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Needs-Based Selling

Author: Shorty LeFeuw

As we all know, insurance seminars and articles can be a little on the "dry" side. So, every now and then, when you select an article from the Research Library, you may get the unexpected. We want the Virtual University to be more than some stale, stoic repository of insurance technica...hey, let's have a little fun! Now, on with the topic at hand...


Airman Jones was assigned to the induction center, where he advised new
recruits about their government benefits, especially their GI insurance.

It wasn't long before Captain Smith noticed that Airman Jones was having a
staggeringly high success-rate, selling insurance to nearly 100% of the
recruits he advised.

Rather than ask about this, the Captain stood in the back of the room and
listened to Jones' sales pitch.

Jones explained the basics of the GI Insurance to the new recruits, and then
said: "If you have GI Insurance and go into battle and are killed, the
government has to pay $200,000 to your beneficiaries. If you don't have GI
insurance, and you go into battle and get killed, the government only has to
pay a maximum of $6000."

"Now," he concluded, "which group do you think they're going to send into
battle first?"

Copyright 2000 by Shorty LeFeuw. Used with permission.

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