30 Insurance Sales Agent Interview Questions & Answers
Below is a list of our Insurance Sales Agent interview questions. Click on any interview question to view our answer advice and answer examples. You may view 5 answer examples before our paywall loads. Afterwards, you'll be asked to upgrade to view the rest of our answers.
Behavioral
1. What do you think your biggest weakness is in regards to sales?
How to Answer
When discussing your weakness, you want to discuss one that is a genuine weakness but not one that would directly affect your ability to sell. A few weaknesses that are good to discuss for this question are difficulty with organization, getting lost in details, or difficulty asking for help. You also want to make sure you don't just discuss your weakness, but discuss how you're working to improve on it.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"I've always been someone that can easily focus too much on details in a task. While this can sometimes be good in that I do combine an ability to see both small and big picture, I do at times get caught up in the smaller details which can then make it more difficult for me to work efficiently. I worked on this a lot in my last job and my supervisor and I actually had weekly meetings for a bit to help me work through this and it really helped me to find some solutions. Now I always make sure to make a daily to-do list. This helps me in making sure I focus on the big picture and my larger goals and making sure I meet those. It's something I've definitely improved on but a weakness I know I need to continually assess to make sure it's not affecting my work and meeting my goals."
Written by Emma Luttrell on December 3rd, 2021
Behavioral
2. How would you describe your attitude?
How to Answer
You want to try and throw in words that are often sought after as soft skills. Use words like adaptable, independent, hard-working, and motivated to help show why you'd be a good employee. You may also want to talk about how these help you be a successful salesperson in the industry.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"I consider myself a really adaptable and motivated person. In sales, it is well-known that the industry can sometimes be really discouraging. You hear no fairly frequently, often times have problems arise, and have to try and make customers happy in really overwhelming times. My adaptability and motivation really help me succeed particularly when challenges arise. I think my attitude and ability to deal with issues is one of the reasons I really succeed in sales and one thing I've gotten great marks on in performance reviews in previous roles."
Written by Emma Luttrell on December 3rd, 2021
Direct
3. Insurance is a heavily competing industry and it's important to know our competitors. Who are they?
How to Answer
You want to be specific here and ensure you know competitors within the industry. If you've worked in insurance sales for a while, you likely already know some of the big names such as Blue Cross Blue Shield or Cigna in health insurance, Geico or Statefarm for car insurance, or Allstate or Nationwide for homeowners insurance. If you're new to the industry, you'll want to do a quick search about companies within the industry to ensure you're knowledgeable about competitors. This question can be pretty straightforward when you answer, the key is to be specific and mention specific company names to show the interviewer you are knowledgeable about the industry. It is also a great opportunity for you to discuss what you think their company does better than their competitors.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"Having worked in the industry for several years, I know how competitive the industry can get. Some of the biggest competitors within heath insurance sales are BlueCross BlueShield, Cigna, Aetna, and Humana. What I think is great though is that your company has more focus on building those long-lasting relationships with clients. My understanding from research is that much of the training your company invests in isn't just about acquiring new clients but continuing relationships with existing ones, something I think makes you stand out from other companies."
Written by Emma Luttrell on December 3rd, 2021
Direct
4. What insurance products do we sell at our company?
How to Answer
This is a time when you want to research a company. Spend at least 10 or 15 minutes looking thoroughly through the company's website. Oftentimes, insurance companies may be really well-known for selling one type of insurance, but may actually offer other products or be trying to extend their reach into other areas. Companies like Geico and Nationwide are well-known for selling auto insurance for example, but they also sell homeowners insurance and boat insurance. Be specific and try to list all types of insurance products sold.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"While your company is very well-known for auto insurance and one of the top players within the industry, I also know you offer a really great variety of other insurance options for customers. Specifically, homeowners and renters insurance, boat insurance, motorcycle and ATV insurance, pet insurance, farm insurance, life insurance, and commercial insurance. I have also heard that your company has a goal to further expand your offerings within the next 10 years into other areas. I also know that your company is a top competitor in all these areas and successful in all the areas of focus you have."
