The psychology of selling life insurance (1922) Edward Kellogg Strong

Download The psychology of selling life insurance (1922) Edward Kellogg Strong, PDF book

The psychology of selling life insurance

The psychology of selling life insurance


Life underwriters have long been seeking some treatise on psychology that would explain the principles of selling life insurance, in non-technical language. Such is the purpose of this book. 

The salesman's 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 man's native and acquired desires or interests and is shown how man's 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. 

In either case, the treatment of the subject has generally,  though not always, been limited to a description of the mental processes of the individual which are to be aroused in the various stages of selling. The subjects of attention, interest, desire, and the like, have been analyzed, often with great detail. The studious salesman has been enabled to learn a great deal about imagination, reasoning, and persuasion. Personally, I feel very strongly that this descriptive approach is largely futile. The power to apply the abstract to the concrete is not so widely diffused as we would fain believe. 

A study of mental states is interesting, but what the majority of salesmen most need to know is the specific method to be taken in inducing a mental state favorable to buying. In other words, the salesman must come to appreciate the cause and effect relationships between what he says and does and what the prospect thinks and feels. 

The present volume, accordingly, presents the theory of selling, not in terms of mental states, but in terms of what the salesman must actually do in order to secure certain desired results. These principles could be described and applied in a few pages if the goal were merely an understanding of the subject. Just so the moves in the game of chess can be learned and the principles understood after an hour's explanation. But one cannot play chess merely by comprehending. 


And the salesman who would be successful must feel as well as understand. He must make the principles of selling a part of himself; they must come to be an integral, unconscious, and spontaneous component of all his thinking and acting. To bring this about he must spend much more time and effort upon their acquisition than is usually devoted to reading a book. And it is with the definite purpose of forcing this increased effort that the assignments have been introduced at the end of each lesson. A vast number of individuals are responsible for our present science and art of selling. Credit can never be given to most of them, for their ideas and practices were passed on to others with scarcely any appreciation of what was being done. 

To a few, definite references can be made, and this I have tried to do throughout in the form of footnotes. From E. L. Thorndike, who was my first instructor in many of the topics presented here, I have quoted extensively regarding man's native behavior. 
.

