Director of Family Services,
Sunset Memorial Park
I always start training by emphasizing our cemetery's rules and regulations. It is important that every sales staff member understands these from day one, in order to make sure that they are selling products that fall within the guidelines of the cemetery.
Obviously, product knowledge is a large part of sales training. This includes everything from the different options you offer to the processes for how each item is produced.
Lastly, you should spend a large amount of training time on the sales presentation. Nothing should ever seem scripted in a presentation, even though training with scripts is a great tool to help new sales staff to learn the verbiage and techniques without sounding like a robot.
What else is on your new staff training list? Email your ideas to firstname.lastname@example.org. You may seen them in a future newsletter.
This article originally appeared in Modern Memorialization, Trigard Memorials' weekly electronic newsletter featuring information for the funeral industry. Sign up for your free subscription at http://www.trigard.com/thursdays.