Product Details

• Amazon Sales Rank: #11754 in Books
• Published on: 2004-04-19
• Number of items: 1
• Binding: Paperback
• 192 pages

Synopsis
What are the selling secrets that raised Frank Bettger from initial failure to unparalleled success, and fame, as one of the highest paid salesmen in America? Encouraged to tell his story by admiring colleague Dale Carnegie, Bettger reveals his proven success formula so that you too can work magic with sales - and multiply your income and happiness a thousandfold! Inside you will find instructive examples and step-by-step guidelines on how to develop the style, spirit, and techniques of a first-rate salesperson. No matter what you sell, your on-the-job performance and profits will increase dramatically when you apply Bettger's keen insights on: The power of enthusiasm How to conquer fear The key word for turning a sceptical client into an enthusiastic buyer The quickest way to win confidence How to deliver a winning sales talk Seven golden rules for closing a sale

Customer Reviews

Delightful, simple, sales advice
Frank Bettger, as in "Bet-cher life" wrote the original in 1947. Frank sold life insurance. What a stormer. It was recommended on a Stuart Lotherington QUIS sales course. I bought the book a couple of days later. Frank's advice has been worth many times the cover price to me.

So many rock-solid tips, backed up by well told stories: Keep records, and make time to plan; Shoot for the bulls-eye, find the most important reason for your customer to buy; Make appointments, take a recommendation, praise your competitors; Look great.

A polished gem of a sales book, for anyone interested in helping others to come to great decisions. I loved it.

Rock solid classic on sales fundamentals
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.

Know your offer, the rest is just common sense .......
This book is full of little dictums and mantras that just might help you to improve your performance. It's an easy read, most of the chapters are only two or three pages long, but:

I disagree that this book is timeless. The book was written in 1947. The first review for it here was written in 1997.

The personal development stuff is all still valid, of course you are going to sell more if you are smart and enthusiastic - do you really need to be taught that!

Likewise, be organised, make lists, make calls - all logical stuff.

However, the times have changed, the customers are smarter, and there's this new thing called the internet which makes product comparison so much simpler, and therefore selling so much harder!

Then you have Receptionists as "Castle Guards", Voicemail, PAs, greater customer knowledge, busier schedules and greater customer choice to get past. Not to mention OJEU for any significant sale!

It is definitely a different age from when this book was penned.

Frank was selling life insurance. I cannot believe that in 2008 he would breeze into a top executive's office and walk out with a large cheque for their life cover.

However, here's one gem that I would like all the Reps that visit to note:
"I like to do business with the fellow who informs himself about his own business, who can tell exactly what he has that I can use, and goes at his work without wasting my time or his. I like the man with useful ideas, the man who can show me how to get more goods or better goods for the same amount of money. He helps me handle my job to the satisfaction of my employers. I try to favour any salesman who is absolutely honest about his goods, and who sees their limitations as well as their virtues, I have never had a misunderstanding with such a man."

This quote is apparently from Frank Taylor, Purchasing Manager of General Motors "many years" before 1947.

Know your stuff, become a Trusted Advisor.