‘How I Raised
Myself From Failure
To Success In Selling.’
Frank Bettger, in
1952, wrote what many people believe is best book on selling
ever! It’s called ‘How I Raised Myself From Failure To
Success In Selling!’ Bettger, a former major league baseball
player, tells his story about how he was on the verge of giving
up on his life insurance sales career, when he stumbled upon thirteen
secrets that completely turned his sales career around.
The Legendary Dale
Carnegie described Bettger’s book as… “The most helpful
and inspiring book on salesmanship that I have ever read”
This is one of a very few
books that we recommend reading each year as a "refresher"
because it covers not only the principles of selling, but also
the principles for successful living.
Here are Frank Bettger’s
thirteen secrets to success in sales. (and in life)
Enjoy:
#1 – Enthusiasm
If you don’t FEEL enthusiastic, ACT enthusiastic. Soon, you’ll
BE enthusiastic. Double your enthusiasm and you’ll double your
income.
“Enthusiasm is by far
the highest paid quality on earth, probably because it is one of
the rarest; yet it is one of the most contagious.”
#2 – Get Organized
Take time to think and plan. A lack of organization, regardless
of the endeavor will lead to a lack of success. Set aside time
to plan how you will spend your time. Think about what’s most
important. Then do those things first.
“The whole secret of
freedom from anxiety over not having enough time lies not in
working more hours, but in the proper planning of the hours.”
#3 – Think of Others
Think in terms of others' interests. Take your mind off what you
will get out of a sale and put it on what others will get out of
it! Find out what your prospect wants. Then show him or her how
to get it.
“Being really
interested in people has been of great help to me in opening up
many warm and lasting friendships.”
#4 – Ask Questions
Questions get you further than comments. Questions clarify their
needs and wants, and help you understand their point of view.
Let your prospect talk while you listen to discover his or her
wants.
“The truth of it is I
may not know whether he needs what I am selling. So the purpose
of an appointment is merely for a discussion.”
#5 – Key issue
Find the prospect’s basic need or main interest. Then focus
solely on it! Ask “why is that important to you?” and
“in
addition to that” to discover the key issue. But, more
importantly the more they talk about issue, the more important
is becomes for them to solve that issue.
"The most important
secret of salesmanship is to find out what the other fellow
wants, help him find the best way to get it… If you will always
remember this one rule, selling will be easy."
#6 – Silence (listen)
Good listening works magic in selling. Listen intently
intentionally!
“Do you ever catch
yourself thinking about what you’re going to say, rather than
listening attentively? I found that when I wasn’t listening to a
man attentively, I got my facts confused, lost tract of the main
issue, and frequently came to wrong conclusions!”
#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.
“Selling is the easiest
job in the world if you work it hard – but the hardest job in
the world if you try to work it easy.”
#8 – Knowledge of my business
Keep your mind young by continuing to learn about your business.
“I have traveled all
over the country attending sales meetings and clinics. At those
meetings, I’ve always noticed that the leaders are men who know
their 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.
“I no longer worry
about being a brilliant conversationalist. I simply try to be a
good listener. I notice that people who do that are usually
welcome wherever they go.”
#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.
“I discovered that a
worried, sour expression brought results that were just about
infallible-an unwelcome audience and failure.”
#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.
“I found that I had
much less difficulty remembering names and faces when I
remembered these three things which all the experts teach: 1.
Impression, 2.Repetition, 3. Association”
#12 – Service and prospecting
Take care of people and they will take care of you. Follow-up on
all leads immediately. Set up for your next contact on this
contact.
“Sell the interview,
before you attempt to sell the product.”
#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.
“When you try too hard
and become overanxious, you look bad. You are bad. Yes, keep
going, but don’t be afraid to lose today. Today is not going to
make or break you.”
These are Frank Bettger’s
thirteen secrets. We highly recommend that you read the whole
book. It will inspire you and help you reach big success in
selling!
http://www.amazon.com/Raised-Myself-Failure-Success-Selling/dp/067179437X
Here are a few more
important quotes from Mr. Bettger…
-
“…in the long
run, I know that tricks are a losing game in any
business. Nothing will take the place of complete
honesty, first, last and all the time!”
-
“I think we’ve
got to cut ourselves out to be whatever we want to be.”
-
“I shall never
again want anything I’m not entitled to; it costs too
much!”
-
“The crowd
loves a good loser; everybody despises a quitter.”
-
“Failures mean
nothing at all if success comes eventually.”
-
“Courage is not
the absence of fear, it is the conquest of it.”
Jeremy Nason
Trainer, Coach & Mentor
'The 9 Out Of 10
Guys'
There is a reason why
'Top Producers' are members of our
Insurance Marketing and Sales Resource Center™,
are investing in our
specialized systems, and are attending our
live
training events...
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Not Sure What To Do, Or Where To Start?
Call us to schedule a No Obligation, Free 15 Minute Consultation with Lew or Jeremy.
Toll Free In US 877-297-4608
/ Direct Line 770-443-2852 (M-F, 9AM-5PM, EST)
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