Aug
23

Frank Bettger Can Teach Us A Lot

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Why you should Read this book no matter what your work: If you would like to read one of the best books on salesmanship ever written, read Frank Bettger‘s book, How I Raised Myself From Failure To Success In Selling. This book was first published in 1949, but the practical advice about human interaction and self management has never been explained better. His simple plan of work preceded all the popular tools such as day timers, computers and blackberries that sales people use today.
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Reading Bettger’s book in its down to earth style will make you feel as if you knew the man.

If your desire is to become an expert at human relations, whether as a sales professional or a top performer in another field, you will profit from reading this book. Bettger attended the university of hard knocks which means he was self-taught. He said that the book recalls his stumbles and mistakes on the way to becoming successful. Reading this book will help you avoid the mistakes he made.
In this book you will find many ideas that are applicable in today’s work world.
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One area that especially impressed me is Bettger’s detailing in chapter four of his self designed way of getting organized. As mentioned above this was written and experienced long before the great tools we have today. The main point here is simply get organized to do our jobs. Like Bettger, if we do not know what we did yesterday and last week and what worked then how will we plan next week? Bettger found that by setting aside a day each week to evaluate that week’s results, make plans and prepare future presentations, he could accomplish much more. Having this track to run on greatly improved his productivity.

If we follow the principles laid out in this book we can turn most of life’s challenges into success stories or at least success lessons. A wise person said ” I have learned more from my mistakes than I ever did from my successes.”

Frank Bettger’s Secrets to Sales Success
1. Set activity goals and stay with them.
2. Track your activity and keep records
3. Examine your performances and improve them
4. Know your sales process !
5. On- going study to improve your knowledge

BOOK CONTENTS

PART 1

THESE IDEAS LIFTED ME OUT OF THE RANKS OF FAILURE
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

PART 2

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

PART 3

SIX WAYS TO WIN AND HOLD THE CONFIDENCE OF OTHERS

14. The Biggest Lesson I Ever Learned About Creating Confidence. A Valuable Lesson I Learned About Creating Confidence From a Great Physician
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

PART 4

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

PART 5

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

PART 6
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 Mefrank bettgerfrank bettger

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

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May
12

Give Life Your Enthusiatic Best

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Frank Bettger Known For Enthusiasm

Give Life Your Enthusiatic Best
April 16, 2010 by drcaliandro
June 2003 Sermon – Marble Collegiate Church
Philippians 4:10-13

Will you agree with me when I say that without enthusiasm there is very little progress? Enthusiasm makes the difference. It gives a person the edge that can make the ordinary into something extraordinary.

When I was a very young minister, a friend gave me a book written in the mid 1940s. It’s called How I Raised Myself from Failure to Success in Selling, by Frank Bettger, who was a baseball player.

The book opens with a story I have never forgotten. Frank Bettger was playing for a minor league team in Johnstown, Pennsylvania. He described himself as young, and very ambitious, wanting to get to the top.
frank bettgerfrank bettger

Then one day he had the surprise of his life. He got fired. Frank Bettger asked the manager why he had been fired. Later he realized that if he hadn’t asked the manager why he had been fired his life would have been very, very different.
The manager said he fired Frank Bettger because he was lazy.
Frank Bettger was taken aback. “I’m not lazy.”
“You sure acted lazy. You were going around that field like a twenty-year vet, retired and worn out. Why are you doing this?”
Frank Bettger said, “Well, I’m nervous and I’m afraid, and a way for me to hide my nervousness and fear is to be nonchalant, taking it easy.”
“That’s never going to work for you. That’s going to hold you down,” the manager said. “In your next job you’ve got to wake yourself up and put enthusiasm into your work.”

