Before we continue with preneed funeral let me just say if you're a consumer and wanting to know how a preneed funeral works this is not the site for you.

If you sell preneed than please continue with this article on preneed funeral.

A Prearranged Funeral and/or helping someone plan a preneed funeral goes back thousands of years.  The ancient Egyptians are probably the most well known for arranging their final resting place while still alive but every culture out there has some sort of preneed funeral arrangement type of concept.

It is a fact of life.  Now, I realize that way back then there wasn't really funeral homes as we know it but never the less, preparation of the body for a final resting place "in advance" is more common than you think.

So, what is your job with a preneed funeral?  Well, before I answer that some of you might preplan cemetery arrangements and some preplan funeral and some do both and some see families after there's been a death and do some type of planning in advance.

Preneed sales is about understanding that you can help and should help your prospect make arrangements NOW for a death that will come later.  All of us are going to die one day.  It is the reality of death and taxes.

So, how to do a pre-arranged funeral?

The first step is to forget about selling products and services because preneed is about taking care of a problem we all have.  That problem is death.  Once we die someone, usually a loved one from spouse to close relative, will have to deal with this problem.

So, remember people do preneed funeral because they love someone.  It's as simple as love.

But, how do you sell "love"?

First, you need a great presentation.  You can click here for more on presentations.

I can't emphasize this enough.  You cannot sell preneed without a great presentation.  Your presentation sells it.  Selling preneed funeral is the softest close you'll ever experience.  There is no selling involved.

See Also:

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Business Networking Ideas for Pre-Arrangement Sellers

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There’s a common misconception among many pre-need sellers and preneed funeral sales training in general that the most important thing you can do when challenged is to bend over backwards to lower your prices.

This could very well be a recipe for disaster.

For example, K-Mart once dominated the low price position, until Walmart took it away from them.  Now K-Mart is pretty much in shambles.  This demonstrates the high risk of acquiring
a customer purely based on having the cheapest prices.

Larger cemeteries & funeral homes and big dumb corporations are constantly playing with price, lowering as a strategy to get more business.  There’s no doubt that you can essentially buy
pre-arrangements by reducing your prices, you can build a cheap pre-need business entirely based on price, as Motel 6 has demonstrated.

But history tells us that the cheapest priced funeral homes and cemeteries are much more vulnerable than the highest priced businesses.  Here’s why: a Nordstrom customer prefers
Nordstrom for a combination of reasons, including quality merchandise, knowledgeable and courteous salespeople, legendary service, pleasant shopping environment, satisfaction
guarantees, etc. vs., say, the K-Mart customer who would prefer shopping elsewhere if it wasn’t for their need for the cheapest price.

And, ironically, the cheapest customers are always the biggest headaches,
which is preneed funeral sales training 101.

They’re more than happy to “price” shop you and go somewhere else.  But, when you think about it, a competitor must alter a number of factors to steal a customer from a Nordstrom.

There’s been enough studies out there that proves people don’t list “price” as the number one factor when purchasing.

So, if you’re in that “el cheapo” market best to get out now because, it takes the same amount of energy to find the cheap “no-service” pre-arrangements as it does to find the full service arrangements.  Remember, Nordstrom’s provides service…try finding someone to help you or has a clue at a “lowest priced” outfit, any outfit.

If you’d like to discover savvy secrets to pre-need selling think “presentation” first.

CLICK HERE for Preneed Scripts & more.

You might check out a sister site for more on preneed funeral sales training that goes into more depth with Selling Preneed, Click Here and opt-in for a daily Preneed Tip -  a daily pre-need strategy and link to grab Pre-Need Scripts.

Happy Selling!

David....