Written by Emma Luttrell on December 3rd, 2021
Direct
5. Why do insurance companies spend so much on advertising?
How to Answer
You want to exemplify that you understand the importance of advertising and marketing within the industry. In really competitive industries, advertising is a way to try and increase customer and client engagement, build a brand, and stand out. You want to showcase that you understand the importance of this in making a company successful. If you've had any experience in contributing to marketing and advertising efforts before, discuss this also to further sell your ability to be successful with the company. A great fact to weave in is that according to an article on Contently.com, companies that invest at least 15% into advertising are more likely to see revenue growth of up to 20% year over year. Any facts or metrics you can research and include are great in helping to showcase your understanding.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"In competitive industries, advertising is incredibly important in helping to increase customer and client engagement, build a brand, and help companies stand out. You want to try and connect with potential and current customers and clients, and advertising is a great way to do that. Having worked both in sales and marketing, I have seen how important advertising is in helping to increase revenue numbers for a company. In fact, research has shown that investing at least 15% of revenue into advertising can increase a company's revenue substantially. I think any company that ensures they have strategic marketing and advertising plan and invests in this is going to be more successful."
Written by Emma Luttrell on December 3rd, 2021
Direct
6. Being an insurance sales agent, can come with a big paycheck, are you in this just for the money or do you care about customers and our company?
How to Answer
When answering this question, you want to discuss all the things you enjoy about being an insurance sales agent that isn't related to money. Discuss things like enjoying talking to others, being able to problem-solve and get the right product or service for clients and customers, and being able to have flexibility in your work. You want to ensure they know you enjoy your work for many reasons and not just the financial aspect. You can also discuss any specific reasons you like the industry and company and why it motivates you in your work.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"While the money is definitely an incentive in the work in sales, it is not the main motivating factor because I initially got into sales not thinking I'd make much money. I started my work in sales because someone told me that if I liked meeting new people, sales was a great opportunity for me. I decided after a few months in the industry that a career that allows me to talk to people as much as I do and help them find the right product and service is the right fit. That's why I've been in the industry as long as I have. I really like being able to help customers. I also really admire the value that your company has in providing accessible health insurance to all people. Sales is definitely a career for me that aligns with my own values and goals."
Written by Emma Luttrell on December 3rd, 2021
Direct
7. Do you feel our agency and insurance company is one of the best?
How to Answer
This is a question in which you'll want to try and research a company before understanding who they are. Research their value, mission, accomplishments, and any unique facts about them, and use those in your answer. You'll want to talk specifically about what you think the company does well, like innovative sales techniques, partnerships with charities, or values that align with your own. You want to show you have a knowledge of the company.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"Your company is one I've really admired for a while and I do think you're one of the best in the industry. I know that you are the number two provider of insurance in the country, and I also know that your values not only center on providing quality service to customers but also in partnering with charities to really make a difference. I also know that your company is really invested in innovation and finding new ways to weave innovation into your company. I value innovation myself and think this is one thing that helps you stand apart from your competitors. I think with the changes you plan to implement within the next year, you'll continue to be one of the best companies in the industry."
Written by Emma Luttrell on December 3rd, 2021
Discovery
8. What sales experience do you have?
How to Answer
Discuss any sales experience you've had, even part-time retail jobs. If you don't have sales experience, discuss any roles that used the same skills that sales jobs use. You want to focus on roles or experiences that have required a lot of communication, persuading, building relationships, and problem-solving. If you've always done insurance sales, briefly discuss your career trajectory from beginning to end. If you've worked in other industries, discuss your career trajectory and talk about how the same sales skills apply to multiple industries. If you're new to sales, discuss other examples of how you may have used skills like communication and relationship building to successfully perform a job.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"I began my career in sales in high school working part-time for a small local jewelry store. I was paid hourly but also on commission for selling pieces over $300, and this is when I realized I not only enjoyed sales but actually had an ability to be fairly successful at sales. I then went to college and majored in business, and immediately after college began my work as a sales professional in the travel industry. I successfully worked in this industry for 4 years, making 6 figures in only my 2nd year. Soon after, I made the transition to insurance sales, and have been working in this niche for almost 6 years now. The common thread between all industries is that regardless of what you're selling, the same sales skills are utilized. I frequently tap into my communication skills and ability to build relationships to help meet goals."
