Insurance
Sales Assessment Results by Jason Morris
45
Needs Improvement
10 questions
Maximum score: 100
Completed in
Your performance in this test was lackluster, with an average score of 4.5. It's clear that you're struggling to engage effectively with prospects and address their concerns with the necessary depth and clarity. The responses often lacked the reassurance and specificity that could build trust. You have some potential, as seen in your attempt to engage prospects by inviting them to elaborate on their needs, but this alone won’t cut it in sales. To push your skills to the next level, focus on mastering the art of consultative selling. This technique emphasizes understanding the customer's needs deeply and tailoring your responses accordingly. Additionally, studying objection handling techniques will help you address concerns more effectively and empathetically. Remember, every prospect is looking for more than just a product; they want to feel valued and understood. Your coaching moment is this: successful selling is not about what you say, but about how well you listen and respond. Elevate your game by genuinely engaging with your prospects, and you'll see your scores—and your sales—climb.
Question Breakdown
1.
2
/ 10Question:
"I'm worried about how much these monthly premiums will actually eat into my budget over time."
Answer:
If you ever need to file a claim it will save you far more money than what your monthly budget may eat into.
Feedback:
The response fails to directly address the prospect's concern about the impact of monthly premiums on their budget. Instead of providing reassurance or a breakdown of the benefits relative to the costs, it offers a vague statement about potential savings without context. A more effective approach would involve exploring the prospect's budget constraints, discussing the value of the coverage, and demonstrating how the insurance can protect them financially in the long run. Additionally, engaging the prospect with questions about their specific budget concerns would help show active listening and curiosity.
2.
3
/ 10Question:
"With all the changes in insurance regulations, how do I know this policy will still be valid in a few years?"
Answer:
All insurance policies are regulated by the state and are covered by insurance. Your policy remains in force as long as the premiums are paid.
Feedback:
The response provides a basic fact about insurance regulation, but it fails to directly address the prospect's concern about the stability and future validity of the policy amidst changing regulations. A more effective response would involve explaining how the company stays compliant with regulations and protects the policyholder's interests over time. Additionally, engaging the prospect in a conversation around their specific concerns about regulations and providing reassurance or examples would demonstrate active listening and curiosity. Overall, the answer lacks depth and does not effectively build trust or rapport with the prospect.
3.
4
/ 10Question:
"What happens if I want to switch to another provider later? Will I lose all my benefits?"
Answer:
You more than welcome to switch to another provider in the future. But your current provider offers the most robust benefits that go unmatched. It would be prudent to not switch if in fact some of your benefits cease.
Feedback:
The response acknowledges the prospect's concern about switching providers, but it lacks clarity and depth. Simply stating that switching is possible does not address the fear of losing benefits. A more effective answer would include a brief explanation of how benefits can be preserved or what options are available if the prospect decides to switch. Additionally, emphasizing the unique features and long-term advantages of staying with the current provider would help reinforce their value. Engaging the prospect with questions about what specific benefits they are concerned about would demonstrate better active listening and curiosity, enhancing rapport.
Overall, the response feels dismissive rather than reassuring, and it does not fully explore the implications of switching in a way that builds trust.
4.
4
/ 10Question:
"I’ve heard some plans make it difficult to get claims approved; how can I be sure that won’t happen with yours?"
Answer:
All plans pay claims set forth in the policy. As long as we’re honest in the claims process and the claim is covered in the policy, your claim will be paid.
Feedback:
The response attempts to address the concern regarding claims approval but lacks clarity and reassurance. While it states that claims will be paid if they are covered by the policy, it does not acknowledge the prospect's fear or provide any proof or examples of the company's reliability in processing claims. An effective response should include specific information about the claims process, any customer satisfaction ratings, or testimonials that demonstrate the company's commitment to transparent and efficient claims handling. Additionally, engaging the prospect by asking about their specific concerns or experiences with claims in the past could show empathy and build trust.
5.
4
/ 10Question:
"If I need to make adjustments to my coverage later, how complicated will that process be?"
Answer:
It’s not complicated at all. I’m a professional and spent years in this business so that the process is super easy for you.
