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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 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


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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 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

30 review for How I Raised Myself From Failure to Success in Selling

  1. 4 out of 5

    Reid

    This is a book my father read. It was first published in 1949. Lots of stories, energetic writing, an easy read. PART ONE I. These Ideas Lifted Me Out of the Ranks of Failure 1. Force yourself to ACT enthusiastic and you'll become enthusiastic 2. SEE THE PEOPLE to at least 4-5 people everyday 3. Practice public speaking - club or organization 4. TAKE MORE TIME TO THINK and do things in the order of their importance II. Formula for Success in Selling 5. Find out what the buyer wants, then help him find This is a book my father read. It was first published in 1949. Lots of stories, energetic writing, an easy read. PART ONE I. These Ideas Lifted Me Out of the Ranks of Failure 1. Force yourself to ACT enthusiastic and you'll become enthusiastic 2. SEE THE PEOPLE to at least 4-5 people everyday 3. Practice public speaking - club or organization 4. TAKE MORE TIME TO THINK and do things in the order of their importance II. Formula for Success in Selling 5. Find out what the buyer wants, then help him find the best way to get it 6. Show the buyer what he wants 7. Cultivate the art of asking questions 8. Find the key issue,the most vulnerable point, then stick to it. 9. Use the word, "Why?" over and over 10. Find out the REAL objection:..."Why?" and "...and in addition to that...?" 11. Be a good listener III. Six Ways to Win and Hold the Confidence of Others 12. Deserve confidence by showing and expecting it 13. Know your business and keep on knowing it 14. Praise your competitors! 15. Understate, over deliver 16. Bring your witnesses: telephone, letters 17. Look the part of a professional IV. How to Make People Want to Do Business With You 18. Convince them you are their real friend 19. Encourage young men, show them how to be successful 20. Discover what a man's ambition is and help him raise his sights 21. Tell those that have inspired you 22. Ask, "How did you get in business?" and listen 23. To be welcomed everywhere, give and honest-to-goodness smile from deep down. 24. Remember names and faces: 1)Get a clear impression of his name and face 2) Repeat his name at short intervals 3) Associate his name with an action picture if possible 25. Be brief, don't talk too much 26. When you are scared, admit it! V. Steps In the Sale 27. The Sale Before the Sale - get the appointment 28. The Secret of Making Appointments - sell the brief, it could be of great benefit to you to a have another viable option for now or sometime later, on file 29. How I Learned to Outsmart Secretaries - "This is a personal matter" 30. An Idea That Helped Me Get Into the "Major Leagues" - learn every aspect of the sales process for my profession 1)rehash the sales presentation right AFTER you make the last one 2)Write it out word for word. Drill, Drill, Drill 31. Seven Rules I Use in Closing the Sale - Get the customer involved in the demonstration (give them an Inspection Report) 32. Write up the Service Agreement to use at the close and show the prospect VI. Don't Be Afraid to Fail 33. Benjamin Franklin's Secret of Success and What It Did For Me - decide on and follow a plan of personal development 34. Let's You and I Have a Heart-to-Heart Talk - concentrate on one sales thing and DO IT!

