The Psychology Of A Sale Practical Application Of Psychological Principles To The Processes Of Selling Life Insurance Scholar S Choice Edition

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This work has been selected by scholars as being culturally important, and is part of the knowledge base of civilization as we know it. This work is in the "public domain in the United States of America, and possibly other nations. Within the United States, you may freely copy and distribute this work, as no entity (individual or corporate) has a copyright on the body of the work. Scholars believe, and we concur, that this work is important enough to be preserved, reproduced, and made generally available to the public. We appreciate your support of the preservation process, and thank you for being an important part of keeping this knowledge alive and relevant.

Excerpt from The Psychology of a Sale: Practical Application of Psychological Principles to the Processes of Selling Life Insurance If, in the following pages, I diverge from the beaten track, it shall be with as much care to keep on practical ground as the traveler exercises to maintain his bearings when he strikes into a by-way. You may safely accompany me with the assurance that we shall never lose sight of our main object, that of increasing our efficiency in selling Life Insurance. Salesmanship is the most important function in business. Every man in active life has something to sell, - goods, services, knowledge and the rest. Among all the commodities and utilities offered for sale none is of such universal need nor of such wide beneficence as Life Insurance. The Life Insurance salesman should be the most efficient of all. But he is not. We have been content to adopt the more or less crude methods of our predecessors. We have imagined that their practices could not be improved upon, whereas, we might learn valuable lessons from the street corner fakir and itinerant peddler. About the Publisher Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.

Purchase of this book includes free trial access to www.million-books.com where you can read more than a million books for free. This is an OCR edition with typos. Excerpt from book: THE PSYCHOLOGY OF SELLING LIFE INSURANCE SECTION A. ANALYSIS OF SALES INTERVIEWS A negro preacher was asked one day how it was that his congregation behaved so well. He replied: Boss, it's dis way. Fust, I tells 'em what I'se gwine to tell 'em. Den I tells 'em. Den I tells 'em what I done tole 'em. This book is patterned somewhat on the old negro preacher's scheme of driving a point home. First, we shall review two sales interviews, so that we may have some idea of what we are going to learn. Then we are going to learn it, and, finally, we are going to go over it again, emphasizing many of the points in still greater detail. Outline Of The Contents In The Psychology Of Selling Life Insurance The book is divided into five sections, as follows: Section A. Analysis of Sales Interviews. Section B. Motives for Buying Life Insurance. Section C. The Strategy of Selling Life Insurance. Section D. The Strategy and Tactics of the Prospect. Section E. The Tactics of Selling Life Insurance. In Section A, two interviews, based upon actual sales, are discussed from several angles. In this way the reader is given a bird's-eye view of the entire course. In addition to this, the reader has ample opportunity to note the points which he does not understand or with which he disagrees, and so becomes the better prepared for the detailed discussion of the whole subject which immediately follows. In Section B, the psychological principles underlying selling are explained in as non-technical a manner as possible and are directly applied to selling. The necessary steps in planning or preparing for a sales interview are taken up in order in Section C. The term strategy of selling has been employed to cover this phase of the selling process. Section D considers the sales...

Excerpt from The Psychology of Selling Life Insurance The salesman's two most difficult tasks are to interest the prospect and to close the sale. These two tasks are both very directly related to the psychological factor of desire. In this book 'the salesman is acquainted with man's native and acquired desires or interests, and is shown how man's needs for insurance may be translated into terms of desire so that the prospect will finally want that which life insurance provides. When he comes to desire the service insurance renders, the problem of closing largely disappears. In order to make every principle as concrete and practical as possible they are taught in connection with the study of five complete sales-interviews and por tions of several others. In the past the theory of selling has been pre sented either by psychologists writing on psychol ogy with reference to selling or by salesmen writing on selling as explained by psychology. In either case the treatment of the subject has generally. About the Publisher Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.

The Psychology of Salesmanship is a book by William Walker Atkinson. It discusses psychology in business, the mind of the salesman, the mind of the buyer.