What to do first
Non religious services
Save a fortune
Before it happens
How to complain
A Humanist view
What to do?
Of mice & men
Are they qualified?
Does it matter?
Things we say
A funny thing
Value for money?
Do it yourself
A - Z
Unfortunately, the larger
companies now appear to be moving firmly towards taking an aggressive sales
stance. The soft spoken funeral arrangers, while genuinely concerned to
provide you with the best service and to help you through this difficult
time, are also having to work to strict guidelines on sales targets and
techniques, laid down by their
"When selling a
- Present the coffin range
to it's advantage.
- Direct the attention of
the family to the highest quality item on display....
- Do not judge the ability
of a family to afford a particular coffin or casket by their appearance.
Prejudging could mean you talk yourself out of a higher priced item and
your selling technique will reflect this."
And on dealing with
understand your concern about the price but let me explain the difference
in design and manufacture, again." Or, for example, "Yes, I can
see your point about them just going into the ground, but we need to
provide an extensive range like this in order to suit everyone's
Guardian", February 27th 1996
"The press release followed the ITV ‘World in Action’ programme that was produced across the nations screens. The
programme revealed that an ... employee had offered the hospital patients’ officer of the Royal Free Hospital, London, £500 towards his annual holiday. The employee later resigned from
.... Later on ... admitted to having offered inducement payments to nursing homes."
Gentle but persuasive
suggestions can easily be fed into the arrangement interview and lovingly
stroking a coffin (!) can seem to emphasise it's quality thereby making it
a desirable item. There are
several areas that are particularly lucrative to the funeral company,
floral tributes, printed order of service, extra limousines, cremated
remains caskets, memorials.....
Of course they are in
business to make money and this has to be recognised, but what must also
be understood is the extreme vulnerability of the majority of clients to
any high pressure selling at a time like this.
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