The Pre-Need Seller and Drop-Bys, part 2
March 9, 2010 by David Dassow · Leave a Comment
Last time we spoke about using drop-bys to create new business and combine mailing strategies with in-person drop-bys.
The Pre-Need Seller and Drop-Bys
March 8, 2010 by David Dassow · Leave a Comment
There’s sort of an ebb and flow to sales and many times we institute systems and changes and expect immediate results when if we’ll just continue to work our system the results will happen and a snowball of new business begins.
Selling Opportunities Come From Everywhere, part 3
February 23, 2010 by David Dassow · Leave a Comment
If you work in-side-sales at a cemetery there are opportunities for additional sales in the most unlikely places.
Selling Opportunities Come From Everywhere, part 2
February 22, 2010 by David Dassow · Leave a Comment
If you work in-side-sales at a cemetery there are opportunities for additional sales in the most unlikely places.
Selling Opportunities Come From Everywhere
February 21, 2010 by David Dassow · Leave a Comment
If you work in-side-sales at a cemetery there are opportunities for additional sales in the most unlikely places.
The Pre-Need Seller and the process
January 28, 2010 by David Dassow · Leave a Comment
All sales involve a process and all sellers of pre-need use a system or process when prospecting and selling.
The Pre-Need Seller and The Fear of Prospecting
January 20, 2010 by David Dassow · Leave a Comment
I realize this is a common problem for Pre-Need Sellers, heck, anyone selling.
The fear of rejection leads the seller of pre-arrangements to do nothing. Most sellers rely on walk-in, slam-dunk, lay-down, easy business.
3 Prospecting Strategies for In-House Sales
January 12, 2010 by David Dassow · Leave a Comment
I’ve put together a 3 part strategy for those sellers of pre-arrangements who work in-house.
A quick definition before we get started. I define a pre-need seller working in-house as a cemetery or pre-need funeral person who is assigned duties inside the cemetery or funeral home.
How to prospect on the cemetery grounds
December 20, 2009 by David Dassow · 1 Comment
From the email bag:
How do you work the cemetery grounds?
The cemetery is a fantastic place to prospect for new business. Contrary to what you might think visitors to the cemetery are typically interested in pre-planning. Especially, grave spaces and funeral pre-arrangements. The tricky part is the approach. I like to get a conversation started and let the family bring up grave spaces. If they don’t bring it up at some point you can mention; where are your locations?
