Summary of How I Raised Myself from Failure to Success in Selling

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


8 Overall

9 Applicability

7 Innovation

7 Style


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.

In this summary, you will learn

  • How to master the 11 steps of the sales process;
  • How to learn about your customers;
  • How to approach presentations; and
  • How to use seven principles that will help you close sales.

About the Author

Frank Bettger (1888-1981) was a famous lecturer, the bestselling author of several books on sales and an associate of Dale Carnegie.



Recipe for Sales Success
To sell well, learn to plan effectively. You may already have a sales schedule, but if it isn’t well-planned, it is probably ineffective. Planning removes anxiety about what you need to do and when. It helps you feel confident that you are working on your real ...

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