How I Raised Myself from Failure to Success in Selling
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A business classic endorsed by Dale Carnegie, How I Raised Myself from Failure to Success in Selling is for anyone whose job it is to sell. Whether you are selling houses or mutual funds, advertisements or ideas—or anything else—this book is for you.
When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. What are the selling secrets that turned Bettger’s life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America?
The answer is inside How I Raised Myself from Failure to Success in Selling. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. No matter what you sell, you will be more efficient and profitable—and more valuable to your company—when you apply Bettger’s keen insights on:
• The power of enthusiasm
• How to conquer fear
• The key word for turning a skeptical client into an enthusiastic buyer
• The quickest way to win confidence
• Seven golden rules for closing a sale
that is by making the other person want to do it. Remember, there is no other way.” Just before World War II, I was giving a series of lectures in several Western cities. Invariably, after I spoke on this subject, a few men would come up to ask questions. One night in Des Moines, Iowa, a middle-aged man said: “Mr. Bettger, I can see how this idea has been a great help to you in selling life insurance, but I solicit subscriptions for a nationally known magazine. How could I apply it in my work?”
my whole way of thinking. He never gave the impression that he was trying to persuade or influence anybody to his way of thinking. Elliott Hall’s questions had only one purpose: To help the other fellow recognize what he wants, and then help him decide how to get it. One of the toughest objections to overcome, the audience told Mr. Hall, was: “I haven’t made up my mind whether I’m going to take it or not.” “My job,” answered Mr. Hall, “is to help the customer in making up his mind. There is no
how can you retain what you want to remember? Association is undoubtedly the most important single factor. We will amaze ourselves at times by our ability to recall things that occurred back in our early childhood, things we hadn’t thought of since, and apparently had forgotten. For instance, recently I drove into a large service station in Ocean City, New Jersey, to get some gasoline. The owner of the station recognized me, although it had been more than forty years since we’d met. I was
afforded the most thrilling basis for climax since public speaking began … Appeal for Action! That was where I had been falling down. I began to read everything I could find on the subject of closing the sale. I found that probably more had been written about it than any other step in the sale. I talked with top-notch salesmen and found out what they had to say about appealing for action. Out of all this, and from other things which grew out of my own experience, here are the seven outstanding
be crooked with yourself, you’re going to be crooked with the other fellow. You’re doomed to failure … there’s only one choice to make, and the choice must be made by you—and now. No other time will do—it’s got to be done now!!!’ ” Since that day, Dick Campbell has kept complete and accurate records definitizing his work and his plan of living. Dick said, “In this world, we either discipline ourselves, or we are disciplined by the world. I prefer to discipline myself.” Dick Campbell believes