Successful Telephone Selling in the '90s

by Martin D. Shafiroff

Book Overview

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...

• Format: Paperback
• Language: English
• ISBN: 006096491X
• ISBN13: 9780060964917
• Release Date: July 1990
• Publisher: Harper Paperbacks
• Length: 208 Pages
• Weight: 0.44 lbs.
• Dimensions: 0.5" x 5.3" x 8.0"

Customer Reviews

This book is excellent.

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

Honest, Brief, and Astute Advice

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.

The foundation of Lehman Brothers Sales System

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.