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How I Raised Myself from Failure to Success in Selling Paperback – Illustrated, 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
- Item Weight : 6.2 ounces
- Paperback : 192 pages
- ISBN-10 : 067179437X
- ISBN-13 : 978-0671794378
- Dimensions : 5.5 x 0.6 x 8.44 inches
- Publisher : Touchstone; Illustrated edition (April 9, 1992)
- Language: : English
- Best Sellers Rank: #17,997 in Books (See Top 100 in Books)
- Customer Reviews:
Top reviews from the United States
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Part 1. "These Ideas Lifted Me Out of the Ranks of Failure"
In this part, the author recommends increasing one's enthusiasm in order to increase sales. The author also recommends keeping careful records of each sales call (visit). Through the records, the author discovers that 70% of the sales are made on the first interview, 23% on the second, and 7% on the third and after. And yet 50% of his time was spent going after the 7%. I could relate to the futility of such an approach.
Part 2. "Formula for Success in Selling"
In this section the author recommends finding a prospect's inner motivation in order to increase sales. He also recommends asking questions to learn more about the prospect. Based on the stories in the book, the author is a master at the FUD technique of sales (instilling fear, uncertainty, and doubt in others to manipulate them into buying).
Part 3. "Six Ways to Win and Hold the Confidence of Others"
In this part, the author recommends not speaking poorly about your competitors. He also mentions the power of customer testimonials.
Part 4. "How to Make People Want to do Business with You"
In this section, the author stresses the importance of remembering names, and not talking too much.
Part 5. "Steps in Sale"
In this part, the author stresses the importance of selling the interview (meeting), not the product. He also recommends using appointments to manage time more effectively.
Part 6. "Don't Be Afraid to Fail"
In this section, the author recommends increasing one's effort (such as increasing the number of sales calls) in order to generate more sales. He closes the book by listing the 13 subjects (Temperance, Silence, Order, etc.) Benjamin Franklin discusses in his autobiography, and recommends the reader find his or her own 13 subjects on which to focus.
Overall, I found the book interesting with useful elements for traditional relationship-based salespeople. The part I appreciated the most was on effectiveness, such as reviewing sales records to discover that he had been essentially wasting 50% of his time on lackluster prospects.
If you are looking for the best sales book, you found it. After reading many sales book from Gitomer, Ziglar, Cardone and others, I can say that Frank Bettger is the best book I read. It encompasses every aspect of Sales (self-management, psychology, appearance), and he gives many useful tips.
No matter if you are beginning in Sales or if you are already a veteran, this book will be of great help for any Sales Rep who want to be in the 1% best performers.
If you mine this book, you will find DIAMONDS... GUARANTEED.
I have owned three copies of this book and still read it though I left formal sales many years ago. I recommend it to friends for all kinds of situations. Heck look at all the 5 Star evaluations of it and find another book on the same topic with as many. They are few and far between. This is the real deal. Invest in it. It will pay HUGE dividends for your career and your life.
OH Boy! my selling days was brutal seriously...
My experience working for a used car dealership was by far the worst and the best days of my life!!
This book guided me and helped me develop very good habits.
I was the least selling employee for six months then after that, I was now one of the top sellers!!! Then I became a Manager and ran my own department.
Also, I was the only saleswoman at that time and phewww without this book I would've not made it... If you're serious about being in the business world then
YOU MUST READ BOOKS LIKE THESE in order for you to be successful.
I highly recommend this book it's a must-have !!!
Thanks, Seller, Amazon and Frank Bettger!!!
Top reviews from other countries
Basically the author teaches you to sell the customer what they need and want. Focus on the customer's needs not your own fat commission.
Not being a salesperson, I normally cringe when being approached by sales folk but as Bob Proctor preaches, you also need to approach a prospect with the right energy.
A great read for experienced and inexperienced sales people.