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Mar 22, 2009 10:04 pm

Came across a book by Martin Shafiroff(yeah the Lehman guy) called " Successful telephone selling in the 90s" has anyone read it?

 
 
Mar 22, 2009 11:44 pm

Why would I waste my time to read an outdated book on telephone selling that was written before the DNC laws were enacted?

Mar 23, 2009 12:24 pm
Ominous:

Why would I waste my time to read an outdated book on telephone selling that was written before the DNC laws were enacted?

 
Why would you respond if you didn't have anything constructive to add?
 
I read that book a long time ago. I wasn't impressed. However, that was because i was brought up in a Lehman like environment with a lot of ex Lehman guys. There was little in the book that i didn't already know or was aware of. Still, if Marty writes a book, I've got to read it.
 
As for reading "dated" books. Unless we're talking travel guides there is no such thing.
 
If reading MS and you get nothing more from it than his work ethic, it's money well spent.
Mar 23, 2009 1:01 pm
Ominous:

Why would I waste my time to read an outdated book on telephone selling that was written before the DNC laws were enacted?

 
Because unlike a lot of things, cold calling never really changes.. So I just adapt what is in the book around the DNC...
 
Bond Guy, I have always heard of this guy but have never seen any of his stuff. Do you know anything else he has out? He is suppose to be some kind of genius with this stuff.
Mar 23, 2009 4:50 pm

Shafiroff isn't an author, motivational speaker, consultant etc. He is/was Lehman's biggest retail broker. He was doing over 20mm a year in biz. Built it by cold calling. His call and prospect development process later became known as the Lehman System.

 
There might be another book out there but he's not a firm making money buy selling people things. He makes his money the same way we make our money.
Mar 23, 2009 5:00 pm

So the book regarding cold calling in the 90's is essentially the Lehman System, that is talked about?

 
Mar 23, 2009 6:20 pm

I'd have to look at it again to answer that question.

Mar 23, 2009 8:44 pm
Squash1:

So the book regarding cold calling in the 90's is essentially the Lehman System, that is talked about?



Ahhhh, the good old days......

Mar 23, 2009 11:14 pm

Highly recommended.

 
You won't find anything absolutely groundbreaking, but it is a very good guide on the basics of cold calling.
 
As someone mentioned above Shafiroff was Lehman's biggest producer, and not only that he was as far as I understand the most successful stockbroker in the country by revenue earned.
 
I would definitely get it.
 
Other books I really like:
 
Art of Selling Intangibles - Leroy Gross - former VP of Sales at Morgan Stanley
Million Dollar Financia Services Practice - David Mullen - who worked and taught scores of Merrill Lynch advisors to sell.
 
I've read plenty of books on this subject and those three stand out as the best.
Mar 30, 2009 9:56 pm

yeah...and a lot of good it did Lehman.......

Mar 30, 2009 10:26 pm

Yeah but there were 3 Lehmans.. and the last one wasn't anywhere close to the first..