  2. 5 out of 5

    Tony Bradshaw

    Any salesman that hasn't read How To Win Friends and Influence People by Dale Carnegie should read this book. It has caused me to finally start the program that Benjamin Franklin did of applying one subject each week for 1/4 of the year (equals 13 subjects and Franklin's 13 subjects are Temperance, Silence, Order, Resolution, Frugality, Industry, Sincerity, Justice, Moderation, Cleanliness, Tranquility, Chastity and Humility.) Bettger kept 6 of these and added 7 of his own: Enthusiasm, Order: se Any salesman that hasn't read How To Win Friends and Influence People by Dale Carnegie should read this book. It has caused me to finally start the program that Benjamin Franklin did of applying one subject each week for 1/4 of the year (equals 13 subjects and Franklin's 13 subjects are Temperance, Silence, Order, Resolution, Frugality, Industry, Sincerity, Justice, Moderation, Cleanliness, Tranquility, Chastity and Humility.) Bettger kept 6 of these and added 7 of his own: Enthusiasm, Order: self-organization, Think in terms of other's interests, questions, key issues, silence:listen, sincerity: deserve confidence, knowledge of my business, appreciation and praise, smile:happiness, remember names and faces, service and prospecting, and closing the sale: action. This caused me to decide to put together my own 13 subjects. These are a combination of Franklin's, Bettger's, and many others that have helped me develop my affirmation statements, so here is Bradshaw's 13 Subjects/Affirmations: 1-I am upbeat, optimistic and positive. 2-I passionately pursue productive projects. 3-I choose silence: speaking only to add value and listening with my whole heart letting the other person do a great deal of the talking. 4-I smile especially when my name is called and when I see any living creature. 5-I seek knowledge. 6-I am enthusiastic: I am bright and cheerful and full of energy. 7-I remember names and faces. 8-I work smart. 9-I am sincere. 10-I am grateful. 11-I ask. 12-I contribute. 13-I'm interested. I got out the calendar and found that it's week 13 in the cycle, so I have been interested the last couple of days, and tomorrow, October 6th, 2013 is the beginning of week 1, so I will be focusing and really working to be upbeat, optimistic and positive. The core of this book is in the heart of that as his first chapter and through mentions that enthusiasm is the magic that will make anyone successful. Any book that changes me this much is a 5 star book.

  3. 5 out of 5

    David McClendon, Sr

    Maybe you aren’t intending on a career in selling. Perhaps your business has little to do with selling. The bottom line is that everyone sells something to someone, no matter what. If you are a child, you sell getting to stay up late to your parents. As a child you may sell going to a particular movie or event or even watching a television program. We all sell. If you are a preacher or priest or other type of clergy, you sell salvation to your congregation. If you are a teacher, you sell educati Maybe you aren’t intending on a career in selling. Perhaps your business has little to do with selling. The bottom line is that everyone sells something to someone, no matter what. If you are a child, you sell getting to stay up late to your parents. As a child you may sell going to a particular movie or event or even watching a television program. We all sell. If you are a preacher or priest or other type of clergy, you sell salvation to your congregation. If you are a teacher, you sell education to your students. If you are a student, you have to sell your intelligence level to your teacher. We all sell something. This book gives you some simple techniques to use when selling. One of the tips goes into detail about enthusiasm and why it is important. Another area speaks about when to be quiet. Don’t we all need that lesson sometimes? This book won’t sell anything for you. It gives you some good, basic, common sense methods to use in your everyday life, whether you think you are selling or not. In my opinion this is the most valuable book on my bookshelf. I originally purchased a copy of this book from a Friends of the Library sale at the Anderson County Library for 10¢. Somewhere along the way I misplaced my original copy of this book and I purchased another one through E-Bay. Now you can purchase copies through Amazon.

  4. 5 out of 5

    Jonathan

    It is a shame that I've grown up with disdain for salesmen. This book along with others like Think and Grow Rich, The Magic of Thinking Big, and How to Win Friends and Influence People have taught me to love the world of sales. I avoided such books for years because I thought they were books about techniques to get people to do what you want. I was so wrong. What I learned from these books is that true sales is about connecting with people and serving them. They taught me that integrity, honesty, It is a shame that I've grown up with disdain for salesmen. This book along with others like Think and Grow Rich, The Magic of Thinking Big, and How to Win Friends and Influence People have taught me to love the world of sales. I avoided such books for years because I thought they were books about techniques to get people to do what you want. I was so wrong. What I learned from these books is that true sales is about connecting with people and serving them. They taught me that integrity, honesty, hard work, and a willingness to overcome one's fears and weaknesses are more important that making a sale. In fact, they are essential to becoming who God intended we be! I feel inadequate as I attempt to scratch down a bit of a review here. I recognize that as is true with all good classics, I could put a lot of mileage into rereading How I Raised Myself from Failure to Success in Selling and gain immensely from each read-through. Bettger faced failures as a professional baseball player and later as an insurance salesman, but he eventually became a huge success, commanding the respect of Dale Carnegie. What changed? Bettger decided to dig into the WHY. Why had he performed poorly in spite of hard work? He began to identify the reasons and attacked them with enthusiasm. His stories show a readiness to learn from others and implement the principles they taught him. He followed the example of Benjamin Franklin and created a system to work on several virtues that would help him succeed as a man and a salesman. The heart of these virtues is genuine concern for others. Bettger teaches the reader how to work towards overcoming fear, how to remember names and important details about other people, how to be a good listener, how to be genuine at all times, and how selling (when done right) is simply gaining the trust of others so they are willing to let you find them the best solutions for their individual situation. I'll end with the counsel he gives in the last chapter. He says that when we finish reading a book we have three choices. 1. Ignore it - we might as well not have read it in this case. 2. Try to implement every good idea - we'll fail with this approach, because it is overwhelming and unrealistic. 3. Follow Benjamin Franklin's example and focus on one lesson at a time - this will lead to lasting success. My first point of focus is remembering the names of those I meet. To learn more about how to master names, read chapter 22! It will be well worth your time.

