Why this matters:
The accuracy of an initial quote can severely impact a prospect’s view of an insurance provider and their desire to continue doing business. This question will provide insight into the candidate’s working style, commitment to accuracy, and attention to detail. The best candidates will clearly understand the role that accurate quotes play in building trust and safeguarding their reputation and that of your company.
What to listen for:
- Specific methods for ensuring accuracy when working with numbers
- Strong mathematical skills
- Common mistakes made during the quoting process and strategies to avoid them
Why this matters:
The responsibilities of an insurance sales representative can vary significantly across sectors. You need a candidate with the right knowledge and skills to serve your organization’s and clients' needs. While candidates with experience in your sector are preferable, don’t disqualify those with a transferable skill set or who demonstrate good potential.
What to listen for:
- Experience selling insurance in your sector or similar industries
- Sales or management experience in general
- Familiarity with your sector and the position they are interviewing for
Why this matters:
Buying insurance is a big decision. You need an insurance sales representative who makes customers feel comfortable and secure. This question will provide insight into the candidate’s interpersonal skills, as well as their ability to inspire trust and build quality relationships with others. The best candidates will convey enthusiasm, goodwill, and authenticity in their answers.
What to listen for:
- Commitment to making the customer feel heard and valued
- Emphasis on asking questions and conveying genuine interest in the customer
- Assertive, but not overly aggressive, sales approach
Why this matters:
This question creates an opportunity for your candidate to showcase their sales pitch and how they handle themselves in front of clients. Pay specific attention to their use of language. Their pitch should be easy to understand and transparent about costs, requirements, and other obligations.
What to listen for:
- The instinct to break down costs and other charges for the client
- An emphasis on the benefits and main differentiators of the insurance product
- Friendly and professional language that inspires trust and confidence
Why this matters:
A big part of an insurance sales representative’s job is helping prospects find coverage that fits their needs. This question will help you learn more about the candidate’s adeptness at problem-solving and willingness to go above and beyond to provide memorable customer experiences — regardless of the outcome.
What to listen for:
- Examples where your candidate succeeded at solving a difficult case
- Willingness to explore multiple solutions
- Experience working with clients with varying insurance needs
Why this matters:
Insurance is a complex product, and it’s impossible to cover every policy detail on a sales pitch. The chances of customer complaints are high and your insurance sales representative must be ready to deal with them professionally. The best answers to this question will emphasize the importance of listening to the client and provide a clear breakdown of how your candidate helped them find a solution.
What to listen for:
- Use of respectful language when referring to the client in question
- A focus on finding a solution that will help retain the client
- Habit of keeping detailed sales logs for future reference
Why this matters:
Insurance sales representatives must balance meeting their sales goals and ensuring clients feel cared for. This question will help you learn more about how the candidate incorporates your organization’s and clients’ needs into their work. The best candidates will clearly understand the relationship between good customer service and profitability.
What to listen for:
- Dedication to creating great customer experiences
- Clear understanding of your organization’s target customer
- Methods for tracking personal progress toward sales goals
Why this matters:
Trustworthy sales agents are essential for preserving your organization’s reputation. You need an insurance sales representative committed to honesty — even when it may cost them a sale. Top candidates will be up front with the customer and steer them toward a better option rather than offering them a product that doesn’t match their needs.
What to listen for:
- A caring and empathetic approach to sales and customer service
- Personal values that align with those of your organization
- Emotional intelligence and sense of integrity
Why this matters:
As workers with a high degree of responsibility, insurance sales representatives must be willing to take ownership of their work and actions, reflect on their performance, and self-correct. Look for candidates who demonstrate a commitment to professional and personal improvement, and view failures and setbacks as opportunities for learning and growth.
What to listen for:
- Examples detailing how your candidate conducts self-assessments
- Desire to learn from failures and improve
- A natural inclination for continuous learning and on-the-job growth
Contact a sales consultant.