Sales · Antique book archive
Analyzing Life Situations for Insurance Needs
By Griffing M. Lovelace · Published 1922 · Public domain (original) · Scan © Glenn Cooke
It’s 1922, and we finally see the beginnings of modern sales methodologies. Rather than high pressure sales tactics (well, there’s still some of that), the author breaks down life insurance needs into various cases and reviews what to discuss with prospects. The author wrote a series of books on sales, this one focuses exclusively on life insurance.
Glenn Cooke, BMath, MMT
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