The psychology of selling life insurance, (Harper's life insurance library, ed. by J. A. Stevenson and G. M. Lovelace) (Hardcover)

~ Edward K Strong (Author)
Key Phrases: arousing desire, handling objections, corporate trusteeship, Knack of Selling, The Selling Process, Thrift Policy (more...)

Editorial Reviews

Product Description

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 SELLING LIFE SECTION A. ANALYSIS OF SALES INTER VIEWS 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 Insur ance. Section C. The Strategy of Selling Life Insurance. Section D. The Strategy and Tactics of the ..; Prospect.;.:'; : Section E. The Tactics of Selling Life Insur- 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... --This text refers to the Paperback edition.

Product Details

• Hardcover
• Publisher: Harper & brothers (1922)
• Language: English
• ASIN: B00085UD2W
• Average Customer Review: 1.0 out of 5 stars  See all reviews (1 customer review)
• Amazon.com Sales Rank: #5,202,565 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

6 of 6 people found the following review helpful:

1.0 out of 5 stars Dont waste your time on this book, September 17, 2008

By	Mark Rosenthal "Mark R" (griffin,ga) - See all my reviews (REAL NAME)

This review is from: The Psychology Of Selling Life Insurance (Hardcover)

Don't waste your time buying this book. The 1st page is a printing statement that says " Due to the very old age of this book many pages may be hard to read or missing.

This book was written a very long time ago and has nothing to do with life insurance these days.

THis book is really bad, and would make you laugh looking at it. They put an old book in a new book cover.