A few days later Frank Bettger got a job playing for a team in New Haven, Connecticut. When he got there he resolved that never again would anybody say he was lazy. He would be the most enthusiastic player on that team.
From the moment he hit that field he was throwing the ball with such force that it burned the hands of the players who caught it. In that very first game he stole third base, slid in so hard that he knocked the ball out of the third-baseman’s hand, ran around and scored the winning run. And the next day the New Haven paper said, “The new player, Bettger, is a barrel of enthusiasm.” And then they gave Frank Bettger a nickname– Pep Bettger. And you know what he did? He cut the article out of the paper and he sent it to the old manager.

Frank Bettger kept going, and eventually made it to play third base for the St. Louis Cardinals.
Unfortunately, his career was cut short because of a severe injury to his arm. But he had brought enthusiasm into his life.
This is what he wrote about his experience:
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. Don’t hold it back. Turn it on. Let your nerves work for you.)
My enthusiasm affected the other players on the team, and they too became enthusiastic.
Enthusiasm made the difference in this man’s life.

If you look at the word enthusiasm, you will find that it is one of the more sophisticated theological words, but you may have never thought about it in that way. It comes from the Greek word entheos. Theos means God. Enthusiasm literally means God within. I like to think of it as God in you and released through you.

A great example of this kind of enthusiasm in Christian history comes from the Apostle Paul. You know that his life before his conversion was a mess. He was negative and he was hateful, destructive and unhappy. He was a persecutor of the early Christians. Then one day, when Paul was on his way to Damascus to arrest Christians, he had a vision where Jesus came into his life and confronted Paul about what he was doing. And when that happened Paul’s life became filled up, it became empowered. He had joy. He was so excited about what had happened to him that he spent the rest of his life telling the story: This is what Jesus can do in your life.

He was a brilliant organizer, and he put his newfound enthusiasm to work. He organized churches, and established the church in Rome. So we can thank St. Paul and his enthusiasm for Jesus Christ and what Christ had done in his life, for our being at church.
In one of my favorite verses in the Scriptures, Paul talks about how, with Jesus, he can handle any situation, he can deal with anything that happens:
I know what it is like to have little, and I know what it is to have plenty. In any and all circumstances, I have learned the secret of being well-fed and of going hungry, of having plenty and of being in need. I can do all things through Him that strengthens me.
That’s not theoretical. That is real. Paul let Jesus inspire him with enthusiasm for his life.
And then, in one of his letters to the Corinthians, he said, and I’m paraphrasing: “We get back from life what we give to it. You give a lot, you get back a lot. You give a little, you get a little. Those who sow sparingly, reap sparingly. Those who sow bountifully, reap bountifully.”

Then he said, “God loves a cheerful giver.” You know the difference it makes when you are excited about something, when you give with exuberance and excitement and enthusiasm, what a difference it makes?
Paul also wrote two letters to his protégé Timothy. He must have suspected that something was missing in Timothy’s life. He wrote, “I know that you have a sincere faith, Timothy. Stir up, rekindle the gift of God that is in you. Release the gift of God that is in you. Let it go. For we were not given the spirit of timidity, or cowardice. We were given the spirit of power and of love and of self-discipline.”

God’s power, released, is the same as enthusiasm for life.
Jesus was talking about enthusiasm in one of the great statements in the Scripture and the most comforting and encouraging that we hear. It’s in the gospel of John, where He said, “I have come that you might have life and have it in all of its fullness.” That’s Jesus’ gift to us, getting God in us.

There was that wonderful story of the man at the Pool at Bethesda – you know the story. This pool had waters which from time to time would be stirred. People believed an angel stirred the water, and that the first one into the water would be healed of whatever malady they might have. And so, naturally, people swarmed around this pool.
There was a man there – we don’t know what his handicap or illness was – but he had been there for a long time. Early on he had become discouraged because he could never get into the water first, and so he sort of relegated himself to the back row and sat there thirty-eight years.
Jesus appeared on the scene. My sense is that Jesus was looking that day for the most difficult case, and this was a most difficult case, because this man had gone into an I-can’t mode. He had identified himself as a victim. Any time we declare ourselves victims, we lose our power. We weaken ourselves.
This is one of my favorite stories in the Bible. I imagine Jesus standing sternly before the little man lying on his pallet, asking him repeatedly, “Do you want to be well?” while the man made excuses for his inability to help himself, until after repeated challenges he was able to say, with strength, “Yes, I want to be well.” Then Jesus told him, “Take up your bed and walk.” And the man was infused with enthusiasm for his life, and took control of his life again, and was healed.
We might all take a lesson from this man’s experience.

