Insurance
Sales Assessment Results by Henry Martikainen
0
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real here—your performance was a complete miss. Scoring a zero across the board is a wake-up call that you can't ignore. The fundamental issue is a glaring lack of engagement with your prospects. Ignoring their concerns about budget, stakeholder buy-in, and compliance not only showcases a disconnect but also risks losing trust and rapport. You need to pivot from merely providing answers to actively listening and empathizing with their needs.
You demonstrated zero curiosity, which is a red flag in sales. Instead of brushing off objections or giving generic replies, you should be diving deeper, asking probing questions, and truly understanding where your prospects are coming from. You missed critical opportunities to align your solutions with their specific challenges, and that’s where the real sales magic happens.
To turn this around, focus on mastering the art of objection handling and consultative selling. These techniques will teach you to engage with your prospects meaningfully and build the relationships that lead to sales.
Remember, in sales, it's not just about what you sell, but how you connect. Think of every interaction as a chance to uncover insights, show empathy, and tailor your approach. Your goal is not just to sell but to understand and serve. Let this experience ignite a transformation in your approach—start viewing prospects as partners, not just leads. Now, get out there and start listening!
Question Breakdown
1.
0
/ 10Question:
"I'm concerned about how this insurance plan aligns with our current budget constraints."
Answer:
What do you mean
Feedback:
The response fails to address the prospect's concern regarding budget constraints. It does not demonstrate understanding or curiosity about the specifics of their budget issues. Instead of asking for clarification, the salesperson should acknowledge the concern and explore how the insurance plan can be aligned with their budget. This approach would show active listening and a solution-focused mindset.
2.
0
/ 10Question:
"What if our stakeholders aren't on board with this new insurance solution?"
Answer:
What do you mean
Feedback:
The response fails to acknowledge the prospect's concern about stakeholder buy-in. It lacks curiosity and does not invite further discussion or exploration of the stakeholders' reservations. A more effective approach would have involved asking questions to understand the stakeholders' specific concerns, demonstrating active listening and a willingness to address potential objections collaboratively.
3.
0
/ 10Question:
"I need to understand the potential long-term ROI before committing to this plan."
Answer:
Ok
Feedback:
The response is insufficient as it does not engage with the prospect's request for information about long-term ROI. It shows a lack of curiosity and fails to acknowledge the importance of understanding ROI for the prospect's decision-making process. A more effective response would involve asking follow-up questions to uncover the prospect's specific ROI concerns and providing relevant information to help address those needs. This would demonstrate active listening and a solution-focused approach.
4.
0
/ 10Question:
"Can you clarify how this policy will integrate with our existing risk management strategies?"
Answer:
Yes
Feedback:
The response is inadequate as it lacks depth and does not engage with the prospect's request for clarification on integration with existing risk management strategies. It fails to demonstrate curiosity or a willingness to explore how the policy can complement their current practices. A more effective answer would include follow-up questions to understand their current strategies and provide tailored information that aligns with those needs.
5.
0
/ 10Question:
"We've had issues with previous implementations; how can you assure us this won't disrupt our operations?"
Answer:
Sure
Feedback:
The response is inadequate as it does not address the prospect's concern about previous implementation issues. It fails to demonstrate an understanding of the seriousness of their objection or provide any reassurance. Instead of a simple affirmation, the salesperson should have acknowledged the concern and asked questions to explore the specifics of their past experiences. A better approach would involve outlining how the current solution is designed to minimize disruptions and offering testimonials or case studies to build trust.
This lack of engagement and depth limits the opportunity to address the prospect's fears effectively.
6.
0
/ 10Question:
"Given the current economic climate, why should we invest in this insurance now?"
Answer:
Yep
Feedback:
The response is entirely inadequate as it does not acknowledge the prospect's concern about investing in insurance during an uncertain economic climate. It lacks engagement, curiosity, and any attempt to explore the prospect's reasoning. A more effective response would involve addressing the value and potential benefits of the insurance during tough times, perhaps by discussing risk mitigation or long-term security. This approach would demonstrate active listening and a genuine interest in the prospect's situation.
7.
0
/ 10Question:
"What hidden costs should we anticipate with your insurance offering?"
Answer:
Your mom
Feedback:
This response is completely inappropriate and does not address the prospect's serious concern about hidden costs. It displays a lack of professionalism and maturity, which can damage the relationship with the prospect. A relevant response should have acknowledged the importance of transparency regarding costs, asked follow-up questions to understand any specific concerns, and provided information about potential hidden costs clearly and confidently. This failure to engage appropriately limits the opportunity to build trust and rapport.
8.
0
/ 10Question:
"How will this insurance product support our compliance with industry regulations?"
Answer:
Y
Feedback:
This response is completely inadequate as it does not engage with the prospect's concern about compliance with industry regulations. A simple 'Y' fails to show any understanding, curiosity, or willingness to discuss how the insurance product can meet regulatory requirements. A better response would have acknowledged the importance of compliance and asked questions to explore the specific regulations the prospect is concerned about, ultimately demonstrating the product's value in that context.
9.
0
/ 10Question:
"Can we rely on your team for adequate support during the onboarding process without overwhelming my current resources?"
Answer:
Hi
Feedback:
This response is entirely inadequate as it does not engage with the prospect's concern about support during the onboarding process. A simple 'Hi' fails to address the question or show any understanding of the prospect's needs. Instead, the salesperson should have acknowledged the importance of support and asked follow-up questions to understand the specific resources and concerns the prospect has. A more effective approach would include reassurances about support and examples of how the team has successfully aided other clients in similar situations, thereby demonstrating a commitment to a smooth onboarding experience.
10.
0
/ 10Question:
"How does this insurance solution compare in terms of features to what our current provider offers?"
Answer:
This response is entirely inadequate as it does not engage with the prospect's concern about support during the onboarding process. A simple 'Hi' fails to address the question or show any understanding of the prospect's needs. Instead, the salesperson should have acknowledged the importance of support and asked follow-up questions to understand the specific resources and concerns the prospect has. A more effective approach would include reassurances about support and examples of how the team has successfully aided other clients in similar situations, thereby demonstrating a commitment to a smooth onboarding experience.
Feedback:
The response is completely off-topic and does not address the prospect's question about how the insurance solution compares to their current provider. It fails to show understanding or curiosity about the features that matter to the prospect, which is a critical aspect of the sales process in the insurance industry. Instead, the salesperson should have provided a comparative analysis of features, highlighting unique advantages and addressing the prospect's specific needs. This would demonstrate a solution-focused approach and a genuine interest in meeting the prospect's requirements.