How I Raised Myself From Failure To Success In Selling by Frank Bettger
This classic sales book was written in 1947, so you would expect it to be woefully outdated. But that's the beauty of classic sales books. Human nature doesn't change. What you learned 70 years ago, can still apply today.
If you have ever read How to Win Friends And Influence People, by Dale Carnegie, you'll recognize the style of writing. The lessons are told in story form. You learn how Frank Bettger started out in life insurance sales, and almost quit repeatedly.
On page 18 you will learn one of the biggest secrets to sales success. It's something nearly all salespeople forget to do. It's keep records of your calls, presentations, sales, and how much you earn from each activity. Believe me,this information will kill any sales slump. You'll also be able to figure out where your weaknesses are.
On page 36 and 37 you find out how Bettger earned more money in one day, than in a whole year of selling. I won't ruin the surprise for you. But you'll want to buy the book, just to learn this one thing.
On page 49 you learn how to beat any competitor, and show the prospect how you are the only one that can help them.
On page 60, you learn the one thing that Master Salespeople do, that others don't. It involves asking questions. And there s the other half of that. You'll find out the second half of this method on page 77.
An on page 84, you learn what all great salespeople have in common...and the losers do not share.
On page 174, you'll see a closing technique that I've only used a few times, and it works well.
These older classic sales books read as though you are having a conversation with the author. Ans isn't that what selling really is; A conversation?
The Amazon Sales Page Says;
A business classic endorsed by Dale Carnegie, How I Raised Myself from Failure to Success in Selling is for anyone whose job it is to sell. Whether you are selling houses or mutual funds, advertisements or ideas—or anything else—this book is for you.
When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. What are the selling secrets that turned Bettger's life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America?
The answer is inside How I Raised Myself from Failure to Success in Selling. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. No matter what you sell, you will be more efficient and profitable—and more valuable to your company—when you apply Bettger's keen insights on:
• The power of enthusiasm
• How to conquer fear
• The key word for turning a skeptical client into an enthusiastic buyer
• The quickest way to win confidence
• Seven golden rules for closing a sale
Claude’s Books;
One Call Closing: The Ultimate Guide To Closing Any Sale In Just One Sales Call https://amzn.to/3Ack5f4
Sales Prospecting: The Ultimate Guide To Referral Prospecting, Social Contact Marketing, Telephone Prospecting, And Cold Calling To Find Highly Likely Prospects You Can Close In One Call https://amzn.to/3u21EpO
Selling Essentials: Your First 90 Days In Selling https://amzn.to/3OqKxpK
Selling Local Advertising: The Best Kept Insider Secrets To Create Local Advertising Sales, FAST! https://amzn.to/3NnAUa7
Instant Sales Boost Podcast Website https://www.instantsalesboost.com/
Claude Whitacre has over 40 years of direct sales experience. In that time, he has trained hundreds of salespeople He is the author of six books on the subject of selling, as well as hundreds of articles. He has spoken to over 200 audiences across the US on how to how to find highly likely prospects and closing in one sales call.
Retiring in 2022 from actively selling, Claude wanted to give back to the sales and marketing fields by teaching the strategies and techniques that have proven so effective in his own selling.
One of the many strategies and practices Claude implemented over the decades is working with over 200 top salespeople on real sales appointments, in 71 different industries. He would work with them for a day, prospecting and going on sales appointments, with them. Then they would work with him in the field for a day. Eventually, Claude determined that about 98% of everything he used in his own selling was actually learned from top salespeople outside of his own core industry.
To pay forward what Claude has learned, he wanted to give salespeople the opportunity to benefit from what he did....learn from the best salespeople, experts, sales authors, and trainers from all over the country.
This podcast is that effort.