Try being enthusiastic, even if you don’t feel it. You may surprise yourself. You know, sometimes we have selective enthusiasm. There are times we look forward to– a weekend, a vacation, going to a party — and we save all our enthusiasm for those occasions. The rest of the time we’re apathetic. Try putting enthusiasm into your whole life, so you’re enthusiastic about it. If you do that, what’s going to happen? You may fall on your face, or you may annoy some people who don’t particularly enjoy enthusiasm. But you have to take that risk.

One of the most enthusiastic people I know is Bob Marty, our director of television. He’s done a number of PBS broadcasts on Victor Borge, Dr. Andrew Weill and a number of well-known people, yet every Sunday he’s still directing our television show. Bob Marty is one of the most enthusiastic people I know. In the years that I’ve known him, I’ve known him to walk through the valley. He’s had some difficulty and he has, like all of us, a level of pain behind the front. Yet every single time I see him, he is enthusiastic about life and embraces new experiences and ideas. I want to thank Bob, because he shares his enthusiasm and inspires me.

Not long ago we had a memorial service for a man named Kyle Rote. Kyle was a long-time member, living the last years of his life in the state of Maryland.
Kyle was a football player, an all-American for Southern Methodist University. After graduation he played a number of years for the New York Giants, and he was respected, beloved and very talented.
But the biggest game of his life happened in 1949. It was the last game of the season– the Cotton Bowl — a very big game in college football. SMU was playing Notre Dame, who had not lost a game in four years. Kyle was the star of the game. He ran for 115 yards. He passed for 145 yards. He punted the ball several times, averaging 48 yards a punt. He scored three touchdowns, kicked two extra points. He was the offense for Southern Methodist. In the end, however, Notre Dame won the game, 27 to 20.
At the same time, a twelve-year-old boy named Warner Wolf, who is now the CBS sports person in New York, was listening to this game. He said later, “What I remember was the excitement and enthusiasm of this game, and when the game was over, the real story was Kyle Rote.” Wolf went on to say, “This influenced my career because what I learned as a sportscaster is you don’t have to win. It’s what you put in to the game that you play.” It’s your enthusiasm that counts.
And then, twenty-five years later, Dr. Theodore Hesburgh, the president of Notre Dame at the time, invited Kyle to South Bend, Indiana, to receive a special award. His performance that day in 1949 had so inspired them that they made him an honorary member of the Notre Dame team. They saluted him as “a great athlete, an outstanding opponent, and a true gentleman.” A beautiful thing happened because someone gave his enthusiastic best.

I’d like to read some excerpts from a poem someone sent me. Please take this to heart. It was written by a woman named Nadine Stair when she was eighty-five years old.
I’d dare to make more mistakes next time.
I’d relax. I would limber up.
I would be sillier than I have been this trip.
I would take fewer things seriously.
I would take more chances.
I would take more trips.
I would climb more mountains
and swim more rivers.
I would perhaps have more actual troubles
but I’d have fewer imaginary ones…
If I had my life to live over, I would start going barefoot earlier in the spring and stay that way later in the fall.
I would go to more dances.
I would ride more merry-go-rounds.
I would pick more daisies.
And I’m adding the last line:
I would be more enthusiastic.
Let us pray.
For the gift of life, for the gift of Spirit that You give us, O Lord, we give You thanks. Help us to have the courage to be enthusiastic about who we are and the gift of life that You have given us. We ask this in Jesus’ name, AMEN.
Reprinted by permission

Note: Frank Bettger Taught Sunday School at his church in Philadelphia for 20 years

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Mar
24

Abject Failure to Astounding Success

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The book: How I raised Myself From Failure To Success In Selling
by Frank BettgerCame ot of the following experiences

Frank Bettger was a frightened young father with no salable skills and a lot of debt in the middle of a recession.

