13 Secrets to Exceptional Pre-Need Selling

Over the next couple months I’m going to share these 13 secrets that can radically and magnificently change your Pre-Need sales.  I’ll list the 13 secrets first and then discuss each one.  A suggestion is to keep a binder to refer back to them.

1. A soft warm METHOD to Prospecting; become a Guest, and an expert.
2. ALL FORMS OF PROSPECTING MUST BE CONSISTENT, ADVERTISING, MARKETING AND SALES, with emphasis on generating warm leads (all forms of cold prospecting are eliminated).
3. MASTER THE IDEA OF GENERATING RESPONSES TO EVERYTHING YOU DO; ADVERTISING, REFERRALS, DIRECT MAIL, SALES LETTERS, POST CARDS.
4. USE THE POSITIVE POWER OF INFORMATION BASED PROSPECTING.
5. BE THERE BY INVITATION ONLY, as a Guest, not as a pest.
6. INTEGRATION OF ADVERTISING, MARKETING AND SALES, with emphasis on lead generation and Magnetic Prospecting
7. MASTER THE ART OF PROSPECTING just as you master salesmanship.
8. Have a carefully prepared and practiced SALES PRESENTATION that you have confidence in.
9. INCREASE TIME INVESTED IN SELLING, decrease time doing anything other than selling and measure your progress all the time.  This means the tired 2-hour-a-day prospecting is out!
10. A-B-L’s: Always Be Learning.
11. DEVELOP THE “Stay in touch” PROGRAM
12. TIME MANAGEMENT IS CRITICAL for present and future priorities.
13. PAY AS MUCH ATTENTION TO YOUR FAMILY AFTER THE SALE as you do in making the sale.