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

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?

Accepted Answer

Elder law attorneys and financial planners

Answer

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:

Accepted Answer

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

Answer

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?

Accepted Answer

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

Answer

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:

Accepted Answer

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

Answer

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.

CPC - Certified Preplanning Consultant Practice Test

CPC - Certified Preplanning Consultant Practice Test

CPC Sales Techniques & Marketing for Preplanning 2