Art of Selling Intangibles: How to Make Your Millions Investing Other People's Money

by LeRoy Gross

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

Genres: Nonfiction, Business

288 pages, Mass Market Paperback

First published December 15, 2003

Reviews

[Sean · Rating 4 out of 5]

This book is excellent for understanding how high-pressure stockbrokers make sales. It explains many of their behaviors and applies to many other salespeople of other intangible instruments. Unfortunately, the book is also somewhat obsolete in many ways, as it was last updated in the '80s when brokers still made presentations with slide projectors, and you needed to supply ashtrays for your audience. Also, online brokers with zero commissions have significantly reduced the need for stockbrokers. Still, if you're in sales, it would be wise to read this book to help hone your craft.

[GT · Rating 5 out of 5]

How I made mine. Really.

[Nick Woodall · Rating 4 out of 5]

I really liked this book, especially as a former financial planner. Well thought-out, and not hokey.