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3 of 3 people found the following review helpful:
5.0 out of 5 stars Read this First,December 11, 2009
This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
Before you invest $100′s or more in any sales course or $1,000 ‘s for business coaching READ THIS FIRST.
Make up 3X5 cards on key bukllets in each chapter and put it to the test. We have….over 40 team members here consider this book the best book (outside scripture) they have ever read!!!!
I have been gicing this book away for 20 years….every one that rrads it and applies it thanks mew to this day!!
97 of 99 people found the following review helpful:
A really gook sales book that works!, December 25, 2003
By Juan OrtunoAmazon Verified Purchase(What’s this?)
This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
After feeling a little bit dissapointed on my performance and ready to quite my position I knew nowhere to look. I found this book and decided to give it a try; knowing nothing about the author but just going by the reviews. I’ll tell you. I do not regret a thing about buying this book and I’m actually glad for doing so.
I was ready to quit my sales position in my company and was going to enter a “customer service” position which obviously pays less than sales. I felt dissapointed by my performance and my numbers; I thought I knew the business.
It was then when I picked up this book. Even though it was written a bit ago, it still reflects proper techniques and successful sales guides that anyone can easily follow. I didn’t know that such a strong but often unimportant word “why” would matter so much. After using this word “why not sir…” I could really get customers to go to the real truth; and of course, I had answers that made 100% sense to those rejections.
In a couple of weeks I was able to double my commissions and felt more confident about myself. I started enjoying my job more. I felt like my sales job was a game, and I was the leader on my team! Now if I really want I feel like I can get around any rejections and by just asking “why” you can make the sale. It works! Just ask, “WHY?” And you’ll get to the point; eventually your customer will not be able to give you an answer strong enough to justify that “why” and will make the sale. Of course, it doesn’t happen all the time, depending on your sales offer and your job and your customers.
Anyways, so to keep my story short. If you think you’re failing at your sales position please give this book (How I Raised Myself from Failure to Success in Selling) a try. Study it, keep it next to your desk, in your pocket or briefcase. Refer to it any time you need it. Learn that enthusiasm is one of the main keys to selling, and learn to love the customer’s property, learn to ask “why?” and to agree with the customer.
Frank Bettger wrote this book using real life examples from his own experiences, and he shows you how to put them to use.
Think again. If you think you’ve failed, purchase this book. With very little time and dedication, you’ll see real results.
5.0 out of 5 stars I avoided reading this for years…, November 19, 2000
By Marc A. Pitman “Fundraisingcoach.com” (Waterville, ME USA) – See all my reviews
(REAL NAME) This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
…because I got hung up on the word “failure” in the title. Being an imperfect student of PMA, I didn’t want to admit the possibility of failing. I’M SO GLAD I READ THIS BOOK! Not a record-keeping person by nature, Bettger’s practical forms are something I use to this day. This book is great for people in all areas of life, not just insurance.
10 of 11 people found the following review helpful:
5.0 out of 5 stars The Best of The Best – (www.TheSuccessVault.com/review), August 20, 2005
By Travis Robinson “International Success Coach” (Atlanta, GA) – See all my reviews
(REAL NAME) This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
Out of ALL the books on selling and becoming great in the “selling” arena this is the one book I keep coming to again and again, year after year, after year. I’ve been in sales in some form or fashion for over 15 years and I know for a fact this book had everything to do with helping me retire from corporate America in my thirties. I don’t even rememember how I found out about this book but this book is my secret weapon for creating massive success in my life. It is the foudation of my business to help raise the level of human potential all around the world.
In simple terms a first grader can understand, Frank covers the principles of becoming successful in sales, direct marketing, network marketing, advertising, corporate accounts, and the list goes on.
This book How I Raised Myself from Failure to Success in Selling, is the foundation of my coaching in helping people to beomce more successful in their lives. I make everyone I work with read this book and everytime I do, I begin to see immediate results.
Frank lays it all out; the proper attitude to have and how to achieve it, how to organize your day, how to set goals, how to reach that corporate executive who’s secretary is constantly screening his calls, how and where to meet prospects for your product and services. How to gain anyone’s confidence and trust.
This book is not about closing techniques. It’s about how to develope long-term relationships and how to develop a winning attitude, how to develop the winner inside you, and how to win!
Franks accomplishes teaching you his techniques, tips and strategies by telling you a story. It’s just one story after another and inside those stories he plants the seeds of greatness you need to raise yourself from failure to success in selling.
