This book is one I am using everyday since I read it to develop my skills to approach a prospect, present a product in a way that adds value to the person purchasing it and close the sale tactfully. I recommend this book for anyone wanting to enjoy sales and improve their conversion rate.

Are you kidding me! This book changed my life! Follow the simple methods that Frank Bettger used and see your sales go through the roof. He doesn't know the phrase "Keep it simple stupid" this book was written way before that...but he is the original "simple" method king! Don't waste a minute, order now. Imagine all you have to do is listen to your customer and ask them why...who would have ever thought selling was this easy!
2 thumbs up Mr. Bettger...2 elated thumbs up!

You may never have heard of Frank Bettger (prounced Betch-er)but thousands of sales professionals attribute their success to reading his book, "How I Raised Myself From Failure To Success In Selling."

Bettger gives practical timeless advice on improving your salesmanship. Simple things like listen more than you speak, continue your education, act with integrity, think of your customers needs more than your own may sound old fashioned, but they still work wonders.

I read Bettger every year and I never fail to pick up something new and valuable.

Highest Recommendation!

Cheers!

How I Raised Myself from Failure to Success in Selling

I have read this book over 15 times in the past 10 years, because it is the BEST book on selling that I've ever read. It is common sense and real world in its approach. It has been in print since 1947, and that speaks volumes.

Every book on sales uses the core principles that Frank Bettger laid out in this classic manual in 1947. These principles remain an effective part of the repertoire of most successful sales professionals. Bettger shows his belief in Dale Carnegie's putting-people-first tactics with his inspiring language, skilled storytelling and bedrock principles. While some of his syntax, especially the gender-specific pronoun use, is dated and the dollar amounts are small compared to today's figures, getAbstract suggests that every salesperson should read and master this basic, practical guide.

My initial contact with Bettger's wisdom was some 27 years ago through an audiotape version of his book. Now, I've been reacquainted with the man through his book. What a timeless nugget of wisdom! This book,in its virtuous compactness, has turned out to be The BEST book from which I've learned much that is priceless in effective communications (sales). In fact, it is so priceless to me that it has become a constant companion, occupying an enviable corner of my briefcase. I recommend this book very, very highly to any serious-minded sales/communications apprentice, anywhere, anytime. Read, re-read, internalize, practice, and watch the positive results materialize, inexorably!! Things (generations, perceptions and culture) may change, yet there appears to be a constant theme and thread common to them all. This book, in my opinion, transcends those boundaries...

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. Basically, he shows you ways of finding out what a person wants and providing it for them. Bettger shows you how to find what your client's "vulnerable spots" are. That is, what his motivators and needs are. You also need to learn how to connect with people. One way is to learn and use their name, find out about their hobbies, their family, and so forth. Write it all down and refer to it before you go to see the client so you can ask about his interests and show a personal interest in him. Bettger also takes you through his steps in the sales process, how to overcome objections, why you should ask why to get past the stated objection to the real objection.

Part 3 is all about confidence. You need to be confident in yourself and nothing is more important to that than your personal integrity and honesty. You also need the confidence of your clients, and Bettger shows you how to earn that by being honest, using testimonials, a professional appearance, and a courteous demeanor.

Part 4 discusses the importance of getting people to WANT to do business with you. He advises you to identify young people with talent and to encourage and help them in their career. You are going to be in business for a long time and helping develop these young people will help connect them to you as they rise. He wants you to smile, remember names (and tells you how), warns you against talking your way out of a sale, and how to approach what he calls "big men" - what we might call C-level executives.

Part 5 takes you through the mechanics of the sales process and how it begins before the sale. He is totally committed to selling by appointment, how to get "secretaries" (gatekeepers) on your side, why you must prepare for each sales presentation and why you must right down what went well and what went poorly immediately after you leave. You also learn why you should let the customer work your demo, getting leads from new customers, rules for closing the sale, and why you must show up with a prepared order or contract where all the person needs to do is sign the order. Assume the sale!

Part 6 talks about the powerful learning experience you get from failure. You must never let setbacks cause you to give up or quit. He uses Benjamin Franklin's method for moral perfection as a model for perfecting your sales process and then talks to you about why you need to get to work now and how fleeting time really is.

Excellent book for anyone in sales, considering a sales career, or managing salespeople.

