Always Sell the Benefits

Al Gerebizza - Smart Cremation Director

In my experience in sales, it’s always been about benefits. In other words, there’s a reason someone will pay $150,000 for a Mercedes versus a Ford or Chevy. There’s a reason someone will pay $600 a night at the Ritz Carlton instead of staying at the Holiday Inn. Sometimes it status and sometimes it the option, amenities and so forth. But all that really describes the benefits.

Whether it’s Smart cremation or any of our other products, the trick to getting the sale is first identifying the problem. Once you have identified the problem you can then offer the solution. As we have mentioned before, statistically death is 100% guaranteed. Question for everyone, is where and when. Only the good Lord knows. But when someone dies, he or she has just created a QLE that will through their loved ones into immediate desperation and debt. This doesn’t even include all the paperwork that’s involved, such as death certificate, autopsy and more. And that of course doesn’t even address the issue of where someone dies. The average cost of transportation for human remains in the US is $10,000. If it’s overseas it’s an average of $20,000. Add that to the average cost of a funeral and you could be looking at upwards of $30,000. Then the arguments start. Who’s going to pay? You can imagine family members sitting around arguing about costs.

So now everyone is not only mourning a loss, but also grieving about expenses. Not a good situation. So, there is the problem in a nutshell. What’s the solutions? SMART cremation has put the solution into a simple one stop shop where one phone call takes care of everything from A-Z. That is a tremendous benefit that everyone should have. Don’t keep this to yourself, mention it to all your clients and tell other people as well. You see, most people don’t realize that this is a looming problem, but it’s your responsibility to identify it for them. Do your job as an agent and mention Smart cremation. You’ll be glad you did. 

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