CPC Sales Techniques & Marketing for Preplanning 2

Question 1

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

Accepted Answer

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

Answer

Asking the client directly if they are ready to sign the contract

Answer

Offering two package options and asking which the client prefers

Answer

Presenting a deadline after which pricing will no longer be available

Question 2

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

Accepted Answer

Elder law attorneys and financial planners

Answer

Local restaurant owners

Answer

Real estate agents who specialize in vacation properties

Answer

Sports coaches at the local recreation center

Question 3

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

Accepted Answer

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

Answer

Switching a client from one funding vehicle to another

Answer

Transferring a preneed contract to a different funeral home

Answer

Converting prepaid funds into trust investment vehicles

Question 4

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

Accepted Answer

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

Answer

One follow-up call is sufficient; additional contact is considered harassment

Answer

Follow-up should only occur if the prospect initiates contact

Answer

Sending daily emails demonstrates dedication and increases closing rates

Question 5

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

Accepted Answer

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

Answer

Starting with the most expensive package to anchor expectations high

Answer

At the very beginning of the meeting to establish transparency immediately

Answer

Only after the client specifically asks, to avoid early resistance

Question 6

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

Accepted Answer

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

Answer

A list of all local competitors and their prices

Answer

Contact information for the state funeral regulatory board

Answer

The funeral home owner's personal financial statements

Question 7

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

Accepted Answer

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

Answer

Targeting communities in warm geographic climates where elderly populations retire

Answer

Marketing preneed plans at high-temperature community events like summer fairs

Answer

Focusing marketing efforts on younger age groups before they think about death