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The Feldman Method, by Andrew Thomson, Lee Rosler
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Ben Feldman perfected a series of techniques for selling life insurance that earned him a place in the Guinness Book of World Records as the most outstanding salesman in history. Drawing on these foolproof techniques, this book offers a step-by-step action plan leading to sales success. You will be able to follow and absorb the working philosophy, the approaches, the closes, presentations and power phrases that made Ben Feldman the greatest insurance salesman in the world.
- Sales Rank: #220964 in Books
- Brand: Brand: Lexington House Books
- Published on: 1989-01
- Original language: English
- Number of items: 1
- Dimensions: .50" h x 5.26" w x 8.16" l,
- Binding: Paperback
- 204 pages
- Used Book in Good Condition
Most helpful customer reviews
7 of 7 people found the following review helpful.
A must read for Financial Advisors and insurance salesman
By J. Fernandes
This book is about the Greatest Life Insurance Salesman in the World. He holds, as of today, the world record for the most products sold (by value) by a salesman in a career, in a year ($100,000,000), and in a single day ($20,000,000). Even by the end of his career, his commission were over $1,000,000 per year.
This book is about his prospecting methods, his presentations, his working habits, etc. It offers a step-by-step action plan that he used to raise himself from a $10 a week producer to over a million Dollar per year.
In this book you will even find samples of letters that he sent to his prospects.
This book is a must read for every day motivation and inspiration. It contains the exact words used by Ben Feldman on his presentation. I now understand that the key to the sale is to keep it simple!
20 of 20 people found the following review helpful.
Must read for insurance salespeople
By claude whitacre
I bought this book 20 years ago & was just thumbing through my copy. Ben Feldman was a master salesman and proved it in this book. For his time, Feldman produced staggering sales figures. These were mostly sales of whole life policies packaged to presented to business owners. The sales techniques and Feldmanisms are easily transferable to today's selling and also transferable to the selling of any product. He took a boring product like whole life insurance and made it brain dead obvious that you should own it. Spend the money. Get the book. You can't have mine.
2 of 2 people found the following review helpful.
Disturbing questions
By Rene Knecht
Exellent sales book with good insights in the psychology of sales.
The book is based on the procedural sales approach of Ben Feldman, legendary insurance salesman in the 40-50ties.
Although I'm not an insurance salesman myself, I think this book could be useful, if you would like to develop differentiating sales questions.
Feldman asked "Disturbing Questions" (Chapter 5: Prospecting): a powerful technique for identifying problems.
The book emphasizes that the Sales Process(or the way you sell) can make the difference, even if you are selling commoditised services.
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