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How I Raised Myself from Failure to Success in Selling

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ISBN-10: 067179437X

ISBN-13: 9780671794378

Edition: 1992

Authors: Frank Bettger

List price: $15.99
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Frank Bettger, one of the highest paid salesmen in America, reveals the selling secrets that raised him from initial failure to unparalleled success and fame.
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Book details

List price: $15.99
Copyright year: 1992
Publisher: Touchstone
Publication date: 4/9/1992
Binding: Paperback
Pages: 192
Size: 5.50" wide x 8.50" long x 0.50" tall
Weight: 0.682
Language: English

Edith Wharton was a woman of extreme contrasts; brought up to be a leisured aristocrat, she was also dedicated to her career as a writer. She wrote novels of manners about the old New York society from which she came, but her attitude was consistently critical. Her irony and her satiric touches, as well as her insight into human character, continue to appeal to readers today. As a child, Wharton found refuge from the demands of her mother's social world in her father's library and in making up stories. Her marriage at age 23 to Edward ("Teddy") Wharton seemed to confirm her place in the conventional role of wealthy society woman, but she became increasingly dissatisfied with the "mundanities" of her marriage and turned to writing, which drew her into an intellectual community and strengthened her sense of self. After publishing two collections of short stories, The Greater Inclination (1899) and Crucial Instances (1901), she wrote her first novel, The Valley of Decision (1902), a long, historical romance set in eighteenth-century Italy. Her next work, the immensely popular The House of Mirth (1905), was a scathing criticism of her own "frivolous" New York society and its capacity to destroy her heroine, the beautiful Lily Bart. As Wharton became more established as a successful writer, Teddy's mental health declined and their marriage deteriorated. In 1907 she left America altogether and settled in Paris, where she wrote some of her most memorable stories of harsh New England rural life---Ethan Frome (1911) and Summer (1917)---as well as The Reef (1912), which is set in France. All describe characters forced to make moral choices in which the rights of individuals are pitted against their responsibilities to others. She also completed her most biting satire, The Custom of the Country (1913), the story of Undine Spragg's climb, marriage by marriage, from a midwestern town to New York to a French chateau. During World War I, Wharton dedicated herself to the war effort and was honored by the French government for her work with Belgian refugees. After the war, the world Wharton had known was gone. Even her Pulitzer Prize-winning novel, The Age of Innocence (1920), a story set in old New York, could not recapture the former time. Although the new age welcomed her---Wharton was both a critical and popular success, honored by Yale University and elected to The National Institute of Arts and Letters---her later novels show her struggling to come to terms with a new era. In The Writing of Fiction (1925), Wharton acknowledged her debt to her friend Henry James, whose writings share with hers the descriptions of fine distinctions within a social class and the individual's burdens of making proper moral decisions. R.W.B. Lewis's biography of Wharton, published in 1975, along with a wealth of new biographical material, inspired an extensive reevaluation of Wharton. Feminist readings and reactions to them have focused renewed attention on her as a woman and as an artist. Although many of her books have recently been reprinted, there is still no complete collected edition of her work.Frank Bettger was the author of the best sellers How I Multiplied My Income and Happiness in Selling.

Introduction: What I Think of This Book
Author's Preface--How I Happened to Write This Book
These Ideas Lifted Me Out of the Ranks of Failure
How One Idea Multiplied My Income and Happiness
This Idea Put Me Back Into Selling After I Had Quit
One Thing I Did That Helped Me Destroy the Biggest Enemy I Ever Had to Face
The Only Way I Could Get Myself Organized
Formula for Success in Selling
How I Learned the Most Important Secret of Salesmanship
Hitting the Bull's Eye
A $250,000 Sale in 15 Minutes
Analysis of the Basic Principles Used in Making That Sale
How Asking Questions Increased the Effectiveness of My Sales Interviews
How I Learned to Find the Most Important Reason Why a Man Should Buy
The Most Important Word I Have Found in Selling Has Only Three Letters
How I Find the Hidden Objection
The Forgotten Art That Is Magic in Selling
Six Ways to Win and Hold the Confidence of Others
The Biggest Lesson I Ever Learned About Creating Confidence
A Valuable Lesson I Learned About Creating Confidence From a Great Physician
The Quickest Way I Ever Discovered to Win Confidence
How to Get Kicked Out!
I Found This an Infallible Way to Gain a Man's Confidence
How to Look Your Best
How to Make People Want to do Business With You
An Idea I Learned From Lincoln Helped Me Make Friends
I Became More Welcome Everywhere When I Did This
How I Learned to Remember Names and Faces
The Biggest Reason Why Salesmen Lose Business
This Interview Taught Me How to Overcome My Fear of Approaching Big Men
Steps in Sale
The Sale Before the Sale
The Secret of Making Appointments
How I Learned to Outsmart Secretaries and Switchboard Operators
An Idea That Helped Me Get Into the "Major Leagues"
How to Let the Customer Help You Make the Sale
How I Find New Customers and Make Old Ones Enthusiastic Boosters
Seven Rules I Use in Closing the Sale
An Amazing Closing Technique I Learned from a Master Salesman
Don't Be Afraid to Fail
Don't Be Afraid to Fail!
Benjamin Franklin's Secret of Success and What It Did for Me
Let's You and I Have a Heart to Heart Talk