  5. 4 out of 5

    Daniel Taylor

    Given the crappy appearance of the cover of the Amway edition, I thought this book would be filled with advice that has been deservedly long-forgotten. I was wrong. An associate of Dale Carnegie, of "How to Win Friends and Influence People" fame, Bettger's book is of that standard, but for salespeople. He gives you some ideas to change how you think about selling, provides a formula for sales success, shows how to gain a prospect's confidence, offers five things you can do so the prospect sells t Given the crappy appearance of the cover of the Amway edition, I thought this book would be filled with advice that has been deservedly long-forgotten. I was wrong. An associate of Dale Carnegie, of "How to Win Friends and Influence People" fame, Bettger's book is of that standard, but for salespeople. He gives you some ideas to change how you think about selling, provides a formula for sales success, shows how to gain a prospect's confidence, offers five things you can do so the prospect sells themselves on you, and closes with the steps of the sales process. Bearing in mind that Ari Galper has recently game-changed my ideas around selling (his ideas are in No BS Sales Success in the New Economy by Dan S Kennedy), I've changed Bettger's ideas to conform to Galper's, but even so, it's still filled with dozens of ideas I want to test out. More than anything else though, this book has reignited my passion for selling, inspiring me to once again get out there and make a success of it. This book is pure gold wrapped up in a used fish and chips wrapper.

  6. 5 out of 5

    Evy Hanson

    Classic advice from (at the time) the highest paid salesperson in America. I have given this book as a gift several times. Includes the inspiring poem by Herbert Kauffman which Bettger shared hundreds of times through his professional career. Victory You are the one who used to boast That you’d achieve the uttermost some day. You merely wished a show, To demonstrate how much you know And prove the distance you can go… Another year we’ve just passed through. What new ideas came to you? How many big things Classic advice from (at the time) the highest paid salesperson in America. I have given this book as a gift several times. Includes the inspiring poem by Herbert Kauffman which Bettger shared hundreds of times through his professional career. Victory You are the one who used to boast That you’d achieve the uttermost some day. You merely wished a show, To demonstrate how much you know And prove the distance you can go… Another year we’ve just passed through. What new ideas came to you? How many big things did you do? Time… left twelve fresh months in your care How many of them did you share With opportunity and dare Again where you so often missed? We do not find you on the list of Makers Good. Explain the fact! Ah no ’twas not the chance you lacked! As usual — you failed to act!

  7. 4 out of 5

    Joel Valdez

    One of the best books I've read in terms of attitude towards selling, particularly for people that don't consider themselves as sellers. Highly recommended. One of the best books I've read in terms of attitude towards selling, particularly for people that don't consider themselves as sellers. Highly recommended.

  8. 4 out of 5

    Lorraine Haataia PhD

    Whether you're a business owner, entrepreneur or salesperson, I highly recommend putting this on the top of your reading list. I've read this book several times in the past few years. After reading it again this week, I'm convinced that this classic will endure for many more decades and beyond. Although "selling" is on the front cover, this book goes much deeper into the human psyche. It's full of tips that can benefit your relationships and your perspective on buying and selling. Bettger is a m Whether you're a business owner, entrepreneur or salesperson, I highly recommend putting this on the top of your reading list. I've read this book several times in the past few years. After reading it again this week, I'm convinced that this classic will endure for many more decades and beyond. Although "selling" is on the front cover, this book goes much deeper into the human psyche. It's full of tips that can benefit your relationships and your perspective on buying and selling. Bettger is a masterful storyteller backing up each of his techniques with stories of how he learned from fellow salesmen as well as from his prospects and customers. It's no surprise that Bettger knew and learned from another great master of his craft--Dale Carnegie. I'm an avid reader of nonfiction self-help and business books. I continue to downsize my collection of hard copy books, but I still love the feel of flipping through paper copies of books filled with priceless wisdom. This one has earned its place. It's on my shelf with a limited number of reference books I know I must keep "on hand." Although Bettger will never read this review with his physical eyes, I'm thankful that he left words behind for us to read. I have two final words I'd like to sent out to you Bettger . . . thank you!

