How I Raised Myself from Failure to Success in Selling

作者: Frank Bettger （弗兰克·贝特格）著

出版社: Simon & Schuster

出版时间: 1992-04

版次: 1

ISBN: 9780671794378

定价: 124.67

装帧: 平装

开本: 16开

纸张: 胶版纸

页数: 192页

正文语种: 英语

分类: 外文古旧书>英文书>管理

6人买过

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 famed bestseller HOW I MULTIPLIED MY INCOME AND HAPPINESS IN SELLING (Random House). He died in 1981. Introduction by Dale Carnegie -- What I Think of This Book

Author's Preface -- How I Happened to Write This Book

PART ONE

THESE IDEAS LIFTED ME OUT OF THE RANKS OF FAILURE

CHAPTER

1. How One Idea Multiplied My Income and Happiness

2. This Idea Put Me Back Into Selling After I Had Quit

3. One Thing I Did That Helped Me Destroy the Biggest Enemy I Ever Had to Face

4. The Only Way I Could Get Myself Organized

Summary -- Part One

PART TWO

FORMULA FOR SUCCESS IN SELLING

5. How I Learned the Most Important Secret of Salesmanship

6. Hitting the Bull's Eye

7. A $250,000 Sale in 15 Minutes

8. Analysis of the Basic Principles Used in Making That Sale

9. How Asking Questions Increased the Effectiveness of My Sales Interviews

10. How I Learned to Find the Most Important Reason Why a Man Should Buy

11. The Most Important Word I Have Found in Selling Has Only Three Letters

12. How I Find the Hidden Objection

13. The Forgotten Art That Is Magic in Selling

Summary -- Part Two

PART THREE

SIX WAYS TO WIN AND HOLD THE CONFIDENCE OF OTHERS

14. The Biggest Lesson I Ever Learned About Creating Confidence

15. A Valuable Lesson I Learned About Creating Confidence From a Great Physician

16. The Quickest Way I Ever Discovered to Win Confidence

17. How to Get Kicked Out

18. I Found This an Infallible Way to Gain a Man's Confidence

19. How to Look Your Best

Summary -- Part Three

PART FOUR

HOW TO MAKE PEOPLE WANT TO DO BUSINESS WITH YOU

20. An Idea I Learned From Lincoln Helped Me Make Friends

21. I Became More Welcome Everywhere When I Did This

22. How I Learned to Remember Names and Faces

23. The Biggest Reason Why Salesmen Lose Business

24. This Interview Taught Me How to Overcome My Fear of Approaching Big Men

Summary -- Part Four

PART FIVE

STEPS IN SALE

25. The Sale Before the Sale

26. The Secret of Making Appointments

27. How I Learned to Outsmart Secretaries and Switchboard Operators

28. An Idea That Helped Me Get Into the "Major Leagues"

29. How to Let the Customer Help You Make the Sale

30. How I Find New Customers and Make Old Ones Enthusiastic Boosters

31. Seven Rules I Use in Closing the Sale

32. An Amazing Closing Technique I Learned from a Master Salesman

Summary -- Part Five

PART SIX

DON'T BE AFRAID TO FAIL

33. Don't Be Afraid to Fail!

34. Benjamin Franklin's Secret of Success and What It Did for Me

35. Let's You and I Have a Heart to Heart Talk
内容简介:
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.
作者简介:
Frank Bettger was the author of the famed bestseller HOW I MULTIPLIED MY INCOME AND HAPPINESS IN SELLING (Random House). He died in 1981.
目录:
Introduction by Dale Carnegie -- What I Think of This Book

Author's Preface -- How I Happened to Write This Book

PART ONE

THESE IDEAS LIFTED ME OUT OF THE RANKS OF FAILURE

CHAPTER

1. How One Idea Multiplied My Income and Happiness

2. This Idea Put Me Back Into Selling After I Had Quit

3. One Thing I Did That Helped Me Destroy the Biggest Enemy I Ever Had to Face

4. The Only Way I Could Get Myself Organized

Summary -- Part One

PART TWO

FORMULA FOR SUCCESS IN SELLING

5. How I Learned the Most Important Secret of Salesmanship

6. Hitting the Bull's Eye

7. A $250,000 Sale in 15 Minutes

8. Analysis of the Basic Principles Used in Making That Sale

9. How Asking Questions Increased the Effectiveness of My Sales Interviews

10. How I Learned to Find the Most Important Reason Why a Man Should Buy

11. The Most Important Word I Have Found in Selling Has Only Three Letters

12. How I Find the Hidden Objection

13. The Forgotten Art That Is Magic in Selling

Summary -- Part Two

PART THREE

SIX WAYS TO WIN AND HOLD THE CONFIDENCE OF OTHERS

14. The Biggest Lesson I Ever Learned About Creating Confidence

15. A Valuable Lesson I Learned About Creating Confidence From a Great Physician

16. The Quickest Way I Ever Discovered to Win Confidence

17. How to Get Kicked Out

18. I Found This an Infallible Way to Gain a Man's Confidence

19. How to Look Your Best

Summary -- Part Three

PART FOUR

HOW TO MAKE PEOPLE WANT TO DO BUSINESS WITH YOU

20. An Idea I Learned From Lincoln Helped Me Make Friends

21. I Became More Welcome Everywhere When I Did This

22. How I Learned to Remember Names and Faces

23. The Biggest Reason Why Salesmen Lose Business

24. This Interview Taught Me How to Overcome My Fear of Approaching Big Men

Summary -- Part Four

PART FIVE

STEPS IN SALE

25. The Sale Before the Sale

26. The Secret of Making Appointments

27. How I Learned to Outsmart Secretaries and Switchboard Operators

28. An Idea That Helped Me Get Into the "Major Leagues"

29. How to Let the Customer Help You Make the Sale

30. How I Find New Customers and Make Old Ones Enthusiastic Boosters

31. Seven Rules I Use in Closing the Sale

32. An Amazing Closing Technique I Learned from a Master Salesman

Summary -- Part Five

PART SIX

DON'T BE AFRAID TO FAIL

33. Don't Be Afraid to Fail!

34. Benjamin Franklin's Secret of Success and What It Did for Me

35. Let's You and I Have a Heart to Heart Talk