Written by Emma Luttrell on December 3rd, 2021
Discovery
9. Why do you want to work for our company?
How to Answer
This is a question that might require some research on the company. Before an interview, it is helpful to look up a company's mission, values, and services to make sure you have an understanding of who the company is. You'll want to try to weave these things into your answer. Discuss how your values might align with the company's, or anything you know about the company's goals for themselves that interest you in the role.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"I really admire your company's unique approach to customer service. I know that your company was one of the 1st to offer 24/7 online support and has a goal to hire more sales employees in the next year to allow each agent to be able to have a smaller number of customers and be more available to existing customers. I really like that your company truly values customer service and efficient work and these greatly align with my own values. Working for a company that shares so many of my professional values would allow me to really be motivated in my work. I think these shared values and my skills would make me a great fit for this role."
Written by Emma Luttrell on December 3rd, 2021
Discovery
10. Tell me about your most successful sale. What do you think helped you make the sale?
How to Answer
You want to use the STAR method here. Discuss not only what the sale was, but also how you were able to make the sale. Discuss what skills you used, and how the sale affected your work in the future. Discuss things like using communication or relationship-building skills, the specifics of the sale, and what ways you think it affected your approach to sales in your work after that. It also doesn't have to be your most financially successful sale, but it might be a sale to a particularly difficult customer, your first sale in the industry, or one that really changed the scope or approach of your work.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"The most successful sale I had was actually not my highest commission sale, but was a sale to a particularly difficult customer. When I worked in homeowners insurance sales, a lot of my role was working in partnership with realtors and taking referrals to try and make sales. One realtor sent me a referral and told me initially that this customer was tough and was not happy with any of the coverage options they'd been given from other companies and agents so far. When I initially talked to the customer, they quickly wrote off our offers and said they thought all of our policies weren't a good fit. I continued to follow up with this customer though and spent a lot of time trying to understand what they wanted in a policy. By taking the time to really listen to their needs, I was able to find them a policy that worked for them. The customer actually worked with our company for many years and was really happy with their coverage. This sale was particularly successful for me because it helped me see the importance of building relationships with customers to make sales and showed me I had the ability to make sales no matter how difficult a customer might be. I love being able to make customers happy and this was something I felt really proud of early in my career."
Written by Emma Luttrell on December 3rd, 2021
Discovery
11. Do you enjoy working independently?
How to Answer
You want to discuss here not only that you do enjoy working independently, but why. You can mention things like enjoying the freedom to work in a way that fits your personality, being able to make decisions about how to best sell, and working better with little oversight. Sales is a really independent role and they are likely wanting to make sure you can work on your own without much need for supervisor input. Discuss any ways you've successfully worked independently in the past also and how it's helped you be successful.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"I'm always someone who has really enjoyed working independently. I've always been more successful when I can have a certain amount of autonomy over how and when I work. In previous jobs where the work wasn't as independent, I really struggled to meet goals. In all my sales roles though, the more autonomy and independence I've had the more I've been able to perform my job well. I really thrive in a job that allows me to work independently."
Written by Emma Luttrell on December 3rd, 2021
Discovery
12. What do you dislike the most about a sales position?
How to Answer
You want to discuss something you dislike in general about sales but that isn't directly related to sales. Mentioning things like paperwork, changes in the industry, or a smaller market in the area are good areas to mention because they aren't directly related to selling themselves. You'll want to talk also about how you work through this dislike. You don't want interviewers thinking this will be an issue in you performing your role. Talk about how you work to overcome any dislikes or difficulties in sales.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"The thing I've always had difficulties with within sales is the organization aspect and keeping records of correspondence with customers. I know not all companies require this, but many do and because my skills are in communication and not organization, it's something that I don't always enjoy. What I've found helps though is doing all organizational tasks in one day. That allows me to get it all done at once and spend the rest of my time doing what I love which is selling."
