The Psychology Of Selling Life Insurance

This Is A New Release Of The Original 1922 Edition.

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.

Excerpt from The Psychology of Selling Life Insurance Life underwriters have long been seeking some treatise on psychology that would explain the principles of selling life insurance, in non-technical language. Such is the purpose of this book. 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 portions of several others. In the past the theory of selling has been presented either by psychologists writing on psychology with reference to selling or by salesmen writing on selling as explained by psychology. 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 author explains what makes products and services sell and what techniques the listener can use to actually increase his or her volume of sales with more than 50 practical tips.

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.