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How I Raised Myself from Failure to Success in Selling
Free Ebook How I Raised Myself from Failure to Success in Selling
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Audible Audiobook
Listening Length: 6 hours and 15 minutes
Program Type: Audiobook
Version: Unabridged
Publisher: Simon & Schuster Audio
Audible.com Release Date: December 6, 2016
Whispersync for Voice: Ready
Language: English, English
ASIN: B01MSHJDRS
Amazon Best Sellers Rank:
Fascinating read, despite the era in which it describes being nearly 50 years ago. Many principles apply, and he does describe these simply and easily.
This book is positioned as a Dale Carnegie-approved introduction to attitudes to develop for more sales. The book contains the following parts. Each part contains several chapters and key ideas. It is my intent that the discussions of the content kindle your interest and spur you on to buy the book.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.
There are many other reviews that give hints of the content of this book. So I want to be straightforward with you.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.
This is an incredible book and the best way to spend $12 you can find. The secrets are all in here. I spent many years as a salesperson for a Fortune 500 company and led sales for 6 years in a row. I have been a sales manager covering a multistate region so I know something about selling. Frank Bettger's book is a classic. But be crystal clear about this... the wisdom inside of this book is not dated. It is timeless.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.
In 1986-87 I started working for the Prudential Life Assurance in Brisbane Australia. I was only learning sales at that point with very very little experience and i was probably the worst salesman in the whole dept, but i could prospect really really well. My sales manager recommended the book by Frank Bettger, needless to say i went out and bought the book. This book is the greatest sales book that i have ever had the pleasure to read, i loved it, I used it all the time. Over the next month i sold more life business than all other salesman in my dept and was awarded my own office over looking the picturesque Brisbane River from the top floor, my sales manager Gerry Porter was flabbergasted. The book is a masterpeice.
its been a great book, although its a little outdated for some of the topics it still is a great read. the author gives a inside look from his past experiences. He talks about his sales in insurance for large corporate companies. He tells how to deal with tough sales, how to relate to your customers, and the toughest one how to get yourself out there in front of customers. Awesome book hands down a must have for any salesman new or old .
GREAT book on selling. Has a lot of typical selling techniques but what makes this book stand out from a textbook about selling is that it gives a lot of real world examples to help you relate. Definitely one of the best books on selling that I have read. Kept me entertained throughout the entire book. Highly Recommended.
Being interested in improving myself, I had had of course heard of the name Dale Carnegie. As I had perused his books, I came across this one. Since I am new to REAL sales (my weakness being closing), I was intrigued by this book's title and description. After buying it, I realized that it was connected to Carnegie's books because this author actually knew and worked with Carnegie. It was Carnegie who pushed him to start speaking. So even though this book seems to have been written long long ago, I found the advice very useful and have already begun applying some of the tips. I highly recommend reading this if you want a foundation to build your sales on.
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