Written by Emma Luttrell on December 3rd, 2021
Discovery
13. What do you enjoy most about selling?
How to Answer
Discuss all of the things you like about sales and things that would help show you'd be good in the role. Talk about liking to talk with others, being able to help people solve problems or find products or services that work for them and anything you specifically like about the industry. This is a chance to show that you are not only skilled in the industry, but also really like the work you do.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"There are a lot of things I like about selling, but I think the thing I like the most is being able to talk to people and really hear what their needs are and match them to the product that most meets that need. It's a unique way of problem-solving and I love being able to use those skills. I also love sales in the auto insurance industry because I always see it as expanding and evolving in cool and innovative ways."
Written by Emma Luttrell on December 3rd, 2021
Discovery
14. Why are you a good seller?
How to Answer
Discuss here strengths you have that directly align with selling. Discuss things like being a good communicator, being able to talk to many different people and build relationships, not getting easily discouraged, and being motivated by commission-based work. These are all key elements of sales jobs and will interviewers see why you're a good fit.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"I think the thing that makes me a good seller is my ability to talk to a lot of different people and easily build relationships. Sales is about helping individuals feel comfortable with you and trusting you in order to trust you'll guide them to the best product or service for them. This is why I think I've been able to be a good seller because before I try to sell, I ensure I really understand who a person is and what they need. I always want to make sure I have the right product or service for a client and if I don't, try to find one that is. I have always been a great communicator and I think this is why I'm good at sales."
Written by Emma Luttrell on December 3rd, 2021
Discovery
15. What knowledge do you have in insurance?
How to Answer
You want to talk about your experience in the industry that helps you be knowledgeable. You also want to talk about any ways that you stay current within the insurance industry like news articles, professional development presentations, or networking. You want to show that you not only have knowledge of insurance but are always looking to learn and expand your knowledge.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"I am incredibly knowledgable in auto and homeowners insurance because I've worked in both niches for 8 years. I have the knowledge from my work within the industry, but also try to stay current on any changes that may affect the work. I attend at least 2 professional development events a year and attend networking events every four months to help myself continue to grow and learn within my work."
Written by Emma Luttrell on December 3rd, 2021
Discovery
16. Do you take pride in your work? Are you confident you can sell?
How to Answer
This is a chance for you to sell yourself. Discuss why you take pride in your work such as liking to help people and a value of succeeding. When talking about your confidence in selling, mention specific successes you've had in sales, or tell a story about a time you had a difficult sale but still succeeded. You want to be able to exemplify why you're a great fit for the role.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"I take a lot of pride in my work because, for me, sales is a way to help others. When you sell insurance, you're really identifying a need for people and getting to know them to help them find the best way to get that need addressed. For me, work isn't complete until I've made a successful sale and my customers and clients are happy. This means that I work until I know I've succeeded. I've seen myself be successful with this pride in my work and that is why I am confident I can sell. I have at least 60% of my clients at my previous job be repeat customers and clients because I put so much effort and pride into making them happy. I also had the highest sales numbers in my department four years in a row. I take pride in my work and am confident I could sell successfully in this role."
Written by Emma Luttrell on December 3rd, 2021
Discovery
17. How well are you familiar with homeowners insurance?
How to Answer
You'll want to discuss here any experience you have specifically in this area. If you've never worked in sales in homeowners insurance, you might want to mention any knowledge you have on your own of homeowners insurance. You'll want to use words and phrases that show you know and understand the industry too like coverage, dwelling protection, liability, and deductible. You want to ensure they are being shown your thorough knowledge of the industry.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"I've worked in sales in homeowners insurance for almost 10 years and am really knowledgable about this industry. I'm very familiar with the varying policies and am confident in being able to match a customer's need to the right type of coverage. I also am familiar with the varying levels at which someone may need dwelling protection, personal property protection, and know how to make sure customers understand their entire policy, including their deductibles, and make sure they get a policy that works best for them. I think having worked in the industry for so long has allowed me to have a great and thorough knowledge of everything needed to perform this role."