  9. 5 out of 5

    Cyndy

    I hate the title but like the book. Some people cringe from any form of the word "sales, selling, etc." Anyone could benefit from this book. It was originally published in 1947 but so much of the key elements are relatable today. I would recommend this book to anyone that is open minded and wants to improve themselves. It truly shows how human nature is the same over time, people are people. It is important for all people to continue learning and bettering themselves, no matter what their curren I hate the title but like the book. Some people cringe from any form of the word "sales, selling, etc." Anyone could benefit from this book. It was originally published in 1947 but so much of the key elements are relatable today. I would recommend this book to anyone that is open minded and wants to improve themselves. It truly shows how human nature is the same over time, people are people. It is important for all people to continue learning and bettering themselves, no matter what their current situation. As a small business owner/entrepreneur, it is important to me to be motivated, educated and look for ways to always be self improving. I consider listening to this book to have been a good use of my time. My favorite takeaways from this book are: - Think in terms of other's interests, ask questions, and be a good listener. How many times have you been with a person and all they do is talk about themselves? When I was younger I was guilty of this, but I realized that you can be much more well rounded if you listen to others and learn about their interests. - Set aside time to plan how you will spend your time. In this current day, I think people would be shocked at how much time they spend (er, waste) on social media, tv, and other things. If you spend the time planning your time you will be more efficient and tackle what is important first. - The importance of continued learning in all capacities. One important one is, as Zig Ziglar called it "Automobile University." I try to listen to audio books when in my car that are motivational, educational, business oriented, etc. Many more gems in this book, this was a summary of the ones I found useful. Some of the info is outdated, but it really is amazing how much of this applies to today 70+ years later.

  10. 5 out of 5

    Dillon

    I'm quite involved in the world of non-fiction readers on Instagram and when I first started diving in I began saving posts referencing books I was interested in. I would slowly add these books to my Amazon Wish Lists and overtime—as they went on sale—I would pick them up. This was the first book I saved in that collection and I only recently purchased, and finally read, this book. I have to say, I'm so disappointed in myself for waiting so long to pick this one up. A very easy and enjoyable read, I'm quite involved in the world of non-fiction readers on Instagram and when I first started diving in I began saving posts referencing books I was interested in. I would slowly add these books to my Amazon Wish Lists and overtime—as they went on sale—I would pick them up. This was the first book I saved in that collection and I only recently purchased, and finally read, this book. I have to say, I'm so disappointed in myself for waiting so long to pick this one up. A very easy and enjoyable read, inspirational, educational, and all of the things you could possibly want in a book. This non-fiction business book is written so well, you could swear it was novel. Yet, you'll walk away with such a plethora of new ideas and plans of action, you may not even know where to begin. However, right up until the end he even helps with this factor as well. If you are a salesman, entrepreneur, or a small business owner, you need to read this book!

  11. 5 out of 5

    John

    From the time we first learn to cry to get fed or changed, we are selling. This is the best book I've found to teach how to sell properly. From the time we first learn to cry to get fed or changed, we are selling. This is the best book I've found to teach how to sell properly.

  12. 5 out of 5

    Bryon Brandt

    This book, from the 37th printing in 1972 has been in my library for Years, dare I say Decades now. And I'd be much better off in life, and my Primerica sales career, if I'd read it much sooner. So have already started the reread and review to ingrain the principles. Not so that they are memorized, but so they become part of me. Make More Calls. Hit 300 baseballs every morning. Before each call starts, say to yourself: THIS IS GOING TO BE THE BEST CALL I'VE EVER HAD Based upon Frank Bettger's recommenda This book, from the 37th printing in 1972 has been in my library for Years, dare I say Decades now. And I'd be much better off in life, and my Primerica sales career, if I'd read it much sooner. So have already started the reread and review to ingrain the principles. Not so that they are memorized, but so they become part of me. Make More Calls. Hit 300 baseballs every morning. Before each call starts, say to yourself: THIS IS GOING TO BE THE BEST CALL I'VE EVER HAD Based upon Frank Bettger's recommendation, I will soon start reading Benjamin Franklin's autobiography, and start his 13-week training program. Putting ORDER, self-organization first. Let all your things have their places. Let each part of your business have its time.

