The ability to uncover problems and present viable solutions is one of the most basic yet powerful skills that a preneed salesperson can acquire. In the world of run-of-the-mill salespeople vs. outstanding salespeople, the ones who consistently enjoy a higher level of success are the ones who provide solutions.
People make buying decisions because the product or service fills a need or fixes a problem. Find out what your prospect’s problem is and then help them to solve that problem through the product or service you are selling.
In other words: sell solutions, not stuff.
Take some time to think about what problems you can solve with preneed. A few of them are:
- “I’m worried that when I pass, my family doesn’t have to come up with the money.”
- “I’m afraid that whoever is left won’t have a traditional religious ceremony like I want them to.”
- “I don’t want my family to have to stress over a lot of decisions about my service when I’m gone.”
One size does not fit all. Every one of your prospects is unique and has an equally unique story. Take time to get to know your prospect and their personal situation, find their problem, and show them how your product or service can be a solution to that problem.