Alva Lee Struthers Discussed the Implications of Physical Traits: 100 Years Ago in Insurance
December 28, 2021 by The National Underwriter Life Insurance Edition Staff
Here is an article that appeared in the Dec. 29, 1921, issue of The National Underwriter Life Insurance Edition.
Seattle—The December meeting of the Seattle Association was featured by a scientific treatise of salesmanship by Alva Lee Struthers, a vocational expert from Vancouver, B.C.
The speaker analyzed the selling process and made clear that there is a mental transformation [that] takes place in the brain of the prospect at the time a sale is made.