Frank Bettger is the guy behind this book. This book includes the story of the author and his principles which leads him from failure to ultimate success in career just in eleven years. He started his business of selling products in the age of twenty-nine and he faces a massive decline in his business. This book is specially written for those who want to sell such as ideas, advertisement, mutual funds, and houses etc. He did not quit after the failure in the field of an insurance salesman. This failure leads him to start a new business of real estate and it took only eleven years for him to become the world largest and successful real estate investors.
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Whether you are selling houses or mutual funds, advertisements or ideas—or anything else—this book is for you. When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected.
He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. That was back in I was young and ambitious -- wanted to get to the top -- and what happened? I was fired! The manager said he fired me because I was lazy!
Well, that was the last thing I expected him to say. After I was there three days, an old ball player, Danny Meehan, came to me and said: "Frank, what in the world are you doing down here in a rank bush-league like this? My first day in New Haven will always stand out in my memory as a great event in my life. No one knew me in that league, so I made a resolution that nobody would ever accuse me of being lazy. From the minute I appeared on the field, I acted like a man electrified.
I acted as though I were alive with a million batteries. Once, apparently trapped, I slid into third base with so much energy and force that the third baseman fumbled the ball and I was able to score an important run. Yes, it was all a show, an act I was putting on. Did it work? It worked like magic. Three things happened: 1. My enthusiasm almost entirely overcame my fear.
In fact my nervousness began to work for me, and I played far better than I ever thought I was capable of playing. If you are nervous be thankful. Turn it on. Let your nerves work for you. My enthusiasm affected the other players on the team, and they too became enthusiastic. Instead of dropping with the heat, I felt better during the game and after it was over than I had ever felt before.
He inspired our boys. They not only won the game, but looked better than at any time this season. I mailed the newspaper clippings to Bert Conn, manager of Johnstown. Let me??? I got this stupendous increase in salary not because I could throw a ball better -- or catch or hit better, not because I had any more ability as a ball player.
Louis Cardinals and had multiplied my income by thirty times. What did it? Enthusiasm alone did it; nothing but enthusiasm.
Two years after that, while playing a game in Chicago against the Chicago Cubs, I had a bad accident. Picking up a swinging bunt while on a full run, I attempted to throw in the opposite direction.
Something snapped in my arm. That accident forced me to give up baseball. This seemed like a great tragedy to me at the time, but I now look back on it as one of the most fortunate events of my life. I returned home, and for the next two years made my living riding around the streets of Philadelphia on a bicycle.
I was a collector for an installmeat furniture concern; one dollar down and the balance in "uneasy" weekly payments, After two dismal years of collecting installments, I decided to try selling insurance with the Fidelity Mutual Life Insurance Company. The next ten months were the longest and most disheartening months of my life.
A dismal failure at selling life insurance, I finally concluded that I was never cut out to be a salesman, and began answering want ads for a job as a shipping clerk.
One night, Mr. Carnegie stopped me in the middle of a talk. Bettger," he said. Are you interested in what you are saying? He got so excited during his Talk, he threw a chair up against the wall and broke off one of its legs. Before I went to bed that night, I sat for an hour thinking. My thoughts went back to my baseball days at Johnstown and New Haven. For the first time, I realized that the very fault which had threatened to wreck my career in baseball was now threatening to wreck my career as a salesman.
The decision I made that night was the turning point of my life. That decision was to stay in the insurance business and put the same enthusiasm into selling that I had put into playing baseball when I joined the New Haven team. I shall never forget the first call I made the next day. It was my first "crashing through" session. At one stage of the interview, I noticed he raised himself to a more erect position and opened his eyes wider, but he never stopped me, except to ask questions.
Did he throw me out? No, he bought! This man, Al Emmons, a grain merchant in the Bourse Building, Philadelphia, soon became one of my good friends and best boosters. From that day on, I began to sell. The Magic of Enthusiasm began to work for me in business, just as it had in baseball. I would not want to give anybody the impression that I think enthusiasm consists of fist-pounding I know this: When I force myself to act enthusiastic, I soon feel enthusiastic.
During my thirty-two years of selling, I have seen enthusiasm double and treble the income of dozens of salesmen, and I have seen the lack of it cause hundreds of salesmen to fail. I firmly believe enthusiasm is by far the biggest single factor in successful selling. Largely because of his lack of enthusiasm. His name is Stanley Gettis. He now lives in Miami Beach, Florida. The reason for his outstanding success was not knowledge -- it was enthusiasm.
Can you acquire enthusiasm -- or must you be born with it? Certainly you can acquire it! Stanley Gettis acquired it.
He became a human dynamo. Just by forcing himself each day to act enthusiastic. As a part of his plan, Stanley Gettis repeated a poem almost every morning for twenty years.
He found that repeating it helped him generate enthusiasm for the day. I found this poem so inspiring that I had it printed on a card and gave away hundreds of them. It was written by Herbert Kauffman and has a good title You merely wished a show, To demonstrate how much you know And prove the distance you can go What new ideas came to you? How many big things did you do?
We do not find you on the list of Makers Good. Explain the fact! As usual -- you failed to act! It may do for you what it did for Stanley Gettis. Once I read a statement made by Walter P. I was so impressed by it, I carried it in my pocket for a week. Walter Chrysler, when asked to give the secret of success, listed the various qualities, such as ability, capacity, energy, but added that the real secret was enthusiasm. I like to see men get excited.
When they get excited, they get customers excited, and we get business. H you are enthusiastic, your listener is very likely to become enthusiastic, even though you may present your ideas poorly.
Once you begin to acquire it, enthusiasm works constantly within you. You may be sitting quietly in your home.. It will help you overcome fear, become more successful in business, make more money, enjoy a healthier, richer and happier life. When can you begin? Right now. Just say to yourself, "This is one thing I can do.
There is just one rule: To become enthusiastic -- act enthusiastic.
How I Raised Myself from Failure to Success in Selling by Frank Bettger PDF Download