Reviewed by Craig Matteson, Ann Arbor, MI

While this book was written a very long time ago, the tale and techniques are timeless in motivating any individual in ways to gain success in their newfound sales career, regardless of product. But it is of particular benefit to those in Financial Services.

The ideas and stories are timeless and are a particularly beneficial way to look at the power of persistence after you have made a career change.

Raise your eyes and realize that if you keep going, you'll eventually get to the finish line.

I have been selling home, life and auto insurance for a major company for the past 8 months and the title of this book struck me. When selling insurance and probably anything else, a salesman will hit dry spots and feel like giving up! I bought this book during one of those dry spots and I read it twice in one week! I can't say that the book doubled my income, but it made me more motivated and gave me ideas to keep those dry spots from occuring. The book was written in the fortys and while reading the book I realized that some of the things that Mr. Bettger teaches are still practiced today and I was using them before I read the book and didn't even realize it!

If you're going to sell anything or already are selling, buy this book! It is worth every penny and more and if you make one sale from one idea in this book, you'll get your money back!

This book may have been modern and a real guideline when it came out. From a today's perspective, this is well-known stuff even for junior salesforces.

It's incredible how the basic skills learned from Bettger's many examples of his own experiences over 50 years ago still translate today. I highly recommend it for anyone just getting into sales or looking for some ideas to make that light bulb over your head go on. I was really skeptical when someone gave me the book and I saw it was written ages and ages ago, but I remain shocked by how helpful it was.

This classic from the 1940s covers all the basics of selling, starting with Chapter 1: Enthusiasm. Dale Carnegie ("How To Win Friends and Influence People") wrote the preface, and Bettger's book is written so well I would not be surprised if Carnegie ghost-wrote the book. Frank Bettger earns our sympathy right off the bat, an average Joe doing average things. When his manager has him start to count his calls and other activity, things start to happen, just as they will in your career if you do the same. This book reads quick, and whether you are selling intangibles (securities, insurance) or tangibles (cars, real estate, etc.) you will benefit.

Frank Bettger's book is a real page turner that's easy to understand. Even better his advice is easily applicable & effective today as it was 60 years ago.

This is a book you should read several times when you receive it & then reread it often through out your career. The tips that lay on these pages will pay the cost back for this book uncountable times over.

This book was written over 60 years ago, but the messages on the pages ring loud and clear to sales professionals in today's world. Frank Bettger simply tells his personal story of how he grew his sales career from failure to success....and learned valuable life lessons along the way.

The book does not have the gliz and hype of a Tony Robbins seminar, but it has the power to impact the reader and put one on the path to greatness.

This book has really great techniques along with excellent real life examples. An extremely valuable book for anyone involved in sales.

How did I acquire this book? For free, an old friend who's like a rubber ball when it comes to business. He kept bouncing back and is now doing brilliantly in his field. He passed on all his books to me and this is the first one of them I read.

Put it on your "read it twice and make notes" list. Then read it a third time.

He's engaging and delightful to read, in a charming olde worlde way. Lots of common but not so common sense. I can't think of a wasted chapter in the whole book. It's possible that it may be the only book on selling that you could need if you work for a company with a decent sales training program. Of course, if you are selling for yourself etc then you'll need other things too, and this should be on the essentials list.

I'm also working through Dan Kennedy's No BS Sales Success and Moines Unlimited Selling Power-both excellent though the latter may not appeal to everyone.

