I have read a lot of sales articles and many of them are titled, “10 easy ways to improve your whatever” or “12 tips to a better such and such.” Just to be different this week, we’re going to cover six rules that a salesperson can follow to get into a slump.
- 1. Stop asking exploration questions.
- 2. Assume things.
- 3. It’s all about the price.
- 4. Listen to surface level information. (continued)
The ability to uncover problems and present viable solutions is one of the most basic yet powerful skills that a preneed salesperson can acquire.
People make buying decisions because the product or service fills a need or fixes a problem.
Are your sales where you want them to be?
Deep down you know that you’re selling something that will really help your prospects and their families if only they would give it a good look.
But for whatever reason you can’t seem to get them to slow down long enough to seriously consider it.
Sales is a tough game – and those who succeed work hard at it.
But did you ever wonder how the top preneed salespeople do it? I mean, do they read all those motivational books and do whatever the book tells them to?
Do you find yourself frustrated
that you’re not further along than you are
at the end of the day - or the week - or the month?
Have you set aggressive goals for your preneed career that just never came to fruition?
When you fall short of a goal that is important to you, it weighs heavy on you like a big, wet blanket, doesn’t it? You feel like you let yourself down.
I am surprised by the number of funeral directors who are still gun-shy or even apologetic about preneed sales. It’s something that some still see as a “necessary evil” or something that you have to do to keep up with the competition.
How many times have you heard a salesperson say, “I have my own sales system / selling style?” The interesting thing is that you usually hear it from someone relatively new to selling – or someone who is not quite hitting the ball out of the park.
I have always been amazed at the number of salespeople who sell something that they are not 100% sold on. At one point in my career, I was one of them-and I can tell you it is both miserable and unproductive.
When a prospect first meets a salesperson, they don’t know the salesperson or their intentions, so are naturally a bit untrusting. One of the ways you can overcome this initial obstacle is to answer The Big Four questions every prospect has.
Making a mistake here or there might actually be good for you. Granted, not all mistakes are good things. Certain mistakes for say chemists or those who assemble warheads may be disastrous – but for the rest of us they may actually be a good thing in a roundabout way. When you were younger, did you ever have a parent or a friend advise you not to date a certain someone? How did that go?