Solution Selling

by Michael T. Bosworth

This book explains in detail what goes on during a sale and offers profound insight to the art of selling complex products. This book helps you strategize your selling and predict customer behaviors. Be less emotional because you know what stage is the customer in and can anticipate customer reactions. Great book, must read!
 

Selling 101

by Zig Ziglar

A compact and concise book on the basics of how you can persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences showing that while the fundamentals of selling may remain constant, sales people must continue learning, and looking looking to the future with hope. His ideas will help keep clients happy as well as adding to your income. Great!

How to Sell Long Term Care Insurance

by Jeff Sadler

Your guide to becoming a top producer. The author has some great techniques and if you sell a single additional LTC policy, you could buy 10 of these books. Technical, but worth adding to your library if you are serious about selling LTC insurance. A primer for those new to LTC sales.

The Annuity Handbook

by Darlene K. Chandler

I have had this book on and off my bookshelf for the past year and although I can find other books with equivalent annuity information, this book's focus on non-tax qualified annuities makes it a better fit for most of the life agents I meet that want to break into annuity selling. All types of non-qualified annuities (i.e. fixed, variable, equity indexed, and immediate.) are covered with great attention paid to tax ramifications.

Million Dollar Prospecting Techniques

by Million Dollar Roundtable

Million Dollar Prospecting Techniques Effective prospecting skills are the foundation upon which successful sales careers are built. Learn the secrets of effective prospecting from some of the most successful sales professionals in the world. Based on interviews with members of the prestigious Million Dollar Round Table—the top 6% of the life insurance sales industry.

Million Dollar Prospecting Techniques

by Million Dollar Roundtable

Million Dollar Prospecting Techniques adds to your library with this informative book on some of the best closing techniques as told by top Life & Annuity producers. Features some instructive "war stories" and step-by-step guidance on: Closing psychology, Setting goals and preparing to close, Motivating customers and Power closing phrases.

The New Life Insurance Investment Advisor

by Ben G. Baldwin

"For anyone who needs to understand different types of life insurance, as well as considerations for purchasing and managing policies, this book should be on your nearby reference shelf. If you've frequently found yourself fumbling around with terminology, such as the differences between policies, you'll finally see some light through the haze."

Reviewed by: MorningstarAdvisor.com

Building a Successful Insurance Agency

 Cassettes by Troy Korsgaden

This concise 4 cassette (book on tape) Identifies the key ingredients to build and manage a more successful agency. The program is presented in an easy-to-use, on-the-go format. The objective of the program is simple - to help you build a more dynamic, successful, profitable agency. This program is addressed to the needs of the multiple line agency, so it's not a 100% match for life or annuity only agencies.

Superstars of Insurance Sales

The stories (each chapter is a different autobiography of a top agent) while not giving specific pointers  are nonetheless encouraging. Most of the advice is generic: hang in there, provide good service, give yourself time for your agency to develop, etc. Still great reading and a nice addition to an insurance agent's library.

If you have any suggestions or recommendations for books to be added to this webpage ... please eMail us with the name and author of any book that helped you make more money, stay motivated, or move to the next level in your sales.