DEAD Talks Sales Conference
2021 DEAD Talks Keynote Speakers
Winning by Design
Lori Salberg, CSE, CXE
Johnson Consulting Group
Please note all times are listed as Eastern Time
*Schedule subject to change
- Monday, January 11
- Tuesday, January 12
- Wednesday, January 13
- Thursday, January 14
- Friday, January 15
- Bonus Content
“Emerging Stronger: Using The Lessons From COVID To Rapidly Recover Revenue”
Victor A. Adefuye, Winning by Design
With the current challenges we are facing today, many companies have had to think outside the box to keep their businesses afloat. This is true in sales where most of it is done face-to-face. The truth is, virtual communication has been around for a long time but it wasn’t deemed important until now and after COVID-19, it will continue to grow. In this workshop, you will learn how to optimize your sales processes to leverage remote selling, how to develop a data model based on the conversion rate per calendared meeting, the latest advances in tools for online meeting and meetingless interactions, how to enable your team in real time with training, content, and best practices, and how to teach managers to focus on coaching their team members in skills for online meetings and meetingless selling.
Victor is a B2B sales leader with a passion for helping salespeople reach their highest potential. He began his career as an attorney where he developed his communication and presentation skills before leveraging these abilities in sales. Over his career, Victor has excelled in various sales roles, from quota-carrying salesperson to sales manager to VP of business development. He is a graduate of Duke University and the George Washington University Law School. Recently, Victor became a partner at Winning by Design, a premier provider of strategy consulting and coaching programs for sales and customer success organizations in the technology industry. The company was recently named by G2 as the #1 sales training and coaching company and was listed by Inc Magazine as one of the fastest growing companies in the country. Winning by Design is based in Silicon Valley and is trusted by more than 400+ global organizations.
Guided breakout sessions focused on management, cemetery and funeral homes on the best use of technology, social media and the impact it can have on business. Enter a café via Zoom link and join the conversation!
- Serving the Catholic Community: Paula Rathgaber-Gomez, Gino Merendino, Stu Irwin
- Serving the Cremation Consumer: Rick Miller, Chris Keller
Keynote: Better than Before
Lori Salberg, CSE, CXE, Johnson Consulting Group
“A good plan today is better than a perfect plan tomorrow.” In the wake of COVID-19, there’s no better quote to summarize how businesses have had to adapt to customer needs. The world is changing at a speed greater than any other time in history. Emerging technologies will account for 70% of global revenues in 10 years. We all talk about the “new normal” but it isn’t a term for the moment. The new “normal” will be living with constant change. How you respond and adapt are no longer acceptable. You need to plan and get ahead. To get ahead, understanding customer experience (CX) in your sales cycle is more important than ever. Learn how experience driven businesses increase sales opportunities, help close more deals, and generate more referrals.
Lori Salberg is director of J3Tech Solutions, a newly formed subsidiary of Johnson Consulting Group. Lori has 19 years of experience in cemetery and funeral home management and developing technology solutions for the industry. She is considered a thought leader with insights on national trends and has spent the past two years studying how customer experience impacts the bottom line. She has two customer experience certifications – one from the University of California, Irvine and the other from the Customer Experience Executive Academy. She is a member of the Customer Experience Professional Association. Lori serves as Chair of the ICCFA Membership Committee. She also serves as a member of the ICCFA Sales and Marketing Committee, the Catholic Cemetery Conference marketing and PR committee, and the NYSAC publications committee. She is a professor in the Hospitality and Cremation colleges at the ICCFA University.
The Consumer is Speaking, Are We Listening? A Look at What We’ve Learned…
Doug Gober, The Foresights Companies, LLC
In our profession, we can presume that we know what our clients want. However, today it is more important than ever to critically listen in order to understand what they want from us. Capturing consumer attitudes through research is relevant and necessary in normal times, but it is significantly more important in the midst of life-changing events.
In this presentation, Doug Gober will review the results of a nationwide, statistically relevant research study done in May of 2020 as the COVID-19 spread was prevalent. He will summarize how these results are helping shape what funeral service will look like in the future, particularly as it relates to prearranged events.
