How I Raised Myself from Failure to Success in Selling

Product Description 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 Review Dr. Norman Vincent Peale This book has helped me immeasurably, and anyone who wants to be a successful person should read it.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. About the Author Frank Bettger was the author of the best sellers How I Multiplied My Income and Happiness in Selling. Excerpt. © Reprinted by permission. All rights reserved. Chapter 1HOW ONE IDEA MULTIPLIED MY INCOME AND HAPPINESSShortly after I started out as a professional baseball player, I got one of the biggest shocks of my life. That was back in 1007. I was playing for Johnstown, Pennsylvania, in the Tri-State League. I was young and ambitious -- wanted to get to the top -- and what happened? I was fired! My whole life might have been different if I hadn't gone to the manager and asked him why he fired me. In fact, I wouldn't have the rare privilege of writing this book if I hadn't asked him that question.The manager said he fired me because I was lazy! Well, that was the last thing I expected him to say."You drag yourself around the field like a veteran who has been playing ball for twenty years," he told me. "Why do you act that way if you're not lazy?""Well, Bert," I said, "I'm so nervous, so scared, that I want to hide my fear from the crowd, and especially from the other players on the team. Besides, I hope that by taking it easy, I'll get rid of my nervousness.""Frank," he said, "it will never work. That's the thing that is holding you down. Whatever you do after you leave here, for heaven's sake, wake yourself up, and put some life and enthusiasm into your work!"I had been making $175 a month at Johnstown. After being fired there, I went down to Chester, Pennsylvania, in the Atlantic League, where they paid me only $25 a month. Well, I couldn't feel very enthusiastic on that kind of money, but I began to act enthusiastic. After I was there three days, an old ball player, Danny Meehan, came to me and said: "Frank, what in the world are you doing down here in a rank bush-league like this?""Well, Danny," I replied, "if I knew how to get a better job, I'd go anywhere."A week later, Danny induced New Haven, Connecticut, to give me a trial. My first day in New Haven will always stand out in my memory as a great event in my life. No one knew me in that league, so I made a resolution that nobody would ever accuse me of being lazy. I made up my mind to establish the reputation of being the most enthusiastic ball player they'd ever seen in the New England League. I thought if I could establish such a reputation, then I'd h