The book presents practical, non‑technical guidance on how to plan, conduct, and follow up sales interviews. It emphasizes the link between a buyer’s motives, convictions, and impulses, and shows how to select and deliver appeals that prompt a purchase. Real case interviews illustrate the strategy and tactics you’ll use face‑to‑face with prospects, with assignments to practice after each lesson.

How to identify the motives and impulses that drive buying decisions
How to craft ideas and incitements that resonate with prospects
How to plan interviews, present appeals, and handle objections
How to apply structured lessons and assignments to improve selling technique

Ideal for readers who want concrete, field‑tested methods to improve life insurance sales.

"About this title" may belong to another edition of this title.

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