 
Download PDF book 13.4 MB

Name

A. P. Chekhov,1,Abraham Lincoln,1,Abraham Cahan,1,Abraham lincoln,1,Acting,2,Actors,2,Actress,1,Adventure,24,Advertising,5,Akhnaton,1,Alan Watts,2,Albert Camus,1,Alchemy,4,Alexander Kielland,1,Alexander the great,3,Alexandre Dumas,7,Algebra,3,Algernon Blackwood,1,Alice's adventures in wonderland,1,American Alligator,1,American History,17,Anarchism,5,Anarchy,4,Anatomy,2,Ancient Egypt,17,Ancient Greece,10,Ancient History,44,Ancient Rome,2,Andrew Lang,7,Andrew Loomis,1,Anger Management,2,Animal magnetism,1,Animals,20,Animism,2,Anna Karenina,1,Anthropology,52,Antichrist,1,Antonio Gramsci,1,Ants,1,Anxie,1,Applied Psychology,18,Arab History,8,Arabian Nights,1,Arabic Language,2,Arabic Literature,3,Archaeology,1,architecture,4,Aristotle,2,Arnold Bennett,1,Art,28,Art and Crafts,57,Arthur B. Reeve,1,Arthur Conan Doyle,5,Arthur Ford Mackenzie,1,Arts,10,Asia,1,Astrology,6,astronomy,1,Atheism,38,Atlantis,3,Atomic,1,Audiobooks,21,August Strindberg,1,Autosuggestion,1,Averroes,1,Ayako Ishigaki,1,Banks,1,Banks and banking,3,Bat,1,Benedetto Croce,1,Beowulf,1,Bertrand Russell,9,Betting,1,Bible,7,Bill Nye,1,Bimetallism,2,Biography,188,Biology,26,Birds,2,birth control,1,Black History,1,Books' Quotes,5,Boxing,1,Brainwashing,1,Bram Stoke,1,Brazil,1,British,3,Broker,1,Buddhism,22,Burl Ives,1,Business,96,Business plan,1,C. Alphonso Smith,2,Canaanite,1,Capitalism,4,Caricatures,3,Carl Jung,5,Carpentry,2,Cartoons,1,Casanova,2,Celestia Root Lang,1,Celsus,1,Celtic,1,Characters and characteristics,7,Charles Darwin,2,Charles Dickens,14,Charles Lewis Hind,1,Charlotte Bronte,1,Chemistry,12,Chess,5,Chicken,2,children,1,Children Books,12,China,7,Chinese Language,3,Chinese Literature,2,Chinese Philosophy,1,Christianity,10,Christmas carol,1,Christopher Columbus,1,Cicero,3,City,1,Civil war,1,Civilization,19,Clairvoyance,1,Classic Books,189,Clay,1,Clea,1,Cleaning,1,Cleopatra,1,Cleveland Moffett,1,Climate,1,Clothes,3,Coffee,1,Collection,54,colors,1,Comedy,1,Comic Book,12,commerce,2,Communication,1,Communism,9,compartive religion,4,Computer and Programming,2,Confucius,2,Conspiracy,3,Controversial,1,Cooking,11,Cooperation,2,Corliss Lamont,1,Cosmology,2,Courage,5,Crausders,1,Crimes,38,Criticism,8,Crowds,1,Crusaders,1,Crusades,1,crystal gazing,1,Cynicism,1,D. H. Lawrence,1,D.H. Lawrence,1,Dante,1,David Copperfield,1,David Graham Phillips,1,David Hume,1,Debate,4,Democracy,1,Demosthenes,1,Denmark,1,Description and travel,22,detective,2,Determinism,4,Devil,5,Diary,4,Dickens,1,Dictatorship,2,Dictionary,58,Diogenes,1,Diogenes of Sinope,1,Discourses,1,DIY,4,Dogs,2,Don Quixote,4,Douglas Ellsworth Lurton,1,Douglas Sladen,1,Dracula,1,Drama,3,Drawing,13,Dreams,2,Dutch Language,1,E. O. James,1,Eastern Philosophy,28,economics,12,Economy,41,Edgar Allan Poe,2,Edgar Burroughs,1,Edgar Wallace,6,Editor's Picks,263,Editor's Post,3,Education.Cato,1,Educational,17,Educational Book,8,Educational film,1,egoism,1,Egypt,21,Egyptology,10,Elbert Hubbard,2,Electricity,1,Electronics,1,Ella Lyman Cabot,1,Elocution,1,Emanuel Lasker,1,embroidery,2,Emerson,2,Emile Zola,2,Emotion,1,Empedocles,1,Encyclopedia,18,Engineering,6,England,1,English