Customer Reviews

Art of Selling Intangibles

5 star:		(4)
4 star:		(1)
3 star:		(0)
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1 star:		(1)

 

 

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!

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

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.

If you're a stockbroker or insurance salesman and haven't read this book, you should be in another business! By far, Leroy Gross gives us one of the best book on sales fundamentals ever written. Pick it up and give it a spin; you will not be disappointed.

Although this book was written in a different era...before do-not-call laws...it is the best investment sales book in print.

Every broker should read it! I keep it in my office and review it every couple of months. I wish he could write more books!

One of the best books for those in the Business of Financial Planning.