Written by Emma Luttrell on December 3rd, 2021
Discovery
18. Do you enjoy talking to strangers?
How to Answer
Discuss why you enjoy talking to strangers and mention things like enjoying getting to know people, your natural skill and ability to communicate and have meaningful conversations, and an overall interest in meeting new people. You can also give an example of a time when you were able to quickly form a relationship with a stranger and how this helped you make a sale.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"I really enjoy talking to and meeting new people and strangers personally and professionally. I've always been someone that really likes getting to know people and having conversations. In fact, in one of my first sales roles outside of college, I began holding training for new staff on how to talk to potential and current customers and start to build relationships. It's something that has always been a strength of mine and something I really enjoy in my work."
Written by Emma Luttrell on December 3rd, 2021
Discovery
19. Do you enjoy socializing with customers?
How to Answer
When answering this question, focus on not only discussing why you enjoy socializing with customers but share a story if possible about how socializing and communicating with customers helped you meet a goal or make a sale. You'll want to talk about what skills you utilize most in building these relationships with customers, and how this helps you stand out. Discuss specific things you might do to socialize such as discussing a common interest with a customer, remembering a detail about them or their interests, or asking questions about them to help better socialize with them.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"The main reason I became an insurance sales agent is actually because I really enjoy meeting and socializing with customers. It is my favorite part of my job and it's the biggest reason I'm able to be successful in this work. In my previous job actually, I always spent my first conversation with every potential or current customer trying to get to know them a little more to create that relationship. One customer, in particular, I knew owned a restaurant in the area and was really passionate about their business. I spent about 20 minutes of our first meeting asking them about why they decided to open their restaurant and really getting to know more about them and their dedication to their business. Their business was discussed in every conversation after, and this customer told me before I left that my interest in their business was one of the reasons they chose to continue using our company for insurance. They felt there was an interest in not only providing them with insurance but in them as a person. I think this interest I have in truly getting to know each customer has helped me be successful as a salesperson."
Written by Emma Luttrell on December 3rd, 2021
Discovery
20. Why do you think you would be a good insurance sales agent?
How to Answer
This is a chance for you to discuss any career accomplishments, skills you have that allow you to be successful in sales, and what makes you stand out. You may also want to review the job position thoroughly before interviewing. Look at what the top 3-4 qualifications they list are, and discuss as many of those as you can that you have. Things like a proven ability to meet high sales numbers, an ability to build long-lasting customer and client relationships, and organization and time management are all great to discuss.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"I have always had an ability to communicate well with others, build relationships, and maintain strong communication with others. This is one of the reasons I think I've been able to be so successful in sales. In my previous sales roles, I was able to make six figures in only a year of my work. Not only am I able to meet high sales goals, but I enjoy meeting people and helping them find the right product or service to meet their needs, which is what sales is all about. I think with my proven track record of high sales numbers, an ability to continue selling to the same clients and customers for years, and an overall interest in providing quality service to others, I have been and can continue to be very successful in the industry and a good sales agent."
Written by Emma Luttrell on December 3rd, 2021
Discovery
21. What attracted you to the insurance industry?
How to Answer
Discuss how your values may align with the insurance industry, or what skills you have that led you to seek work in this industry. Some great values you may want to talk about are things like relationship-building, helping others, or problem-solving to provide service. You can also talk about things like having a natural ability to help others make decisions, being able to help compare different options to find the best solution or just an overall general interest and understanding of the industry.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"I've always had an ability to successfully communicate and build relationships with others. In college, I worked as a peer mentor in my business school for new students and really learned more about my love of building relationships and helping others during that time. It was at that time that I really became interested in pursuing a job that would allow me to utilize those skills every day. I also have always loved the ability to be able to help people find a solution for something that they need which is what insurance sales is focused on."
Written by Emma Luttrell on December 3rd, 2021
Operational
22. What market would you start targeting?
How to Answer
This is a chance for you to show you can strategically think in order to target the most likely markets to buy. You'll want to not only list the market you'd target but why you're choosing that market and how you know it would be successful. You can give examples of how this market has been successful for you to target in previous roles.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"I found a lot of success in my previous role selling homeowners insurance to new buyers in the more rural areas outside the city. Having grown up in that area, I know a lot about the best kind of coverage for this area, and find that I'm able to easily build relationships with these clients in order to sell them coverage for their homes."
