Summary of How I Raised Myself from Failure to Success in Selling
Copyright © 1947 by Prentice Hall Press. Renewed 1977 by Frank Bettger, First Fireside Edition 1992.
Reprinted by permission of Fireside, an imprint of Simon & Schuster, Inc. N.Y.
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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.