Number 8 of the Top 10 Pre-Need Prospecting Mistakes and how to avoid them

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January 25, 2009 by David Dassow 

Number 8: Not giving yourself enough time to get through the Pre-Need Prospecting Learning Curve

In all things there is a learning curve. As a baby we heard sounds over and over again and practiced them over and over again before we got them down. Those sounds were words and we were able to string those words together to form thoughts and sentences and paragraphs and concepts.

It is no different when prospecting in the Pre-Need world of sales. You’ve got to understand the components to prospecting and the warm-fuzzy concept of prospecting the new way. Warm-fuzzy-prospecting is all I teach and many times sales folks must de-program their brains before they can grasp the concept.

If you are new to the business you have an advantage, you don’t know what you can’t do. If you’ve been around a while please understand you’ll go through a learning curve before you totally understand prospecting the easy, quick, no hassle way.

Don’t make the mistake of thinking you can understand this through a sound-byte. You can’t. It is so counter to the way everyone teaches Prospecting. There are few gurus in the industry who can even teach you the tired way of prospecting let alone the warm-fuzzy way.

The lesson is to STOP and think and begin to understand that you can appeal to Prospects through other methods that do not involve being slapped around with “NOs” and “hang-ups” and people running away from you faster than you can chase them!

How quick can you get through the learning curve? In Arizona we have a debate about English as a second language. The debate is over how to teach kids in our schools who do not know English as their primary language.

The most successful method we know of is “immersion”. Basically, the kid jumps right into the language, written, verbal, and visual. This method has been so successful there are a small minority who want to get rid of it.

Imagine that? The government wanting to get rid of something that works. Anyway, my suggestion is the same. The evidence is overwhelming. Jump into easy, soft, prospecting and immerse yourself totally into it. Hang with it and understand there is a learning curve. You can get through the curve naturally and easily if you’ll just give yourself enough time to absorb it.

Happy PreNeed Selling!