Techniques for Meeting Clients Needs

By Glenn E. Stevick Jr.

Book Overview

This publication offers an introduction to the life insurance sales career and the sales/planning process in the personal market. Addresses total-needs selling, the consultative selling process and the needs for personal life insurance. Presents the skills used throughout the sales/planning process, from the initial client meeting, through fact finding and sales presentations, to servicing and continuing a mutually profitable relationship. Presents a review of insurance products, policy provisions, underwriting and service.

• Format: Paperback
• Language: English
• ISBN: 158293035X
• ISBN13: 9781582930350
• Release Date: January 2010
• Publisher: American College Press
• Weight: 2.30 lbs.
• Age Range: 18 years and up