P.S.
Frank’s strategies are most useful to those of us who will or do make our careers in a specific area. I don’t think it’s much use to one who may be selling cars then furniture, then insurance and on and on.
10 of 11 people found the following review helpful:
5.0 out of 5 stars A Must Read!, April 3, 2005
By Micheal Green (St. George Utah) – See all my reviews
(REAL NAME) This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
I think this should be a requirement for any new sales person. The story that Frank Bettger tells holds a lot of truth even if the strategies are dated. He outlines the following universal truths about sales:
1.You will get rejected (and how to not let it get you down)
2.You have to have goals
3.Break it down to the simple (just do what makes you money!)
4.Many more.
If you are a sales manager, and tired of lousily trained or unethical sales people, then this book How I Raised Myself from Failure to Success in Selling is for you. If you are new to sales or are struggling as of late to hit your numbers then buy this book. It will help you.
6 of 6 people found the following review helpful:
5.0 out of 5 stars A classic self-improvement book, August 1, 2006
By S. Zayas (Detroit) – See all my reviews
(REAL NAME) This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
Anyone that has ever made a living in sales has heard of this book. There is a reason why it’s so well-known: it’s damn good! Frank Bettger, a former major league baseball player, details the numerous techniques — habits, ways of thinking — he discovered, on his own or from others, that elevated him from near drop out to top-producer in insurance sales and speaker on Dale Carnegie’s circuit. While the goal of the book is clearly to help others improve their sales skills, H.I.R.M.F.F.T.S.I.S. is also inspirational in that it demonstrates that you, with the help of others and drive/determination, can really improve yourself…in whatever you do. Get good advice, follow it religiously and succeed; that’s the underlying theme of the book.
The book is well-written and interesting. Younger readers will notice some turns of phrase or speech not commonly used today, but the book is still relevant.
“Sales” may mean different things to different people and there are certainly many facets to being a good salesman. But it comes down to only a few things. Most simply, sales is getting the customer to genuine like and trust you and be interested in what you have to say. Most of the great information in H.I.R.M.F.F.T.S.I.S.(How I Raised Myself from Failure to Success in Selling) relates to improving people skills. Even if you’re not in sales, you could greatly improve your professional standing by reading and applying Bettger’s principles and methods. Put another way, it’s a must-read for anyone that wants to improve how s/he relates to others.
6 of 6 people found the following review helpful:
5.0 out of 5 stars A Must-Have Classic for Every Salesperson, May 9, 2002
By RV_Pilot “anotherrvpilot” (California) – See all my reviewsThis review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
Any salesperson who’s hit the wall, hit the bottom of the valley, or felt inadequate or incapable at any point in his/her career should RUN to the checkout with this book. There’s no fluff, no “rah-rah” temporary emotional highs provided here. There are only sensible, honest answers to the very real problems we’ve all faced in developing a sales career. It’s written in a way that is easy to relate to and has the potential of being the single most important book you can add to your sales library if you’ve ever entertained the thought of giving up on sales.
5 of 5 people found the following review helpful:
5.0 out of 5 stars A timeless classic!, April 1, 2004
By Zev Saftlas “Founder and Host of EmpoweringMe… (Brooklyn, NY United States) – See all my reviews
(REAL NAME) This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
Frank’s book is a timeless classic. I heard a lot of good things about this book in a mastermind group meeting in NYC with Mike Litman.
The book lived up to it recommendations.
There are many ideas in this book that anyone in any field can relate to. Even if you are not a salesman, there are many ideas in this book that are about “how to achieve success.”
If you are interested in achieving success I highly recommend you reading this book and applying the principles within. Wishing you best of luck and much success,
Your devoted life coach,
How I Raised Myself from Failure to Success in Selling
Zev Saftlas, Author of Motivation That Works: How to Get Motivated and Stay Motivated
5 of 5 people found the following review helpful:
5.0 out of 5 stars A Wonderful Guide to Any Businessperson, February 13, 2000
By WAYNE H. WILLIAMS – See all my reviewsThis review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
Someone once stated that EVERYONE is a salesman, in one form or another, and “Sales” are virtually the Backbone of today’s economy.
I know from my own past experiences that I had been indirectly “conditioned” to look down on the profession of a “salesman”, thinking that the “door-to-door” profession is a last-resort option of employment.
