The Psychology of Selling Life Insurance (Classic Reprint)

Such is the purpose of this book. The salesmans 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 mans native and acquired desires or interests, and is shown how mans 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.
(Typographical errors above are due to OCR software and don't occur in the book.)

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