http://howtosellpreneed.com The Premier Funeral & Cemetery Sales Training Source Thu, 11 Mar 2010 15:05:01 +0000 http://backend.userland.com/rss092 en Let’s review a little of this series. We've spoken about the idea of researching a market and a strategy to capture new business by combining different techniques including postcards and in-person. I've also mentioned a technique for in-house sales people to follow-up with at-need families. I've given you some real world numbers and ... http://howtosellpreneed.com/prospecting/the-pre-need-seller-and-drop-bys-part-4 From the email bag concerning drop-bys   This question came in.    If you preach two-step prospecting why are you dropping by people’s house unannounced? Good question… First, if you’ve been a reader of this site for any length of time you know I encourage you to do a two-step-approach to prospecting. The prospects I’ve been dropping ... http://howtosellpreneed.com/prospecting/the-pre-need-seller-and-drop-bys-part-3 Last time we spoke about using drop-bys to create new business and combine mailing strategies with in-person drop-bys. Let’s move the subject to snowballs. Years ago I lived in a place where it hardly ever snowed. But, one evening, for no particular reason it snowed quite a bit. By the way, the snow disappeared ... http://howtosellpreneed.com/prospecting/the-pre-need-seller-and-drop-bys-part-2 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. I know we like immediate results when it comes to ... http://howtosellpreneed.com/prospecting/the-pre-need-seller-and-drop-bys Yes, we're still in a series and Yes, I keep interrupting it to make comments and provide answers to email questions..... So, I've made a slight turn again to cover a topic that seems to get ignored a lot. So....Yes... We’re still in our series: Selling Opportunities Come From Everywhere http://howtosellpreneed.com/prospecting/selling-opportunities-come-from-everywhere#more-2650 The above link will take ... http://howtosellpreneed.com/selling/the-pre-need-seller-and-twaddle I received an email from a seller of pre-arrangements who had a bad day. He admitted that his email would probably be ranting in nature and his frustration was at a boiling point. What was he so upset about? He had just received his tenth NO today and he had it. He was ready ... http://howtosellpreneed.com/selling/the-pre-need-seller-and-the-word-no