And then, I came across this book.
Just like “Think And Grow Rich” is about more than merely money, THIS book is about more than merely becoming a better salesperson. Anyone with enough savvy can get someone to output money for some product or service that they don’t really want or need. The True Salesman is the one who genuinely seeks the interest of the clientele he/she serves, and is duly rewarded in direct proportion to his/her service to others.
Anyone who wishes to aspire to the rank of a True Salesperson, in whatever field or profession, is encouraged to read this book – period.
5 of 5 people found the following review helpful:
5.0 out of 5 stars READ THIS BOOK!!!, April 1, 2006
By Phillip Cohen “reviewman” (St James, Missouri) – See all my reviewsAmazon Verified Purchase(What’s this?)
This review is from: How I Raised Myself from Failure to Success in Selling (Paperback) If you were my best friend, I’d tell you to read this book.
I keep several copies handy at my office to give to salesmen who call on me.
It’s easy reading, with stories and illustrations that will hold your attention.
Most of all, you’ll get great ideas that will help you connect selling with your real heart.
5 of 5 people found the following review helpful:
4.0 out of 5 stars A sales and self-improvement classic,February 27, 2006 How I Raised Myself from Failure to Success in Selling
This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
This classic book describes almost every core concept relating to modern selling – incredible since it was written in 1947. It contains nearly all the information that later trainers embellished or slightly expanded upon (Zig Ziglar, Tom Hopkins, etc.). Even though the examples come from a by-gone era, the fluidity and voice of the text still feels alive.
I can’t describe how useful this book has been to me over the years. Although not primarily in sales, I find it has helped me with the most common work-related problem areas including self-motivation, increasing productivity, time planning, dealing with people, and many other topics. Whether you’re in sales or looking for a way to improve your life, this is an excellent source.
The end of each section contains a “Pocket Reminders” summary of the proceeding ideas. These are concise and memorable. They provide an excellent way of reviewing the book without having to re-read the entire text.
4 of 4 people found the following review helpful:
5.0 out of 5 stars One of the most significant books of all,May 5, 2010
This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
It’s taken me over 40 years to have even heard of this marvelous treatise on salesmanship. I just can’t believe it!! It is a classic that can only be summed up in the forward to the book by Dale Carnegie, “The most helpful and inspiring book on salesmanship that I have ever read.” It is must reading for ANYONE in or contemplating a career in sales. Moreover, it is simply a very sensible method of how to engage others.
4 of 4 people found the following review helpful:
5.0 out of 5 stars I am a believer,August 21, 2006
This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
Alright…alright. Admittedly I tried to find flaws in this book because 5 stars from every reader is just unheard of. Well, I see why now. This is a great book. I like Joe Girard’s book on selling but this book is better because it’s not very manipulitive. It’s not really deceiving like a car salesman tactics. It’s borderline teaching you proper manners. It’s funny, I have read many sales books recently and all of the author’s write about these same principles. This book is great to read over and over again to get inspired. If you are in to any type of sales, even MLM this book should be studied.
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4 of 4 people found the following review helpful:
5.0 out of 5 stars Timeless,March 11, 2006
This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
This classic book deals with the most common work-related problems including time management and communication. This book emphasizes that enthusiasm is one of the main keys to selling. It offers a number of tips on skill development. The `Pocket Reminders’ at end of each segment provide an excellent way of reviewing the book without having to revisit the full text. The advice in the book is timeless.
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4 of 4 people found the following review helpful:
5.0 out of 5 stars Outstanding,December 19, 2003
By A Customer
This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
While I was reading this book, I had to keep reminding myself that it was written in the 1940′s, and that the author passed away more than 20 years ago. It’s clear from the first chapter that the world of sales hasn’t changed much in the past 50 years. Every chapter has relevant, helpful advice on how to deal with common problems we encounter in sales. Even non-sales types can benefit tremendously from this book because it emphasizes relationships with people, not just making sales. This ranks up there with “The Richest Man in Babylon.” Seriously, it’s that good.
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4 of 4 people found the following review helpful:
5.0 out of 5 stars timeless,September 22, 2003
This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
When a book receives hearty endorsements from Dale Carnegie and Norman Vincent Peale, it is hard to question its merit. What amazes me about this book is how gracefully it has aged. Even though this book was published in 1947, it is based on timeless principles that are just as effective today as the day they were written.The language that Frank Bettger uses has travelled the years quite nicely; many books from this era contain long-lost expressions and dated language that make them less relatable — not so here. Only the dollar figures used in the real life examples give the age of the book away. Bettger’s friendly, conversational style makes this an easy read.
