How I Raised Myself From Failure To Success In Selling

Frank Bettger

📚 GENRE: Personal Development

📃 PAGES: 192

✅ COMPLETED: April 25, 2020

🧐 RATING: ⭐⭐⭐⭐

Buy Book

Short Summary

Frank Bettger evolved from a horrific salesman to a great one. In How I Raised Myself From Failure To Success In Selling, Bettger takes a look back at his career and describes the techniques that turned him into an excellent salesman.

Key Takeaways

1️⃣ Watch Your Energy — More than anything else, people notice and pick up on your energy and attitude. If you can maintain a good internal energy it will radiate out to people you come across. Try to keep your energy upbeat, enthusiastic, and positive. 

2️⃣ Become a Good Public Speaker — Public speaking is a deep fear held by just about everyone. If you can practice your public speaking and become good at it, you will naturally become more confident in every situation. Public speaking and verbal communication are maybe the most valuable skills anyone can have. Find ways to get out there and expose yourself to it. The more you get up there and speak, the more the fear melts away.

3️⃣ Fail Often — Failure accelerates your path to success. When you fail, you learn and are able to make adjustments. Never be afraid to fail at anything, Push yourself out of your comfort zone, fail, learn, and get better. 

Favorite Quote

"You have to swing the bat to hit the ball."

Book Notes 📑

Chapter 1

  • Author Frank Bettger played pro baseball in the early 1900s. He was “fired” for being too lazy.
    • He told by his manager he was being lazy to counter and hide his nervousness.
  • At the next location he played at, he decided to be the most enthusiastic player on his new team. He decided to act enthusiastic.
    • He found that doing this helped his anxiety and fear.
    • He let his nerves work for him.
  • Frank ended up making it to the St. Louis Cardinals.
    • His career ended after his arm was injured while fielding a bunt against the Chicago Cubs.
  • Frank ended up selling insurance. He was terrible at it. He decided to be enthusiastic instead of giving up on his sales career.
    • He found that when he forced himself to act enthusiastic, he began to feel enthusiastic.
  • If you were enthusiastic, your listeners will feel enthusiastic, even if you present your ideas poorly.
    • People pick up on your energy and attitude more than anything else. 
  • Enthusiasm helps you conquer fear and anxiety.
  • Quote: “To become enthusiastic, act enthusiastic.”

Chapter 2

  • Quote: “You have to swing the bat to hit the ball.”
    • You have to try. You have to act. Sitting around won’t do you any good.

Chapter 3

  • Frank joined a public speaking course and conquered his fear by making many speeches.
  • Speaking in front of groups of people is the best way to build confidence, courage, and overcome fear.
    • When you can speak in front of groups, speaking one-on-one with people is easy.
    • Toastmasters!

Chapter 4

  • Take time to think and plan. This is time in the long run and keeps you organize.
  • Always be organized!
  • Manage your time well. Be productive with your time. Maximize your time.
    • This takes planning and organization.

Chapter 5

  • Key to Selling — Find what the other person wants then help them get it.
    • This is the key to marketing as well. And selling yourself to people in general.

 

Chapter 6

  • You have to get people to want to do something. That’s the only way you get people to do anything.
    • This is the No. 1 thing to remember in human relations.

Chapter 7

  • Ask good questions to find what the other person wants.

Chapter 8

  • Have a winning attitude. Assume victory.

Chapter 9

  • Ask questions that make the other person feel like they came up with the idea.
  • Don’t tell people they are wrong. Instead, ask for their opinion.
    • Ex. “Don’t you think…”
      • This makes the other person feel important.
      • By asking a question and framing it with your suggestion included, you make the other person agree with you without telling them they are wrong.

Chapter 10

  • Identify the key issue when selling. Get the other person talking.

Chapter 11

  • Ask “why” to keep people talking.

Chapter 13

  • Listen closely to people. Good listeners are rare. It’s an art. You stand out when you listen well.

Chapter 15

  • Always read books, study, learn, develop yourself.
    • Make time to do this daily.

Chapter 16

  • Do not speak bad about anybody. Instead, praise people and build them up.

Chapter 19

  • Dress well!
    • It gives you self-confidence. Makes you feel good.
    • It also is important because people judge on appearance, whether they admit it or not.
    • Dressing well is part of your brand.
  • Quote: Speak no ill of anybody. Speak all the good you can about everybody.

Chapter 20

  • People are hungry for appreciation and praise. Give it to them. Give sincere compliments.
  • People love to hear that they’ve helped you in some way. Let them know, if they have helped you. Don’t keep it a secret. Tell them about it.
  • Encourage people. Build them up.

Chapter 21

  • Body language and feelings go hand-in-hand.
    • Smile to feel happy. It also helps to just visualize a smile.
  • Think about what you’re grateful for. Have an attitude of gratitude.
  • Address people using their name. Don’t you say “good morning.”
  • Smile at people when you see them.

Chapter 22

  • Remember people’s names and call them by their name.
    • This makes a nice impression on people, especially if they are a stranger.

Chapter 23

  • Be brief with your sales pitch and daily talking. Get to the point. Don’t be long-winded.

Chapter 24

  • When you’re scared in a big moment, admit it. Admit you’re nervous.
    • People are always nice about it and will root for you. 
    • When you do this, it releases the fear.

Chapter 25

  • Find a person’s hobby and get them talking about it.

Chapter 28

  • Practice, practice, practice when it comes to speeches and presentation.

Chapter 33

  • Don’t be afraid to fail.
    • The Law of Averages will work for you if you take action and try.
      • Babe Ruth was quoted talking about the Law of Averages when he was asked about being in a slump.
  • Believe in yourself and try. The Law of Averages will work in your favor.
  • Don’t care so much. Don’t worry about what people might think. Don’t try so hard.
  • The more you fail, the more you learn and the closer you get to success.
  • “Our doubts are traitors and make us lose the good we might win by attempting.” — Shakespeare