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.
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