Sales Techniques & Marketing for Preplanning Flashcards

Which of the following best describes the 'assumptive close' technique in preneed sales?

Answer: Proceeding as though the client has already decided to move forward, using language like 'When we schedule the arrangements...'

The assumptive close moves the conversation past the decision point by speaking as though agreement has been reached, which reduces decision anxiety for the client.

A preneed consultant is building a referral network. Which professional is most strategically valuable to include?

Answer: Elder law attorneys and financial planners

Elder law attorneys and financial planners regularly advise clients on end-of-life planning, making them ideal referral partners who can recommend preneed consultants at the right moment.

In preneed marketing, 'at-need conversion' refers to:

Answer: Converting a grieving at-need family into a preneed purchaser for surviving family members

At-need conversion means identifying opportunities during or after an at-need arrangement to discuss preneed planning with surviving family members who just experienced the value of preplanning.

Which statement about following up with a preneed prospect is most accurate?

Answer: Consistent, value-added follow-up at appropriate intervals is professional and expected

Professional preneed sales involves consistent follow-up that adds value (such as sharing relevant information), as many clients require multiple contacts before making a preplanning decision.

When presenting preneed options to a prospective client, the consultant should present the pricing:

Answer: After establishing rapport and understanding the client's needs, sandwiched between benefits

Presenting price after rapport has been established and needs identified—surrounded by the value and benefits the client cares about—reduces price resistance and increases perceived value.

A preneed marketing piece must legally include which type of disclosure in most U.S. states?

Answer: Information about consumer rights and the availability of a General Price List

Federal Trade Commission Funeral Rule requirements and most state regulations require that consumers be informed of their right to receive a General Price List and understand their consumer protections.

Which of the following describes a 'warm market' strategy in preneed sales?

Answer: Reaching out to people with whom the funeral home already has a prior relationship

A warm market strategy targets individuals who already have some relationship or familiarity with the funeral home—such as at-need families, community members, or prior contacts—resulting in higher receptivity.