The Pre-Need Seller and Twaddle

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 you to the first part of the series but…

But, well, here I go again.

I received a rambling email and thought I’d address the rambling nature more than the problem which I think are one in the same.

You’ve often heard me talk about FOCUS and staying on track.

Even though I’m not a big fan of scripts it is important to outline where you are and where you’re heading.

So, scripts can help keep you focused on the task and yes, for some, internalizing the words of the presentation can help as well.  (I have scripts on the catalog page that will be available shortly).

By the way, this is another reason why I constantly preach the “4 Commitments to a Sale”  (check the catalog page)

Get those commitments and you’ll get the sale every single time.  Miss a commitment and you risk a “no” sale.

YOU are an expert Pre-Need Seller.

I don’t care if you’ve been in the business one day YOU are an expert.  You know infinitely more than almost anyone on the street including your prospect.

The worst thing you can do with all that knowledge is tell everyone you meet everything you know.

Because most prospects…heck, all prospects…are interested in ME, the ME being YOUR PROSPSECT.

It is way more important to share information with your Prospect that is applicable to your Prospect.

How do you know what information to share with your prospect?

Well, that’s the point I’m making today and the response I sent our email friend above.

You’ve got to listen to your prospect to determine the information your prospect is looking for and not the other way around.

You’re not a Preacher….

You’re a Presenter of info….

And that info must be relevant to your prospect.

The only way of knowing what is relevant to your prospect is to ask questions and listen closely to the responses.

The old formula of listening 80% of the time and speaking 20% of the time with a focused clear path of where you want to go solves the problem of TWADDLE.

And, twaddle was exactly what I found in the email I received from our friend.

How do you eliminate the twaddle?

Go back to the basics.  Go through the presentation script.  Go through the 4 commitments to a sale.

Go through and streamline what you’re doing by listening to what your prospect is telling you.

In fact, when you get really good at this you’ll hear your prospect tell you how to sell them.

It’s that simple!

Happy Selling without Twaddle!

David…

P.S.  Most of the answers to selling pre-arrangements can be found on the catalog page.  I’m about to launch the Whole Enchilada (everything I’ve got including the kitchen sink!)

All subscribers will be notified when the Whole Enchilada is ready.

If you’re a member I’ve got something even more special for you.

Stay tuned…

Catalog

 

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