Book Review: How Frank Bettger Turns Him from Failure to Success

This book from

How do I go from failure to successful sales? from

 Written by Frank Bettger in 1947. It is considered a commercial classic. I was really surprised how much I liked this book and found that I quickly read it. It is full of mythical stories that inspired me. Chapters and chapter summaries help to consolidate these ideas and provide a friendly reference for future reviews. Although Frank Bettger is a life insurance salesman, this information applies to all sales areas.

The following is a brief overview of some of the key points discussed by Bettger. Start with passion. Some people say that he has failed from life to success because he has discovered the power of enthusiasm. Bettger suggests that you force yourself to take action and you will actually be very enthusiastic.

Write down your sales presentation verbatim and practice over and over again. Join the organization you have to speak so you can practice and improve your public speaking skills.

Bettger recommends spending a day a week organizing and planning a week. Do the most important thing first.

In sales, you must see people and set up an interview or appointment. He recommends sharing your story with at least 4 or 5 people every day. First sell the interview instead of your product. Stop swinging home runs, but try to get a first base by appointment.

Bettger said, from

"I no longer worry about being a good conversationalist.

Cultivate the art of asking questions. Be brief, don't say too much. Find and find key questions and stick to them. Ask the question "Why" and "Besides...?" Find out what the other person wants and help him or her find the best way to get it.

There is only one way to get someone to do something, and that is to let him or her want to do it. There are usually two reasons for doing something - a reason that sounds good and the real reason. You are welcome to raise an objection and find hidden objections.

Bettger has a chapter discussing the end of sales. There are four steps to closing average: attention, interest, desire, and closure.

Know your business and praise your competitors. Never exaggerate!

New customers are the best source of new business recommendations. Follow up with the leads immediately and report the results.

It looks best and is successful. Be a sincere friend and give everyone a real smile. Remember names and faces! Get a good understanding of the name and pronunciation, often repeat the name in the conversation, and associate the name with the action picture if possible.

Finally, Bettger recommends using 13 personal qualities or trains per week. You can also choose a part of the sales process. Focus these on the record card, paying attention to one each week and repeating.

This summary is just one of the highlights of Bettger's theme sneaked into his excellent book. I highly recommend it to sales people! This book demonstrates the quality of life and sales success of Frank Bettger. He is one of the highest paid salesmen in the United States. Many years after his death and writing era, this proposal was sound and eternal. Frank Bettger died in 1988 at the age of 93.

---

Orignal From: Book Review: How Frank Bettger Turns Him from Failure to Success