Art of Selling Intangibles (Paperback)

~ (Author)

Editorial Reviews

Product Description

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.

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 7.1 x 0.5 inches
• Shipping Weight: 15.2 ounces
• Average Customer Review: 4.4 out of 5 stars  See all reviews (8 customer reviews)
• Amazon.com Sales Rank: #574,643 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

20 of 24 people found the following review helpful:

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

By A Customer

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

6 of 6 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

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!

1 of 1 people found the following review helpful:

5.0 out of 5 stars IF YOU'RE A ROOKIE, YOU MUST READ THIS!!!, March 23, 2003

By A Customer

This review is from: The art of selling intangibles: How to make your million ($) by investing other people's money (Hardcover)

LeRoy Gross really hit the nail on the head when he wrote this book. It is an honest, straight-forward book on how to survive as a stockbroker at a major firm.

Gross cuts through the fluff by stating that all stockbrokers are salespeople first in the eyes of management. Therefore, you are expected to produce - IMMEDIATELY. And, he gives you the tools and techniques to produce immediately.

I liked the chapters where he talks about setting goals, having a clean desk, creating a product worksheet, having a hook when you cold-call and making marks on prospecting information. He gives valuable techniques to maximize selling time and reduce administrative, non-selling time.

I also liked his chapter on finding, moving and placing money. It is not enough to find people and transfer their assets: you also have to place their money so that it generates fees and repeat commission. He suggest covered calls, managed money, special situation stocks and one-time commission sales. He also touches on the fact that stockbrokers who depend on one-time commission sales, such as mutual funds, will continually have to find new clients. Not an appealing prospect when you are older.

I wish that I knew about this book when I was a rookie. It would have saved me countless hours of frustration and chaos. For all you rookies out there, if you don't like what Gross says in his book, you should think twice about going into the business.