Doug Gober began his funeral service career 41 years ago as a sales representative in the casket industry. He has earned numerous national awards from various organizations within the deathcare industry. Doug also served as a consultant on various marketing and merchandising projects conducted on an international scale. In 2018, Doug partnered with The Foresight Companies in his quest to provide funeral and cemetery owners with successful business solutions. The Foresight Companies enables Doug to expand his service offerings to include accounting, business valuations, human resource services, strategic business analysis, family surveys, accounts receivable management and market research, as well as financing.
Future-Backwards: A New Way of Leading Organizations in a Highly Complex and Changing World
Olga Piehler, Making Everlasting Memories
COVID-19 has opened our eyes to the fast changing and adaptable requirements needed for organizations to survive, grow, and ultimately thrive. It has required us to jump leaps and bounds, embracing imposed change at an accelerated pace. It has challenged our preconceived notions of how things could be done. In other words, COVID-19 has been the biggest DISRUPTOR many of us have experienced in our lifetimes. The majority of businesses across all industries follow the ‘present-forward’ mindset in our visioning, growth strategy, and goal setting. Using this mindset, we operate from a current view of the business that it is extended into the future in which we can fall victims to the “present-forward fallacy” as we plan and prepare for our future business growth. In this session, Olga Piehler will speak about the ‘future-backward’ mindset that is required in order to go beyond an organization’s established ways and bring about the necessary transformative innovation that will help leaders produce the future-oriented growth strategies needed to navigate through the fast and complex, disruptive change present in today’s environment.
Olga Piehler has spent the last 2 decades helping people during the worst time of their lives after the death of a loved one. She has done this by being a team member at Making Everlasting Memories (MeM), a software service platform that aids funeral homes in the personalization of the services they provide to honor a life lived. Through her tenure at MeM, Olga has held all kinds of customer-facing roles starting as a product specialist going on to build and manage the customer service team, manage training and communications, and drive the implementation of new changes as a program development and implementation director. Today she is the director of program and business development. She likes to summarize her career with 4 S’s: Student (lifelong learner), Servant (helping others through customer service opportunities and team leadership), Sharer (teaching others through training and communications), and Solver (providing solutions that fulfill the needs of clients through business development). Olga is also the founder and chief igniter officer of MyWy.io, an organization driven to remove obstacles that get in an organization’s way to fulfill its purpose through an integrated approach focused on reducing the gap that exists within an organization’s aspirational values and practiced values.
Pre-Need: The 2020 Aftermath and Rebooting Our Sales Mindset Operating System
Tacye Vogel, White Stag Solutions
Adapting to the pre-need market post COVID-19 is critical for our success and it includes keeping anxiety, stress, and our inner child in check to increase our sales, income, and happiness. In this session, Tacye Vogel will show us how to embrace operating differently and why it matters, how to be flexible and have patience with prospects, and how to manifest by not working. She will walk us through what she implemented and changed in her business model to adapt to the world today and thrive!
Tacye has 22 years in the funeral and cemetery profession. She established www.WhiteStagSolutions.com in 2019. She takes her ‘in the trenches’ experiences to help funeral homes and cemeteries support their employees and the families they serve by providing training, infrastructure education, mindset attunement, and internal culture education. She helps firms acclimate to the forever shifting dynamics of deathcare. Tacye continues to write insurance contracts for both Homesteaders Life Company and Forethought Life Insurance Company, representing multi funeral homes in her area. She is a certified life tribute celebrant, a narrator, and a storyteller who recounts life stories at funerals and life ceremonies with tenderness, compassion, and love. She has adapted to the times by offering complete virtual services for families through www.lifetributecelebrant.com. She also represents Forget Me Not Ceremonies, a livestream memorial service company, in the United States. In addition, she has also worked as a family service counselor, sales trainer, leader of advanced planning, Aurora Casket representative,and professional speaker and trainer.
Guided breakout sessions focused on management, cemetery and funeral homes on going back to better. Enter a café via Zoom link and join the conversation!