When I first saw this book, I thought to myself, "why would I buy a book that is so small compared to the others, and includes the word failure in its title"? Thankfully I purchased it anyway because it was one of the best books I've ever read. One that didn't even lull me to sleep since that's what happens when a book gets long winded. I was reading Tom Hopkins' book "How to be a successful salesman" and finished reading this book first! It's truly an amazing book because so much of the principles in it were written over 60 years ago, and it still can be applied today. I'm sure that many of those self help "gurus" such as Anthony Robbins or Robert Kyosaki (I think that's how you spell his last name) have read this book and basically plagerized it's most important principles while calling it "there own ideas". It truly is one of the better books out there and believe me, there are plenty to choose from. Unfortunately, many of them are real losers but not this one. Mr. Bettger (pronounced bet-cher as in "you bet your life") uses some his own life experiences which is what makes this book such an easy read because he explains it with so much inspiration and enthusiasm. I guess it's because he uses some of the principles he learned from reading books by the REAL INSPIRATIONAL, if not the original gurus of self help, Napoleon Hill & Dale Carnegie. I tell you, when I started reading this book, I just couldn't put it down. It makes you want to do something right away just as soon as you finish reading it. For example, I've been meaning to loose a little weight (ok maybe alot) for some time, but I never got around to doing it. As they always say, something would always come up. If it wasn't one thing it was another. Well after reading this book, I would've ran to the gym and signed up except that it was about 12 in the morning. So I signed up the next day. I am proud to say that I have lost about 10-12 pounds so far and I'm feeling like a melting snowman. You see my friends, reading this book isn't just for people who are looking for a career in sales. It's a book that inspires anyone who is looking to do something with his life that should have been done ages ago! You just needed that little push and this book can help give you that push. So for anyone who feels his life is in a rut or needs to get a little inspired, or if you're a litte broke and don't have the $10.40 for this book because you just spent $25.00 on the last Anthony Robbins book,(man there's so many of his books) I urge you to get this book. As I said before it's an easy read and you can even read it to your children because since it was written 60 years ago, it definitely doesn't have any foul language. And you can "bet your life" on that!

When I first saw this book, I thought to myself, "why would I buy a book that is so small compared to the others, and includes the word failure in its title"? Thankfully I purchased it anyway because it was one of the best books I've ever read. One that didn't even lull me to sleep since that's what happens when a book gets long winded. I was reading Tom Hopkins' book "How to be a successful salesman" and finished reading this book first! It's truly an amazing book because so much of the principles in it were written over 60 years ago, and it still can be applied today. I'm sure that many of those self help "gurus" such as Anthony Robbins or Robert Kyosaki (I think that's how you spell his last name) have read this book and basically plagerized it's most important principles while calling it "there own ideas". It truly is one of the better books out there and believe me, there are plenty to choose from. Unfortunately, many of them are real losers but not this one. Mr. Bettger (pronounced bet-cher as in "you bet your life") uses some his own life experiences which is what makes this book such an easy read because he explains it with so much inspiration and enthusiasm. I guess it's because he uses some of the principles he learned from reading books by the REAL INSPIRATIONAL, if not the original gurus, Napoleon Hill & Dale Carnegie. I tell you, when I started reading this book, I just couldn't put it down. It makes you want to do something right away just as soon as you finish reading it. For example, I've been meaning to loose a little weight (ok maybe alot) for some time, but I never got around to doing it. As they always say, something would always come up. If it wasn't one thing it was another. Well after reading this book, I would've ran to the gym and signed up except that it was about 12 in the morning. So I signed up the next day. I am proud to say that I have lost about 10-12 pounds so far and I'm feeling like a melting snowman. You see my friends, reading this book isn't just for people who are looking for a career in sales. It's a book that inspires anyone who is looking to do something with his life that should have been done ages ago! You just needed that little push and this book can help give you that push. So for anyone who feels his life is in a rut or needs to get a little inspired, or if you're a litte broke and don't have the $25.00 you spent on the last Anthony Robbins book,(man there's so many) I urge you to get this book. As I said before it's an easy read and you can even read it to your children because since it was written 60 years ago, it definitely doesn't have any foul language. And you can "bet your life" on that!

I picked this up yesterday at a bookstore locally after reading the reviews here on amazon. I'm half way through the book and at an non-intimidating 191 pages you should be too. I'm soon going into Insurance Sales after being in retail sales for nearly 10 years. I believe This to be an excellent primer for those new to Sales or have been absent from the industry for years.
Especially for those interested in Insurance Sales this is a great book,One of few in such a large sales niche. I mean look in your local yellowpages under insurance Hundreds maybe thousands of companies or locations but so few books on the business/sales side of things whereas there are many more for the consumer/client side of insurance. I'm not saying this is just for insurance people but it is excellent for them.
plus who could beat the price for a used copy on amazon.
Also, The legendary Dale Carnegie had a large role in getting this published. If you have no skill in selling/sales and you are just starting out get this book before any others. If you need a refresher on sales, get this book. I've spent tons of money on all kinds of sales & marketing type books and often times feel ripped off even if I bought a book used on amazon. Because so many are repeats of old info with tons of new filler & fluff. this book is light on filler & fluff which is great for most of us because we don't have the time to sort usable info from junk filler info.
I know I hate long winded or repetitive(600 pages of the same basic plan stated over & over) books because they cost me money & time. this book is small, to the point and filler free. Just how I like them.

