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How I Raised Myself from Failure to Success in Selling - Frank Bettger

How I Raised Myself from Failure to Success in Selling

Paperback Published: 19th December 2001
ISBN: 9780671794378
Number Of Pages: 192

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A business classic, "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

Dale Carnegie How I Raised Myself from Failure to Success in Selling will be helping salesmen, regardless of whether they are selling insurance, or shoes, or ships, or sealing wax, long after Frank Bettger has passed away. Dr. Norman Vincent Peale This book has helped me immeasurably, and anyone who wants to be a successful person should read it.

Introduction: What I Think of This Bookp. III
Author's Preface--How I Happened to Write This Bookp. V
These Ideas Lifted Me Out of the Ranks of Failure
How One Idea Multiplied My Income and Happinessp. 9
This Idea Put Me Back Into Selling After I Had Quitp. 16
One Thing I Did That Helped Me Destroy the Biggest Enemy I Ever Had to Facep. 21
The Only Way I Could Get Myself Organizedp. 25
Summaryp. 31
Formula for Success in Selling
How I Learned the Most Important Secret of Salesmanshipp. 33
Hitting the Bull's Eyep. 38
A $250,000 Sale in 15 Minutesp. 45
Analysis of the Basic Principles Used in Making That Salep. 52
How Asking Questions Increased the Effectiveness of My Sales Interviewsp. 58
How I Learned to Find the Most Important Reason Why a Man Should Buyp. 63
The Most Important Word I Have Found in Selling Has Only Three Lettersp. 66
How I Find the Hidden Objectionp. 69
The Forgotten Art That Is Magic in Sellingp. 76
Summaryp. 82
Six Ways to Win and Hold the Confidence of Others
The Biggest Lesson I Ever Learned About Creating Confidencep. 84
A Valuable Lesson I Learned About Creating Confidence From a Great Physicianp. 86
The Quickest Way I Ever Discovered to Win Confidencep. 89
How to Get Kicked Out!p. 91
I Found This an Infallible Way to Gain a Man's Confidencep. 94
How to Look Your Bestp. 97
Summaryp. 99
How to Make People Want to do Business With You
An Idea I Learned From Lincoln Helped Me Make Friendsp. 100
I Became More Welcome Everywhere When I Did Thisp. 108
How I Learned to Remember Names and Facesp. 112
The Biggest Reason Why Salesmen Lose Businessp. 120
This Interview Taught Me How to Overcome My Fear of Approaching Big Menp. 124
Summaryp. 128
Steps in Sale
The Sale Before the Salep. 129
The Secret of Making Appointmentsp. 137
How I Learned to Outsmart Secretaries and Switchboard Operatorsp. 145
An Idea That Helped Me Get Into the "Major Leagues"p. 148
How to Let the Customer Help You Make the Salep. 152
How I Find New Customers and Make Old Ones Enthusiastic Boostersp. 155
Seven Rules I Use in Closing the Salep. 165
An Amazing Closing Technique I Learned from a Master Salesmanp. 174
Summaryp. 178
Don't Be Afraid to Fail
Don't Be Afraid to Fail!p. 180
Benjamin Franklin's Secret of Success and What It Did for Mep. 186
Let's You and I Have a Heart to Heart Talkp. 191
Table of Contents provided by Syndetics. All Rights Reserved.

ISBN: 9780671794378
ISBN-10: 067179437X
Audience: General
Format: Paperback
Language: English
Number Of Pages: 192
Published: 19th December 2001
Publisher: Simon & Schuster
Country of Publication: US
Dimensions (cm): 21.4 x 14.0  x 1.5
Weight (kg): 0.19
Edition Number: 1