Over the holidays I wanted to use my time wisely and try make a bit of a dint in my ever growing “Books to Read” List.
One book I’ve been hearing a lot about lately is a book by Frank Bettger.
It’s titled How I Raised Myself From Failure To Success In Selling, and is a business classic endorsed by Dale Carnegie. Say no more…
A lot of people have been saying it’s one of the best books on selling ever!
That piqued my interest enough to give it a shot…
I don’t want to ruin it for you, but here is a brief summary and then you decide if it’s a book for you.
In the book Frank describes how he was on the verge of giving up on a career in sales. He found himself deep in despair. Then he started to discover the secrets of selling.
Ben Franklin chose thirteen virtues that he wanted to make daily habits. Frank Bettger, the pro baseball player turned salesperson, practiced these thirteen secrets to turn his sales career around.
So here are Frank Bettger’s ‘Thirteen Secrets To Success In Sales’
1 – Enthusiasm
If you don’t FEEL enthusiastic, ACT enthusiastic. Soon, you’ll BE enthusiastic. Double your enthusiasm and you’ll probably double your income.
2 – Order (self-organization)
Set aside time to plan how you will spend your time. Think about what’s most important. Then do those things first.
3 – Think in terms of others’ interests
Find out what your prospect wants. Show him or her how to get it.
4 – Questions
Questions get you further than comments. Let your prospect talk while you discover his or her wants.
5 – Key issue
Find the prospect’s basic need or main interest. Then focus solely on it! Ask “why” and “in addition to that” to discover the key issue.
6 – Silence (listen)
Good listening works magic in selling. Listen intently intentionally!
7 – Sincerity (deserve confidence)
If you don’t believe in what you’re selling, neither will your prospect. Give your prospect the service you would want.
8 – Knowledge of my business
Keep your mind young by continuing to learn about your business.
9 – Appreciation and praise
Show people you believe in them and expect great things. Don’t go overboard – just give them your honest appraisal.
10 – Smile (happiness)
Smile your best smile at everyone you see. Think about all the things you have to be thankful for … and smile. The world will smile with you.
11 – Remember names and faces
Take a mental photograph of the person’s name. Repeat it immediately in the conversation and then silently to yourself. Associate his or her name and profession.
12 – Service and prospecting
Take care of them and they will take care of you. Follow-up on all leads immediately.
Set up for your next contact on this contact.
13 – Closing the sale (action)
Proceed through the sales process – Attention, Interest, Desire, Close. Conclude your presentation with the magical question, “How do you like it?” Welcome objections. Don’t be afraid to ask for the money.
So there you have Frank Bettger’s thirteen secrets of selling.
Perhaps more of a summary than a review…
But I hope I’ve stoked your interest enough to give it a shot. It’s less than 200 pages and has approximately 560 highly recommended reviews on Amazon. Where you can pick it up for less than $4 used.
Hope the book will inspire you in this New Year ahead to reach huge successes in selling!
Who Was Frank Bettger?
Frank Bettger, the pro baseball player turned salesperson. 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?
Get reading to find out…
Frank lived until his 90s. He spent his “retirement” as a professional speaker. Interestingly, the life insurance payout on his death in 1981 helped to set up a benefit fund for American professional speakers who fall on hard times.
To grab your copy of this book CLICK HERE
Always Dedicated to Your Success,
P.S Here’s the link again if you missed it: