Secrets of Successful Insurance Sales: How to Master the "Value Added" Approach to Consultative Sales

by Jack Kinder Jr., Garry Kinder, W. Clement Stone (Series Editor)

This book grew out of the discovery, in 1986, of an unpublished manuscript by Napoleon Hill, author of Think and Grow Rich. Michael J. Ritt, Jr., executive director of the Napoleon Hill Foundation in Northbrook, IL, knew that sometime during the 1950s Hill had written a book entitled The Science of Successful Insurance Selling, but the work had been lost among the trucks full of papers left by the author at his death in 1970. Hill had organized the text as a series of seventeen lessons, apparently to be taught in a seminar context, each lesson based on one of the seventeen principles of success that he and W. Clement Stone developed when they worked together on seminar and books, including the self-help classic Success through a Positive Mental Attitude. Ritt was elated with his find. He knew that insurance-industry examples and figures were too outdated to make the book viable as it stood, yet it would be a shame to let the old master’s view on insurance sales languish forever in a dusty archive box. So he sought W. Clement Stone’s advice on what do do with it...

250 pages, Hardcover

First published August 1, 1988

Reviews

[Frank Nemecek · Rating 5 out of 5]

The Strategic Business Interview questions on page 88 is worth the price of purchase unto itself. As if that wasn't enough, the remaining 200+ pages have lots of value, too.

[Steve Thomas · Rating 4 out of 5]

This book is a bit dated in terms of the technology and what not since it was written almost 30 years ago. Despite that, the concepts are the same and sales hasn't really changed from a theoretical point of view. It describes the "P"s that are key to success such as persistence, persuasion, etc.

It reinforces the views that you really need to be driven and self-motivated in order to sell successfully. Also you need to have the right type of mindset and that may mean having a certain type of personality in order to sell. Selling can be a roller coaster ride and has big swings involved.

Overall a well written book that is useful if you intend on going into any sales industry really.

[Michelle · Rating 5 out of 5]

This book helped us improve our productivity