How To Make A Quality Presentation and get the sale Every Time

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January 28, 2009 by David Dassow 

If you were to prioritize the steps in a sale obviously prospecting would be at the top of the list.  Second would be Presentations.  Do a terrific job at a presentation and you’ll get the sale every time.  Presentations can make or break you.  There are 4 commitments to a sale and a quality presentation.  Get the 4 commitments and you’ll get the sale every time.  Ignore a commitment and you’re on the verge of wasting your time.

I met with a couple the other day and spent maybe 15 minutes before I sent them on there way.  I did not go through the entire presentation, I did not get the sale and, I did not waste my time.  The beauty of the four commitment presentation is you become an efficient selling machine.

The four commitments are:  What cemetery/funeral home would I use?  Property/Funeral Commitment?  Best memory commitment?  Today Commitment?

Back to my couple.  I’m not entirely sure why the couple came to see me.  All I know for sure is they have cemetery property in another state and I could not get the Cemetery commitment.  Now for you Funeral folks the same thing applies.  The cemetery/funeral home commitment is the first and most critical commitment necessary to getting the sale.  If you can’t get the first commitment it’s time to go.  The first commitment (the cemetery/funeral home) is more of you recognizing that the couple will not be using a competing funeral home/cemetery.  Your couple won’t be jumping up and down excited to use your location.  The commitment is for you to recognize your couple won’t use your location no matter what.  You’d be surprised at how nice a couple can be by not wanting to say anything to you (they’d do you a better favor to tell you they won’t use your funeral home/cemetery but they usually don’t say anything).

There could be a number of reasons a couple would not use your location including other family members buried at a competing cemetery (heritage) or perhaps they attended a funeral once and were not satisfied with your location.  What ever the reason it is important to get that commitment.

My couple could not commit to my cemetery because they already had purchased cemetery property in a different state and were leaning toward using it.  The lesson is if you cannot get the cemetery/funeral home commitment it’s time to go home.  It is for this reason I suggest you get one or two referrals before you get to the first commitment.

An easy place to get a referral is to ask if something happened to both husband and wife at the same time who would be the first in their home to straighten out their affairs?  The answer is more than likely a referral.

If you don’t get the cemetery/funeral home comitment at least you’ll have a few referrals before you vamose.

Secure all 4 commitments and you’ll have a sale every time.  It’s that easy to making a quality presentation every time.

Until Next Time, Happy Selling!

David…