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Increase Your Selling Power! Exclusively for cemetery and funeral preneed sellers and family service staff! This groundbreaking seminar will show you: The differences between preneed sales and other types of sales ... and how to make those differences work for you How to combat that potential sales career buster -- prospecting reluctance Surefire ways to set appointments, whether by phone or in person Basic principles for making your presentations more effective Tools to help you obtain and use client referrals How to handle objections professionally and with ease Words and actions that are proven to make the close Tips on accenting the service in your family service program Session Descriptions Gary O'Sullivan, CCE Dates and Locations Hours Registration Prices Continuing Education Credits Cancellation Policy Download Registration Form Unable to download this form? Try installing Adobe Acrobat Reader. Session Descriptions Session One The Philosophy of ServiceSelling Every selling process has a fundamental philosophy driving it. In this session you will gain a deep understanding of how selling with a service attitude can help you sell more. Learn how to develop a sense of purpose that can lead to power. Integrity and Ethics in the Sales Process Some think that sales and truth are two words that cannot be used together. How sad for the selling profession as a whole. We will discuss how these key elements not only are the right thing to do, but how they can empower your sales efforts and success. Learn why top executives value integrity. Understand how integrity can increase your confidence. Selling the Preneed Concept Whether you are involved in family service or other types of preneed sales, selling cemetery or funeral services before need is a conceptual sales process. In our profession we sell what it does, not what it is. Not understanding this important aspect can cause you to miss the opportunity to serve more families. Understand what people really buy ... and your role in helping them make that buying decision. Session Two Dealing with Prospecting Reluctance Prospecting reluctance can destroy a great sales career. We will learn how to recognize this common problem, better understand its causes and effects, and develop successful strategies to manage it. The Formula for Success What must you do to succeed in the prearrangement profession? Can it be reduced to a simple mathematical type formula? You will get a firsthand look at this formula and learn how to apply it every day to ensure that you are doing the right things to get the right results. Learn the elements of the success formula and use it to keep yourself focused and on track. Session Three How to Always Have People to See Having people to see on a consistent basis is perhaps one of the most critical elements of the sales process. Learn how to ask the right questions. Discover the concepts, attitudes and words to use to get the results you need. Develop a strategy that gets results. Making the First Sale -- The Appointment If you don't make this sale, you don't make any sale. The appointment process is a unique sale of its own and you will learn how to build the value and make the sale. On the phone, at the door or in other venues, the principles are the same. Learn concepts and words to use to become more effective in appointment setting. Find out how to see more people in less time. Understand what you are selling and what it costs when you ask for an appointment. Session Four The Power and Value of Memorialization Memorialization is important to the life of a nation and the life of an individual. In this session, you will gain new insight into the reasons memorialization is a vital part of our very human existence. Understand what it means to a nation, a community, a family. Learn how to communicate this concept to sell the value of what we represent. The Power Uses of Any Planning Guide In this session you will learn not only how to use this effective and valuable tool as a vital part of your personal marketing efforts, but also effective ways to use this in the presentation process for family service and preneed sales. You will learn what to say and how to say it. The proper use of a planning guide not only is a great service to the families you serve, but helps further establish you as a professional. Find out: How it will help you get appointments. How it allows you to provide better service. How it positions you as a more effective professional. How it helps create the proper paradigm for your presentation. Session Five Power Skills for Referrals Referrals can be one of the greatest lead sources available. You will learn how to effectively obtain them and efficiently work them. Find out how to get more referrals more consistently. Learn the secret element every referral lead contains. Principles of an Effective Presentation Regardless of the type of presentation you use, several basic fundamentals make any presentation more effective. In this segment you will learn the principles for effectiveness. Map the buying sequence that leads to a sale. Uncover the indispensable elements that make every presentation effective. Understanding and Dealing with Objections Dealing with objections in a professional and effective way is a skill that can be learned. Understanding why you get them and having the right attitude and words to respond will help you help more families. Find out how to use objections to your advantage. Learn the right way to respond to objections. The Power of Closing Closing -- Where does it start? How do you get to the decision? We'll cover the attitudes that surround the concept of closing and address ways to help you close more sales. Understand the process of closing vs. the closing event. Discover words that will lead the family to make the right decision. The Service of Family Service In this session, we'll look at ways to enhance service in the at-need environment. You'll learn: How to put more service into the post-service follow-up call. How to go beyond the survivor and build a heritage base through family service. Session Six The Greatest Corporation in the World Have you ever thought about who you really work for? Have you ever thought about what it would be like to work for the greatest corporation in the world? In this session you will discover the 10 assets that are the foundational principles for building that corporation, as well as assets you have that will enhance your abilities. Gary O'Sullivan, CCE Gary O'Sullivan, CCE, is one of the cemetery and funeral industry’s most accomplished preneed sales and marketing experts. His consulting firm, the Gary O'Sullivan Company, offers proven strategies for success in service and business development processes. Through his ServiceSelling philosophy, O'Sullivan teaches companies how to promote sales through service. For more than 20 years, O'Sullivan has been one of the industry's best known and most sought-after sales trainers and keynote speakers. In January 2000, the International Cemetery and Funeral Association recognized him as the "Top Rated Speaker of the Past Decade." Dates and Locations Seminars will be held at the following locations. Please note that the ICFA has not reserved a block of sleeping rooms for these one-day events; rate information and reservations for overnight accommodations can be obtained by contacting the hotels directly. May 7: Oakland, CA Oakland Marriott City Center 1001 Broadway Oakland, CA 94607 (510) 451-4000 May 8: San Diego, CA Hilton San Diego/Del Mar 15575 Jimmy Durante Blvd. Del Mar, CA 92014 (858) 792-5200 May 14: Indianapolis, IN Sheraton Indianapolis Hotel & Suites 8787 Keystone Crossing Indianapolis, IN 46240 (317) 846-2700 May 16: McLean, VA Tysons Westpark Hotel 8401 Westpark Drive McLean, VA 22102 (703) 734-2800 Hours The workshop is from 9:30 a.m. to 4:30 p.m. Coffee will be available at 8:30 a.m. Lunch is on your own from noon to 1:00 p.m. Each hotel has options for lunch. We encourage you to eat at the hotel because the meeting resumes promptly at 1:00. Registration You may register in advance by downloading the form, or obtain a registration form by calling the ICFA Meetings Department at 1-800-645-7700. Prices Increasing Your Selling Power seminars offer the industry the best value in preneed sales and marketing education. Registration prices are as follows: ICFA Member (1 employee): $110 ICFA Member (2+ employees): $99 each Non-member (1 employee): $120 Non-member (2+ employees): $110 each Continuing Education Credits Funeral directors may earn up to six continuing education credits at the seminar, pending state credit awards. CE Attendance Certificates will be available at the ICFA on-site registration desk. Cancellation Policy Registrants who cancel their registration up to 14 days before the seminar date will receive refunds, subject to a $20 processing fee. All cancellations must be in writing. Cancellations made after 14 days before the seminar date will not be refunded. ********************************************************************************************* back to top