Written by Emma Luttrell on December 3rd, 2021
Operational
23. What area could you improve as a sales person?
How to Answer
This question is asked because they want to make sure your weakness or area of improvement isn't one that will directly prevent your success in the role. They also want to see if you have the ability to acknowledge weaknesses, but also want to see if you're working to improve them. When answering this, make sure you not only list the area for improvement, but also ways you're working too, or could work, to improve it.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"One thing I continually struggle with is time management. I always get my tasks done, but sometimes, because I overbook myself, I might be working more hours than intended or becoming overwhelmed. I've worked on this a lot in the last few years, using various calendar systems and spending each morning prioritizing my tasks for the day. It is something I continually have to work on though because I still will overbook myself with too many calls or meetings in a day. It's one thing I really try to be cognizant of in my work."
Written by Emma Luttrell on December 3rd, 2021
Operational
24. What skills do you possess that you believe will help you sell?
How to Answer
It might be helpful to look directly at the job posting before interviewing and look at the 1st 4-6 skills they have listed and discuss those. You also might want to think about skills generally sought after in sales and discuss those. Common skills needed for sales are communication, adaptability, relationship building, and the ability to work independently. You want to be confident in discussing these skills too and show you know you'd be able to perform the job well because of these.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"In all my performance reviews from my sales positions, 3 skills have consistently been mentioned. I've always excelled at communicating, being adaptable and open to change, and being able to work independently. These are all important pieces of being successful in sales and why I know I am able to sell effectively. These aren't just skills that have been mentioned on reviews, but ones I've had before working and ones I try to use in my work every day."
Written by Emma Luttrell on December 3rd, 2021
Operational
25. Are you comfortable making cold calls?
How to Answer
Discuss why you are comfortable with cold calls. Talk about things like enjoying meeting new people, finding the challenge of trying to sell motivating, or an ability to start conversations easily with others. You should also include any examples of when and how you've successfully completed cold calls previously. You want to try and show specific examples of how you've been able to use cold calling to make sales in your previous roles.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"I really like cold calls as a way to sell and I think this actually is because I began sales doing this. When I was in college, my internship was with a home appliance company selling kitchen appliances. My entire internship was focused on making cold calls, and it really allowed me to learn how to create connections with people over the phone and how to sell in a really difficult setting, which I loved. I actually had about a 50% sale rate for calls made, which for interns was really great. I think cold calls are one of the more challenging ways to sell, but I find the challenge to be a big motivator."
Written by Emma Luttrell on December 3rd, 2021
Operational
26. A big part of insurance sales is building relationships. What skills do you utilize to help you build and maintain relationships with customers?
How to Answer
Discuss specific skills here you use in order to build relationships. Talk about things like communication skills, empathy, listening, and creating connections. It is also helpful to share a specific story about how you've used the above skills to build and maintain relationships. This allows interviewers to visualize the scope of your abilities.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"I use a lot of different skills to ensure I'm always building relationships with customers and maintaining those relationships daily. I ensure every time I'm talking to customers that I'm communicating effectively. To me, effective communication isn't just about what I say, but also about listening. Giving customers a chance to tell me what they need and making sure I really empathize with any barriers they might have to get those needs met and trying to find solutions to make sure we match them with the right product. In my previous job actually, I spent at least an hour a day following up with customers and checking in about how their policies were doing for them. It was a way for me to make sure customers always knew I was available and really cared about them and the services provided."
Written by Emma Luttrell on December 3rd, 2021
Operational
27. How do you maintain relationships with customers and clients? What skills do you think are useful in keeping customers and building relationships with them?
