How I Raised Myself from Failure to Success in Selling
by Frank Bettger
Bettger's 1947 account of going from failed ballplayer and failed insurance salesman to one of the most successful in America, with the principles: enthusiasm, seeing enough people, asking questions instead of telling, finding the key issue, keeping records, and the thirteen-week self-improvement plan. Dale Carnegie promoted it, and it still reads fresh.
Read it if…
you sell anything and want the fundamentals from a man who learned them the hard way.
Skip it if…
you want modern sales process; this is principles and stories.
Three things you will actually use
- Enthusiasm can be acted into existence.
- Ask questions; let the prospect sell himself.
- Keep records; the numbers teach.
Do this first
Keep a record of every call this week: how many, outcomes, and what you learned.
Our verdict
Old, honest and useful.
Compare with other Career books
Browse all Career book reviews or get the free Reality Code Cheat Sheet.
As an Amazon Associate, WisdomDeck earns from qualifying purchases. Links marked “Click to see” go to Amazon. We are not paid for opinions, prices and availability are not shown here and change on Amazon, and we never see your purchase details. Nothing here is medical, legal or financial advice.