About This Role
Selling cemetery property and products, as well as pre-need funeral and cemetery arrangements, to the Hispana Community is the primary focus of this inside sales role. The professional connects with families, presents options, and manages the sales process from initial contact to contract completion, while also generating revenue from walk-in and warm leads. The role requires compassion and the ability to work in the death industry.
Responsibilities
- Connect with families through listening, honest communication, and genuine concern, developing an understanding of each family’s unique needs, culture, and concerns
- Present electronic presentations to customers, explaining services, products, and property options
- Drive company vehicle to show customer available cemetery plots or columbarium niches
- Discuss options with customer, answering their questions to assist with making selections
- Enter selections into electronic contract
- Obtain supporting documents to verify customer authorization
- Review electronic contract selections with customer and obtain signature
- Obtain life insurance policy, payment, or discuss payment options
- Follow up with family as arrangements progress, address issues or changes, and resolve the family’s concerns
- Collaborate with funeral and cemetery teams to provide seamless, high-quality service
- Take initiative to resolve customer concerns, discuss concerns and options with team members or management, obtain authorizations, and follow up with customer in person, phone, and/or email
- Greet and escort immediate family
- Attend visitations, services, and receptions to answer guest questions or address and resolve issues
- Softly obtain warm leads from attending family and guests who express an interest in pre-need arrangements
- Review warm leads for potential customers, approximately 25% of workweek
- Place outgoing calls to warm leads, establishing initial contact, listening to needs, and scheduling a formal appointment
- Provide prospective customer with industry marketing materials
- Confirm appointments at least twenty-four hours prior, rescheduling as needed
- Prepare for appointments based on customers' previously disclosed needs
- Maintain leads in SalesForce.com database
- Monitor progress to achieve a 4 to 1 close rate
- Utilize online training tools to gain knowledge and skills, and rehearse presentations for continual improvement
- Learn to apply knowledge and skills to the business environment
- Work under guidance with work peer-reviewed for accuracy, quality, and coaching
- Complete routine work following established procedures and complying with regulations and policies; escalate non-routine issues for assistance
