TABLE OF CONTENTS

When the Prospect Wants to Discuss Rates. By J. El-

Iiott Hall    94

Discover His Motive. By George Salinger    95

Buying on the Installment Plan. By E. J. Dunn    96

The Impression on the Prospect's Mind. By V. A. Young 97

Big Price and Large Quantity. By L. R. Cushman    98

Don't Talk Past the Signing Point. By A. J. Casise    99

Improving the Canvass. By R. P. Burns    100

Logic vs. Sympathy. By W. S. Walker    101

Holding Attention. By A. Gordon Ramsay    102

Both Sides of the Picture. By E. W. Nothstine    103

Controlling the Interview. By A. D. Anderson    103

When the Prospect Asks Questions. By Frederick A.

Wallis    104

Don't Be an Encyclopedia. By James E. Kavanaugh    105

Questions to Ask the Man Who Cannot Make Up His

Mind. By a Writer in Mutual Underwriter    105

Words that Convince. By A. R. Piper    106

Use of Tricks. By G. J. A. Reany    106

Creating Desire. By James C. Heyer    107

CHAPTER V MEETING OBJECTIONS

Each Objection Brings Forth a New "Hook" in "Hook

Canvass." By Walter Farrell    109

Never Show Confusion. By William Alexander    111

Do Your Thinking Before the Interview. By Darby A. Day 112

When the Prospect Thinks I Am Overloading Him. By

W. J. Olive    113

Only Three Things to Think About. By James F. Russell 114

"Enough Insurance." By Sidney A. Foster    115

Turning Objections Into Selling Suggestions. By John

A. Stevenson    116

The Farmer's Objection. By Carl A. Peterson    117

Objections Answered. By Thomas J. Stewart    118

Procrastination. By David Hattenbach    119

Story of the Wife Who Objected. By L. S. Mattison    119

The Sample Policy Excuse. By H. W. Gennerich    121

The Balky Prospect. By a Writer in Mutual Underwriter 122

Most Objections Are Only Excuses. By J. Stanley Ed-

wards    122

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