue or a specific action.
2.
6
/ 10Question:
"How do I know your insurance solution won't require more ongoing support than we're currently managing?"
Answer:
That’s a great question. What sort of ongoing support do you currently have going on?
Feedback:
The response effectively opens up a dialogue by asking about the current support the prospect has in place, which reflects curiosity and a discovery mindset. However, it lacks a proactive assurance or value demonstration regarding your solution's support requirements. A stronger response would include addressing the concern directly by explaining how your solution minimizes ongoing support needs or detailing the support structure you offer. This would enhance the solution-focused approach and show empathy for the prospect's concerns. Overall, the communication is clear, but it missed an opportunity to provide reassurance and build confidence in your offering.
Score: 6
3.
5
/ 10Question:
"Given our tight budget constraints, can you guarantee this insurance policy will provide better ROI than our current coverage?"
Answer:
I can understand budget is a concern. When it comes to ROI I would have to know exactly what type of coverage you have and what it is for. From there we’ve have seen many of our clients fill in gaps in coverage for different areas.
Feedback:
The response addresses the concern about budget constraints by acknowledging it, which is a good start. However, the salesperson missed an opportunity to more effectively explore the current policy's ROI and how their offering could potentially provide a better return. More specific questions about the client's existing coverage would allow for deeper insight into their needs and pain points. Additionally, the response could benefit from a clearer commitment to demonstrate value or ROI, perhaps by referencing case studies or metrics from past clients. Overall, it could be more solution-focused and engaging.
To improve, the salesperson should ask more probing questions about the client's current coverage and highlight specific benefits of their policy that could lead to a better ROI. Closing techniques could also be introduced to create urgency or prompt further discussion.
Score: 5/10
4.
7
/ 10Question:
"I need to consult with my team before making any changes; can you provide additional documentation for them to review?"
Answer:
Of course I can! What exactly are we looking to have documentation for? How does that information effect the decision making process?
Feedback:
The response effectively acknowledges the prospect's concern about needing to consult with their team, which demonstrates active listening. However, it could be enhanced by providing some initial value or insight about the documentation that would help facilitate the team's understanding. Asking for specifics is a good step in curiosity and discovery, but it could be more effective if it also included an offer to discuss any specific benefits or key points they should consider during their review. Overall, the tone is appropriate for the insurance industry, but a little more guidance or reassurance could improve the engagement.
Closing technique is missing, as it could have included an invitation to follow up after their team reviews the documentation.
Score: 7
5.
5
/ 10Question:
"With seasonal fluctuations in our business, how can we confidently predict our long-term insurance needs?"
Answer:
I understand the uncertainty. What I can say is our clients have seen much success with looking to sustain the current structure. While then be open to adding additional coverage if needed. Would you be opposed to a consultation to discuss this further?
Feedback:
The response acknowledges the prospect's concern about seasonal fluctuations, which is a good start. However, it lacks depth in exploring the specific implications of these fluctuations on long-term insurance needs. The phrase "much success with looking to sustain the current structure" is vague and could be clearer in demonstrating how existing clients have effectively managed similar situations. Additionally, while the offer for a consultation is a positive step, it would be more effective if it included a specific benefit or insight that could be gained from the consultation, ideally tailored to the prospect's unique situation. Asking a question about their current coverage or how they anticipate changes could further enhance the discovery process. Overall, the response could benefit from a more solution-focused approach and clearer communication.
6.
5
/ 10Question:
"I've heard mixed reviews about your company; what can you tell me about your customer satisfaction ratings?"
Answer:
What exactly have you heard? I can assure you that we have had thousands of positive reviews. Which leaves us with a 97% success rate.
Feedback:
The response attempts to address the concern about mixed reviews by asking for specifics, which is a good approach to uncover underlying issues and shows curiosity. However, it lacks depth in addressing the objection fully. It would have been more effective to acknowledge the prospect's concern directly and provide context for the mixed reviews, perhaps by sharing specific customer satisfaction ratings, testimonials, or examples of how the company has improved based on feedback. The tone is somewhat defensive rather than reassuring, and there's no clear closing technique or invitation for further discussion. Overall, the response could benefit from a more solution-focused approach and active listening to create a sense of collaboration.
