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How I Raised Myself from Failure to Success in Selling By Frank Bettger Bettger is closely associated with his mentor, Dale Carnegie and his compelling use of language and story will remind you of the sound of the self-help books of that era. He provides 35 short chapters divided into six parts. In part 1 Bettger wants you to learn to act with enthusiasm. Even if you don't feel it now, if you learn to act with energy and enthusiasm, you will soon feel it and it will become the fuel of your success. He also talks about the power of making calls. You can't sell until you get in front of people and you need to call a few people to get the appointment (he calls them interviews). Soon you will have a ratio of calls-sales-close that you can study and make more efficient. Bettger also wants you to get over fear and hesitation in talking with people you don't know by taking a public speaking course - one where you actually get to speak a lot and learn from supportive and constructive criticism. He also wants you to plan you schedule by the week so you know what you are doing and then execute the plan. He also tells you to record what you did and what came of it. There are examples planning sheets. However, you can find great day planners nowadays from many different companies. Part 2 takes you though his sales method. Basically, he shows you ways of finding out what a person wants and providing it for them. Bettger shows you how to find what your client's "vulnerable spots" are. That is, what his motivators and needs are. You also need to learn how to connect with people. One way is to learn and use their name, find out about their hobbies, their family, and so forth. Write it all down and refer to it before you go to see the client so you can ask about his interests and show a personal interest in him. Bettger also takes you through his steps in the sales process, how to overcome objections, why you should ask why to get past the stated objection to the real objection. Part 3 is all about confidence. You need to be confident in yourself and nothing is more important to that than your personal integrity and honesty. You also need the confidence of your clients, and Bettger shows you how to earn that by being honest, using testimonials, a professional appearance, and a courteous demeanor. Part 4 discusses the importance of getting people to WANT to do business with you. He advises you to identify young people with talent and to encourage and help them in their career. You are going to be in business for a long time and helping develop these young people will help connect them to you as they rise. He wants you to smile, remember names (and tells you how), warns you against talking your way out of a sale, and how to approach what he calls "big men" - what we might call C-level executives. Part 5 takes you through the mechanics of the sales process and how it begins before the sale. He is totally committed to selling by appointment, how to get "secretaries" (gatekeepers) on your side, why you must prepare for each sales presentation and why you must right down what went well and what went poorly immediately after you leave. You also learn why you should let the customer work your demo, getting leads from new customers, rules for closing the sale, and why you must show up with a prepared order or contract where all the person needs to do is sign the order. Assume the sale! Part 6 talks about the powerful learning experience you get from failure. You must never let setbacks cause you to give up or quit. He uses Benjamin Franklin's method for moral perfection as a model for perfecting your sales process and then talks to you about why you need to get to work now and how fleeting time really is. Excellent book for anyone in sales, considering a sales career, or managing salespeople.
Fair condition ~ shows some signs of age. this is a book that has actually been opened and read more than once. The scanned images below are of the actual book. Fast post ~ all items are packed and posted within 3 days following cleared payment. see top of page for postage rates.
You little beauty! Aussie postage is capped at $4.50. One book .................................................................. Total postage is $4.50 Two books ................................................................. Total postage is $4.50. One thousand books ................................................... Total postage is $4.50. The Canberra Shop is an online book shop with delusions of grandeur that it might eventually grow into an online version of Walmart. The shop is staffed by me (Kevin), my voluptous and hard-working wife Glenda, and my loyal staff members Dougal and Russell.
Glenda Job Title: Assistant Manager of The Canberra Shop Main Duties: Strategic Planning, Enforcement of staff discipline, Public Relations, Debt Collection
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Postage and handling Item location: Canberra, Australia Posting to: Australia, N. and S. America, Europe, Asia
*The estimated delivery time is based on the seller's handling time, the shipping service selected, and when the seller receives cleared payment. Sellers are not responsible for postage service transit times. Transit times may vary, particularly during peak periods.
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Refunds by law: In Australia, consumers have a legal right to obtain a refund from a business for goods purchased (but not at auction) if the goods are faulty, not fit for purpose or don't match description. More information at returns. | ||||||
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