By Bigg Success Staff
01-18-08
Timeless Principles
Frank Bettger wrote one of the best book on selling ever! It’s called How I Raised Myself From Failure To Success In Selling. He describes how he was on the verge of giving up on a career in sales. He found himself deep in despair. Then he started to discover these secrets, one by one.
Ben Franklin chose thirteen virtues that he wanted to make daily habits. Frank Bettger, the pro baseball player turned salesperson, practiced these thirteen secrets to turn his sales career around.
So here are Frank Bettger’s Thirteen Secrets To Success In Sales:
#1 – Enthusiasm
If you don’t FEEL enthusiastic, ACT enthusiastic. Soon, you’ll BE enthusiastic. Double your enthusiasm and you’ll probably double your income.
#2 – Order (self-organization)
Set aside time to plan how you will spend your time. Think about what’s most important. Then do those things first.
#3 – Think in terms of others’ interests
Find out what your prospect wants. Show him or her how to get it.
#4 – Questions
Questions get you further than comments. Let your prospect talk while you discover his or her wants.
#5 – Key issue
Find the prospect’s basic need or main interest. Then focus solely on it! Ask “why” and “in addition to that” to discover the key issue.
#6 – Silence (listen)
Good listening works magic in selling. Listen intently intentionally!
#7 – Sincerity (deserve confidence)
If you don’t believe in what you’re selling, neither will your prospect. Give your prospect the service you would want.
#8 – Knowledge of my business
Keep your mind young by continuing to learn about your business.
#9 – Appreciation and praise
Show people you believe in them and expect great things. Don’t go overboard – just give them your honest appraisal.
#10 – Smile (happiness)
Smile your best smile at everyone you see. Think about all the things you have to be thankful for … and smile. The world will smile with you.
#11 – Remember names and faces
Take a mental photograph of the person’s name. Repeat it immediately in the conversation and then silently to yourself. Associate his or her name and profession.
#12 – Service and prospecting
Take care of them and they will take care of you. Follow-up on all leads immediately.
Set up for your next contact on this contact.
#13 – Closing the sale (action)
Proceed through the sales process – Attention, Interest, Desire, Close. Conclude your presentation with the magical question, “How do you like it?” Welcome objections. Don’t be afraid to ask for the money.
These are Frank Bettger’s thirteen secrets. We highly recommend that you read the whole book. It will inspire you and help you reach bigg success in selling!
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Related Links:
Ben Franklin’s Thirteen Virtues Chart (pdf)
Benjamin Franklin’s Thirteen Virtues
(Image by absolutwade, CC 2.0)
frank bettger is best writer.
HOW I RAISED MY SELF is best book.
by this book my life has changed.
i follow this book truly.
THANK YOU SIR
Mehta – what a great book recommendation! Thanks for sharing.
Here it is on Amazon (our affiliate link) How I Raised Myself from Failure to Success in Selling
How I raised myself from failure to success in selling is a great book, the funny thing is I dont remember when I bought it, I just took it off my book shelf today and feel inspired just by reading the first 2 chapters, I have books on top of books regarding selling, motivation, etc I am motivated and high energy a lot of the time but when I start to talk with clients I tone it down and it almost becomes mono tone, this book has just reminded me to stay upbeat and enthused, GET EXCITED! and you will keep your customers for life. I have clients and was top producer in the last real estate office I was at, so I am doing something right even in a down market that has beat most agents out of the industry.
Bruce, what an inspiring comment – we’re not surprised you are a top producer! Funny how some of the material we have to “dust off” and review are the ones that bring us back to the basics. Be brilliant at the basics and the rest will come. Thanks so much for sharing.
No se ingles, tengo el libro Còmo triunfè en ventas editado en 1957, en español, y quisiera tener una ediciòn nueva, para adquirirlo para mì y mis amigos y familiares, espero me informen.
Gracias de antemano.
¡Qué bueno que usted podría hacer eso! Gracias por compartir
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oh what a brilliant book written by frank its amazing & must be store in ur bookshelf
thank u
@Sandeep, agreed, it is a must read. Thanks for sharing.
Dear friends I looking for the Frank Bettguer Sel-f organization. Can You help-me.
Thank You
Ivan
I wish we could, Ivan. We got our copy of his wonderful book at a garage sale of all places. Good luck – and if you find a source, we’d love to know about it!
thank u sir, this book is amazing……………………………………..
It really is Ravindra. Thanks for your comment.
this is way far my favourite book in the whole world, for me it was more than an reading it,it was an experience i went through and one that has majorly changed my life and attitude towards working!!1 long live bettger….the greatest man of all time…i love your wisdom and passion.
i’m falling in love with this book day in day out!! :)
Thanks for taking the time to leave your wonderful review of this book here!
I was given this book when I first started at my firm two years ago and unfortunately have just read it for the first time. I too am in life insurance sales, and felt like I was reading my own story for the first two chapters…the failure part that is. I am not a big reader but read this book in two sittings. I have committed myself to the 13 principles and will be attending my first Toastmasters club this evening. It’s time to do what I always knew I could!
Brad, that is so wonderful to hear! Way to grab life by the horns and make it be on your own terms with the success you know you deserve. Thanks for sharing.
[...] not such a novel idea. Frank Bettger did it. More employers are considering a four-day work [...]
Its a great great book written by MR.FRANK. Its guide to all salespeaple.
So true Pawan! Thanks for your comment.
This was a failure man and no meanings in the life. After reading this book again and again I have programmed myself as enthusiastic person.Now I am in the track of success.THNKS.
A.J. he is an inspiring man! Congrats on your BIGG Success.