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Feldman Method, by Andrew H. Thomson
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Product details
Paperback: 204 pages
Publisher: Longman Trade/Caroline House; Revised, Subsequent edition (April 1, 1989)
Language: English
ISBN-10: 0884621162
ISBN-13: 978-0884621164
Product Dimensions:
6.2 x 0.8 x 9.5 inches
Shipping Weight: 12.6 ounces (View shipping rates and policies)
Average Customer Review:
4.6 out of 5 stars
26 customer reviews
Amazon Best Sellers Rank:
#333,306 in Books (See Top 100 in Books)
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.
Excellent use of language to "disrupt" the client and show him/her their problem and then show them how they can solve it. Feldman keeps it simple and does it all in a conversational tone. Believe in life insurance and the need of people and companies to have it and you have no problem in talking to people about it. A conversation, not a sales pitch.
Ben Feldman started work at 8 am and worked form 12-16 hours a day, 6 days per week. Every night when he got home he would study for two hours to get more knowledge so he could better serve his clients. On Sunday he would plan the week ahead.He developed a method of reducing things and thoughts to their most simple form.Ben sold discounted dollars.He was the greatest life insurance salesman that ever lived and surly one of the best in any field.It's a must read for anyone looking for the keys to success. Hard work and constant improvement/study was his key(s) to get from a 10 dollar a month egg seller to someone that has given millions to good causes.This is one sales book that will remain a classic for 1000 years.It's a great book and should only receive 5 stars.John HalloranCertified Gold Exchange, Inc
I'm not an insurance salesman, but am in Financial Services. i recently found a copy of this book and finished it in one day.The principles used by Ben Feldman and described by the author (his former boss) are basic, fundamentally sound tenets of sales. However, they are iterated in such a way - coming from a reputable and successful source - that drives home the simplicity of what is needed to be wildly successful in sales (and not just insurance sales!).Because this book is out of print, it's hard to find, and an old copy might run upwards of $30-40 or more; however, please believe me when I state in no uncertain terms that it'll be money well-spent.This book cuts through a lot of the modern-day waste, drivel and filler that lines the pages of today's sales books (possibly because it was written in 1969) and cuts right to the core of what is needed to make it.If you are fortunate enough to uncover a copy of this volume, grab it, read it, learn it, and do not give it away.
The Authors did a great job and pulling quotes from Mr. Feldman and constructing this book.
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.
Delivered extremely fast and as described.
Excellent book! A great read IF you can find one.
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