Art of Selling Intangibles [Paperback]

Le Roy Gross (Author)

Book Description

Publication Date: March 1, 1988

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.

Editorial Reviews

From the Inside Flap

Producers, Branch Managers, and Sales Trainers acknowledge LeRoy Gross as a leader in this business:

"LeRoy's sales training has been the foundation of all my sales technique. His approach to seminar technique is unique and the best in the business." -Bardhyl Quku Dean Witter Reynolds

"LeRoy is a master salesman. No question but that a person would become successful in the securities business by listening to LeRoy and doing what he preaches." -Wayne Nelson Merrill Lynch, Pierce, Fenner & Smith

"LeRoy Gross is one of the most highly organized, disciplined, and effective brokers. He helped me a great deal." -Lindsay C. Herkness, III Dean Witter Reynolds

"I don't know anyone who could have better credentials for writing this book. LeRoy Gross ranks at the top as Salesman, Sales Manager and Sales Trainer. To become one of the most successful producers in the securities industry, LeRoy has personally used the sales approaches and techniques he discusses here...His book is a proven blueprint for sales success." -Glen Givens former First Vice President and Director of Training (ret.) Dean Witter Reynolds

Product Details

• Paperback: 288 pages
• Publisher: Prentice Hall Press; 2 edition (March 1, 1988)
• Language: English
• ISBN-10: 0130490997
• ISBN-13: 978-0130490995
• Product Dimensions: 9.1 x 6.9 x 0.6 inches
• Shipping Weight: 1 pounds
• Average Customer Review: 4.2 out of 5 stars  See all reviews (6 customer reviews)
• Amazon Best Sellers Rank: #252,000 in Books (See Top 100 in Books)

More About the Author

Discover books, learn about writers, read author blogs, and more.

Customer Reviews

Most Helpful Customer Reviews

7 of 7 people found the following review helpful:

4.0 out of 5 stars Pragmatic Companion to Warm, Fuzzy Advisor Books, April 30, 2001

By A Customer

This review is from: Art of Selling Intangibles (Paperback)

Recently an A. G. Edwards branch manager told me the biggest misconception new financial advisors have is they don't understand the vital importance of salesmanship. This book is a needed companion to polished, warm & fuzzy financial advisor books like Nick Murray's "The Excellent Investment Advisor." Gross' book would help a rookie build a business from scratch. This book is the straight stuff, very much by-the-numbers. Written in 1988, it is dated at times, yet, still very valuable. This covers basics of running an office and building a client base. This book would be at its best combined with Murray's book mentioned above (or West & Anthony's "Storyselling for Financial Advisors") and Sy Harding's "Riding the Bear" (which would give one the market knowledge to be an effective advisor). Buy this book!

21 of 26 people found the following review helpful:

1.0 out of 5 stars For Cold-Callers Only!, June 9, 1999

By A Customer

This review is from: Art of Selling Intangibles (Paperback)

Should be titled 'Art of Selling Products, Making Hundreds By Manipulating Prospects'. Excellent for brokers or insurance agents looking for a quick fix in getting appointments or products sales, but the buzz will wear off. A big disappointment for fee-based planners or advisors looking to expand their client base. It deals more with manipulating prospects over the phone than with practical face-to-face financial services sales

8 of 12 people found the following review helpful:

5.0 out of 5 stars The title isn't kidding..., December 12, 1998

By 

[e-mail] (Schaumburg, IL) - See all my reviews

This review is from: Art of Selling Intangibles (Paperback)

LeRoy Gross is simple, straightforward, and profound. Everyone who sells investments should read this book. I don't mind posting this because I know that most of you are lazy and won't read the book, so my sales will continue to skyrocket! A select few will join me.