Life Insurance
Sales Assessment Results
58
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's be real here: your average score of 5.8 is a wake-up call. You're showing some solid effort, especially with a few scores hitting the 7 mark, but there’s a lot of room for growth. Your strongest points lie in your empathy and the occasional use of solution-focused selling, where you do a decent job of addressing objections and building rapport. However, it’s clear that you need to dig deeper. There’s a consistent pattern of shallow responses that miss the mark on truly understanding your prospects’ needs. You often state facts without personalizing your approach, leaving the prospect feeling like just another number.
To elevate your game, dive into the SPIN Selling and Solution Selling techniques. These will help you ask the right questions and tailor your solutions more effectively. Focus on really listening, exploring their pain points, and demonstrating how your offerings align with their needs.
Here’s your coaching moment: remember that every conversation is an opportunity to build a relationship, not just make a sale. Approach each interaction with genuine curiosity and empathy. Think of it this way: are you trying to close a deal, or are you trying to help someone make a decision that benefits them in the long run? Shift your mindset, and the results will follow.
Question Breakdown
1.
5
/ 10Question:
"I'm not sure if I can fit those monthly payments into my budget right now."
Answer:
I understand, what did you budget for when looking to put something in place?
Feedback:
The response shows a good initial attempt at addressing the objection by seeking to understand the prospect's budget. However, it could be more effective if it included a solution-focused approach that highlights the importance of life insurance and the potential consequences of not having it. Additionally, incorporating empathy and reassurance about the payment options available could further engage the prospect. Asking about the specific budget allocated for life insurance could also help in tailoring the conversation. Overall, while there is an effort to explore the customer's situation, it lacks depth in addressing the concern and closing techniques.
2.
5
/ 10Question:
"How do I know this policy really provides the value you're saying it does?"
Answer:
My company has been providing insurance for over 140 years and paid out over 2 Billion in claims in 2022. I wouldn’t work for such a company if it didn’t bring value to my clients and myself.
Feedback:
While your response highlights the company's longevity and claim payouts, it lacks a personalized touch that would better address the prospect's concern about value. Instead of just stating facts, you could have asked more questions to understand what specific aspects of value the prospect is concerned about. This would have shown active listening and curiosity. You could also incorporate elements of the SPIN or Solution Selling techniques to explore the prospect's needs further and demonstrate how this policy aligns with those needs. Overall, the response feels a bit defensive rather than collaborative.
Score: 5
3.
5
/ 10Question:
"I need to run this by my partner before making any decisions; they’re really concerned about our financial stability."
Answer:
If you partner we’re here now, what would they say about the value of this policy as it relates to your financial stability. Do you think this supports or hurts your financial stability?
Feedback:
The response attempts to engage the prospect by referencing their partner's perspective on the value of the policy, which shows some level of curiosity and discovery. However, it lacks clarity and could be more effective by directly addressing the objection of needing to consult with their partner. A better approach would have been to acknowledge the concern about financial stability and then ask open-ended questions to explore what specific aspects of financial stability the partner is concerned about. This would demonstrate active listening and a more collaborative approach. Overall, while there is an attempt to engage, the response could benefit from a clearer structure and a more empathetic tone.
Additionally, it missed a closing technique that could facilitate a next step, such as suggesting a follow-up conversation that includes the partner or offering to provide more information to help both partners make an informed decision.
4.
7
/ 10Question:
"I’ve heard that other companies offer similar coverage for less—why should I choose yours?"
Answer:
You get my personal service, cell phone, and you don’t have to dial a 1-800 number when you need help. Additionally all life insurance companies use the same analytics to determine rates so the only difference is really price and service. Would you prefer personal service or a call center when you need help?
Feedback:
The response effectively addresses the concern by highlighting the value of personal service over a generic call center experience, which is a significant differentiator in the life insurance industry. The communication is clear and maintains a friendly tone, which is important for building trust. The closing question encourages engagement and invites the prospect to express their preference, facilitating a collaborative dialogue. However, it could be improved by incorporating a bit more value exploration regarding the specific benefits of the service provided, as well as addressing the price comparison more directly. Overall, good use of solution-focused selling but could enhance curiosity and discovery to further explore the prospect's needs.
Score: 7
5.
5
/ 10Question:
"This seems like a big change for us; what if we don’t end up liking the policy?"
Answer:
That’s a fair concern, but tell me what you think you wouldn’t like about the policy?
