Welcome to Advance U
Meet Your Course Instructor: Marilyn Jones Gould - President of MKJ Marketing
How Will This Course Benefit You?
How to Use Your Course Player
Cautionary Message About Legal Issues
We Need to Talk About Attitude (It’s a Game Changer)
Outer Changes Will Impact Attitude
Do You Have a Taxicab Driver Mentality?
“Your price is too high!” — Tips to Reframe the Conversation
Focusing on Quality Rather Than Price
Why Price Shopping Is Worse Than Ever Before
Ways to Turn Price Shopping From an Annoyance Into a Success
How to Make a Price Shopper Feel Valued
How to Improve Your Attitude Toward Price Shoppers
Downloadable - Must-Have Inquiry Form
Price Shopper Questions for You
Practical Tips to Win a Family Over
How Can You Put Your Best Foot Forward?
The Best Introductions to Price Shoppers
Prove Your Firm Is Worth It
Three Words to Prove Your Worth
When They Call for Pricing, Offer to Switch to Zoom
Winning with Virtual Selling
Secrets to Success with Walk-In Shoppers
Secrets to Success with Phone Shoppers
Believing in the Value of Your Service
Competing on Quality, Not Price
Common Price-Shopping Questions Answered
Let's Practice!
When Customers Say They Can’t Afford It, It’s Not Over...
Selling Value to Price-Sensitive Customers
Clients Objecting? Don’t Panic. Do This Instead.
Insider's Guide to Handling Objections
Major and Minor Objections
Price Shopping by Comparison
Acting Not Reacting to Comparison
The Value and Perception of Your Firm
How Can You Build Rapport and Explain Value?
Test Your Ability to Compete with Discounters
Overcoming Price Objections
Preparing to Handle the Top-10 Mistakes
Downloadable - Top-10 Price Shopping Mistakes
How Being Prepared Increases Your Ability to Close (Mistake #1)
Answer the Following Questions
Why Price Shoppers Need Personal Connections (Mistake #2)
Answer the Following Questions
Talk on Their Terms. They Don't Know Funeral Service Like You Do! (Mistake #3)
Answer the Following Questions
Knock the Competition, Lose a Sale (Mistake #4)
Answer the Following Questions
Advocate Your Value & Solve Their Problems (Mistakes #5-7)
Answer the Following Questions
Answer Objections, Don't Complicate the Situation (Mistake #8)
Answer the Following Questions
Success Comes with an Appointment or at Least a Follow-Up (Mistakes #9-10)
Answer the Following Questions
Identifying the Top-10 Mistakes
Downloadable - Rating the Success of the Call
Price-Shopping Scenario #1
Scenario #1 - Rating the Success of the Call
Scenario #1 - Critiquing the Call
Price-Shopping Scenario #2
Scenario #2 - Rating the Success of the Call
Scenario #2 - Critiquing the Call
Price-Shopping Scenario #3
Scenario #3 - Rating the Success of the Call
Scenario #3 - Critiquing the Call
Price-Shopping Scenario #4
Scenario #4 - Rating the Success of the Call
Scenario #4 - Critiquing the Call
Test Your Skills - Role-Play #1
Test Your Skills - Role-Play #2
Test Your Skills - Role-Play #3
Test Your Skills - Role-Play #4
Test Your Skills - Role-Play #5
Test Your Skills - Role-Play #6
Test Your Skills - Role-Play #7
Handling Price Shoppers with Your Low-Cost Cremation Business
If Your Firm Has a Low-Cost Cremation Business...
If Your Firm Doesn't Have a Low-Cost Cremation Business...
Price Shopping Closer
Final Thoughts
