The Psychology of Selling Life Insurance |
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acquired interests action activity advertisement Alderson appeal aroused attention Bagley Barnes Barnum basis Booth Tarkington Burton buyer called Charles Frohman college education Collins convictions and impulses convinced daughter desire discussion E. L. Thorndike emotions endowment policy example excuses favorable feel fighting instinct friends give habits hand handling Harrington Hartley Henry Burton Hudson ideas and incitements illustrated income income policy instinctive interests inter International Correspondence School look Mabel man's ments method motives objections one's parental instinct pect Penrod picture PREPARED BEFORE READING present proposition pros prospect prospect's mind Psychology READING LESSON reasons Redding response sales interview salesman secure selling insurance situation sold sponse stinct strategy of selling Tactics of Selling talk thing tion to-day toboggan trust company utilized wife Windsor chair words write
Popular passages
Page 190 - And the lawyer, willing to justify himself, said unto Jesus, 'And who is my neighbor?' "And Jesus answering said: 'A certain man went down from Jerusalem to Jericho, and fell among thieves, which stripped him of his raiment, and wounded him, and departed, leaving him half dead. "'And by chance there came down a certain priest that way; and when he saw him, he passed
Page 177 - it is not easy to distinguish in general terms between the excitants of curiosity and those of fear; for we have seen that one of the most general excitants of fear is whatever is strange or unfamiliar. The difference seems to be mainly one of degree, a smaller element of the strange or unusual exciting curiosity, while a larger and more
Page 68 - Well, Mabel, it ain't my fault. I didn't do anything. It's Penrod." j. Follows Mabel. The third section of the passage and its analysis are: "I don't care—" she began pettishly, when the viperish voice was again lifted. "Oh, oh, oh! Who's your beau? Guess / know: Mabel and Sammy, oh, oh, oh!
Page 175 - in hounding Quakers, abolitionists, Jews, Chinamen, scabs, prophets, or suffragettes of the nonmilitant variety. Teasing, bullying, cruelty, are thus in part the results of one of nature's means of providing self and family with food; and what grew up as a pillar of human self-support has become so extravagant a luxury as to be almost a vice.
Page 450 - as if a man should cast seed into the ground, and should sleep, and rise night and day, and the seed should spring and grow up, he knoweth not how. For the earth bringeth forth fruit of herself; first the blade, then the ear, after that the full corn in the ear. But when the fruit is brought forth, immediately he putteth in the sickle, because the harvest is come.
Page 473 - about it. This meeting with the lady was by chance, and although it afforded exquisite moments, his heart was beating in an unaccustomed manner, and he was suffering from embarrassment, being at a loss also for subjects of conversation. It is, indeed, no easy matter to chat easily with a person, however lovely and beloved, who keeps
Page 474 - You needn't come limpin' after me, Sam Williams," she said, though Sam was approaching upon two perfectly sound legs. And then she ran away at the top of her speed. "Run, nigger, run—" Penrod began inexcusably. But Sam cut the persecutions short at this point. Stung to fury, he charged
Page 469 - sensible to thought waves, it is probable he would have uttered a loud shriek, but he remained placidly unaware, continuing: "' I thought I would write you about a subject of general interest, and so I will write you about the flowers. There are many kinds of flowers, spring flowers and summer flowers and autumn flowers,
Page 470 - of a performance which would, by comparison, lend a measure of credit to the worst preceding it. But Penrod was unaffected by the general gaze; he rose, still blinking from his lethargy, and in no true sense wholly alive. He had one idea; to read as rapidly as possible, so as to be done
Page 467 - Here! I guess you don't know who you're talking to, that way! You better look out!'" "Well, that's the way I'm goin' to do." "Well, go on and do it, then." "Well, I am goin' " The door of the next room was slightly ajar; now it swung wide, and Margaret, his nineteen-year-old sister, appeared.