Anyone who makes a living selling or is thinking about sales should read this book. I read his first book 30 years ago and was so inspired I went on to be the top salesman in my field.

"How I Raised Myself From Failure to Success in Selling" needs to be on your shelf along side other copywriting classics from that era like "Scientific Advertising" by Claude Hopkins, "The Robert Collier Letter Book" and "Elements of Style" by Strunk & White.

Success in copywriting requires a solid understanding of salesmanship. You can't find a book that explains salesmanship more clearly and concisely than this one does.

I'm not a salesperson, but this book helped my business thought; each business transaction is a selling.
How do I achive my goal was in the book.
The most important lesson I learned from this book is "think and do it with passion".

Very powerful stuff here. I highly recomend all salespeople read this..

When I started as a sales engineer, out of university at 27 yo (ok, so I was kind of slow) and lured into a company by my boss who saw a great potential in selling for me, eventhough I told him i never sold even a needle in my life, I bought this book a year later in a fleamarket, the cover was worn down, the edition older than me.. its true what they say, you cannot judge a book by its cover..

This is truly timeless advice from someone that had an extraordinary life, not only in selling... I just wished I had read it earlier.

For those of you in the field, it indispensable though many thing may be dated, for all of you who do not think selling is for them, read it anyway, it will make you a better seller for we all sell all the time.

This was the first book I have read on sales and sales techniques and I was thoroughly impressed. Bettger presents timeless techniques that will work for anyone in sales, who's not afraid to try. He gives examples of all his techniques and how he put them to use for himself and the results that each turned out. I learned so much from this book that I am very excited to put to use in my profession. I Reccomend this to anyone who wants to improve their sales numbers immediately.

Marina Kushner
Author
The Truth About Caffeine: How Companies That Promote It Deceive Us and What We Can Do about It

This book is wonderful. The book highlights the key points of becoming successful in sales and any other facet of life. The book is simple, easy to read, and information packed. This book would benefit anyone of any age. If you want to become successful, add this book to your own personal library today!

Charles Holmes
Author, The Little Book About Big Success

Alright...alright. Admittedly I tried to find flaws in this book because 5 stars from every reader is just unheard of. Well, I see why now. This is a great book. I like Joe Girard's book on selling but this book is better because it's not very manipulitive. It's not really deceiving like a car salesman tactics. It's borderline teaching you proper manners. It's funny, I have read many sales books recently and all of the author's write about these same principles. This book is great to read over and over again to get inspired. If you are in to any type of sales, even MLM this book should be studied.

Anyone that has ever made a living in sales has heard of this book. There is a reason why it's so well-known: it's damn good! Frank Bettger, a former major league baseball player, details the numerous techniques -- habits, ways of thinking -- he discovered, on his own or from others, that elevated him from near drop out to top-producer in insurance sales and speaker on Dale Carnegie's circuit. While the goal of the book is clearly to help others improve their sales skills, H.I.R.M.F.F.T.S.I.S. is also inspirational in that it demonstrates that you, with the help of others and drive/determination, can really improve yourself...in whatever you do. Get good advice, follow it religiously and succeed; that's the underlying theme of the book.

The book is well-written and interesting. Younger readers will notice some turns of phrase or speech not commonly used today, but the book is still relevant.

"Sales" may mean different things to different people and there are certainly many facets to being a good salesman. But it comes down to only a few things. Most simply, sales is getting the customer to genuine like and trust you and be interested in what you have to say. Most of the great information in H.I.R.M.F.F.T.S.I.S. relates to improving people skills. Even if you're not in sales, you could greatly improve your professional standing by reading and applying Bettger's principles and methods. Put another way, it's a must-read for anyone that wants to improve how s/he relates to others.

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.)

If you were my best friend, I'd tell you to read this book.

I keep several copies handy at my office to give to salesmen who call on me.

It's easy reading, with stories and illustrations that will hold your attention.

Most of all, you'll get great ideas that will help you connect selling with your real heart.

I used this book for a rookie sales team I manage. While it was written in 1947, the concepts are timeless! It is not one of those slick sales books full of one liners. It tells some great stories that really motivate sales people, with concepts they can apply to nearly any product you want to sell. Highly recommended!

