THE PSYCHOLOGY OF SELLING LIFE INSURANCE |
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acquired interests action activity advertisement Alderson appeal aroused attention Bagley Barnes Booth Tarkington Burton buyer called cent Charles Frohman college education Collins convictions and impulses convinced daugh daughter desire discussed Doctor dollars E. L. Thorndike emotions endowment policy example excuses father favorable feel fighting instinct friends habits hand handle Harrington Hartley Hudson ideas and incitements illustrated income instinctive interests inter International Correspondence School look Mabel man's ments method motives objections old age one's pect Penrod picture possible PREPARED BEFORE READING present proposition pros prospect prospect's mind Psychology READING LESSON reasons response sales interview salesman secure selling insurance SELLING LIFE INSURANCE situation stinct strategy of selling Tactics of Selling Taft School talk thing tion to-day toboggan trust company utilized wife Windsor chair words write
Popular passages
Page 183 - But a certain Samaritan, as he journeyed, came where he was: and when he saw him, he had compassion on him, and went to him, and bound up his wounds, pouring in oil and wine, and set him on his own beast, and brought him to an inn, and took care of him. And on the morrow when he departed, he took out two pence, and gave them to the host, and said unto him, Take care of him; and whatsoever thou spendest more, when I come again, I will repay thee.
Page 182 - 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 by on the other side.
Page 108 - ... fashion in clothes exist chiefly by virtue of their value as means of securing diffuse notice and approval. The primitive sex display is now a minor cause: women obviously dress for other women's eyes. Much the same is true of subservience to fashions in furniture, food, manners, morals, and religion. The institution of tipping, which began, perhaps, in kindliness and was fostered by economic self-interest, is now well-nigh impregnable because no man is brave enough to withstand the scorn of...
Page 263 - Astrology, augury, chance as manifested in drawing of straws, casting of lots or the flipping of a coin, chirography, chiromancy, character analysis, divination, fortune-telling, horoscopes, hypnotism, intuition, magic, mediums, mind-reading, necromancy, omens, occultism, oracles, palmistry, phrenology, physiognomy, premonitions, psychological tests, sooth-saying, sorcery, sortilege, sub-conscious hunches...
Page 133 - All women possess originally, from early childhood to death, some interest in human babies, and a responsiveness to the instinctive looks, calls, gestures and cries of infancy and childhood, being satisfied by childish gurglings, smiles and affectionate gestures, and moved to instinctive comforting acts by childish signs of pain, grief and misery. Brutal habits may destroy, or competing habits overgrow, or the lack of exercise weaken, these tendencies, but they are none the less as original as any...
Page 31 - ... instead of putting up the estate on which your beneficiary will pay taxes, you pay taxes now and the company puts up the estate. One hundred thousand dollars in cash, held practically in trust, and administered as you may direct. What a fine thing to know — not merely to believe or hope — but to know that at least a living is assured beyond any doubt to your wife and your daughter and the boy. You have already built up a big estate which, if all goes well, will provide for them handsomely....
Page 167 - The presence of this tendency in man's nature under the conditions of civilized life gets him little food and much trouble. There being no wild animals to pursue, catch and torment into submission or death, household pets, young and timid children, or even aunts, governesses or nurse-maids, if sufficiently yielding, provoke the responses from the young. The older indulge the propensity at great cost of time and money in hunting beasts, or at still greater cost of manhood in hounding Quakers, abolitionists,...
Page 139 - I must get up, this is ignominious', etc.; but still the warm couch feels too delicious, the cold outside too cruel, and resolution faints away and postpones itself again and again just as it seemed on the verge of bursting the resistance and passing over into the decisive act. Now how do we ever get up under such circumstances? If I may generalize from my own experience, we more often than not get up without any struggle or decision at all. We suddenly find that we have got up. A fortunate lapse...
Page 108 - The elaborate paraphernalia and rites of fashion in clothes exist chiefly by virtue of their value as means of securing diffuse notice and approval. The primitive sex display is now a minor cause: women obviously dress for other women's eyes. Much the same is true of subservience to fashions in furniture, food, manners, morals and religion.
Page 116 - Thus, where a powerful and hostile crowd would provoke submission in toto, a mere crowd or a fairly friendly crowd provokes shyness, and the speaker simply cannot look at them quite squarely or speak naturally. Similarly, while a sufficiently domineering mistress may provoke submission in toto, the ordinary nice girl makes her admirers simply shy.