How I Raised Myself From Failure to Success in Selling

CONTENTS

Introduction by Dale Carnegie -- What I Think of This Book

Author's Preface -- How I Happened to Write This Book

PART ONE

THESE IDEAS LIFTED ME OUT OF THE RANKS OF FAILURE

CHAPTER

1. How One Idea Multiplied My Income and Happiness

2. This Idea Put Me Back Into Selling After I Had Quit

3. One Thing I Did That Helped Me Destroy the Biggest Enemy I Ever Had to Face

4. The Only Way I Could Get Myself Organized

Summary -- Part One

PART TWO

FORMULA FOR SUCCESS IN SELLING

5. How I Learned the Most Important Secret of Salesmanship

6. Hitting the Bull's Eye

7. A $250,000 Sale in 15 Minutes

8. Analysis of the Basic Principles Used in Making That Sale

9. How Asking Questions Increased the Effectiveness of My Sales Interviews

10. How I Learned to Find the Most Important Reason Why a Man Should Buy

11. The Most Important Word I Have Found in Selling Has Only Three Letters

12. How I Find the Hidden Objection

13. The Forgotten Art That Is Magic in Selling

Summary -- Part Two

PART THREE

SIX WAYS TO WIN AND HOLD THE CONFIDENCE OF OTHERS

14. The Biggest Lesson I Ever Learned About Creating Confidence

15. A Valuable Lesson I Learned About Creating Confidence From a Great Physician

16. The Quickest Way I Ever Discovered to Win Confidence

17. How to Get Kicked Out

18. I Found This an Infallible Way to Gain a Man's Confidence

19. How to Look Your Best

Summary -- Part Three

PART FOUR

HOW TO MAKE PEOPLE WANT TO DO BUSINESS WITH YOU

20. An Idea I Learned From Lincoln Helped Me Make Friends

21. I Became More Welcome Everywhere When I Did This

22. How I Learned to Remember Names and Faces

23. The Biggest Reason Why Salesmen Lose Business

24. This Interview Taught Me How to Overcome My Fear of Approaching Big Men

Summary -- Part Four

PART FIVE

STEPS IN SALE

25. The Sale Before the Sale

26. The Secret of Making Appointments

27. How I Learned to Outsmart Secretaries and Switchboard Operators

28. An Idea That Helped Me Get Into the "Major Leagues"

29. How to Let the Customer Help You Make the Sale

30. How I Find New Customers and Make Old Ones Enthusiastic Boosters

31. Seven Rules I Use in Closing the Sale

32. An Amazing Closing Technique I Learned from a Master Salesman

Summary -- Part Five

PART SIX

DON'T BE AFRAID TO FAIL

33. Don't Be Afraid to Fail!

34. Benjamin Franklin's Secret of Success and What It Did for Me

35. Let's You and I Have a Heart to Heart Talk