This classic book deals with the most common work-related problems including time management and communication. This book emphasizes that enthusiasm is one of the main keys to selling. It offers a number of tips on skill development. The `Pocket Reminders' at end of each segment provide an excellent way of reviewing the book without having to revisit the full text. The advice in the book is timeless.

This easy to read sales book is great for any sales manager to give to their employees. The ideas generated and the enthusiasm for selling will be beneficial to many organizations. It's a quick book and most people should have no problems with finishing!

This classic book describes almost every core concept relating to modern selling - incredible since it was written in 1947. It contains nearly all the information that later trainers embellished or slightly expanded upon (Zig Ziglar, Tom Hopkins, etc.). Even though the examples come from a by-gone era, the fluidity and voice of the text still feels alive.

I can't describe how useful this book has been to me over the years. Although not primarily in sales, I find it has helped me with the most common work-related problem areas including self-motivation, increasing productivity, time planning, dealing with people, and many other topics. Whether you're in sales or looking for a way to improve your life, this is an excellent source.

The end of each section contains a "Pocket Reminders" summary of the proceeding ideas. These are concise and memorable. They provide an excellent way of reviewing the book without having to re-read the entire text.

There is no better "primer" for sales than "How I Raised Myself from Failure to Success in Selling". It is loaded with timeless tips on skill development that will assure sales folks success in spite of the sales "climate". No need to learn the "tricks" of the trade if you read this book with an open mind allowing the contents to get in!

Mr. Bettger does an excellent job breaking down the emotions that are used and seen in the profession of selling. The wisdom and advice in the book is timeless, and it is still in the top 3 of any sales book I have ever read. Fast chapters, and easy to follow text.

You dont have to be in sales to own this book. At the cover price things that you await to learn would pay for themselves 1000 fold. I was only 1/2 way through when I realized that I wish I would have read this when I was 18, it would have changed my life far sooner.

Heres what I recommend, start from the front and when you encounter an idea that you can use, finish that section and concentrate on using that idea for 2 days then come back for the next idea and repeat. Its likely going to take you over a month to get to the end, but there are so many good ideas that you have to remember them all and do so one at a time. This is kind of a quick version of the Ben Franklin method he describes in the back, my issue with that method was there were more than 13 useful ideas I wanted to incorporate in my life! After you've been through the end of the book then change up your method however you like.

There were many points in this book where I stopped and said wow that is so right. I've used some of these methods without knowing it and they worked! I was just never concious of it. I came away with so much more though. You could buy a pile of sales books, self help and closing technique publications read them all after this book and likely take away 10% as much as you could on this. There are a lot of ideas and he does an excellent job of telling you why and how they work, well except for one example with the pen, but you'll understand when you get there!

If you are reading this, buy this book. If you dont like it or couldnt find one thing that was useful to you, contact me I might just buy it off you and give it to someone I know!

Wow!!!!!

This book was one of my top 10 favorite reads of all time.

It was so interesting to read about his initial failure as a life insurance salesman, and the steps he took to overcome. I enjoyed the steps he took to overcome his shy/nervousness when in the presence of clients...especially wealthy/powerful clients.

I enjoyed the quotes. He stated, "Insurance sales is the easiest job in the world,if you work it HARD;but, it is the hardest job in the world if you work it EASY." Another quote in his book, "In this world we either discipline ourselves, or we are disciplined by the world, and I prefer to discipline myself."

All i want to say is if i was marooned on a desert island and was allowed only 5 books, this would be one of them. get this book, grow and enjoy over many years.
Thanks again Frank

I was introduced to this book but one of the most successful salesmen I have ever know. Before Jim died he said this was the absolute best book on selling he had ever read. I have to agree with himi and will continue the legacy of recommending this as the best book on selling I know. The simple and relateable truth presented in the life, failures, and success of Frank Bettger speak to any who are ready to listen. Buy this book and read it often.

I just finished reading Mr. Bettger's book and was so pleased to learn how simple someone who achieved such great success approached his work. His transformation from an un-enthusiastic baseball player to a legendary sales person is not only a great story, but an inspiring lesson. I read it in three days and will take Mr. Bettger's lessons along with the Benjamin Franklin method for self-impovement to the grave.