Grammar,11,English History,15,English Language,19,English Literature,26,Engraving,3,Enoch,1,Epictetus,4,Epicureanism,11,Epicurus,6,Ernest Hemingway,1,Ernest Vincent Wright,1,Ernst Haeckel,2,Escape,1,Escape stories.,4,Espionage,4,Essays,41,Ethics,47,Etiquette,1,eu,1,Europe,1,European history,9,Evolution,24,Exceptional children,1,Exchange,1,exile,1,F. Scott Fitzgerald,1,Fables,3,Fairy Tales,19,Fallacy,2,Fantasy,36,Fascism,2,Fate,2,Fear,2,Feet,1,Fiction,11,Fighting,4,Films,1,Finland,1,Fishing,1,Fitness,11,Food,5,Food Business,2,France,8,Francis Bacon,3,Francis Carco,1,Frank C. Haddock,1,Frank Harris,2,Frank L. Packard,6,Frankenstein,1,Frederick Douglass,1,Free Will,2,Freemasonry,13,freethought,10,French,8,French History,19,French Revolution,10,French-français,2,Friedrich Nietzsche,5,Funny,1,Fyodor Dostoevsky,1,Fyodor Dostoyevsky,4,G. K. Chesterton,1,Gadsby,1,Gambling,3,Games,10,Games Gambling,1,Gassendi,1,Gemology,1,Genetics,1,Geoffrey Chaucer,1,Geography,2,Geology,5,George de Horne Vaizey,1,George Gissing,1,George Manville Fenn,1,George Santayana,2,German Language,3,German philosophy,1,Germany,2,Germinal,1,Gipsy,1,Giulio Carcano,1,Gnostics,1,God,2,Gods,1,Goodearth,1,Gothic,8,Grammar,2,Grant Allen,5,Gravity,1,Great Britain,1,Great expectations,1,Greece,7,Greek History,18,Greek Language,3,Greek Mythology,5,Greek Philosophy,20,Grocery,1,Gulliver,1,Gulliver's travels,1,Gustave Le Bon,1,Guy de Maupassant,1,Gypsy,1,H. G. Wells,2,H.G. Wells,9,Habit,1,Hallucinations,2,Hand reading,1,Happiness,3,Harvard Classics,2,Health,19,Hebrew,4,Henry Cornelius Agrippa,1,Henry James,2,Henry Rider Haggard,4,Herbs,1,heredity,1,Hermann Lotze,1,Hermetic,5,Hilaire Belloc,1,Hinduism,3,Historical Novel,27,History,405,Hitler,1,Hobbies,3,Holland,1,Hollywood,1,Holy Graal,1,Holy War,1,Home and Garden,3,Homer,3,Homosexuality,1,horology,1,Horror,12,Hotel,2,How-to Books,10,Hstory,1,Humanism,4,Humanity,1,Humor,10,Hungarian Language,2,hypnotism,1,Idioms,1,Imaginary Dialogue,1,Immanuel Kant',1,Immigration,3,Indian,1,Indian History,2,Indian Philosophy,5,Individuality,2,Inferno,1,Ingersoll,2,Insects,3,Interrogations,1,Investment,2,Ireland,5,Irish History,5,Irish Language,1,Isaac Asimov,1,Isaac Newton,2,Islam,20,Italian Language,5,Italian Literature,2,Italy,2,J. M Robertson,2,J. M. Robertson,1,Jack London,8,Jalaluddin Rumi,1,James Allen,2,James Joyce,1,Jane Austen,1,Jane Eyre,1,Japan,3,Japanese,3,Japanese literature,3,Jean-Jacques Rousseau,2,Jerome Davis,2,Jewish,2,Jews,3,Jiddu Krishnamurti,5,Jimmie Dale,1,Jobs,1,John Dewey,1,John Meade Falkner,1,John Milton,1,Jokes,1,Joseph Conrad,4,Joseph McCabe,3,Journalism,7,Judo,1,Jules Verne,2,Julius Caesa,1,Julius Caesar,1,Kabbalah,2,Kama Sutra,1,Karl Marx,1,Karma,1,Kim,1,kkk,1,Knowlege,2,Knut Hamsun,1,Kon Tiki,1,Koran,2,Korean Language,2,Latin Language,4,Law,3,Law of Attraction,3,Learn English,54,Learn Languages,109,Lectures,1,Legends,2,Leo Tolstoy,4,levy,1,Lewis Carroll,1,LiberNull,1,libro italiano,1,Lionheart,1,Literature,45,Liverpool,1,Logic,25,London,1,Lucian,1,Lucretius,1,Ludovico di Varthema,1,Ludwig Wittgenstein,1,Mafia,1,Magazines,8,Maggie,1,Magic,18,Magic