books



previous page: Rules Of Order | by Benjamin Matthias
  
page up: Business Books
  
next page: The Manufacture Of Boots And Shoes: Being A Modern Treatise Of All The Processes Of Making And Manufacturing Footgear | by F. Y. Golding

The Psychology Of A Sale | by Forbes Lindsay



Practical application of psychological principles to the processes of selling life insurance

TitleThe Psychology Of A Sale
AuthorForbes Lindsay
PublisherThe Pacific Mutual Life Insurance Company Of California
Year1914
Copyright1914, The Pacific Mutual Life Insurance Company Of California
AmazonThe psychology of a sale
Book Cover

The Psychology Of A Sale.

By Forbes Lindsay, Associate Manager of the Home Office Agency Pacific Mutual Life Insurance Company Of California Form 89O

Copyright By The Pacific Mutual Life Insurance Company Of California 1914

Forbes LindsayForbes Lindsay sig
-The Psychology of a Sale By Way Of Introduction
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....
-One. Practical Psychology
These excursions below the superficial aspect of our work will be entirely free from abstract philosophy and speculative theories. We shall not roam into the field of far-reaching fancy but keep rigid...
-Two. Association Of Ideas
We have said that a sale is a psychological process. The underlying operation consists of a contact of two minds, a mingling of their interests and a meeting of their motives. You approach your prospe...
-Three. Attitude Of The Salesman
Let us have a clear understanding of the task before us. We have to bring our prospect's mind into touch with our own, the point of contact being the subject of Life Insurance. Next we have to induce ...
-Four. The Approach
In the companion book, styled Effici-ency the outward or superficial features of the Approach are examined and various methods of getting in to see a prospect are described. The contents of the ch...
-Five. Mental Attitude Of The Prospect
We are assuming that you have secured an interview and that you are about to enter upon the Canvass, or presentation of your proposition. You have aroused Interest. Your object now is to develop that ...
-Six. The Canvass
We are now going to consider the Canvass, or actual sale. Someone has said that a sale resembles chimney-building in that it takes more time for preliminary scaffold-making than it does to build t...
-Seven. The Close
In this process your Prospect is influenced by facts and reason and also by various sentiments. This necessarily involves a mental conflict. Your presentation and arguments have created a Desire, but ...
-Eight. Suggestion And Auto-Suggestion
A Suggestion may be described as an idea that is imparted to the mind in an indirect way, in contradistinction to one that is created by reasoning or demonstration. This definition is not exhaustive, ...
-My Stimulus
There is no better Company than mine. I benefit every man whom I insure in it. I am an efficient and well-posted salesman. I am fair in dealing with Company, client and manager. I treat my co...
-Efficiency. Practical Lessons In Life Insurance Salesmanship
By Forbes Lindsay Associate Manager of the Home Office Agency The Pacific Mutual Life Insurance Company of California. Price Flexible Leather.......$1.00 Stiff Paper.................... .7...









TOP
previous page: Rules Of Order | by Benjamin Matthias
  
page up: Business Books
  
next page: The Manufacture Of Boots And Shoes: Being A Modern Treatise Of All The Processes Of Making And Manufacturing Footgear | by F. Y. Golding