CPC Sales Techniques & Marketing for Preplanning

Question 1

Which of the following is considered the most effective initial approach when prospecting for preneed clients?

Accepted Answer

Referrals from satisfied preneed clients and community partners

Answer

Cold calling unfamiliar households

Answer

Mass email campaigns to purchased lists

Answer

Door-to-door canvassing in residential neighborhoods

Question 2

In the preneed sales process, the 'needs analysis' phase primarily serves to:

Accepted Answer

Identify the client's wishes, values, and concerns to tailor the presentation

Answer

Determine the client's net worth and estate size

Answer

Present all available merchandise and service options

Answer

Complete required regulatory documentation

Question 3

A preplanning consultant who overcomes a client's objection by saying 'Many families feel that way at first; here is what helped them decide...' is using which technique?

Accepted Answer

The feel-felt-found method

Answer

The alternative choice close

Answer

The direct denial approach

Answer

The assumptive close

Question 4

Which marketing channel has shown the strongest return on investment for community-based preneed outreach in recent years?

Accepted Answer

Targeted social media advertising combined with community seminars

Answer

Television infomercials during late-night hours

Answer

Newspaper classified advertisements

Answer

Yellow Pages directory listings

Question 5

When a client says 'I need to think about it,' the most professional response is to:

Accepted Answer

Acknowledge the concern, ask what specific information would help, and schedule a follow-up

Answer

Immediately lower the price to encourage a decision

Answer

Leave all paperwork and wait for the client to call back

Answer

Inform the client that prices increase frequently and they should decide today

Question 6

A community seminar on preplanning is most successful when the presenter focuses primarily on:

Accepted Answer

Emotional and practical benefits of preplanning for the family

Answer

Detailed funeral pricing comparisons with competitors

Answer

Specific legal requirements for burial in the state

Answer

The funeral home's history and owner biographies

Question 7

The concept of 'value-based selling' in preneed means the consultant should:

Accepted Answer

Connect product and service features to the client's personal values and priorities

Answer

Emphasize discounts and lowest-price options to win the sale

Answer

Focus exclusively on premium merchandise to maximize revenue

Answer

Use standardized scripts regardless of the client's individual circumstances