Tricks,5,Magick,3,Majorca,1,Malay Language,1,Management,3,Marcus Aurelius,9,Marine animals,1,Mark Twain,5,Marketing,18,Marmaduke William Pickthall,1,Marquis de Sade,1,Martial and Self-Defense,8,Martinsm,1,Marxism,1,Mary Shelley,1,Masochism,1,Masonic,4,Materialism,1,Mathematics,9,Maxim Gorky,1,Maxims,4,Maya,1,Mechanics,2,Medical,4,Medical Dictionary,2,Medicine,5,Medium,1,Mencius,1,mental healing,1,Mentalism,6,Merchant,1,Middle Ages,3,Mike Quin,1,Mikhail Artsybashev,1,Militarism,1,Military,5,Mind,2,Miracles,1,Moby Dick,1,Modern History,13,Modern Philosophy,53,Money,27,Money Business,2,Mongol,1,Mormonism,2,Music,3,Mussolini,1,Mustafa Kemal,1,Mystery,8,Mysticism,2,Mythology,23,Mythology and Folklore,72,MythologyHistory,1,Naples,1,Napoleon,6,Native American,1,Natural History,5,Natural Philosophy,2,Natural Selection,1,Nature,11,Nazism,1,Netherlands,3,New Thought Movement,12,New York,2,newspapers,4,Niccolo Machiavelli,1,Nietzsche,4,Nikolay Chernyshevsky,1,Nirvana,2,Non-Fiction,1,Norway,3,Norwegian Language,1,Nostradamus,1,Note-taking,1,Novels,448,Nuclear energy,1,O. CHenry,1,Occultism,112,Old Testament,1,Omar Khayyam,1,Ontology,7,Opinions,1,Orations,1,Orison Swett Marden,6,Ornaments,3,Outlaws,1,Pain,1,painting,3,Palm Reading,1,Palmistry,2,pantheism,1,Paris,2,Paternalism,1,Pearls Buck,1,People Reading,3,Perception,2,Perfumery,1,Persia,1,Persian Language,1,Personal Memoirs,6,Peru,1,Pessimism,6,Philip Gilbert Hamerton,1,Philosophy,318,phonetic,2,phonetics,2,Photography,2,Physics,17,Physiognomy,1,Physiology,2,pigeon,1,pinned,2,Pirates,1,Places,4,Plato,5,Plays,18,Podiatry,1,Poetry,24,Poker,4,Political,80,Political economy,6,politics,7,Portability,1,Portuguese Language,1,Pottery,1,Poultry,6,Poverty,4,Pragmatism,3,prehistoric people,1,Prison,2,Psychiatry,1,Psychoanalysis,10,Psychology,109,psychotherapy,1,Ptolemaic,1,Public Speaking,4,Punctuation,1,Quantum Mechanics,1,Quantum Physics,1,Queen Moo,1,Quest,1,Quotations,32,Quran,2,R.M. Ballantyne,1,Races,6,Radio,1,Radium,1,Rat,1,Rationalism,29,Reading,15,Real estate,1,Reality,2,Recipes,2,Reference,4,Reincarnation,1,Relativity,2,Relaxaion,1,Religions,177,Reptiles,1,Reviews,2,Revolution,1,Rhetoric,1,Richard Hughes,1,Richard Jefferies,1,Rider Haggard,2,Rip Van Winkle,1,Robert Hichens,4,Robert Matteson Johnston,1,Robert Owen,1,Robin Hood,1,Roman Empire,14,Roman history,8,Romance,27,Romania,1,Rome,7,Rudolf Christoph Eucken,1,Rudyard Kipling,2,Ruggero Giuseppe Boscovich,1,Russia,2,Russian,1,Russian History,2,Russian Language,4,Russian revolution,4,Sacred Texts,8,Sadism,2,Saladin,2,salesman,2,salesmanship,9,Samurai,1,San Francisco,1,Satanism,1,Satire,3,Sayings,13,Scholasticism,1,Schopenhauer,5,Science,78,Science Fiction,37,Scotland,2,Sculpture,5,Secret Society,3,Secret Teachings,12,Self Hypnotism,1,Self-culture,1,Self-Defense,6,Self-Help,189,Selling,24,Semitic,1,Seneca,6,Sewing,1,Sex Education,3,Sexuality,21,Shakespeare,10,Shamanism,3,Shaw Desmond,1,Sherlock Holmes,4,Shinto,1,Short Stories,31,shorthand,1,Sicilian,1,Sicily,1,Sigmund Freud,4,Silk,1,Sinai,1,Skepticism,1,slang,2,Slang American,1,Slavery,3,Small Business,14,Snbad,1,Social Class,3,social contract,1,Social