*Art Selling Intangibles RV/Ed

by LeRoy Gross

One of the acknowledged stars of the securities sales profession demonstrates successful selling in this field. Reveals the successful work pattern that promotes control of every selling situation.

Genres: Nonfiction, Business

422 pages, Hardcover

First published December 15, 2003

Reviews

[Sean · Rating 4 out of 5]

This book is excellent for understanding how high-pressure stockbrokers make sales. It explains many of their behaviors and applies to many other salespeople of other intangible instruments. Unfortunately, the book is also somewhat obsolete in many ways, as it was last updated in the '80s when brokers still made presentations with slide projectors, and you needed to supply ashtrays for your audience. Also, online brokers with zero commissions have significantly reduced the need for stockbrokers. Still, if you're in sales, it would be wise to read this book to help hone your craft.

[GT · Rating 5 out of 5]

How I made mine. Really.

[Nick Woodall · Rating 4 out of 5]

I really liked this book, especially as a former financial planner. Well thought-out, and not hokey.