This book works because it is principle-based and backed up with real life illustrations covering both the “what to do” and “what not to do” ends of the spectrum. Truly a classic, the applications in this book go beyond sales to have a positive effect on all aspects of your life.
Larry Hehn, Author of Get the Prize: Nine Keys for a Life of Victory
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4 of 4 people found the following review helpful:
5.0 out of 5 stars If your in sales , you need to read this book!,July 10, 2003
This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
Hi Folks I just finished the book and I just wanted to say that
if you are in sales and you want to sell, you need to own , read, and refer back often, to this book. This is one a rookie might want to carry with them for the first year of their selling career and refer to. Mr. Bettger, even though written in 1947, lays it down simply and to the point in how to get the sale done. I am a life inurance agent and I have put all of Mr.Bettger’s advise and instruction into my daily work and, believe me, him being “DA MAN!” is timeless. I have met all bonuses and I have been agent of the month and I’ve seen, in my clients, some of the very things he saw in his back in the day when he was doing the job and I have had great success. The book is timeless and a great resourse for rookie sales staff, as well as the folks that have been doing the job for a while and need a fire lit under their behind. It’s a great read.
As one of the other folks said, it would also help you if you were not in sales. On top of the fact as he talks about all the experiences he had in life insurance sales, there is a historical value as he talks of knowing Dale Carnagie and some of the people and places and names of that era….It’s an amazing book!
If you want to get this thing done right,learn from the master… get the book! God Bless.
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4 of 4 people found the following review helpful:
5.0 out of 5 stars I had an audiotape of this book and…,January 3, 2001
This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
I listened to the audiotape at least 100 times while driving to appointments. This book changed my approach to sales. My income is now 10 times higher than it was previously. Don’t wait a second: buy the book and read it. You will be glad you did.
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4 of 4 people found the following review helpful:
5.0 out of 5 stars The finest book on selling I’ve ever read,February 19, 1997
By A Customer
This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
As a long time sales trainer, I’ve had opportunity to teach over 300 salespeople. As a part of that training I regularly use this book. Every person I’ve ever recommended this book to has stated that it is without a doubt the finest sales book they’ve ever read.
Bettger’s writing style makes the book an easy read, and the information contained in the book is practical and easy to apply. For anyone in the sales profession, or those considering a future career, this book should be a part of your library
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11 of 14 people found the following review helpful:
5.0 out of 5 stars Success from Success,April 17, 2004
This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
Book reviewFrank Bettger describes profoundly experiences to succeed in selling.
Bettger’s book, How I raised myself from failure to success in selling, is deserving of a
five-star rating, because he explains and shows the real facts in salesmanship, the
impediments and the success in the same time. Bettger relates his own experiences as a
salesman; his intentions are that every new salesperson should take his book as an advice and
should follow all the rules he gives. The author relates about enthusiasm in job,
confidentiality, how to remember and to not forget costumers, and how to be organized.
Furthermore, Bettger increases a hope for those who believe that salesmanship is their
vocation and gives them more interest to continue this career.
