CPC Sales Techniques & Marketing for Preplanning 2 — Questions and Answers
Question 1: Which of the following best describes the 'assumptive close' technique in preneed sales?
- Asking the client directly if they are ready to sign the contract
- Proceeding as though the client has already decided to move forward, using language like 'When we schedule the arrangements...' (Correct answer)
- Offering two package options and asking which the client prefers
- Presenting a deadline after which pricing will no longer be available
Correct 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.
Question 2: A preneed consultant is building a referral network. Which professional is most strategically valuable to include?
- Local restaurant owners
- Elder law attorneys and financial planners (Correct answer)
- Real estate agents who specialize in vacation properties
- Sports coaches at the local recreation center
Correct 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.
Question 3: In preneed marketing, 'at-need conversion' refers to:
- Converting a grieving at-need family into a preneed purchaser for surviving family members (Correct answer)
- Switching a client from one funding vehicle to another
- Transferring a preneed contract to a different funeral home
- Converting prepaid funds into trust investment vehicles
Correct 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.
Question 4: Which statement about following up with a preneed prospect is most accurate?
- One follow-up call is sufficient; additional contact is considered harassment
- Consistent, value-added follow-up at appropriate intervals is professional and expected (Correct answer)
- Follow-up should only occur if the prospect initiates contact
- Sending daily emails demonstrates dedication and increases closing rates
Correct 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.
Question 5: When presenting preneed options to a prospective client, the consultant should present the pricing:
- Starting with the most expensive package to anchor expectations high
- After establishing rapport and understanding the client's needs, sandwiched between benefits (Correct answer)
- At the very beginning of the meeting to establish transparency immediately
- Only after the client specifically asks, to avoid early resistance
Correct 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.
Question 6: A preneed marketing piece must legally include which type of disclosure in most U.S. states?
- A list of all local competitors and their prices
- Contact information for the state funeral regulatory board
- Information about consumer rights and the availability of a General Price List (Correct answer)
- The funeral home owner's personal financial statements
Correct 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.
Question 7: Which of the following describes a 'warm market' strategy in preneed sales?
- Targeting communities in warm geographic climates where elderly populations retire
- Reaching out to people with whom the funeral home already has a prior relationship (Correct answer)
- Marketing preneed plans at high-temperature community events like summer fairs
- Focusing marketing efforts on younger age groups before they think about death
Correct 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.
CPC Sales Techniques & Marketing for Preplanning 2
Which of the following best describes the 'assumptive close' technique in preneed sales?