- Cemetery: Phil Tassi, Mike Harens
- Funeral Home: Delana Pratt, Chris Rose
- Management: Doug Gober, Dan Lodermeier
12:00 – 12:05 pm
Keynote: Building Authentic Relationships
JC Quintana, Researcher, Speaker, and Author
The goal of providing meaningful experiences that meet the needs of families, make interactions with you easier, and are emotionally connecting can be a monumental task. In this presentation, researcher and author JC Quintana speaks about the seven most important elements to forging personal and business relationships.
JC Quintana is an internationally recognized business relationship psychology researcher, speaker, and author. He lectures as an adjunct professor of customer experience and design thinking at 12 major U.S. universities with a focus on the importance of designing meaningful business connections. He lives in Kennesaw, GA.
Stack the Deck: Fundamentals of Sales
Jill Lazar, Homesteaders Life Company
In this session, Jill Lazar will go over lead generation, becoming a subject matter expert, learning ways to connect to professionals in your community, listening to what your client is telling you, and building confidence by believing in what you are selling and saying. Also, you will learn how to overcome objections, ask for the appointment, and ask for the sale.
Jill Lazar, account executive with Homesteaders Life Company, is a 1989 graduate of the Pennsylvania State University and a licensed funeral director with over 25 years of experience. Jill’s primary focus for the majority of her career has been on helping families through the pre-planning process. She is a licensed funeral director, PA certified preplanning consultant, and president at the Carlisle Community Toastmasters.
The Power of Storytelling
Honnalora Hubbard, Coldspring
Think about some of the greatest lessons you’ve learned. There is likely a story behind each one of them. Recall the best marketing you’ve seen. It likely told a story. Think about the family you served that made an impact on you. You haven’t forgotten their story. Storytelling is as old as time and it’s how we learn, communicate, and grow sales. Yes, grow sales. Learning how to engage the families you serve through stories, not numbers and product details, will leave a lasting impression. In this session, you will hear real-life touching stories of how families have carried on the legacy of their loved ones because they’ve had a chance to share their stories. You will walk away with key actionable ways to shift your sales approach from merely finding a solution for your customer to wildly exceeding their expectations.
With a family background in funeral services and extensive experience in the deathcare industry, Honnalora Hubbard currently serves as a regional sales manager for Coldspring. Throughout her career, she has earned several prestigious sales awards and has 21 years of professional public speaking and ministry experience. Her dedication to the need for permanent memorialization is based upon her belief that every person dies twice, once when they pass away and the second being the last time someone whispers their name. With that in mind, Honnalora brings a strong sense of business acumen to her sales process including business development, sales leadership, and sales training. She drives world-class, value-added solutions supporting all avenues of permanent memorialization including bronze and granite memorials, private estates, community mausoleums, columbaria, and cemetery construction related sales.
Generating New Business from Your Existing Business: How You Can Create an Army of Raving Fans That Will Promote Your Business for You
Justin Stivers, The Probate Law Firm
Most business owners are consumed with getting “new” business. They are constantly looking for new marketing ideas that will lead to new prospects, which will lead to a new client. However, most business owners fail to tap into the marketing channel that already exists within their business: their existing clients. In this session, we will discuss how you can use simple and easy-to-implement tools and strategies that will increase client retention and actually cause these clients to be advocates of your business who will go out and sell your businesses services thereby creating a steady stream of new business.
Justin Stivers is a published author and attorney and proud owner of The Probate Law Firm located in Miami, FL. He obtained his undergraduate degree from Appalachian State University in Boone, North Carolina and his law degree from the University of Miami School of Law in Miami, FL. He recently served as a board member on the Miami-Dade County Bar Association and currently serves as an executive board member on the University of Miami School of Law alumni committee and is often making presentations to its members on how to raise money for various projects and increase membership.
Guided breakout sessions focused on management, cemetery and funeral homes on building personal relationships. Enter a café via Zoom link and join the conversation!
- Cemetery: Don Winsett, Gary Freytag
- Funeral Home: Brad Palmer, Phil Zehms
- Management – Mat Forastiere, Erin Creger
Keynote: How to Win New Families Online Through Relationships & Transparency – The New ‘Normal’
Ryan Thogmartin, DISRUPT Media
Why are online sales more about relationships than sales? In this keynote, Ryan Thogmartin will walk you through how to leverage social media to build relationships, what content will move the consumer down the marketing funnel, and how to use transparency to close the sale.