Justice,4,Social Life,9,Social problems,4,Social psychology,5,Social Study,1,Socialism,14,Sociology,25,Socrates,3,South America,1,Spain,3,Spanish Language,9,Spartan,1,Speech,1,Spinoza,2,Sport,3,Statics,1,Statistics,1,Stephen Crane,1,Stock Market,2,Stoicism,32,Stones,1,Strength,1,Students,4,Study Skill,5,Success,46,Suffering,1,Sufism,1,Suicide,1,Supernatural,1,Superstition,4,Survival,4,Swedish Language,1,Swindler,1,swindles,1,Symbolism,2,synonyms and antonyms,2,Tamil,1,Tarot,1,Tea,1,Teach yourself,228,Technical books,5,Thai Language,4,Thailand,2,The adventures of Huckleberry,1,The Lord of the Rings,1,The West,1,Theology,2,Theory of Knowledge,2,Theosophy,3,Theosophy. Religions,1,Thriller,7,Time Management,1,Timothy Leary,3,Timothy Leary,3,Titanic,2,Tom Sawyer,1,Tortoises,1,Totemism,1,Tourism,2,Toys,1,Trade,2,Tramp,5,Travel,71,Troy,1,Tunis,1,Turkey,2,Turtles,1,UFO,1,UK,3,Ulysses,1,Upton Sinclair,5,USA,5,Utilitarianism,1,Utopia,19,Victor Hugo,2,Viking,2,Voltaire,5,Voynich Manuscript,1,W. Somerset Maugham,3,Wall Street,1,Wang Yangming,1,War,28,Watches,1,Will Power,2,William Atkinson,1,William Blake,1,William Faulkner,1,William Golding,1,William Henry Davies,1,William J. Robinson,1,William James,2,William John Locke,1,William Thackeray,1,William Walker Atkinson,5,Wine,3,Wisdom,3,Woman,1,Women,7,Woodwork,1,Workers,3,World War,8,Worry,3,Wright Richard,1,Writer,12,Writing,31,Yoga,4,Zarathustra,1,Zen,6,Zeus,1,Zoology,14,
ltr
item
Study PDF ebooks for Students and General Readers : The psychology of selling life insurance (1922) Edward Kellogg Strong
The psychology of selling life insurance (1922) Edward Kellogg Strong
Download The psychology of selling life insurance (1922) Edward Kellogg Strong, PDF book
https://1.bp.blogspot.com/-ZHEPfSE4_ck/YOAATkorkxI/AAAAAAAAj6Y/LNG7Xh48hXE3gZE2cLIQQCwLCrQI8viwQCLcBGAsYHQ/w400-h300/Edward%2BKellogg%2BStrong%2BSALES.png
https://1.bp.blogspot.com/-ZHEPfSE4_ck/YOAATkorkxI/AAAAAAAAj6Y/LNG7Xh48hXE3gZE2cLIQQCwLCrQI8viwQCLcBGAsYHQ/s72-w400-c-h300/Edward%2BKellogg%2BStrong%2BSALES.png
Study PDF ebooks for Students and General Readers
https://www.studyebooks.com/2021/07/psychology-selling-insurance.html
https://www.studyebooks.com/
https://www.studyebooks.com/
https://www.studyebooks.com/2021/07/psychology-selling-insurance.html
true
1316358261233182524
UTF-8
Loaded All Posts Not found any posts VIEW ALL Readmore Reply Cancel reply Delete By Home PAGES POSTS View All RECOMMENDED FOR YOU LABEL ARCHIVE SEARCH ALL POSTS Not found any post match with your request Back Home Sunday Monday Tuesday Wednesday Thursday Friday Saturday Sun Mon Tue Wed Thu Fri Sat January February March April May June July August September October November December Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec just now 1 minute ago $$1$$ minutes ago 1 hour ago $$1$$ hours ago Yesterday $$1$$ days ago $$1$$ weeks ago more than 5 weeks ago Followers Follow THIS PREMIUM CONTENT IS LOCKED STEP 1: Share. STEP 2: Click the link you shared to unlock Copy All Code Select All Code All codes were copied to your clipboard Can not copy the codes / texts, please press [CTRL]+[C] (or CMD+C with Mac) to copy