15 Dead-On Secrets For The Pre-Need Seller To Succeed, part three

We’re in a three part series on secrets for pre-need sellers to succeed.  Links to part one and two are below.

Part One

Part Two

Part Three below:

15 Dead-On Secrets For The Pre-Need Seller To Succeed
Part Three (secrets 11 – 15)

Secret Number 11: Prospecting is a game.

The more contacts you make the better your odds of getting a presentation. Think of it this way. The more people who raise a hand in interest means the more likely you are to make a presentation means the more likely you are to get a sale.

Secret Number 12: Great sales people are not born.

You’ve heard the old saying that he can sell ice to Eskimos? We aren’t born sale people it is a learned craft. Take serious interest in your craft and learn the skills necessary to get your presentations and sales. This means that experience and education are your greatest weapons. And, by the way, no one but you can get experience and no one but you will invest in you. Yeah, I know, some companies will train you but that will get you only so far. Use your resources to gain knowledge from true experts who have sold for a living. Ignore the so called experts who don’t produce the results you’re after.

Secret Numer 13:  Lazy Sales People Don’t Make money

Earlier we talked about a system to follow.  Successful Sales People initiate action.  They get things done.  They work hard.  Lazy sales people sit on there duff and don’t work but usually complain a lot.  Successful sales people work.  Really successful sales people focus on doing something every day that will get them in front of a prospect.  Very successful pre-need sellers prospect every day like the Post Office; neither rain, sleet or snow will keep them from prospecting.

Secret Number 14: Time-Block your schedule

Nothing beats time blocking your schedule. It will help you get focused and stay focused because you are doing one thing at a time for a pre-arranged time.

Secret Number 15:  Fear

Most sales people will not admit to their fears.  We all have them.  Like someone who was thrown from a horse.  He may be reluctant to get back on that horse because of fear but he does it anyway.  There’s no other way to say it or yell it.  Confront your fears.  Many people have a fear of prospecting because they can’t take rejection.  I’ve had many pre-need sellers email me that they got out of the business because there was too much; cold-calling, door-knocking, prospecting, or they didn’t want to work a particular evening, or day, or weekend.

Lazy sales people don’t make money and FEAR is the biggest secret sales people will not admit too.

The more leads you have the less you’ll care about rejection.  The more sales you make the less you’ll care about rejection.  The more commission dollars in your bank account the less you’ll care about fear of rejection.

The simple fact of the matter is confronting your fears will eliminate your fears because there really isn’t anything to be afraid of.

Finally, some have told me they are afraid of success.  We’ll cover this fear in a future post.  In the mean time confront your fears and over come them with lots of activity because activity will breed confidence and confidence plus sales and dollars will overcome fear.

Happy Selling!

David…

P.S. Invest in YOUR SELF today by getting the Ultimate Package; click here for more info

P.P.S.  I’ve recently been door-knocking part of a two week experiment.  I’ll be posting the results including contacts, leads, sales, and my general perception on the technique.

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