Preplanning Process & Strategy Flashcards

What is a key principle of consultative selling in preplanning?

Answer: Act as a trusted advisor guiding informed decisions

Consultative selling positions the consultant as a guide, not a pusher.

Which best describes a 'referral' strategy for preplanning?

Answer: Asking satisfied families to introduce friends and relatives

Referrals from satisfied families carry trust and convert well.

Why is documenting every client interaction important?

Answer: For accuracy, follow-up, and compliance

Records support continuity of service and regulatory compliance.

What should a consultant do at the end of a preplanning appointment?

Answer: Summarize decisions and agree on clear next steps

A clear summary and next step maintain momentum and clarity.

Which statement about preneed funding is accurate?

Answer: Regulations and available funding methods vary by state

State laws govern trusts and insurance-funded preneed arrangements differently.

How does a consultant best build credibility with a skeptical client?

Answer: Be transparent, provide written details, and avoid pressure

Transparency and respect for the client's pace earn trust.

What is the main purpose of a follow-up call after a preplanning appointment?

Answer: To answer questions and show continued care

Follow-up shows care and resolves open questions.