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
Frank Bettger was the author of the best sellers How I Multiplied My Income and Happiness in Selling.
CONTENTSIntroduction by Dale Carnegie -- What I Think of This BookAuthor's Preface -- How I Happened to Write This BookPART ONETHESE IDEAS LIFTED ME OUT OF THE RANKS OF FAILURECHAPTER1. How One Idea Multiplied My Income and Happiness2. This Idea Put Me Back Into Selling After I Had Quit3. One Thing I Did That Helped Me Destroy the Biggest Enemy I Ever Had to Face4. The Only Way I Could Get Myself OrganizedSummary -- Part OnePART TWOFORMULA FOR SUCCESS IN SELLING5. How I Learned the Most Important Secret of Salesmanship6. Hitting the Bull's Eye7. A $250,000 Sale in 15 Minutes8. Analysis of the Basic Principles Used in Making That Sale9. How Asking Questions Increased the Effectiveness of My Sales Interviews10. How I Learned to Find the Most Important Reason Why a Man Should Buy11. The Most Important Word I Have Found in Selling Has Only Three Letters12. How I Find the Hidden Objection13. The Forgotten Art That Is Magic in SellingSummary -- Part TwoPART THREESIX WAYS TO WIN AND HOLD THE CONFIDENCE OF OTHERS14. The Biggest Lesson I Ever Learned About Creating Confidence15. A Valuable Lesson I Learned About Creating Confidence From a Great Physician16. The Quickest Way I Ever Discovered to Win Confidence17. How to Get Kicked Out18. I Found This an Infallible Way to Gain a Man's Confidence19. How to Look Your BestSummary -- Part ThreePART FOURHOW TO MAKE PEOPLE WANT TO DO BUSINESS WITH YOU20. An Idea I Learned From Lincoln Helped Me Make Friends21. I Became More Welcome Everywhere When I Did This22. How I Learned to Remember Names and Faces23. The Biggest Reason Why Salesmen Lose Business24. This Interview Taught Me How to Overcome My Fear of Approaching Big MenSummary -- Part FourPART FIVESTEPS IN SALE25. The Sale Before the Sale26. The Secret of Making Appointments27. How I Learned to Outsmart Secretaries and Switchboard Operators28. An Idea That Helped Me Get Into the "Major Leagues"29. How to Let the Customer Help You Make the Sale30. How I Find New Customers and Make Old Ones Enthusiastic Boosters31. Seven Rules I Use in Closing the Sale32. An Amazing Closing Technique I Learned from a Master SalesmanSummary -- Part FivePART SIXDON'T BE AFRAID TO FAIL33. Don't Be Afraid to Fail!34. Benjamin Franklin's Secret of Success and What It Did for Me35. Let's You and I Have a Heart to Heart Talk
Dr. Norman Vincent Peale This book has helped me immeasurably, and anyone who wants to be a successful person should read it.
