Book Category: Business, Sales,

How I Raised Myself from Failure to Success in Selling (book summary)

Author: Frank Bettger
Life Changing Principles
Quality of Writing
Overall Value
pros: Motivational, great tips
cons: Anecdotal
overall rating

Quick Summary

Bettger’s How I Raised Myself from Failure to Success details in great fashion the principles needed to be great at sales and life in general.

Key Insights

  • Enthusiasm is everything; you need to act it to become it
  • His calls averaged $2.30 per call (1930’s figures)
  • Selling is the easiest job in the world if you work it hard— but the hardest job in the world if you try to work it easy
  • If you lack courage, master public speaking; it will make you a better communicator and negotiator
  • Successful people rise early
  • The most important secret of salesmanship is to find out what the other fellow wants, then help him find the best way to get it
  • When you show a man what he wants, he will move heaven and earth to get it.
  • Arouse fear when selling
  • Have a dynamite word or phrase – “How do you like it”
  • Use this phrase: “If you were my own brother, I’d say to you what I’m going to say to you now….”
  • Praise your competitors
  • Most powerful word is selling – “Why”
  • Ask lots of questions
  • Confidence comes when you “believe it” or “believe in that thing.”
  • Smile
  • Remember people’s names; it’s important – Impression, Repetition, Association
  • When you’re scared – admit it!
  • When you’re in a bad spot – admit it 100%
  • Be brief
  • Sell the appointment then the product
  • New customers are the best source of new business
  • Four steps of sales: (1) Attention, (2) Interest, (3) Desire, (4) Close
  • Use this phrase: “in addition to that …?”
  • Lessons from Ty Cobb – risk more: Cobb | Carey, Attempts 134 | 53, Failed 38 | 2, Succeeded 96 | 51, Average 71% | 96%

Personal Application

  • When someone inspires you, tell them how it made you feel
  • Sincerity is how you win friends – apply it
  • Care more about the way you dress
  • Develop a list of 13 areas for improvement like Ben Franklin (practice each for one week x 13; repeat)

Meaningful Quotes

“There is only one way under high heaven to get anybody to do anything. Did you ever stop to think of that? Yes, just one way. And that is by making the other person want to do it. Remember, there is no other way.” – Dale Carnegie

“Anyone who stops learning is old— whether at twenty or eighty. Anyone who keeps learning stays young. The greatest thing in life is to keep your mind young.” – Henry Ford

“Never forget a customer; never let them forget you.”

“Prospecting is like shaving … if you don’t do something about it every day, first thing you know, you’ll be a bum.”

Interested? Buy the book here!