Description
Book SynopsisWhat are the selling secrets that raised Frank Bettger from initial failure to unparalleled success, and fame, as one of the highest paid salesmen in America? Encouraged to tell his story by admiring colleague Dale Carnegie, Bettger reveals his proven success formula so that you too can work magic with sales - and multiply your income and happiness a thousandfold! Inside you will find instructive examples and step-by-step guidelines on how to develop the style, spirit, and techniques of a first-rate salesperson. No matter what you sell, your on-the-job performance and profits will increase dramatically when you apply Bettger''s keen insights on: * The power of enthusiasm * How to conquer fear * The key word for turning a sceptical client into an enthusiastic buyer * The quickest way to win confidence * How to deliver a winning sales talk * Seven golden rules for closing a sale
Trade ReviewDr. 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.
Table of ContentsCONTENTSIntroduction by Dale Carnegie -- What I Think of This Book
Author's Preface -- How I Happened to Write This Book
PART ONE
THESE IDEAS LIFTED ME OUT OF THE RANKS OF FAILURE
CHAPTER
1. How One Idea Multiplied My Income and Happiness
2. This Idea Put Me Back Into Selling After I Had Quit
3. One Thing I Did That Helped Me Destroy the Biggest Enemy I Ever Had to Face
4. The Only Way I Could Get Myself Organized
Summary -- Part One
PART TWO
FORMULA FOR SUCCESS IN SELLING
5. How I Learned the Most Important Secret of Salesmanship
6. Hitting the Bull's Eye
7. A $250,000 Sale in 15 Minutes
8. Analysis of the Basic Principles Used in Making That Sale
9. How Asking Questions Increased the Effectiveness of My Sales Interviews
10. How I Learned to Find the Most Important Reason Why a Man Should Buy
11. The Most Important Word I Have Found in Selling Has Only Three Letters
12. How I Find the Hidden Objection
13. The Forgotten Art That Is Magic in Selling
Summary -- Part Two
PART THREE
SIX WAYS TO WIN AND HOLD THE CONFIDENCE OF OTHERS
14. The Biggest Lesson I Ever Learned About Creating Confidence
15. A Valuable Lesson I Learned About Creating Confidence From a Great Physician
16. The Quickest Way I Ever Discovered to Win Confidence
17. How to Get Kicked Out
18. I Found This an Infallible Way to Gain a Man's Confidence
19. How to Look Your Best
Summary -- Part Three
PART FOUR
HOW TO MAKE PEOPLE WANT TO DO BUSINESS WITH YOU
20. An Idea I Learned From Lincoln Helped Me Make Friends
21. I Became More Welcome Everywhere When I Did This
22. How I Learned to Remember Names and Faces
23. The Biggest Reason Why Salesmen Lose Business
24. This Interview Taught Me How to Overcome My Fear of Approaching Big Men
Summary -- Part Four
PART FIVE
STEPS IN SALE
25. The Sale Before the Sale
26. The Secret of Making Appointments
27. How I Learned to Outsmart Secretaries and Switchboard Operators
28. An Idea That Helped Me Get Into the "Major Leagues"
29. How to Let the Customer Help You Make the Sale
30. How I Find New Customers and Make Old Ones Enthusiastic Boosters
31. Seven Rules I Use in Closing the Sale
32. An Amazing Closing Technique I Learned from a Master Salesman
Summary -- Part Five
PART SIX
DON'T BE AFRAID TO FAIL
33. Don't Be Afraid to Fail!
34. Benjamin Franklin's Secret of Success and What It Did for Me
35. Let's You and I Have a Heart to Heart Talk
