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To print out this page without losing any text change your
page orientation to "Landscape". You will find this setting in your
printers properties page. From: Mike Kubasak Creating valuable questions The other day I walked into a clothing store, not intent on buying anything unless I saw "that something I really wanted." The sales rep greeted me by asking: "When someone looks at what you’re wearing, what do you want them to think?" Wow, talk about an engaging question! After I answered, he followed by asking, "Would you be open to trying on a few pieces that I believe will give you the look you’re trying to achieve?" This sales rep "had me" completely and I was impressed. His questions beat the usual, "Can I help you?" His questions caused me to consider me ... more specifically, my image. He was the conduit to help me obtain the look I was after. I did not perceive him to be a salesperson. Do we ask power-full questions or ordinary questions (that fail to make an impression)? Here are two questions to ask the next client family during the arrangement conference or to ask a caller inquiring about your services by telephone:
To create power-full questions, learn what will strike importance or emotion in the mind of the prospect or customer. Ask questions not about your sale or your money but about them. The more proficient you become in asking great questions, the more valuable your bank account will become! Don’t Miss Out Professional Cremation Arranging: Integrating Creativity, Value & Understanding May 1-2, 2007, Holiday Inn, Peoria, IL Sponsored by: Illinois Funeral Director’s Association To register or for more information: Jodi Meyers – jodi@ifda.org or 800-240-4332 Who should attend? Funeral arrangers and directors, pre need counselors and staff who deal with client families, especially those choosing cremation. What will you learn? 20 all-power-full questions; 4 decisions every family must make; 5 steps that position you as a consultant; how to reduce "direct" and increase full service funerals; how to be recognized as the cremation expert in your market area, and more! This is recognized as the "how to" seminar to learn how to maximize opportunity with cremation customers. It is the seminar you don’t want your competitor to attend! Seating is limited...call now.
Feel free to forward the Kubasak Line to a colleague or friend. Kubasak Associates is the premiere expert in enhanced services for funeral professionals. We provide: individual coaching, workshops, presentations and consulting services. For additional information or to order publications, tapes, reprints, or books, go to: www.Kubasak.com Back issues of Kubasak Line are available at www.Kubasak.com! If you do not wish to receive the Kubasak Line, reply with “remove” and I will personally remove your email address. |
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