7 Steps to Find Your Pre-Planning Vibe! (Part 2)
About the Course
This is the second session in a two-part series designed for funeral professionals to enhance their pre-arrangement sales. This course focuses on how to effectively present a professional, empathetic, and solution-oriented plan to potential clients. You'll learn how to develop a strong presentation, build trust through active listening, handle common objections, and create a sense of urgency that encourages families to take action. Whether you're a seasoned professional or new to the field, this course will equip you with the tools to guide families toward making wise, thoughtful decisions about pre-arrangements.
Key Takeaways
Professional Presentation: Your attitude, mindset, and organized delivery are essential for guiding families through the pre-arrangement process smoothly.
Active Listening & Asking Questions: Open-ended questions help uncover family needs, building trust and allowing for tailored conversations.
Overcoming Objections: Be prepared for objections and use them as an opportunity to provide more information and reassurance.
Creating Urgency: Emphasize the urgency of pre-arranging to highlight the risks of waiting and offer it as a solution.
Providing Peace of Mind: The goal is to give families peace of mind knowing their wishes are respected, easing future burdens.
Presentation Flow: A structured flow helps keep the conversation focused and ensures you address all necessary points.
Motivating Decisions: Tap into motivations like love of family, fear of loss, and pride of ownership to frame the benefits of pre-arranging effectively.
More Modules by Patrick
About the CXpert
Patrick Downey
Patrick has over 40 years of experience in the cemetery and funeral profession. He has worked in top sales leadership and management roles, building and developing successful sales and marketing programs for multiple cemetery and funeral firms. He also serves funeral and cemetery clients across the country as an independent sales training and coaching consultant.
Patrick is a past President of ICCFA and past Chancellor of ICCFA University, and continues to lead classes in the J. Asher Neel College of Sales and Marketing. He was awarded the honorary degree, Doctor of University, in 2019. His passion continues to be teaching, training, and coaching sales professionals and sales leaders in cemetery and funeral services.