Ryan Thogmartin is a forward-thinking entrepreneur. As the CEO and founder of the globally known company, DISRUPT Media, he has helped businesses earn millions of dollars through social media marketing and lead generation. The relation building content created by Ryan and his DISRUPTORS for their 200+ funeral clients impacts over 7 million consumers every month. Ryan created connectingdirectors.com which has become the largest online news source for the funeral profession with over 40,000 monthly readers in 212 countries. He has been featured in Forbes and is a nationally known speaker having given over fifty keynotes and has consulted with publicly traded companies.
That Was Then, And This Is Now
Mitch Rose, The Woodlawn Cemetery & Conservancy
Nimia Rose, Woodlawn Cemetery & Conservancy
When the pandemic “epicenter” began to spread in NYC, all Funeral Homes, Crematories and Cemeteries, almost instantaneously, were submerged in a tidal wave of rising death tolls. Woodlawn is the only crematory in The Bronx and our burial/cremation rates skyrocketed to 200%+ levels for nearly (3) months. Every day our offices were filled by family members who lost their loved one to COVID- 19 while the fear of contagions was still unknown to everyone. The overtaxing of the capacity for our cemetery and crematory exposed an increasing level of stress on the bolts of our sales process and administrative internal controls. This session will examine what we did to keep safe, keep selling, keep organized and lighten the physical and mental stress of this new normal. The presentation describes the technologies deployed by Woodlawn and their adaptive business implementation. Attendees will gain insight into understanding identifiable sales & administrative TEAM solutions for a technology-based pandemic preparedness plan. The session also examines the needed business preparation for a sharp rise in techno-based business transactions work flow and the necessity of a conditional risk assessment to ensure business compliance. Our #1 priority was to keep our essential workers in sales, administrative, interment and crematory team safe while providing our families the dignity of saying goodbye, and technology made this possible.
Mitch Rose, CCFE, CCrE, is the president, CEO, and trustee of The Woodlawn Cemetery & Conservancy in Bronx, New York. Mitch has worked in the deathcare industry continuously for 30 years. He served as president of the Cremation Association of North America in 2018. He serves as Vice President of Education on the Board of Directors for the International Cemetery, Cremation & Funeral Association (ICCFA). He also serves on the New York State Association of Cemeteries board as chair of the supplier committee and a member of the government & legal affairs committee.
Nimia Rose is the administrative coordinator of The Woodlawn Cemetery in Bronx, NY. She has worked in both the insurance and deathcare industry for the past eleven years. Before joining Woodlawn, she was employed as a loss control representative insurance inspector providing thoroughly documented reports to clients to aid in insurance carrier coverage for new policies and renewals. As a detail oriented and customer sales service team player, her experience in streamlined cemetery administrative workflow processes while evaluating conditional risk assessment provides valuable insight into minimizing business risk in this new “contactless” world of selling.
Sales Success in a Virtual World
Ben Upton, Park Lawn Corporation
Our locations have always been very successful with group Aftercare meetings and group Pre-Need presentations but with the onset of COVID-19, our funeral homes and cemeteries were forced in to developing ways to continue our success in a virtual world. In this Dead Talk, Ben will provide you his proven do’s and don’ts for conducting Appointments, Aftercare, Webinars, and Group Discussions for Sales Success without ever leaving you home.
Ben Upton grew up in Hendersonville, TN and attended Tennessee Technological University and Western Kentucky University where he majored in horticulture and turfgrass management. After Western, he joined the United States Marine Corps where he was stationed out of Twenty-Nine Palms, CA with the 3rd Battalion, 7th Marines. Upon completion of his commitment, Ben received an Honorable Discharge. Ben’s cemetery and funeral career began as a community service counselor for SCI in Nashville, TN. He became a sales manager for the first time at Hermitage Memorial Gardens and Hibbitt and Hailey Funeral Home, later was asked to be the sales manager for Woodlawn Memorial Park, Brentwood Funeral Home, and Eastland Funeral Home. He was the area sales manager for Evergreen Services, led the resurgence of Community Service for SCI, and an area manager for Stewart Enterprises. Ben also spent just under three years as the field sales manager for Matthews International covering TN, AR, and MS. After leaving Matthews, Ben was the vice president of sales and marketing for Harpeth Hills and A Family Legacy in Nashville, TN. Currently he is the director of sales for Park Lawn’s South Region.
