This book was written for the purpose of giving a practical theory
of objections together with answers to the objections which occur
most frequently in the sale of life insurance. The beginner will
find answers to his immediate difficulties; the experienced
salesman will find the material systematically arranged from
convenient use. A salesman's success will depend, in a large
measure, on the preparation he makes in the selling strategy.
Contents: causes of objections; types of objections; methods of
meeting objections; salesman's attitude in answering objections;
answers to objections; guiding principles for meeting objections.
General
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