Do the Things NO ONE ELSE WILL DO

If You Do The Things No One Will Do…

            You will be able to DO the things that no one can do.  I stole this basic saying from Dave Ramsey (paraphrased:  If you’ll do what no one else will do you’ll be able to do what no one else can do).  Dave’s premise is about finance.  He believes that if you save money now and live debt free you’ll be able to do what most won’t be able to do later on.  He also believes that if you spend now you’ll have nothing later (see my book: 50 Ways to Get Rich and Stay Rich Selling – shove it money).

            Earlier we talked about how a colleague of mine used a list every day.  He had 5 items on his list that he did know matter what, know matter how long it took him, and no matter the interruptions of his day.

            When I first started this business I was told to prospect every day for two hours.  If I prospected 2 hours everyday I’d always have people to meet.  Obviously, I can make an easy analogy here and tell you that you will always have people to meet with if you prospect two hours a day.

            I could, but I won’t.  I have a real aversion to working hard.  I’d much rather work smart.  In my book:  50 Ways to Get Rich and Stay Rich Selling, I talk about working smarter.

            When I first got into this business my attitude was to “out work” everyone and lead the office in sales.  Prospecting a couple hours a day, door knocking, and cold-calling were my main forms of generating new business.

            I figured I could overcome any weaknesses I had in selling by working harder.  It took me a long time to change my attitude about working harder, but I did and haven’t regretted it at all. 

How to Do the Things No ONE Else Will Do to Make Loads of Sales

            The whole purpose of MINING YOUR NATURAL MARKET is to work smarter not harder.  One way to work smarter is to have “bird dogs” work for you.  A bird dog is a “FEEDER”.  A feeder is someone that sends you referrals (leads).  By asking your natural market for referrals you are doing what no one else seems willing to do.

            If you want to make a sale a day and your closing rate is 30% then you need to make 3 presentations a day to secure that sale.  I can guarantee you that if you do what you need to do to make those 3 presentations a day you will be doing what no one else is willing to do.

Here are some tips for doing the things no one else will do

• Work smart
• Present and Prospect at the same time
• Know your job description (50 Ways to get Rich & Stay Rich Selling)
• Make sure your licensed to sell both cemetery and pre-need funerals (some states won’t allow dual licenses)

            We’ve covered the “work smart” and “Present and Prospect at the same time”.  If you are not dual licensed get dual licensed now.  If you can’t be duel licensed than do a JV (joint venture with a funeral home/cemetery) to exchange leads.  You’re leaving money on the table by not offering both pre-need cemetery and pre-need funeral.  Having said that, I realize that some of you cannot be dual licensed depending on the state you work in.  Network with people in the business.  Create relationships and leverage those relationships into win/win situations.

            Know your job description.  Your primary task should be selling pre-need.  If someone walked up to you and asked what you do what would you say?  In my book:  50 Ways to Get Rich and Stay Rich Selling, I talk about your job description.

            What is your job?

            What is your position?

            What do you tell friends and family that you do for a living?

            What do you tell your Prospects?

            What do you think your job is?

My Job Description:

            “My job is to help a husband and wife, together, make the decisions today, that would have to be made tomorrow, if a death occurred, and record those decisions.”

            The more comfortable you are in what you do for a living the more comfortable your Prospects will be.  The easier you can describe what you do for a living the more at ease and comfortable your Prospect will be.

Which brings up a side note

            The more relaxed, confident, comfortable, you are the more likely your Prospect will accept you as a Cemetery/Pre-Need Funeral Professional.  The better you understand your products/services, the better you can help your Prospect understand.  What does all this stuff mean? 

Let’s summarize

            Prospecting is critical in this business.   Prospect and Presenting is a beautiful thing and will allow you to work smarter not harder.

            Develop a sound-byte job description.  Use my job description if you’d like, I picked it up from a previous Sales Manager.

            If you can license for both pre-need cemetery and funeral do it and you’ll add a lot more sales. 

            I started this by saying if you’ll do what know one else will do you can do what no one else can do.  Do the above and you’ll be doing what nobody else is doing and you’ll ultimately be able to do what nobody else can do.

Until next time, all the best as you work SMART not hard!

Happy Selling!

David…

P.S.  I’ve got a special package of EVERYTHING I’ve got in a special package.  Click here for details.

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