Important Questions

[inreverse]

"One of the key attributes in being a great salesperson is in asking purposeful questions, and listening intently." Allan Himmelstein

What open ended questions do you feel are the most important to ask in your presentation?

1. Why did you send in the card ( or respond to the phone call).?
2. Tell me about your experience with funerals?

 

[jdeasy]

"One of the key attributes in being a great salesperson is in asking purposeful questions, and listening intently." Allan Himmelstein

What open ended questions do you feel are the most important to ask in your presentation?

1. Why did you send in the card ( or respond to the phone call).?
2. Tell me about your experience with funerals?

The first thing I do when I get in the home is find out why they sent in the card. I do not proceed until that is established. If that cannot be established I do not do a presentation. I give them my card, thank them for their time and leave.

If I have a "secret" it's that. I do not make presentations to uninterested people.

 

[SportsNut]

I agree with the concept of establishing the reason for the card being sent in. But I also assume that since they did send in the card, and they've also agreed to an appt, that they do have a level of interest or I wouldn't be there. But, if they are distant and refuse to engage then there is no point on going futher, as stated... but I rarely get this response.

You've got to place Granny into the moment... have her take ownership of the problem that exists, no funding for her final expenses. Assuming she isn't ready to face or tackle that problem yet, this is how I like to go about that.

Who is going to handle your final expenses? My daughter Mary. I then like to get a little feedback and info about Mary... have Mom talk about what a responsible and caring child Mary is. Me: I'll bet she gets that from her Mother...

Let me paint a picture for you Mrs Jones. Let's say tomorrow at this time your daughter Mary is sitting before the funeral director. He will first offer his condolences, then eventually ask Mary how she plans to handle Moms funeral expenses? Then ask her for a check for (5K, 7.5K 10K). Will Mary be able to write that check? If not... then

What was supposed to be a time for greiving for Mary is now a time of major stress and disfunction of not being able to pay for Mom's funeral. Do you want your daughter to have to deal with this problem in that manner?

Why don't you let me help you solve that problem for you and Mary...? Doesn't that make sense?

You gotta make Granny [gone] and have her mentally acknowledge what havoc this will create for those that she cares so much about and leaves behind. It is all easy after that.

 

[Rearden]

.............................Why?

 

[coloradoseniormarket]

.............................Why?

You've got to place Granny into the moment... have her take ownership of the problem that exists, no funding for her final expenses. Assuming she isn't ready to face or tackle that problem yet.

Let me paint a picture for you Mrs Jones. Let's say tomorrow at this time your daughter Mary is sitting before the funeral director. He will first offer his condolences, then eventually ask Mary how she plans to handle Moms funeral expenses? Then ask her for a check for (5K, 7.5K 10K). Will Mary be able to write that check? If not... then

What was supposed to be a time for grieving for Mary is now a time of major stress and dysfunction of not being able to pay for Mom's funeral. Do you want your daughter to have to deal with this problem in that manner?

 

[jdeasy]

^^Readen was answering the OP. Not asking why to Sportsnut.

 

[theinsuranceman]

I agree with the concept of establishing the reason for the card being sent in. But I also assume that since they did send in the card, and they've also agreed to an appt, that they do have a level of interest or I wouldn't be there. But, if they are distant and refuse to engage then there is no point on going futher, as stated... but I rarely get this response.

You've got to place Granny into the moment... have her take ownership of the problem that exists, no funding for her final expenses. Assuming she isn't ready to face or tackle that problem yet, this is how I like to go about that.

Who is going to handle your final expenses? My daughter Mary. I then like to get a little feedback and info about Mary... have Mom talk about what a responsible and caring child Mary is. Me: I'll bet she gets that from her Mother...

Let me paint a picture for you Mrs Jones. Let's say tomorrow at this time your daughter Mary is sitting before the funeral director. He will first offer his condolences, then eventually ask Mary how she plans to handle Moms funeral expenses? Then ask her for a check for (5K, 7.5K 10K). Will Mary be able to write that check? If not... then

What was supposed to be a time for greiving for Mary is now a time of major stress and disfunction of not being able to pay for Mom's funeral. Do you want your daughter to have to deal with this problem in that manner?

Why don't you let me help you solve that problem for you and Mary...? Doesn't that make sense?

You gotta make Granny [gone] and have her mentally acknowledge what havoc this will create for those that she cares so much about and leaves behind. It is all easy after that.

That's the way...paint some mental pics of the financial embarassment her daughter will feel when she doesn't have the $$$ to pay mom's funeral.

"Your daughter doesn't ask for this responsibility and embarassment. You do love your daughter don't you Ms. Jones? Would she be the one that you want all this $$$ to go to?"

 

[quackattack99]

I agree with the concept of establishing the reason for the card being sent in. But I also assume that since they did send in the card, and they've also agreed to an appt, that they do have a level of interest or I wouldn't be there. But, if they are distant and refuse to engage then there is no point on going futher, as stated... but I rarely get this response.

You've got to place Granny into the moment... have her take ownership of the problem that exists, no funding for her final expenses. Assuming she isn't ready to face or tackle that problem yet, this is how I like to go about that.

Who is going to handle your final expenses? My daughter Mary. I then like to get a little feedback and info about Mary... have Mom talk about what a responsible and caring child Mary is. Me: I'll bet she gets that from her Mother...

Let me paint a picture for you Mrs Jones. Let's say tomorrow at this time your daughter Mary is sitting before the funeral director. He will first offer his condolences, then eventually ask Mary how she plans to handle Moms funeral expenses? Then ask her for a check for (5K, 7.5K 10K). Will Mary be able to write that check? If not... then

What was supposed to be a time for greiving for Mary is now a time of major stress and disfunction of not being able to pay for Mom's funeral. Do you want your daughter to have to deal with this problem in that manner?

Why don't you let me help you solve that problem for you and Mary...? Doesn't that make sense?

You gotta make Granny [gone] and have her mentally acknowledge what havoc this will create for those that she cares so much about and leaves behind. It is all easy after that.

Great stuff! Thanks

 

[Rearden]

Sometimes I wonder if y'all think all seniors are in denial and complete ignorance of death.

By all means, paint a picture, but ask questions and paint a picture about what concerns them, not something you think is important.

 

[WinoBlues]

Pretty much what everyone else said.

I prequel my appointments before I go out. If not doing the whole thing by phone.

I always ask who the Beneficiary will be. I also ask if you die tonight what do you want the policy to accomplish.

I want to find their problems.