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. Today’s question was “How about some FRESH tomatoes, how about some crisp lettuce, some spicy mustard? And the final “How about a fresh, hot out of the oven cookie to go with this?”
Did you notice the key words and phrases that helped the customer make the best choice?
Do you in your preneed sales career use the key words and phrases that help the customer make the best choice? In the funeral prearrangement business it could be the features and benefits of a casket. In the PRENEED area, it could be the question of MULTIPAY vs. single pay, or “How much can you really afford to pay?”
Asking questions and explaining features and benefits can really help close the deal.