Description
The Power to Sell Preneed
Comprehensive 10–disc video training program
This 10-disc video program is the most comprehensive how-to — and why-to— training program available today for professionals in the prearrangement industry. Now you can have Gary O’Sullivan — one of the nation’s most sought-after keynote speakers, trainers, and consultants — as your personal sales trainer. Through these videos, Gary will share with you his unique insights into the challenges and solutions of selling preneed. Here’s what you get from this 10-disc video program:
Making a Career of Selling Preneed
- The difference between a career and a job
- The ServiceSelling concept
- What will have the biggest on your future
Selling the Preneed Concept
- Why you don’t sell what it is
- The purpose of preneed
- What people really buy
The Power to Prospect – Part One
- The reason most people fail
- Where the sales process starts
- Six concepts for effective prospecting
The Power to Prospect – Part Two
- Why prospecting is the key to sales success
- How self-motivators can keep you going
- Where do you spend your time prospecting?
Learning to Deal with Rejection
- Why people don’t prospect
- Warning signs that you fear rejection
- How to manage prospecting reluctance
Effective use of the Planning Guide
- How it’s a marketing tool
- How to present the guide
- How to get referrals using the guide
The Value of Making an Effective Presentation
- Learn where the presentation begins
- Why a structured presentation is essential
- How to use logic and emotion
Overcoming Objections
- Learn why objections are good
- Why people give objections
- Six steps to overcoming objections
Concepts on Closing the Sale
- Learn where you start closing
- Why closing is serving
- How to help your prospect to decide
How to Get Referrals
- Why most people don’t get referrals
- Why referrals are the best lead source
- Concepts on how to ask
Audience: Sales Professionals, Sales Managers
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