Communicating What People Don’t Want to Hear & Increase Revenue Doing It
Laura Langsdorf, Image Focus
In today’s marketing world, we talk a lot about technology and your digital footprint. But what really matters most is your message. Creating actual reasons why people should act, respond, engage and buy in a billboard type soundbyte is critical to the success of your business.
For decades the funeral profession has relied on messages like the most caring and compassionate staff, the best facility, blah blah blah. In an era where it’s proven that humans have less attention span than that of a goldfish it’s time to be direct and to the point. With cremation continuing to trend we need families to understand the importance of a service and the need for a place of permanent memorialization. I say, tell them what the future looks like if they are left behind in a closet or are perched on someone’s mantle, and increase your revenue while doing it.
High energy, no caffeine required! As founder of Image Focus, Laura Langsdorf has decades of executive level marketing expertise in the funeral profession. From funeral homes and cemeteries to combos, profession partners, vendors, manufacturer’s and more she knows the landscape, how to move the needle and even sell pre-need. Her special brand of straight-shooting counsel, forward thinking strategies, creative vision, thorough process and wide array of marketing solutions are sharply focused on increasing sales and market share. Learn how you can turn a once perceived taboo conversation into a real opportunity to communicate your value and your revenue.
Guided breakout sessions focused on management, cemetery and funeral homes on the best use of technology, social media and the impact it can have on business. Enter a café via Zoom link and join the conversation!
- Cemetery: Nick Timpe, Jimmy Pinocchio
- Funeral Home: Welton Hong, Ellery Bowker
- Management: Lori Salberg / Larry Michael
Lesson with Sommelier Angie An
Courtesy of Ring Ring Marketing, ICCFA is proud to offer some lighthearted fun after our Conversation Cafés on Thursday. Sommelier Angie An will be joining us to share her expertise. In her hour-long session, Angie will cover the following:
- How to taste wine like a pro
- Common wine myths explained
- How to order wine in a restaurant
- Tips for buying, gifting, and collecting wines
Angie An was born and raised in Taipei, Taiwan, and moved to California in 1996. In 2004, at the age of 21, she discovered the wonders of wine and never looked back. Absolutely fascinated by the seemingly endless possibilities of different aromas and tastes, she knew then that there was nothing else in the world that she would rather be other than in the wine business! Angie formerly served as Sommelier and Wine Buyer at Alexander’s Steakhouse (Cupertino, California). During her time there, the restaurant earned its first Michelin Star and won the prestigious Wine Spectator’s Best Award of Excellence. She also spent time as Hotel Key Account Manager at the Regal Wine Company, as well as working at K&L Wine Merchants as the old and rare wine specialist. Today, she runs her own company – Angie Somm.
Keynote: Maximizing Personal Potential
Dana Potthoff, Southwestern Consulting
In this virtual world of constant connection and critical comparison, so many people are doing more than ever before while often feeling like they’re not doing enough. There’s a difference between failing and failure and a difference between being THE best and doing YOUR best. The difference in the details is tiny but the impact on outcomes is huge. In this powerful keynote, Dana Potthoff draws on her personal experience as a former athlete and top producer as well as her interactions with thousands of incredible men and women as a professional sales & leadership coach. The lessons she shares will inspire audiences to break belief barriers, take ownership over their circumstances, and passionately jump into meaningful action on the path to maximizing their potential. She’ll share the common mistakes many people make as they strive to succeed and will teach audience members how to identify and maximize the critical keys to unlocking and achieving their own personal bests.
