Perhaps in a simpler day where funerals were funerals, men were men and all seemed right with the world; we funeral directors could play the part of gentleman farmer and remain aloof from the selling of funerals. Of course the best funeral directors have always known how to tell a compelling story which helps families make meaningful (and profitable) choices in their funeral selections. Overall though, we have spent far too little time as and industry cultivating those talents and honing those skills, and now we have the challenge of 10 times as many ideas and choices and options to organize and present to our families.
For those of you who want to challenge your thinking and jump start your salesmanship energies, I have posted a PDF file for you to download. This comes direct from TomPeters.com and gives you a quick blast of thoughts and ideas about selling. Don't expect a textbook and understand also that Peters works with lots of BIG organizations so you will have to tweak some of the language for the funeral home setting. Nevertheless, he's GO IT and we all need to better understand the needs and purpose behind the best kinds of sales and selling.
Give it a look: Download Sales111_012806.pdf
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