Description
everyone who sells insurance will find Common-Sense Selling packed with ideas, inspiration and the motivation to make "the next call." Joe Casale, a 23-year veteran of the insurance business, reveals the secrets of his phenomenal success. His personal, no- nonsense approach is based on real-life experiences. Casale pulls no punches as he explains the essentials that every insurance salesperson needs to know.
Using true stories and anecdotes as his starting point, Casale discusses what insurance products work best for specific types of prospects, including young people, families and business owners. He discusses how to sell these products, describing his basic sales presentations and providing charts to illustrate the various contracts.
Casale's advice simplifies the path to a successful career in selling insurance. In a chapter addressed to the new agent, he explains how to overcome the major obstacles frequently encountered: how to handle calling on relatives and close friends; how to generate referrals and identify prospects; how to respond to classic objections such as "I already have insurance." Even seasoned veterans can pick up scores of "no-fluff" ideas from Casale's years of insurance experience.
ISBN:9780884628637
