Harper's Life Insurance Library Selling Life Insurance The Psychology of Selling Life Insurance Meeting Objections John A. Stevenson The House of Protection Griffin M. Lovelace Analyzing Life Situations for Insurance Needs Griffin M. Lovelace Principles of Life Insurance. (In preparation) Griffin M. Lovelace Functions of Life Insurance. (In preparation) Griffin M. Lovelace Inheritance Tax. (In preparation) Harper & Brothers, Publishers HARPER'S LIFE INSURANCE LIBRARY Edited By John Alford Stevenson and Griffin M. Lovelace THE PSYCHOLOGY OF SELLING LIFE INSURANCE BY EDWARD K. STRONG, JR. CARNEGIE SCHOOL OF LIFE INSURANCE SALESMANSHIP Endorsed by THE NATIONAL ASSOCIATION OF LIFE UNDERWRITERS AMBAAIA CONTEX ΛΗΛΟΙΣ HARPER & BROTHERS PUBLISHERS NEW YORK AND LONDON MCMXXII THE PSYCHOLOGY OF SELLING LIFE INSURANCE Copyright, 1922, by Harper & Brothers D-X PREFACE Psycho 2, Curst 3-2-26 166535 TABLE OF CONTENTS PAGE ix 46 Section B. General Principles Underlying Selling Analysis of Human Behavior into Its Components • Man's Instinctive Behavior Toward Human Beings 112 |