Dana Potthoff has worked with executives and team members at hundreds of organizations providing them with tools to maximize their potential & increase productivity. She has a specific passion for working with women, helping them break through belief barriers, shatter self-doubt, and overcome obstacles to fulfill lives of purpose and impact. A native of San Diego, CA, Dana graduated cum laude and earned degrees in communications, Afro-American studies, and Spanish from UCLA. As a member of the university’s rowing team, she learned valuable lessons about perseverance, teamwork, leadership, and mental fortitude. When a spinal injury abruptly ended her collegiate athletic career, Dana turned her attention to business, working in PR and marketing. She quickly discovered a passion and talent for mentoring, business building, and consulting. For more than five years, Dana has been a sought-after speaker, trainer, and sales and leadership coach with Southwestern Consulting. In 2016, she fulfilled a lifelong dream of moving to New York where she built a thriving coaching business from scratch, finishing that year as the #1 producer in the company – a position she’s held for three consecutive years. She remains the fastest woman to achieve partner status in the company’s history.
Recruiting and Onboarding in a Virtual World
Erin Creger, Envision Strategic Partners
Erin Creger will walk you through the best online recruiting platforms, creating interest from those outside the industry, proactively finding qualified and licensed candidates, and creating a simple and efficient interview process. She will also cover what is most important in the first thirty days of onboarding, using technology for training and accountability, the importance of team support and motivation, and the best use of virtual and digital tools.
Erin Creger joined the deathcare industry almost seven years ago after a personal experience with her grandmother helped her discover her passion for helping families pre-arrange. Before that, she worked as a sales leader for over 20 years. Those years of direct selling and team building helped prepare her for a rewarding career in the funeral industry as a pre-need sales counselor and manager at Larkin Mortuaries. She earned the Homesteaders Life ‘Rookie of the Year Award’ in her first year and maintained the “Million Dollar Producer” status and won multiple awards for her sales efforts over the next three years. As a pre-need sales manager, Erin now recruits, trains, and motivates a successful sales team and supports some of the most successful and compassionate pre-planning sales counselors in the country.
Sales Team Motivation at a Social Distance
West Foulger, Envision Strategic Partners
We are in a profession where the day-to-day interaction with our sales team is crucial to success and in creating a positive team culture. We have a new challenge with small sales teams when we have to social distance. However, it has always been a challenge when you have a sales team spread across multiple locations and/or multiple states. In this session you will learn how to make a long-distance relationship work (no, not that kind!). New technologies allow us to connect through several different platforms to keep us all linked and on the same page. The days of the old conference room, folding chairs and a white board are over. Team motivation has gone virtual!
West Foulger has been a leader in the deathcare industry for over 22 years, focusing primarily on pre-need cemetery & funeral sales and marketing. His experience at SCI, Stewart Enterprises, as well as other public and privately owned companies prepared him to co-found the third party marketing company, Envision Strategic Partners January of 2016. He has helped develop and execute innovative ways to build a strong and lasting preneed sales program. Throughout his career he has successfully worked with over 50 funeral home brands both in corporate and family owned sectors.
Determination, Transformation and Growth
Andy Lopez, Foundation Partners
In the uncertain times that we currently live in, we must tap into the internal drivers to persevere and drive a winning strategy. Determination, transformation and growth are tied together by the driven mindset, the willingness to adapt and the exponential growth that comes from refusing to fail. A story of a little kid, candy sales and a winning strategy that can transform a life and deliver results. This session will share some insights into how to coach your teams to win even when encountering a mountain of adversity.
Andy Lopez is the area sales director for Foundation Partners (Area 1) and a member of the ICCFA Board of Directors. He has been in the funeral profession for over 20 years, and his professional experience has made him a recognizable expert in sales, marketing, product sourcing, and operational process implementation. Throughout his career, he has been one of the driving factors behind innovation and personalization products for the funeral industry. He has owned a casket company, provided sales and marketing consulting to industry leaders, and continues to develop high performing sales teams. He was consistently one of the top five market sales directors in the country for Service Corporation International, the largest funeral service provider in the world. He is passionate about helping funeral homes provide the highest level of service for the families they serve and has spent time in hundreds of funeral homes across the nation. He is a trusted advisor to some of the most prominent funeral home and cemetery owners in the country. Andy holds several committee positions for the ICCFA and is also on the board for several non-profit groups.