He had quit his job as a bicycle riding bill collector in hopes of getting a higher paying job. He got a job as a straight commission insurance salesman; he failed and was fired at that and was trying to get a job as a shipping frank bettgerclerk. In his own words he was in the depths of despair. He went by his old insurance agency office to pick up a few personal items. While cleaning out his desk he overheard a statement that turned his life around.

From there Frank Bettger made a decision that he would make a go of the sales profession.

He begged his boss for a second chance which he received. He began to work very hard at it. To supplement his earnings, he took a part time job as coach of the Swarthmore College baseball team. The only skill Frank Bettger had at that point in his life was baseball having played pro-ball for several years before his “glass arm” took him out. In a game between his St. Louis Cardinals and the Chicago Cubs he made a throw that ruined his arm. At his lowest point Frank, knowing that he needed to improve on his sixth grade education paid a visit to the education director of the Philadelphia Y.M.C.A. After telling him about his difficulties, Frank was taken down the hall to the public speaking class, where he met the soon to be famous Dale Carnegie.

Frank Bettger’s story is about his rise from that pitiful debt ridden state of failure at age 29 to a successful 41 year old super salesman living on a country estate.

He became not only a success as a salesperson and a much in demand platform speaker but also a founding father with Dale Carnegie of business training seminars. The two traveled all over America on a six months’ coast-to-coast lecture tour. On this tour they addressed audiences of several hundred people five nights every week. People were anxious to improve themselves and their ability to handle and deal with others. Attendees were in varied occupations including stenographers, teachers, executives, homemakers, attorneys, salesmen.Frank Bettger continued for the remainder of his life to make inspirational speeches to people from all walks of life. We have a rare recording of one of these talks that is entertaining as well as motivational.Get the details here!http://fridayswithfrankbettger.com/

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Mar
21

The Frank Bettger Way

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I have been a student of Frank Bettger for over 30 years.

To quote Dale Carnegie “…when I met him he was 29 years of age, trying to sell life insurance, and was a total failure as a salesman. Yet during the next twelve years, he made enough money to purchase a seventy-thousand-dollar country estate,($75,000.00 in 1941 had about the same buying power as $1,148,664.89 in 2010. Annual inflation over this period was about 4.03%). and could have retired at forty. I know. I saw it happen. I saw him rise from a total failure to frank bettgerone of the most successful and highest paid salesmen in America. In fact, I persuaded him to join me a few years ago and tell his story in a series of one-week schools I was giving under the auspices of the United States Junior Chamber of Commerce, on “Leadership Training, Human Relations and Salesmanship.” How I raised myselffrank bettger

The thing that has impressed me more with his teachings than all the other great self development books I’ve read over the years, and I have read most of the big ones, is this: Frank Bettger’s teachings are so easy to apply to everyday life and work. This lifelong Presbyterian Sunday School teacher never talks about slick closes and high pressure tactics but the kind of business practices that will make your customers and prospects lifelong friends. I applied these to my work and the principles never failed me.

What will we do with our opportunities in nest 12 months?

Frank Bettger began his sales career during the worst economic times the United States ever faced yet he became a tremendous success. On a personal note, I have looked over my 30 plus year sales and product development career and the economic climate ups and downs and I found something interesting: some of my most productive years came during those times when the media and the economic statistics said times were bad for business. Truth is I was so busy doing my job I had little time to notice the reports.

It has always been interesting to me to see the history of all the great companies that started up or thrived during the Great Depression era and are still doing well today. Even during the Great Depression, Radio Flyer produced up to 1,500 wagons a day. The automobile business must have done well -look at all the 30s vintage cars that are still available today.

