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How I Raised Myself from Failure to Success in Selling Paperback – April 9, 1992
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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
More About the Author
After his brief baseball career, Bettger returned to his native Philadelphia, where he started collecting accounts for a furniture store on a bike. He then started selling insurance, but was not successful and considered quitting after 10 months. Finally, Bettger succeeded and later became the author of the best-selling books How I Raised Myself from Failure to Success in Selling and How I Multiplied My Income and Happiness in Selling.
Top Customer Reviews
Bettger is closely associated with his mentor, Dale Carnegie and his compelling use of language and story will remind you of the sound of the self-help books of that era. He provides 35 short chapters divided into six parts.
In part 1 Bettger wants you to learn to act with enthusiasm. Even if you don't feel it now, if you learn to act with energy and enthusiasm, you will soon feel it and it will become the fuel of your success. He also talks about the power of making calls. You can't sell until you get in front of people and you need to call a few people to get the appointment (he calls them interviews). Soon you will have a ratio of calls-sales-close that you can study and make more efficient. Bettger also wants you to get over fear and hesitation in talking with people you don't know by taking a public speaking course - one where you actually get to speak a lot and learn from supportive and constructive criticism. He also wants you to plan you schedule by the week so you know what you are doing and then execute the plan. He also tells you to record what you did and what came of it. There are examples planning sheets. However, you can find great day planners nowadays from many different companies.
Part 2 takes you though his sales method.Read more ›
I was ready to quit my sales position in my company and was going to enter a "customer service" position which obviously pays less than sales. I felt dissapointed by my performance and my numbers; I thought I knew the business.
It was then when I picked up this book. Even though it was written a bit ago, it still reflects proper techniques and successful sales guides that anyone can easily follow. I didn't know that such a strong but often unimportant word "why" would matter so much. After using this word "why not sir..." I could really get customers to go to the real truth; and of course, I had answers that made 100% sense to those rejections.
In a couple of weeks I was able to double my commissions and felt more confident about myself. I started enjoying my job more. I felt like my sales job was a game, and I was the leader on my team! Now if I really want I feel like I can get around any rejections and by just asking "why" you can make the sale. It works! Just ask, "WHY?" And you'll get to the point; eventually your customer will not be able to give you an answer strong enough to justify that "why" and will make the sale. Of course, it doesn't happen all the time, depending on your sales offer and your job and your customers.
Anyways, so to keep my story short. If you think you're failing at your sales position please give this book a try. Study it, keep it next to your desk, in your pocket or briefcase. Refer to it any time you need it.Read more ›
Simply a must-read for ANY salesman, businessman, manager or person that wants improve his/her results in interactions with other people.
BY FAR THE BOOK THAT HAS HAD THE VASTEST IMPACT ON MY LIFE AN CAREER! It doesn't get better than this!
Find out what the other person wants, and then help them find the best way to get it.
Dale Carnegie wrote the introduction, and showed his enthusiasm about this book. This book urges one to be enthusiastic, and this book shows one how to be enthusiastic--enthusiasm can't be faked, and enthusiasm works and true enthusiasm helps lead to success. There are lots of other organizational and selling skills discussed in this book. Again, this book shows its years in the dollar amounts and some of the situations that are discussed, but this book keeps its continuing relevance in the wisdom that it conveys. Be honest, and listen, said Bettger.
Listen to this review, it's honest, and read this book, and learn from it. You'll be glad to read it, as my dad and I were, and I've asked my sons to read it as well.
I looked over the other reviews of this book and almost universally they were very laudatory. You will also be glad to read this book and to look at a lot of ways how you can be more successful and still stay true to an honest view of the world and how anyone can, by looking for what someone else needs, to help them get there, whether you are in sales or you think you are in any other occupation (hey, we all help meet someone's needs no matter what we do, even when we define and meet our own needs or our customer's/client's/friend's/love's/family's etc's needs.)
Most Recent Customer Reviews
This book was recommended to me by a stranger that I sat next to on an airplane. I am so glad I wrote down the name of the author. Read morePublished 14 days ago by mrraasm
Highly recommended!! Fascinating read! Still applicable for today.Published 21 days ago by A Blackstone
This a great read to understand and be understood about how honest proper sales are done with God taking the reins.Published 22 days ago by David W. Buechter
I read the first half and got distracted for months. Came back one day and left off where I stopped before, after reading the rest I must say this is one of my favorite books I've... Read morePublished 1 month ago by Rhandell Mitchell
Rarely you come across a book that says why and how to get you to a better you, this book has it both. Highly recommended it!Published 1 month ago by Jose Delacruz