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

Referrals from existing satisfied clients and community partners yield the highest conversion rates and build trust most efficiently in preneed sales.

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

The needs analysis phase uncovers the client's personal wishes, concerns, and priorities so the consultant can present relevant solutions rather than a generic pitch.

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 feel-felt-found method normalizes the objection, shows empathy, and provides social proof from similar clients to move the conversation forward.

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

Combining social media advertising with in-person community seminars builds awareness and personal connection, making it one of the most cost-effective preneed marketing strategies.

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

Acknowledging the hesitation, identifying the underlying concern, and scheduling a follow-up keeps the relationship respectful and the sales process moving without high-pressure tactics.

CPC - Certified Preplanning Consultant Practice Test

CPC - Certified Preplanning Consultant Practice Test

CPC Sales Techniques & Marketing for Preplanning