Customer Reviews

Successful Telephone Selling in the '90s

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I read this book when I was 20 as a cold-caller with Lehman Brothers. Marty was one of their most successful stockbrokers ever. The idea and techniques disclosed in this book are invaluable to anyone interested in effective telephone technique. It deals largely with the much needed professionalism within sales. I highly recommend it.

For the price, this little book really is incredible. It's straight to the point and pithy. And the info culled for it isn't theory based--its the stuff the best salesmen like former Lehman Bros. salesmonster Marty Shafiroff are deploying everyday out there in the battlefield we call sales. There are dozens and dozens of useless and dull sales advice books out there--pick this one if you're looking for a sound investment. I hope RJ Shook updates this fine book one day (it is was published in 1990). The info in this book is gold. Having a hard time opening your accounts? Of course you are, skippy, you're still wasting your time reading this instead of ordering this book.

i first read this book long ago when i was working at bear stearns as a stockbroker's assistant. it was recommended to me at the time but i didn't truly understand the value and accuracy of the book until now. like the previous reviewer, i ran across this book again 15 years later. in the past year i've bought a dozen different sales books and browsed another dozen. only after all this do i realize that i had a gem sitting on my shelf the whole time.

I read this book over 15 years ago and just ran across it again during a move. It was all marked up with a highlighter. Parts of the book are extremely dated (talking with the switchboard operator) but most parts are still 100% gold. If you just read chapter 4, The Initial Approach, your success rate of reaching out to people will increase 1000%. I'd forgotten how good this book is. If you are just starting out in sales, buy it at once. Yes, you will laugh at some parts that don't really apply in today's voicemail world (leaving a message with a secretary), but other chapters on attitude and self image, the initial contact, and the phone presentation, and overcoming objections are timeless. A good read.

This is the bible to anyone involved in telephone sales. There are great ideas that will always be relevant.