  13. 5 out of 5

    Brett Schryer

    Amazing how little things have changed since the 1930s when it comes to sales and how to connect with people.

  14. 5 out of 5

    Chad Warner

    This didn't live up to the expectations set by the way this was described to me, and the high Goodreads rating. There are a few helpful tips, but overall it wasn't worth even the short amount of time it took to listen to it. I've read many sales books that were far more helpful. I was bothered by the inclusion of one slimy tactic (Ernest Wilkes' technique), which is to put a completed order form in front of the prospect and show them where to sign, in hopes of getting a signature before the prosp This didn't live up to the expectations set by the way this was described to me, and the high Goodreads rating. There are a few helpful tips, but overall it wasn't worth even the short amount of time it took to listen to it. I've read many sales books that were far more helpful. I was bothered by the inclusion of one slimy tactic (Ernest Wilkes' technique), which is to put a completed order form in front of the prospect and show them where to sign, in hopes of getting a signature before the prospect has even agreed to buy. I read this because I handle sales for my web agency, OptimWise. Notes Be enthusiastic about your subject, and the person you're talking to will be, too. Principles • Enthusiasm • Order (self-organization) • Think in terms of others' interests • Questions • Key issue • Silence (develop listening habit) • Sincerity (deserve confidence) • Knowledge of your business • Appreciation and praise • Smile (it creates happiness) • Remember names and faces • Service and prospecting • Closing the sale (action) Find out what the other person wants, then help them find the best way to get it. If prospect says, "I have to think it over," say, "My job is to help you make up your mind. You don't have to think it over." Write "Questions" on the top of a paper, then "Why" on one side, and "Why not" on the other. Help the prospect identify pros and cons. Listen 1. Find out what your prospect is interested in 2. Try to direct conversation by asking question prospect will enjoy answering 3. Listen (nothing is as flattering as silence) Remembering names with IRA 1. Impression: get clear impression of person's name and face 2. Repetition: repeat name several times, at short intervals 3. Association: associate name with a sentence, story, or word picture; try to include person's business

  15. 5 out of 5

    Ryan Kyle

    GOLD! Absolutely GOLD! This book is great for everyone. Even those who are not in the sales industry. After all, we are all salesmen to some degree. This is great for developing relationships, building trust, and general leadership skills. For those who make their living selling, this is a MUST READ! I have worked in sales most of my life and have managed many sales teams. This book has more useful information in it than any sales training or book I have ever seen. It is simple, well worded, and GOLD! Absolutely GOLD! This book is great for everyone. Even those who are not in the sales industry. After all, we are all salesmen to some degree. This is great for developing relationships, building trust, and general leadership skills. For those who make their living selling, this is a MUST READ! I have worked in sales most of my life and have managed many sales teams. This book has more useful information in it than any sales training or book I have ever seen. It is simple, well worded, and immediately applicable. A good down to earth book written by someone with true experience and a mind capable of expressing it clearly and concisely. I will read this over and over!

  16. 4 out of 5

    Larry Zhou

    Frank and Dale Carnegie are good friends - and it shows in the book. Lots of references to each other throughout the book, similar concepts as "how to make friends and influence people". TLDR: smile, be genuine, take interest in your clients' work, think from their perspective and help them realize their goals. Frank and Dale Carnegie are good friends - and it shows in the book. Lots of references to each other throughout the book, similar concepts as "how to make friends and influence people". TLDR: smile, be genuine, take interest in your clients' work, think from their perspective and help them realize their goals.

  17. 5 out of 5

    David Skinner

    This is the best sales book I’ve ever read. I would recommend it at the same level as “How To Win Friends and Influence People.” Every chapter has intensely practical tips that are just as relevant and that was they were 100 years ago. Could not give a higher review.

  18. 5 out of 5

    Michael Holloway

    If your going to deal with people and you are then you need to read this book.