Frank Bettger was a baseball player at his 20′s; one day he had a big accident at one of
his arm and from that moment he ended his career as a baseball player. After that he decided
to do something different, so he started to sell life insurance. This job did not make him happy
until one day he heard a poem which made him to continue this career. One of the things was
that he started to put more enthusiasm in his work and to see things differently. He’s routine
at work was to call people and to convince them to buy life insurance. Unfortunately this was
not enough; to make people to believe him he started to talk with more enthusiasm, to put
more questions, and to be organized. These changes raised his income, but more than
that he started to sell life insurance more than he did before. He believes that working with
enthusiasm is one of the biggest steps in a sale career. “Force yourself to act enthusiastic, and
you’ll become enthusiastic!” (15)
After a while when his experience grew Bettger discovered and learned, in the
same time, that to be confident is what most of the people like. Asking questions made him to
believe that the interviews are more productive and consistent. The author found that asking
a question “is the only way to get people to think!” (62) Some of the questions that he used, in
one of the biggest contracts of his life, where what ambitions, hopes and objectives from that
interview the costumer is expecting. All these questions made his business to be
prospering and to grow as he wanted. The author knew that people like to make business, but
they also like that some questions to remain without answers. In his book Bettger gives six
things that salesmen should learned to approach the question method. The most important is
“Enables you to help the other fellow recognize what he wants. Then you can help him decide
how to get it.” (62)
Equally important from Bettger’s experience is to remember names and faces in many
cases. The best way to memorize these is to remember three words: impression, repetition,
and association. He is convinced that if a salesperson memorize these things will be much
easy to remember names and faces avoiding the salesman to talk too much. Impression is to
get a clear interest in someone’s name and if is hard to be memorized do not be afraid to ask
the person again. Repetition is when having a conversation with somebody that person’s name
is repeated at short intervals to make sure the brain is going to catch it. Association is when a
face is associated with a picture or with the person’s business. Sincerity and honesty make
a businessman to be believed and to increase his reputation. “If you want to be welcome
everywhere, give every living soul you meet a smile, from down deep inside.” (128)
Again Bettger shows that costumers are the main point to make a sale; sometimes just
using the business card can make the business to prosper. If a salesman is remember and is
calling a costumer after a wile is a good way to make that man to do not forget the new
business that he made. Many costumers like to share their happiness and success in business
with other friends or neighbors; they will not forget, and they will tell to the other people
about their new friend and about what he did for them. “New costumers are the best source of
new business…new costumers.” (164)
Similarly important is to be self-organized; making appointments and keeping them in
a note book makes a salesman to be more organized and to have everything in the right place.
The time is very important in this business, not only for the salesman but especially for the
costumers. Many businesspeople are too busy to accept a strange visitor without to have an
appointment and without to know what it his business about. Bettger’s suggestion is to make
appointments with a week before, to make sure a confirmation will be received in the
meantime. The author said that the following rule is good to memorize “First, sell the
appointment, second, sell your product.” (144)
Otherwise Bettger became a good salesman after he had reading The
Autobiography of Benjamin Franklin. This book was his inspiration to act with enthusiasm,
to be confident, to remember names and faces, to be self-organized, and to not forget his
costumers. All those people who not have success in their work should read Bettger’s book;
he relates everything they need, not only how to succeed but more than that how to not be
afraid to fail when a sail does not work. To be a salesman is not easy it just needs enthusiasm
and power to succeed in this business. Bettger said “take one thing at a time, and give a
week’s strict attention to that one thing; leaving all the others to their ordinary chance.” (191)
6 of 7 people found the following review helpful:
5.0 out of 5 stars If your in Sales…..,April 28, 2005
This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
This book is a must.
There is a reason why this book has over 40 reviews and has 5 stars on every review.
Its changed my life.
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3 of 3 people found the following review helpful:
5.0 out of 5 stars Required Reading! Will Revivify Your interest in Sales,March 13, 2007
This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
I picked this up yesterday at a bookstore locally after reading the reviews here on amazon. I’m half way through the book and at an non-intimidating 191 pages you should be too. I’m soon going into Insurance Sales after being in retail sales for nearly 10 years. I believe This to be an excellent primer for those new to Sales or have been absent from the industry for years.
Especially for those interested in Insurance Sales this is a great book,One of few in such a large sales niche. I mean look in your local yellowpages under insurance Hundreds maybe thousands of companies or locations but so few books on the business/sales side of things whereas there are many more for the consumer/client side of insurance. I’m not saying this is just for insurance people but it is excellent for them.
plus who could beat the price for a used copy on amazon.
Also, The legendary Dale Carnegie had a large role in getting this published. If you have no skill in selling/sales and you are just starting out get this book before any others. If you need a refresher on sales, get this book. I’ve spent tons of money on all kinds of sales & marketing type books and often times feel ripped off even if I bought a book used on amazon. Because so many are repeats of old info with tons of new filler & fluff. this book is light on filler & fluff which is great for most of us because we don’t have the time to sort usable info from junk filler info.
I know I hate long winded or repetitive(600 pages of the same basic plan stated over & over) books because they cost me money & time. this book is small, to the point and filler free. Just how I like them.
The following one star review is it’s own comentary
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0 of 16 people found the following review helpful:
1.0 out of 5 stars Why did I waste my time?,December 19, 2010
This review is from: How I Raised Myself from Failure to Success in Selling (Paperback)
This was an impulse buy. I was told by my colleages that if I wanted to sell great, then this was the book to do that. I have rad this book and I am still not selling.
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