Tuesday, August 20, 2013

Dealers learn strategies to overcome objections and hear NCBVA news

Jeff Miller, Trigard VP of Business Development, understands that funeral home owners and managers don't wake up one morning and decide to change suppliers. Most are incredibly loyal to their vault dealers and value the relationship they've cultivated. But he also understands that for Trigard vault dealers to stay strong, they need to continue to grow.
So Jeff put together some common sales call objections that dealers might encounter, plus ways to overcome them. He stressed the importance of understanding what potential customers need and finding unique solutions with real value to help them serve families even better.

We were also pleased to welcome Kimberly Fantaci, NCBVA Executive Director, to Trigard Convention as a guest speaker. In addition to joinng Linda Darby to talk about the new "Have the Talk of a Lifetime" campaign Kimberly shared many NCBVA resources and updates with our Trigard dealers.

She encouraged Trigard dealers, both NCBVA members and non-members, to submit stories to her about successes, updates and important points our industry needs to understand about what our dealers do every day.
She stressed the importance of having good educational materials to help funeral homes, cemeteries and families understand the importance of a lined, sealed burial vault. In addition to the customized materials Trigard offers, Kimberly explained that NCBVA is working on new marketing materials as well, including brochures and videos.

You can learn more about all of the services NCBVA offers, plus the benefits of membership, at http://www.ncbva.org.
This article originally appeared in Trigard Tuesdays, our weekly electronic newsletter featuring information for the funeral industry. Sign up for your free subscription at http://www.trigard.com/tuesdays.

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