Summary |
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 Section B, the psychological principles under-lying 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.
Section D considers the sales interview from the point of view of the buyer- presenting his reasons for admitting the salesman to his office and what he expects to get out of the salesman.
Section E covers the science and art of handling the prospect.
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