Checkmate: Beat the Myths and Win the Game, Paperback

Insurance sales can be a rewarding and lucrative career, but you have to know how to cross sell.

Jerry L. Smith, who has been selling insurance since age nineteen, says that vital skill is what separates the top producers from the rest of the pack. Learning to sell multiple insurance products simultaneously can seem challenging, but if you use a strategy similar to playing a game of chess, you'll win every time.

In this guidebook to selling insurance, you'll learn how to:

embrace Scenario selling;

begin and end sales presentations;

overcome self-imposed limitations; and

separate the Sales Myths from the Sales Facts.

Just like in chess, in sales, you have opening moves-and the first few moves you make with a prospect lay the foundation for the rest of your presentation, including the all-important close.

Whether you're just starting out in insurance sales or are already a hardened veteran, you'll generate success for yourself, your company, and your customers by learning the strategies in Checkmate.

Jerry L. Smith has only had three careers during his lifetime. He delivered newspapers in middle school, worked in a department store in high school and began selling insurance at the age of nineteen. He operates JLS Sales Academy, which seeks to empower insurance agents with sales knowledge that will change their lives. Mr. Smith currently lives in Canton, Ohio.