We’re offering even more sales content for DEAD Talks 2021 registrants! Gary O’Sullivan and the team at The System University will be providing two bonus videos available before the event to all registrants. These videos will provide information valuable to new and seasoned sales professionals.
The System University
Gary O’Sullivan, Gary O’Sullivan Company
Bonus Video #1: The Discovery of A Powerful New Idea! That Can Help Ensure Your Sales Are More Predictable, More Controllable, and Most Important, More Repeatable
When you ask the average salesperson and many sales managers why they had a good week, and you will hear things like, “Well, we just had our mojo going.” Or, “A lot of things we had been working on, just all came together at one.” The message of methods or processes being executed well, are rarely mentioned
When a salesperson has a poor performance and what happened, the reply is usually filled with anecdotal comments like,” “The economy is terrible,” “Our competitors had a big promotion,” “Well I had a lot of things that should have come through, however, they fell through.” When a sales manager’s location underperforms you may hear, “Well Jack was out sick and Betty was on vacation,” “We didn’t have any incentives that got our people excited,” or I’m really not sure, but I have a feeling next week is going to be awesome!” Rarely, is given a clear explanation as to the activities and outcomes that should have happened didn’t and in many cases they don’t know why.
What is behind the meaning, “I really don’t know why I had a good week or why I had a bad week.” This was the discovery that Gary O’Sullivan, CCFE and David Shipper made almost 13 years ago. From this realization, they created a simple, yet powerful process and have helped hundreds of sales organizations discover the real answer to these questions and how to manage it
This first video explains the answer to this industry dilemma with actionable advice you can use today! When this model is followed sales organizations discovers how they can make their sales revenues more controllable, predictable, and repeatable.
In fact, doing this one thing every day will increase pre-need sales of almost every salesperson you have without any additional training or expense.
Bonus Video #2 – Learning to Sell by Process and Not Personality
Most salespeople do not have a training method or process, that is reliable and teachable, that help most anyone learn to sell.
Too often the sales training of a new recruit can consist of things like this. “Come with me on this appointment and I will show you how it is done.” “I am going to have you shadow Bob today, and you will see how this is done.”
The problem here is watching someone do something is nothing like learning the skill set or process of how to get results. The days of “watch me”, “follow Bob around all day,” were never effective and today, by the people you are hiring are seen is a poorly run sales organization. Today, more than ever, people want to know, “Why to.” “How to.” “What to,” and “When to.” They want to know your selling process, what is expected of them, and what the outcomes of their efforts should yield them in terms of accomplishment and income potential. You must remember, “Confused people don’t act.” That is why it is so critical that your sales team is clear on what activities should be accomplished every; and as a result, what the outcome of that effort should be.
That is why David Shipper and Gary O’Sullivan created The System University. This ground-breaking online training and development process is the profession’s only complete pre-need selling educational platform. They define a selling system as, “A set of proven and defined methods, process, and measures which achieve the desired results with implemented properly.” By following this tested and proven process, you will learn how to generate more sales more consistently.
From prospecting to closing, in this bonus video Gary defines the philosophy and importance of making a complete pre-need presentation. He will show you why he defines a pre-need presentation as a series of events that when delivered properly and professionally will lead your prospects to an obvious conclusion
What is the obvious conclusion? That your prospect has come to the obvious conclusion that securing the protection and peace of mind that purchasing pre-need offers their family is something they should do for their family.
From learning how to manage objections to making the call, to the steps of and effective presentation, from better understanding the importance of have your prospect engaged, to managing the objection to the purchase and how to make your closing sequence a positive and assumptive process.
Gary O’Sullivan, CCE, is president of the Gary O’Sullivan Company, a consulting firm specializing in the cemetery and funeral profession. Gary is also a nationally recognized speaker, trainer, and author. From entering sales at the age of 18 and selling door-to-door for family-owned businesses to a senior vice president for a publicly traded company, Gary has experienced mostly every aspect of the business environment.