Successful Telephone Selling in the '90s (Paperback)

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Editorial Reviews

Product Description

With the cost of personal sales visit to an industrial customer at well over $200, almost all salespeople now make at least some use of the telephone to save time and money. The main purpose of Successful Telephone Selling in the '90s, however, is not to talk about reducing expenses but to show how to increase your sales production dramatically by using the telephone. A gold mine of practical guidance and information, this book divulges the methods that work for the top telephone salespeople in the country -- methods that can guarantee your own success.

Product Details

• Paperback: 208 pages
• Publisher: Harper Paperbacks (June 22, 1990)
• Language: English
• ISBN-10: 006096491X
• ISBN-13: 978-0060964917
• Product Dimensions: 7.8 x 5.3 x 0.6 inches
• Shipping Weight: 7.2 ounces
• Average Customer Review: 4.5 out of 5 stars  See all reviews (4 customer reviews)
• Amazon.com Sales Rank: #340,701 in Books (See Bestsellers in Books)

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Customer Reviews

Most Helpful Customer Reviews

7 of 7 people found the following review helpful:

5.0 out of 5 stars The foundation of Lehman Brothers Sales System, March 7, 2001

By	Terrence Boylan Jr. (Belmont, MA United States) - See all my reviews

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.

1 of 1 people found the following review helpful:

3.0 out of 5 stars Not Bad, April 22, 2007

By	Vlada Vujasinovic (Gold Coast, Australia) - See all my reviews (REAL NAME)

Pretty generic stuff for this day and age, but I can completely understand how it would have come across as groundbreaking when it first became available.

I paid top dollar for this book due to it being written by Shafiroff and myself being in the securities business. I guess I had high expectations which were not met. Very little of the book is actually aimed towards stockbrokers.

If you pick it up cheap, get it, otherwise you won't find any oustanding value in it. It has general ideas, but no specific sales scripts and it is not particularly aimed at stockbrokers.

5.0 out of 5 stars This book is excellent., May 12, 2004

By A Customer

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