  19. 5 out of 5

    Ash Lanser

    I don't know how exactly, but ever since I read this, I have no problem striking up conversation with people in the street. There was no particular chapter - it just clicked. I don't know how exactly, but ever since I read this, I have no problem striking up conversation with people in the street. There was no particular chapter - it just clicked.

  20. 4 out of 5

    Rajendra

    "How I Raised Myself From Failure to Success in Selling" by Frank Bettger is a book dealing with the sales techniques. Although the book was first published in 1947, the techniques stated in the book are still valid. Since the author himself was a successful insurance salesman, he has put all his knowledge about the sales gained from his first-hand experience into this book. The instructions given in this book are not merely the ideas and opinions popped up in the mind of an author while sitting "How I Raised Myself From Failure to Success in Selling" by Frank Bettger is a book dealing with the sales techniques. Although the book was first published in 1947, the techniques stated in the book are still valid. Since the author himself was a successful insurance salesman, he has put all his knowledge about the sales gained from his first-hand experience into this book. The instructions given in this book are not merely the ideas and opinions popped up in the mind of an author while sitting and thinking inside a room, but they are the "tested" ideas in the practical world. Much of the tips and the content of the book overlap with the ideas presented in the books of Dale Carnegie. Since they were good friends, brought up in the same era and came from the same school of thought, it is quite understandable that they share a similar opinion regarding the techniques in influencing people. However, there is one contradictory view between Bettger and Carnegie. Carnegie is in the opinion that the "people skill" is more important than the technical knowledge in order to succeed. But Bettger, in one of the chapters in this book, states that we are in the age of specialization. And he suggests that one should always thrive towards specialization because the specialized one will ultimately win in the sales business. In my opinion, the author is only partially true when he describes the significance of specialized knowledge. Specialized knowledge is not the sole factor for success in the sales business. However, It does have a significant role in sales. The book is full of eye-opening, real-life stories placed relevantly in the chapters of the book. It contains undeniable tips and techniques to boost sales. Most of the self-help books contain tonnes of information and after finishing the book, the readers find it confused as to what to make out of all those enlightening information. The best part of this book is that this book, not only contains important information but also shows the readers how to use the information contained in the book. It is a must-read book for the people in the sales business; especially the ones engaged in the insurance sales business will find it one of the most important sources of knowledge for their professional advancement.

  21. 4 out of 5

    Ronald

    An actually fascinating book with one of the best endings in all of nonfiction. It’s literally one of the best endings to any how to books. For the ending alone, I bumped it from a 3 to 4 stars Screw all the books that are giving you hope that you can do it or whatever, the ending just tells you to work at these things one at a time, and emphasizes it with Benjamin Franklin’s 13 rule thing. This is a sales book, giving lots of pointers on how to sell better with stories and anecdotes to back his p An actually fascinating book with one of the best endings in all of nonfiction. It’s literally one of the best endings to any how to books. For the ending alone, I bumped it from a 3 to 4 stars Screw all the books that are giving you hope that you can do it or whatever, the ending just tells you to work at these things one at a time, and emphasizes it with Benjamin Franklin’s 13 rule thing. This is a sales book, giving lots of pointers on how to sell better with stories and anecdotes to back his points. It’s pretty good information, but as the author states, it’s best to go one at a time, giving all concentration to it. I am going to do my Benjamin Franklin 13 points thing right after I post this, cuz I’m just so inspired. Anyways, it’s a good book I’m going to have to review the concepts again. It’s extremely similar to Dale Carnegie’s How to Win Friends and Influence People in terms of language used, style, and actual structure of book. If you like that, this will be pretty good too. Okay, I’m writing my 13 points now. Damn.

  22. 4 out of 5

    Tim

    “Tell the story of your own life. Put the word ‘I’ in every sentence. Don’t lecture. Just tell the story of your life as a salesman.” I really enjoyed this book. It’s easy to read with applicable stories and well-defined tactics that can be implemented now. It’s the story of a man who had to quit baseball and go into selling. He recorded his journey and how he went from a failure to one of the most successful sellers of his day. His advice applies to sales reps of all types and also has valuable “Tell the story of your own life. Put the word ‘I’ in every sentence. Don’t lecture. Just tell the story of your life as a salesman.” I really enjoyed this book. It’s easy to read with applicable stories and well-defined tactics that can be implemented now. It’s the story of a man who had to quit baseball and go into selling. He recorded his journey and how he went from a failure to one of the most successful sellers of his day. His advice applies to sales reps of all types and also has valuable advice outside of selling. The chapters are short and he includes summaries throughout. He even includes a plan on how to implement his advice. I think one of the aspects of this book I enjoyed the most was his excitement that was obvious throughout the text. He was excited to share his story and see others apply the lessons he was teaching. It’s almost contagious and I want to go out and do all of this tomorrow. This is definitely a book to keep as a reference on your desk and review on a regular basis. I can’t recommend this book enough.

