Most people believe one is a very tiny number. However, "one" can have a tremendous impact on your revenues.
A few years back, I was fortunate enough to read a paper from a very respectable sales trainer who worked with businesses to help them increase their sales, negotiate more effectively, and motivate their employees.
It was about how you should do one more thing to help you reach your goals and I thought this was a perfect topic to share.
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)
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?
Concern for the misfortune of others.
Our jobs as funeral insurance consultants require exercising a great deal of each of these. We must be good listeners. In aftercare situations we deal day-in and day-out with the bereaved.
Lessons learned from baseball and preneed.
San Francisco Giants fans celebrated a World Series victory recently. Like a true fan living in Northern California, I watched every throw, steal, and hit.
As the catcher and pitcher signaled back and forth, I couldn’t help comparing a recent presentation I delivered. The player at bat had no idea whether the next ball would be a curve, a fast ball, inside or outside the home plate.
…and good clean living too.
These are the principles you
need to know for preneed success.
Read these commandments.
The other day I walked in a local sandwich shop.
As I stopped in, I listened to the clerk as they sold a sandwich. In previous visit, the question was asked “What do you want on it?” A seemingly standard way of filling an order. But today something different was happening.
After 34 years in the funeral industry,
I often wondered why management teaches that closing is most important for preneed agents to learn, but emphasize openings very little.
I have come to the conclusion there is NO SUCH thing as a closing.
No matter what you are trying to sell
there will always be objections.
All people in sales must confront this challenge.
The price is high, I need to talk to my kids, I already have insurance, I’m not planning on dying anytime soon… the list goes on and on.