Out of ALL the books on selling and becoming great in the "selling" arena this is the one book I keep coming to again and again, year after year, after year. I've been in sales in some form or fashion for over 15 years and I know for a fact this book had everything to do with helping me retire from corporate America in my thirties. I don't even rememember how I found out about this book but this book is my secret weapon for creating massive success in my life. It is the foudation of my business to help raise the level of human potential all around the world.

In simple terms a first grader can understand, Frank covers the principles of becoming successful in sales, direct marketing, network marketing, advertising, corporate accounts, and the list goes on.

This book is the foundation of my coaching in helping people to beomce more successful in their lives. I make everyone I work with read this book and everytime I do, I begin to see immediate results.

Frank lays it all out; the proper attitude to have and how to achieve it, how to organize your day, how to set goals, how to reach that corporate executive who's secretary is constantly screening his calls, how and where to meet prospects for your product and services. How to gain anyone's confidence and trust.

This book is not about closing techniques. It's about how to develope long-term relationships and how to develop a winning attitude, how to develop the winner inside you, and how to win!

Franks accomplishes teaching you his techniques, tips and strategies by telling you a story. It's just one story after another and inside those stories he plants the seeds of greatness you need to raise yourself from failure to success in selling.

P.S.
Frank's strategies are most useful to those of us who will or do make our careers in a specific area. I don't think it's much use to one who may be selling cars then furniture, then insurance and on and on.

This book is a must.
There is a reason why this book has over 40 reviews and has 5 stars on every review.
Its changed my life.

I think this should be a requirement for any new sales person. The story that Frank Bettger tells holds a lot of truth even if the strategies are dated. He outlines the following universal truths about sales:

1.You will get rejected (and how to not let it get you down)
2.You have to have goals
3.Break it down to the simple (just do what makes you money!)
4.Many more.

If you are a sales manager, and tired of lousily trained or unethical sales people, then this book is for you. If you are new to sales or are struggling as of late to hit your numbers then buy this book. It will help you.

Frank Bettger's lessons in successful selling have long since passed the test of time. Whenever I'm asked "What else should I read?" in one of my sales training seminars, I always tell them that no sales training library is complete without a well-worn copy of Frank Bettger's "How I Raised Myself from Failure to Success in Selling" - especially with young and/or new salespeople!

Note:You may have noticed that all of my book reviews carry "5 Star" ratings (*****). But that's not the sign of a "soft reviewer." I only review books to which I can honestly give a a "5 Star" rating. You may assume, therefore, that any sales training/self improvement book without my "5 Star" rating is either less than "5 Star," or I simply haven't gotten to it yet . . . and there are certainly plenty of those!"

Frank Bettger's classic motivational book speaks to the Zen saying, "when the student is ready, the teacher appears."

I have read, as a business book reviewer for 18 years, literally hundreds of books of how to sell well. None of them can touch the accessible wisdom of Bettger. Of course, I loved it even more because I came from Philadephia and know all of his references.

I have put my sales points on a card and I am off and running to be a famous artist/writer in my lifetime.

This is a great book. I read many business books ranging from Marketing, to sales, to managment to finance, and this book was one of the easiest and interesting to read. I think I read it in record time. Learned a lot about selling and how to persuade people in business. This book is a Must Must for a person in sales and a great help to those that deal with Marketing or even Management. I suggest this book to everyone I meet in the business world and so far no complaints.

Book review

Frank Bettger describes profoundly experiences to succeed in selling.

Bettger's book, How I raised myself from failure to success in selling, is deserving of a

five-star rating, because he explains and shows the real facts in salesmanship, the

impediments and the success in the same time. Bettger relates his own experiences as a

salesman; his intentions are that every new salesperson should take his book as an advice and

should follow all the rules he gives. The author relates about enthusiasm in job,

confidentiality, how to remember and to not forget costumers, and how to be organized.

Furthermore, Bettger increases a hope for those who believe that salesmanship is their

vocation and gives them more interest to continue this career.