  23. 4 out of 5

    Walter Sylesh

    Well, this is exactly the kind of book you should read before bed. I usually refrain from self-help and a book from the 1940s with such a corny title would have never amused me ever. But I am happy I made the call to see the ideas Frank had- very interesting for anyone looking to turn their life around especially if you've been in the rut for a while. Salesmanship is universal. We all sell ourselves. There is nothing you can lose from checking this part anecdotal, part-doctrinal book. Well, this is exactly the kind of book you should read before bed. I usually refrain from self-help and a book from the 1940s with such a corny title would have never amused me ever. But I am happy I made the call to see the ideas Frank had- very interesting for anyone looking to turn their life around especially if you've been in the rut for a while. Salesmanship is universal. We all sell ourselves. There is nothing you can lose from checking this part anecdotal, part-doctrinal book.

  24. 5 out of 5

    Tyler Lee

    Without a doubt one of my absolute favorite books on selling. Was give to me as a birthday gift-I tend to avoid the old school selling manuals because so much of it is outdated, but I was promised this was a good one. And my God was it.

  25. 4 out of 5

    Pablitomix Online

    This book is most interesting in the world

  26. 5 out of 5

    Jeff Hodson

    I'm not in sales, but I found a lot of useful information in this book about communication, relationships, and business. I really enjoyed the author's principles of honesty, continual education, and data-based decisions. Although our culture has changed since the author's time, the principles taught in this book still resonate. Overall, an enjoyable and productive read. I'm not in sales, but I found a lot of useful information in this book about communication, relationships, and business. I really enjoyed the author's principles of honesty, continual education, and data-based decisions. Although our culture has changed since the author's time, the principles taught in this book still resonate. Overall, an enjoyable and productive read.

  27. 4 out of 5

    Chris

    A great book about a Sales Professional and how to win as a Sales Professional. I recommend this book.

  28. 4 out of 5

    Moses Garza Jr.

    Great for pocket reminders

  29. 5 out of 5

    Tanner Butterfield

    this book helped me make commissions working at radioshack. useful if you are trying to pracrice the art of persuasion.

  30. 5 out of 5

    Galaxyflyer

    Franklin Lyle Bettger wrote "How I raised myself from failure to success in selling." * Though he would seem egotistical by writing this book. * failed at selling life insurance * made 40,000 sales calls in 25years. * = made enough to buy a 70,000 estate and retire at 40 * "I would walk [1,000 miles] to get this book." ~Dale Carnegie~ - My stupid blunders - My mistakes + lifted my self up = this book is about What this ideas did for me. Ch. 1 these ideas lifted me out of the ranks of failure -nervous -sc Franklin Lyle Bettger wrote "How I raised myself from failure to success in selling." * Though he would seem egotistical by writing this book. * failed at selling life insurance * made 40,000 sales calls in 25years. * = made enough to buy a 70,000 estate and retire at 40 * "I would walk [1,000 miles] to get this book." ~Dale Carnegie~ - My stupid blunders - My mistakes + lifted my self up = this book is about What this ideas did for me. Ch. 1 these ideas lifted me out of the ranks of failure -nervous -scared +relax -*lazy +enthusiastic +electrified +energy+force =felt better +*enthusiastic from $25 to 185 a month +life +animation - ____ falt with baseball/sales -*will stop me - _no E._ falt with baseball/sales + enthusiastic - I have seen the lack of E. cause 100's of salesmen to fail. +*knowlage +excited +[] dynamo + (poam) Victory by Herbert Kauffman +excited -*present ideas poorly Ch. 2 formula for success in selling Ch. 3 six ways to win and hold the confidence of others Ch. 4 How to make people want to do business with you Ch. 5 Steps in sale Ch. 6 Don't be afraid to fail

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