How to Answer
Discuss what skills you most frequently utilize to maintain customer relationships. Be specific and discuss things like monthly check-ins with customers, following up with any issues, and communicating through various means including phone and email. You'll want to discuss skills like communication also and how they help you maintain relationships with customers in your work.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"I am a frequent communicator in my work and this helps me a lot in maintaining good relationships with customers. I check in monthly with every customer to ask them if they have questions about their policies or if any issues have come up they want to discuss. For potential customers who haven't signed up for policies, I follow up until I get a firm no. I also try to vary the ways in which I communicate. Some customers prefer phone calls, some email, and I try to vary the ways in which I reach out to ensure I'm giving clients the chance to talk in their preferred method. I think the biggest way to maintain relationships with customers is by communicating and showing them you are there if they need you. This has helped me be successful in my career and is something I do in all my roles."
Written by Emma Luttrell on December 3rd, 2021
Operational
28. Describe a time where you had difficulty making a sale and how you were able to make the sale. What skills did you use?
How to Answer
You'll want to use a STAR story for this question and discuss why the sale was difficult to make, and what skills you used to make the sale. You also want to discuss how you're able to stay motivated when told no by customers and what unique methods you use to try and make sales. Discuss using skills like communication, problem-solving, and adaptability to make sales goals.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"In my first job in sales, I had a customer who didn't want to buy a policy from me because I was a new agent. They didn't think that someone as new as me to the industry really knew and understood their needs. The customer said they did not want to buy a policy from the company and was very direct in why. I decided to try again though, asking the customer if they would meet in person to discuss policies. The customer agreed and at our meeting, I brought a lot of information on the different policies we offered, different coverage, and what the best policies were for someone with the needs they discussed. By showing them my understanding and communicating, the customer was able to see my knowledge in the industry and purchased a policy. Using my communication skills, problem-solving, and adapting to the customer's needs I was able to meet my goal and make the sale for the customer."
Written by Emma Luttrell on December 3rd, 2021
Situational
29. How do you handle when a customer may not be happy with you? How do you handle conflict?
How to Answer
You want to talk about what skills you use to solve a conflict. Discuss things like open communication, listening, and creative problem-solving. You also want to emphasize that you aren't uncomfortable with conflict and are confident in your ability to handle issues. You might want to tell a story about a time when a customer was unhappy and what you did to resolve the issue.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"In sales, there are always times customers might be unhappy with you or the services being offered. One thing I think I do well is handling conflict or customer issues. I really try to give customers the space and time to discuss those complaints and tell them I understand those frustrations. I also make sure that when customers complain, I don't just listen, but find solutions. In my first job out of college, our company made some big changes to our policy pricing and coverage soon after I began. Of course, customers were unhappy and many were worried about how they were going to be able to afford auto insurance. I worked with each customer, spending an hour on the phone with them, to understand what areas of concern they had about the policy changes, whether it was the increased rate or changes in their coverage, and worked to find their new policies or ways to help them still get the coverage they need. It's an important part of being in sales and something I think I am able to do well in my role."
Written by Emma Luttrell on December 3rd, 2021
Situational
30. Describe a time where you tried but couldn't make a sale.
How to Answer
This question they are likely assessing for your ability to discuss failure and learn from it. Use a STAR story and discuss not only why you weren't able to make the sale, but what you learned from it and how you think it has actually helped you improve in your work. You want to also discuss your general approach to dealing with failure or disappointment and show that it doesn't affect your motivation.
Written by Emma Luttrell on December 3rd, 2021
Answer Example
"When I worked in sales in another role, I was tasked with trying to sell our policies to individuals at a small company in the city. I was able to make sales to the majority of individuals, but one customer was not happy with our coverage. I had many conversations with this customer, trying to find a policy that would work for them and even working with my supervisor to try and customize a policy for them. Despite these efforts, they did not purchase a policy from us. I was initially really discouraged, but after discussing with my supervisor at the time, I realized that I had done all I could to make the sale and was reminded that sometimes, the sale just isn't going to happen and that's ok. After this, I continued to remind myself after every failed sale that sometimes it isn't about your ability to sell, but that sometimes, a customer has another idea or product that is a better fit, but if I am confident that I did all I could, it is still a success."
Written by Emma Luttrell on December 3rd, 2021