So our challenge is to use the great principle promoted by the father of modern psychology, William James and subscribed to by Frank Bettger, Napoleon Hill, Clement Stone, Dale Carnegie and Earl Nightingale: “Act As If” If we act like we expect to do well and put our belief behind it,2010 will be our best year yet.

The following poem by Herbert Kauffman made such an impact on him that Frank Bettger says he passed out hundreds of copies of this life changing poem.

Victory

You are the one who used to boast
That you’d achieve the uttermost
some day.

You merely wished a show,
To demonstrate how much you know
And prove the distance you can go…

Another year we’ve just passed through.
What new ideas came to you?
How many big things did you do?

Time… left twelve fresh months in your care
How many of them did you share
With opportunity and dare
Again where you so often missed?

We do not find you on the list of Makers Good.
Explain the fact!
Ah no ’twas not the chance you lacked!
As usual — you failed to act!

If you have read How I Raised Myself from Failure to Success in Selling, you will find that the recording soon to be offered on our web site Fridays with Frank Bettger.com is a concise digest of the book plus the bonus of additional material not included in the book. If you have not read this book you will still enjoy this inspirational, motivational material. Get and read the Frank Bettger Classicsfrank bettger learn more at http://fridayswithfrankbettger.com/

Victory youtube Video

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Mar
21

Success Secrets Frank Bettger Revealed

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Frank Bettger‘s Bookfrank bettger Kindle Edition you can now read kindle books on your PDA or computer!

Success Secrets Frank Bettger Revealed

By Wayland Royce  Wayland Royce
Level: Basic PLUS

Frank Bettger‘s best seller book from 1947 How I raised Myself From Failure To Success In Selling was a best seller for one two reasons. First, it was wrapped around baseball he related his lessons to the most popular entertainment in America in the post WWII pre-television era. Baseball at the time had heroes like Ted Williams, Joe DiMaggio, Yogi Berra, Stan Musial, Jackie Robinson and Warren Spahn. Bettger related his lessons to legends like Christy Matheson, Roger Bresnahan and Miller Huggins.

frank bettgerThe second reason people liked the Frank Bettger book was it made success seem possible.

The average person could relate to Frank Bettger’s stories and could see how these tips and techniques could apply to their everyday tasks and solve the problems they were having dealing with that were holding them back.

He had proof that the methods he recommended worked; they had carried a guy with a sixth grade education and few skills from broke to rich. People in that postwar era were no different from today in their desire to achieve the American dream of success and job satisfaction.

Frank Bettger laid out step by step how to become successful by following the ideas which he attributed his achievement.

Some of the chapter titles give hints to the secrets he revealed:

Chapter 1: How One Idea Multiplied My Income and Happiness

Chapter 5: How I Learned the Most Important Secret of Salesmanship

Chapter 10: How I learned to Find the Most Important Reason Why a Man should Buy

Chapter 11: The Most Important Word I have Found in Selling has only 3 Letters

Chapter 16: the Quickest Way I Ever Discovered to Win Confidence

Chapter 23: The Biggest Reason Why Salesmen Lose Business

Chapter 27: How I Learned to Outsmart Secretaries and Switchboard Operators

Chapter 29: How to Let the Customers Help You Make a Sale

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

Chapter 31: Seven Rules I Use in Closing the Sale

With titles like those what aspiring salesperson could resist reading his book? The recommendations from Dale Carnegie and Dr. Norman Vincent Peale, famous in their own right for their teaching on success, also helped the book’s popularity. How I Raised Myself From Failure to Success in Selling quickly became a best seller and was translated into nine foreign language editions and continues to sell very well today. All of the sales trainers who came later stand on Bettger’s shoulders.

Frank Bettger was the first giant in the sales training field. His teachings meant much to me as a young salesman years ago. learn more at http://fridayswithfrankbettger.com/ Franks eventual dedication of one day a week as planning day gave rise to our site title. Frank Bettgerr Revealed

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Article Submitted On: September 01, 2009

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