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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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Description:

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: 0.396
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…    

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
Summary
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
Summary
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
Summary
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
Summary
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
Summary
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