Score: 5
7.
5
/ 10Question:
"The timeline for our project is quite tight; can you assure me that the implementation won't disrupt our operations?"
Answer:
I can understand time is a constraint. If we can effectively implement this policy in the time allotted would that help you? Great so I would need to know a little bit more about your operations so that we can get started.
Feedback:
The response acknowledges the prospect's concern about the tight timeline, which is a good start. However, it lacks a clear assurance regarding the implementation process and how it will minimize disruption to their operations. Instead of simply asking for more information, the salesperson could provide a brief outline of how they plan to ensure a smooth implementation, which would demonstrate confidence and address the concern more effectively. Additionally, the closing technique could be improved by proposing a specific next step or action to reassure the prospect. Overall, while there's an attempt to engage the prospect, the response feels a bit vague and doesn't fully capitalize on the opportunity to build trust.
Score: 5/10
8.
4
/ 10Question:
"I’m worried about the compliance aspects of your insurance; how does it align with our industry regulations?"
Answer:
And when you mean compliance aspects what exactly is worrying you? I can fully assure that insurance is a regulated product that has to actually be approved before even being available to you. This would be something that fits well for you without violating any industry regulations.
Feedback:
The response attempts to address the concern by seeking clarification on what specific compliance aspects the prospect is worried about, which is a good start. However, it lacks a confident assurance and does not provide any specific examples or details about how the insurance product aligns with industry regulations. The tone is somewhat conversational, but it could be more reassuring and authoritative, especially in the insurance industry where compliance is a serious concern. Additionally, it missed an opportunity to explore the value of compliance in the context of the product being offered. Overall, while the inquiry into the prospect's specific concerns shows curiosity, the response lacks clear communication and a strong solution-focused approach, resulting in a lower score.
9.
5
/ 10Question:
"Before committing, I need to understand how this policy handles claims processing compared to our current provider."
Answer:
I completely understand. With your current provider how do they currently handle your claims? Got it so our company is an A rated company on the AM Best Rating scale. Which grades companies on aspects like claim processing and financial stability. Which effectively supersedes what you would see at your current company. So from here we would need to fill out an application to get you approved.
Feedback:
The response begins well by acknowledging the prospect's concern, which shows active listening. However, it lacks depth in exploring the specifics of the prospect's current claims handling process, which is essential for a solution-focused approach. The mention of the A rating is a good attempt to establish credibility, but it doesn't directly address how your claims process differs from their current provider. Additionally, transitioning too quickly to the application process without fully addressing their concerns may come across as pushy. Instead, you should delve deeper into the implications of their current process and how your policy can meet their needs better. Overall, while there are elements of good practice, the response needs more emphasis on the prospect’s perspective and a clearer articulation of the unique value your policy offers in claims processing.
Consider asking more open-ended questions to uncover pain points and exploring how your company's claims process addresses those specific needs. This would align better with consultative and solution-focused selling techniques.
10.
6
/ 10Question:
"We're currently focused on other urgent priorities and may not have the bandwidth to explore new insurance options right now."
Answer:
That’s exactly why we’re here talking about this. Would you agree that in a busy season like this is when it’s best to handle the most important financial tasks. So us being able to set this up today not only protects the company from future liability but also allows you to properly focus on what’s in front of you. The last thing we need is additional financial strains would you agree? Great so the next step would be fill out an application to cover the possible gaps.
Feedback:
The response does a decent job of acknowledging the urgency of the prospect's current priorities while trying to pivot the conversation towards the importance of addressing insurance needs. However, it lacks a more empathetic tone and doesn't fully explore the prospect's situation or ask open-ended questions to further understand their priorities. While it attempts to create urgency and highlights the potential financial risks, it could benefit from a more collaborative approach and deeper exploration of the prospect's specific needs. Additionally, the closing move to fill out an application feels a bit rushed without fully addressing the prospect's concerns. Overall, the response could improve by incorporating more curiosity, active listening, and a focus on value exploration.
Score: 6