Feedback:
The response acknowledges the prospect's concern, which is a good start. However, it lacks depth in addressing the objection. Instead of directly engaging with the prospect's feelings about the change and offering reassurance or a solution, it immediately dives into questioning without providing any context or benefits of the policy that might alleviate their fear. A more effective approach could involve empathizing with their concern, sharing success stories or testimonials from clients who were initially hesitant but ended up satisfied, and then asking thought-provoking questions that explore their specific worries. This would demonstrate active listening and a more solution-focused approach. Overall, the tone is appropriate, but the response needs more depth and engagement to build rapport and trust.
Score: 5
6.
4
/ 10Question:
"I’m worried about how this will impact our current financial commitments with other projects we have going."
Answer:
I can understand that. Let me ask you, what value does this bring to you?
Feedback:
While your response shows some empathy by acknowledging the prospect's concern, it falls short in a few key areas. Firstly, asking about the value they perceive doesn't directly address their worry regarding financial commitments. Instead, you could have probed further into their current projects to understand the specifics of their financial constraints. This would have demonstrated active listening and a more solution-focused approach. Additionally, offering to share how your life insurance solutions can actually enhance their financial stability or support their other projects could have been beneficial. Overall, the response lacks a strong connection to their concern and doesn't guide them toward a resolution.
To improve, consider using a consultative approach by exploring their current commitments and how your offerings can fit into their financial landscape.
Score: 4
7.
7
/ 10Question:
"Can you show me how this will actually benefit me in the next six months?"
Answer:
Absolutely! Let’s take a look at the illustration to project how this policy will benefit you in the next six months.
Feedback:
The response effectively acknowledges the prospect's concern and aims to provide a clear illustration of the benefits within a specific timeframe. However, it could be improved by including a more detailed explanation of the benefits they might expect in the given time period, as well as asking a follow-up question to discover more about their specific needs or concerns. This would also help in building rapport and demonstrating active listening. Overall, it’s a good start but lacks depth in value exploration and curiosity.
8.
6
/ 10Question:
"I’ve had a bad experience with insurance before; how can I trust this will be different?"
Answer:
I’m so sorry to hear that! I’ve been with my company for six years and I chose this company based on the customer service, longevity, and solid structure the company was built on. What happened with your previous experience?
Feedback:
The response shows empathy, which is good for building rapport, but it lacks a strong solution-focused approach. While acknowledging the bad experience is important, the salesperson should have provided more specific reassurances about how their company addresses common pain points in the insurance industry. They could have also highlighted particular features or customer testimonials that demonstrate reliability and trustworthiness. The question asked at the end is effective for curiosity and discovery, but it would be stronger if tied back to how those concerns could be addressed with their service. Overall, the response needs to explore value more explicitly and could benefit from a clearer path to building trust.
Overall, the score reflects a decent start, but there is significant room for improvement in addressing the objection.
9.
7
/ 10Question:
"I need more time to think about this; it feels like a lot to take on right now, especially with my current workload."
Answer:
Often times when people need additional time to think about this I find I may not have answered all of your questions. With your current workload, does it make sense to take care of this now so you don’t have to worry about this alongside of your current workload?
Feedback:
The response effectively addresses the objection by acknowledging the prospect's need for more time and linking it to the concern of their current workload. However, it could benefit from a more empathetic tone, recognizing the pressure they may be under, which would enhance rapport. Asking an open-ended question to explore their concerns further (e.g., 'What specific questions do you have that I can help clarify?') could foster a more collaborative approach. Additionally, a gentle nudge toward urgency could help emphasize the importance of decision-making without being pushy. Overall, the response is on the right track but lacks some warmth and deeper engagement.
Score: 7
10.
7
/ 10Question:
"What happens if I find a better option after signing up with you?"
Answer:
If you find a better offer I will personally come out as a licensed professional and give you an unbiased review of both products. If the other option makes sense, I’ll gladly let you know and steer you in the right direction. I want what’s best for you.
Feedback:
The response effectively addresses the objection by reassuring the prospect that their best interests are a priority. However, it could be strengthened by incorporating a curiosity-driven follow-up question to further explore the prospect's concerns or preferences regarding life insurance options. The tone is appropriate for the life insurance industry, demonstrating professionalism and a commitment to transparency. To improve, consider summarizing the value of your offering before transitioning to the assurance of unbiased review. Overall, a solid response but could benefit from deeper engagement.
Score: 7