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How I Raised Myself from Failure to Success in Selling Paperback – April 9, 1992


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Editorial Reviews

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.
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Product Details

  • Paperback: 192 pages
  • Publisher: Touchstone; New edition edition (April 9, 1992)
  • Language: English
  • ISBN-10: 067179437X
  • ISBN-13: 978-0671794378
  • Product Dimensions: 5.5 x 0.6 x 8.4 inches
  • Shipping Weight: 6.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (390 customer reviews)
  • Amazon Best Sellers Rank: #1,600 in Books (See Top 100 in Books)

More About the Author

Franklin Lyle (Frank) Bettger (1888-1981) was a salesman and self-help author. He was the father of longtime actor Lyle Bettger. He played Major League baseball with the St. Louis Cardinals in 1910 under the name Frank Betcher.

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[1] and How I Multiplied My Income and Happiness in Selling.

Customer Reviews

4.8 out of 5 stars

Most Helpful Customer Reviews

170 of 175 people found the following review helpful By Juan Ortuno on December 25, 2003
Format: Paperback Verified Purchase
After feeling a little bit dissapointed on my performance and ready to quite my position I knew nowhere to look. I found this book and decided to give it a try; knowing nothing about the author but just going by the reviews. I'll tell you. I do not regret a thing about buying this book and I'm actually glad for doing so.
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.
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117 of 119 people found the following review helpful By Craig Matteson HALL OF FAMETOP 1000 REVIEWER on February 16, 2008
Format: Paperback
This is a classic book on fundamental sales techniques that remains sound after 60 years and dozens of printings. Yes, some of the pronouns are out of date (he assumes that all the sales professionals are men and all the secretaries are women - or that there are even secretaries - and so forth) and the dollar amounts given are made largely irrelevant by the inexorable power of inflation. However, the principles Frank Bettger laid down in 1947 will still work for any sales person working today.

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.
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57 of 63 people found the following review helpful By Marque Pierre Sondergaard on June 28, 2000
Format: Paperback
What title do you write for such a book? I have only praise for Bettger's book. The fact that it is a book written for salesmen should not keep anybody from reading it. In my life as a salesman, businessman and man no book (aside from the Bible)has helped me as much as this. If everybody applied its insight in human nature the world be a so much better and happier palce to live.
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!
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18 of 18 people found the following review helpful By Amazon Customer on May 5, 2006
Format: Paperback Verified Purchase
This is a book written in 1949, and so the wording, the amounts, and so on, are based in that era. But my dad was right when he bought this book, read it, and lived by it, and passed it along to me. It's an easy read, and as you read along in it, you see what skills a successful salesman needs (or, indeed, what anyone needs that wants to influence another.)

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.)
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