The Feldman Method [Paperback]

Andrew Thomson (Author), Lee Rosler (Author)

Book Description

Publication Date: January 1989

The master of Life Insurance sales. I saw him live once. I would have paid to buy life insurance from him and I was a life insurance sales person.

Product Details

• Paperback: 204 pages
• Publisher: Lexington House Books; Rev Sub edition (January 1989)
• Language: English
• ISBN-10: 0884621162
• ISBN-13: 978-0884621164
• Product Dimensions: 9.2 x 6.3 x 0.8 inches
• Shipping Weight: 1.1 pounds
• Average Customer Review: 5.0 out of 5 stars  See all reviews (8 customer reviews)
• Amazon Best Sellers Rank: #336,027 in Books (See Top 100 in Books)
  • #60 in Books > Business & Investing > Industries & Professions > Insurance > Business

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Customer Reviews

Most Helpful Customer Reviews

11 of 11 people found the following review helpful:

5.0 out of 5 stars An outstanding sales book, September 30, 2003

By 

Ric G (London, UK) - See all my reviews

This review is from: The Feldman Method (Paperback)

If you are looking for an outstanding book on sales you've found it. At the core of Feldman's philosophy are the two key issues:

1. identifying problems people face and creating packaged solutions to those problems, and
2. articulating the problem in such a way that the prospect has to acknowledge the real consequences of the problem.

This book is no silver bullet (although if you sell insurance its about as close as you're ever going to come). However if you're willing to embrace Feldman's philosophy and work hard then I believe the results will speak for themselves.

7 of 7 people found the following review helpful:

5.0 out of 5 stars Must read for insurance salespeople, January 5, 2007

By 

claude whitacre "Claude Whitacre - Author" (wooster, ohio United States) - See all my reviews
(REAL NAME)   

Amazon Verified Purchase

This review is from: The Feldman method: The words and working philosophy of the world's greatest insurance salesman (Hardcover)

I bought this book 20 years ago & was just thumbing through my copy. Ben Feldman was a master salesman and proved it in this book. For his time, Feldman produced staggering sales figures. These were mostly sales of whole life policies packaged to presented to business owners. The sales techniques and Feldmanisms are easily transferable to today's selling and also transferable to the selling of any product. He took a boring product like whole life insurance and made it brain dead obvious that you should own it. Spend the money. Get the book. You can't have mine.

5 of 5 people found the following review helpful:

5.0 out of 5 stars Applicable to ANY Sales Position, August 20, 2006

By 

Guitar Man (New York, N.Y.) - See all my reviews

This review is from: The Feldman method: The words and working philosophy of the world's greatest insurance salesman (Hardcover)

I'm not an insurance salesman, but am in Financial Services. i recently found a copy of this book and finished it in one day.

The principles used by Ben Feldman and described by the author (his former boss) are basic, fundamentally sound tenets of sales. However, they are iterated in such a way - coming from a reputable and successful source - that drives home the simplicity of what is needed to be wildly successful in sales (and not just insurance sales!).

Because this book is out of print, it's hard to find, and an old copy might run upwards of $30-40 or more; however, please believe me when I state in no uncertain terms that it'll be money well-spent.

This book cuts through a lot of the modern-day waste, drivel and filler that lines the pages of today's sales books (possibly because it was written in 1969) and cuts right to the core of what is needed to make it.

If you are fortunate enough to uncover a copy of this volume, grab it, read it, learn it, and do not give it away.