Feedback:
The response attempts to reassure the prospect by stating that the process is easy, but it lacks specific details about what adjustments can be made and how they will be handled. Merely asserting professionalism does not adequately address the prospect's concern about complexity. A more effective approach would involve outlining the steps for making adjustments, providing examples of common changes, and emphasizing support available throughout the process. Additionally, asking the prospect about their specific needs or concerns regarding coverage adjustments would demonstrate active listening and empathy, enhancing rapport.
6.
5
/ 10Question:
"I’m not sure this option aligns with my lifestyle; can you prove it offers real value for someone like me?"
Answer:
Please elaborate on your lifestyle and what you think you need. I’m more than confident we can find something that fits your specific needs.
Feedback:
The response takes a positive step by inviting the prospect to elaborate on their lifestyle and needs, demonstrating curiosity and encouraging a dialogue. However, it lacks the initial assurance or specific examples that could substantiate the value of the option in question. A more effective strategy would include highlighting particular features or benefits of the policy that align with typical lifestyles, along with asking probing questions to uncover the prospect's specific concerns. This would not only show active listening but also help in illustrating how the insurance can cater to their unique situation, thus enhancing trust and rapport. Overall, while the response is on the right track, it needs more substance and reassurance to effectively address the objection.
7.
6
/ 10Question:
"What’s your plan for future tech integrations? I want to ensure this policy doesn't become obsolete."
Answer:
We integrate our tech on an annual basis so that we are always at the top of cutting edge technology. Your policy will always retain its value.
Feedback:
The response addresses the prospect's concern about technology integration by stating that tech is updated annually. However, it lacks specific details on how these integrations directly benefit the policyholder and ensure relevance in the future. Including examples or case studies of past integrations and how they have enhanced policy effectiveness would strengthen the response. Additionally, engaging the prospect by asking what specific technology aspects concern them would demonstrate better active listening and curiosity. Overall, while the answer conveys a positive message, it could benefit from more depth and a clearer connection to the prospect's needs.
8.
7
/ 10Question:
"I’ve had bad experiences with other insurance companies' customer service—how can I trust yours will be different?"
Answer:
I’ve built my business on customer service. I am able to provide you with over 500 customer submitted reviews of 100 percent satisfactory service.
Feedback:
The response effectively addresses the prospect's concern by emphasizing a commitment to customer service and offering proof in the form of customer reviews. However, it could be strengthened by sharing specific examples of how your customer service goes above and beyond, or mentioning any awards or recognitions that validate your service quality. Additionally, inviting the prospect to share their past experiences could enhance rapport and demonstrate active listening. Overall, the response does a fair job of addressing the concern but lacks some depth and personal engagement that would build trust more effectively.
9.
4
/ 10Question:
"Before I consider this, can you explain how your company plans to stay competitive in such a shaky market?"
Answer:
Our company is always looking to add value in every area. We understand that pricing can be a concern for some and so we will always have a product available to fit your needs both pricing and value wise.
Feedback:
The response acknowledges the prospect's concern about competition and pricing, but it lacks specificity and actionable insights. While mentioning the commitment to adding value is a good start, it does not directly address how the company plans to remain competitive amidst market fluctuations. A more effective answer would include specific strategies such as innovation in products, customer service initiatives, or examples of how the company has adapted in the past. Additionally, engaging the prospect with questions about their specific concerns regarding competition or pricing could demonstrate better active listening and curiosity.
Overall, the response feels vague and does not effectively build trust or provide reassurance regarding the company's competitive positioning.
10.
6
/ 10Question:
"I’m also looking at a competitor's plan; what unique benefits can you offer that they can't?"
Answer:
Ultimately we provide customer service that goes unmatched. We personally walk people through the sales process and have that same person with them for life when it comes to customer service and or claim situations. You have a personal assistant to help you at all times.
Feedback:
The response highlights the strength of customer service, which is important, but it lacks specific details about why this service is unique compared to competitors. To better address the prospect's concern, it would be beneficial to mention any specific features, benefits, or success stories that set your service apart from the competition. Additionally, inviting the prospect to discuss what they value most in a plan could enhance engagement and demonstrate active listening. Overall, while the focus on ongoing support is positive, the answer could benefit from a more comprehensive exploration of unique selling points.