Interviews for insurance sales and relationship roles in Sri Lanka test three things: whether you can talk to strangers, whether you understand what you’d be selling, and whether you’ll follow the rules. Technical roles add questions on detail and accuracy. This guide lists the questions you’re most likely to face and how to answer them.
Questions about you and the industry
Why do you want to work in insurance?
Give a specific reason. “I want a stable career” is too general. Say what you’ve seen: a relative whose claim was paid after an accident, a family member who worked in a bank branch, or an interest in how risk is priced. Then link it to the role you’re applying for.
What do you know about our company?
Read the company’s website the night before. Know whether it sells life or general insurance (see life vs general insurance jobs), its main products, and which group it belongs to. Confirm the company appears on the IRCSL list of licensed insurers.
What is the difference between life and general insurance?
Life insurance covers long-term events and pays out on death, illness or at maturity, depending on the policy. General insurance covers property, vehicles and liabilities, usually for a year at a time. Keep the answer to two sentences.
Sales and target questions
How do you handle rejection?
Insurance sales involves hearing “no” often. Describe a real situation where you were turned down, such as a job application, a competition or a sales task, and say what you changed afterwards. Interviewers want a concrete change, such as improving your opening line or asking better questions.
How would you find your first 10 customers?
Name actual sources. Family and friends will give you a start but the list runs out quickly. Add referrals from satisfied customers, your community and alumni groups, small businesses near your branch, and walk-in customers if the role is based in a bank. Say how you’d keep track of follow-ups.
Sell me this policy
Start with questions. Ask about the customer’s family, income and existing cover before you mention a product. Then explain one suitable policy in plain words: what it pays, what it costs per month, and what it excludes. Interviewers watch whether you listen before you pitch.
A customer says “I can’t afford it”
Ask what amount they can set aside each month without strain, then show a smaller cover or a lower premium option that fits that amount. Don’t push a bigger policy than the customer can keep paying, because a lapsed policy leaves them with no cover.
Ethics and rules questions
A customer asks what return they will get
Never promise a figure. Explain what the policy document guarantees and what depends on investment performance, show the company’s official benefit illustration, and put the risks in the same conversation as the benefits.
A customer doesn’t want to mention a health condition
Tell the customer to disclose it. An insurer can refuse a claim if the customer hid facts that affected the decision to offer cover. Explaining this to the customer is part of the job, and interviewers want to hear that you’d do it even if it costs you a sale.
Bancassurance questions
For bank-based roles, expect “How would you approach a customer who came in for a loan?” Bank customers come for banking, so start by helping with their request, then raise insurance only where it fits, for example cover that protects a loan repayment if the borrower dies. Our guide to bancassurance jobs covers the role in full.
Questions for claims and underwriting roles
- “How would you check a motor claim?” Confirm the policy was active, the driver and vehicle match the policy, the accident details are consistent, and the repair estimate is reasonable.
- “A document is missing. What do you do?” Tell the customer exactly what is missing, set a deadline and record the request.
- “How do you stay accurate with high volumes?” Describe a checklist or double-check habit you’ve used at university or work.
For more on these roles, see insurance careers beyond sales.
Questions to ask the interviewer
- Is this role salaried, or is pay based on commission and targets? (See agent vs salaried insurance jobs.)
- What training do new staff receive in the first 3 months?
- Does the company support SLII or CII exam fees?
- How is performance measured, and how often?
Before the interview
Update your CV using our guide to writing a CV in Sri Lanka, and practise the general questions in common job interview questions in Sri Lanka. Find roles to apply for on our insurance jobs in Sri Lanka page.
About the Author
Prasad Fernando is the CEO of Skysol Solutions and the owner of CareerLK.com and CourseLK.com. A digital creator with hands-on experience building and managing online platforms for Sri Lanka’s job and education sectors.