Frank Bettger was a baseball player at his 20's; one day he had a big accident at one of

his arm and from that moment he ended his career as a baseball player. After that he decided

to do something different, so he started to sell life insurance. This job did not make him happy

until one day he heard a poem which made him to continue this career. One of the things was

that he started to put more enthusiasm in his work and to see things differently. He's routine

at work was to call people and to convince them to buy life insurance. Unfortunately this was

not enough; to make people to believe him he started to talk with more enthusiasm, to put

more questions, and to be organized. These changes raised his income, but more than

that he started to sell life insurance more than he did before. He believes that working with

enthusiasm is one of the biggest steps in a sale career. "Force yourself to act enthusiastic, and

you'll become enthusiastic!" (15)

After a while when his experience grew Bettger discovered and learned, in the

same time, that to be confident is what most of the people like. Asking questions made him to

believe that the interviews are more productive and consistent. The author found that asking

a question "is the only way to get people to think!" (62) Some of the questions that he used, in

one of the biggest contracts of his life, where what ambitions, hopes and objectives from that

interview the costumer is expecting. All these questions made his business to be

prospering and to grow as he wanted. The author knew that people like to make business, but

they also like that some questions to remain without answers. In his book Bettger gives six

things that salesmen should learned to approach the question method. The most important is

"Enables you to help the other fellow recognize what he wants. Then you can help him decide

how to get it." (62)

Equally important from Bettger's experience is to remember names and faces in many

cases. The best way to memorize these is to remember three words: impression, repetition,

and association. He is convinced that if a salesperson memorize these things will be much

easy to remember names and faces avoiding the salesman to talk too much. Impression is to

get a clear interest in someone's name and if is hard to be memorized do not be afraid to ask

the person again. Repetition is when having a conversation with somebody that person's name

is repeated at short intervals to make sure the brain is going to catch it. Association is when a

face is associated with a picture or with the person's business. Sincerity and honesty make

a businessman to be believed and to increase his reputation. "If you want to be welcome

everywhere, give every living soul you meet a smile, from down deep inside." (128)

Again Bettger shows that costumers are the main point to make a sale; sometimes just

using the business card can make the business to prosper. If a salesman is remember and is

calling a costumer after a wile is a good way to make that man to do not forget the new

business that he made. Many costumers like to share their happiness and success in business

with other friends or neighbors; they will not forget, and they will tell to the other people

about their new friend and about what he did for them. "New costumers are the best source of

new business...new costumers." (164)

Similarly important is to be self-organized; making appointments and keeping them in

a note book makes a salesman to be more organized and to have everything in the right place.

The time is very important in this business, not only for the salesman but especially for the

costumers. Many businesspeople are too busy to accept a strange visitor without to have an

appointment and without to know what it his business about. Bettger's suggestion is to make

appointments with a week before, to make sure a confirmation will be received in the

meantime. The author said that the following rule is good to memorize "First, sell the

appointment, second, sell your product." (144)

Otherwise Bettger became a good salesman after he had reading The

Autobiography of Benjamin Franklin. This book was his inspiration to act with enthusiasm,

to be confident, to remember names and faces, to be self-organized, and to not forget his

costumers. All those people who not have success in their work should read Bettger's book;

he relates everything they need, not only how to succeed but more than that how to not be

afraid to fail when a sail does not work. To be a salesman is not easy it just needs enthusiasm

and power to succeed in this business. Bettger said "take one thing at a time, and give a

week's strict attention to that one thing; leaving all the others to their ordinary chance." (191)

Frank's book is a timeless classic. I heard a lot of good things about this book in a mastermind group meeting in NYC with Mike Litman.

The book lived up to it recommendations.

There are many ideas in this book that anyone in any field can relate to. Even if you are not a salesman, there are many ideas in this book that are about "how to achieve success."

If you are interested in achieving success I highly recommend you reading this book and applying the principles within. Wishing you best of luck and much success,
Your devoted life coach,

Zev Saftlas, Author of Motivation That Works: How to Get Motivated and Stay Motivated

Rather than simply giving you information, Bettger tells you his story and how he learned what he learned. He tells you what he did and how it worked. This book comes from an era before slick and hype. Bettger is straightforward, honest, and sincerely trying to help the reader, and if you're a salesman, I think this book should be part of your core library. Bettger doesn't worry about superficial techniques for closing the sale. As any really successful salesman knows, you have to be honest and sincere to be great at selling, and that's where this book comes from. You'll get deep principles rather than manipulative tricks. The principles in Bettger's book work, not just in selling, but in life. I regularly read pages daily to inspire and refresh. Bettger's book should be in every salesman's library.

Other Recommendations: "How to Win Friends and Influence People" by Dale Carnegie, "Power of Positive Thinking" by Norman Vincent Peale, "Lateral Thinking" by Edward DeBono and "Breakthrough Advertising" by Eugene Schwartz.