How I Raised Myself from Failure to Success in Selling如何成为行销高手 下载 pdf 电子版 epub 免费 txt 2025

A business classic, How I Raised Myself from Failure to Success in Selling is for anyone whose job it is to sell. 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. What are the selling secrets that turned Bettger's life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America?

The answer is inside How I Raised Myself from Failure to Success in Selling. 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. No matter what you sell, you will be more efficient and profitable -- and more valuable to your company -- when you apply Bettger's keen insights on:

• The power of enthusiasm

• How to conquer fear

• The key word for turning a skeptical client into an enthusiastic buyer

• The quickest way to win confidence

• Seven golden rules for closing a sale

媒体推荐

Dale Carnegie How I Raised Myself from Failure to Success in Selling will be helping salesmen, regardless of whether they are selling insurance, or shoes, or ships, or sealing wax, long after Frank Bettger has passed away. -- Review

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

Frank Bettger was the author of the best sellers How I Multiplied My Income and Happiness in Selling.

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书籍介绍

A business classic, How I Raised Myself from Failure to Success in Selling is for anyone whose job it is to sell. 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. What are the selling secrets that turned Bettger's life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America?

The answer is inside How I Raised Myself from Failure to Success in Selling. 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. No matter what you sell, you will be more efficient and profitable -- and more valuable to your company -- when you apply Bettger's keen insights on:

• The power of enthusiasm

• How to conquer fear

• The key word for turning a skeptical client into an enthusiastic buyer

• The quickest way to win confidence

• Seven golden rules for closing a sale

• 作者：Annieangel 发布时间：2015-10-06 07:24:37

  今年重读一次又更有“生活里真是这样的呢”的感受，接sales的电话通常会觉得“真是没礼貌，也一点没有sales skills”。越长大越觉得sales其实是礼貌，说实话，做解决方案的过程，最重要一点，是想到办法get things done的决心。

• 作者：橙汁 发布时间：2024-01-09 22:47:55

  这一版翻译的勉强还行吧，存在一些错翻译和错数据，还是得对照着原书看，不过因为原书中也存在一些数据上和标号索引上的错误，所以就不对此中文翻译版苛责了。书的内容还是算有些营养的。

• 作者：Lucia 发布时间：2018-07-16 12:13:12

  每一章都是『改变我的人生』『最重要的事情』『第一要义』，看看就看不进去了，有个重点好不好

• 作者：Easypour Spout 发布时间：2024-03-12 12:25:20

  part 5及之后的章节写的实在不咋样，其他还是蛮不错的。修炼个人的软实力应该也很有意思吧。

• 作者：宝宝TWO 发布时间：2024-02-06 15:40:25

  很多书都经不起时间的考验，就像很多科幻片一样，但是这本书就和卡耐基的书一样，永远值得

• 作者：糖醋小熊 发布时间：2010-10-16 02:00:16

  销售必读

• 难得的一本销售实用性书

  作者：妞儿-心理咨询 发布时间：2011-02-17 00:02:27

• 成功销售关键词

  作者：米多多咸鱼酱~ 发布时间：2014-09-21 18:46:29

  开篇第一讲就是热情。所以，书中随处可见作者的热情洋溢。读起书来就觉得是一个乐观开朗的销售员在讲述自己的成长道路。有艰难有险阻，如何克服如何解决。把销售这个从无到有的过程捋顺讲透。克服恐惧，保持热情，挖掘需求，记住名字。“反复练习，直到你爱上它”。

  很多细节的提醒最为可贵。

  1、强迫自己表现出热情，那么你就会热情起来。

  2、销售这行说到底就是一件事——见人。如果一个能力平平的人每天向四五个人认真地销售他的产品，我断定他一定会成功。沃尔特来玛托尔伯特

  3、销售的最大诀窍在于弄清楚人们的需求，并用最好的方法帮助他们实现这种需求。

  4、记住向表达的所有要点。谈论要点时逻辑清晰。言简意赅并抓住关键问题。

  5、只有两种基本心态可促使人们行动，意识期望获得，二是害怕失去。

  6、把“我或我们”改成“您或您的”。在面谈中多用“您”。

  7、当别人认为你的想法存在错误时，我从不唐突地否定别人或是立即说出别人观点中的荒谬之处，而是告诉他在某些特定的情况下他可能是对的，但在当前，情况开起来有些不同。

  8、最关键的问题。什么是本质需求？什么是主要的兴趣点，问题的突破口？

  9、一个人通常会因为两种理由做一件事——一个是冠冕堂皇的，一个是真实的。皮尔庞特摩根

  10、“除了这一点意外……”

  11、对别人所说的话题表现出真诚的兴趣，并给予他们热切的关注和赞赏。

  12、受人欢迎的捷径就是借出你的耳朵而不是嘴巴，你必须说：好极了！再给我多讲讲！多萝西迪克斯

  13、记下所有信息：他的出生地，他妻子的名字，孩子的名字，他的理想和爱好，将这些内容做成卡片。

  14、微笑地叫对方的名字，比一些普通的寒暄之词“早上好，你好”的效果更好。

  15、正确记住别人的名字。没有人会因为你对他的名字感兴趣而不高兴。

  16、当你发觉到自己的害怕情绪时，要勇于承认。

  17、反复练习，直到你爱上它。

  18、一半以上的购买者会受到朋友或亲戚购买行为的影响。

  19、联系他人介绍的新客户的最佳时机是什么？越快越好。

  20、成功交易的四步骤。

  引起注意，抓住兴趣，激发愿望，达成交易。

  21、勇气并不是无所畏惧，而是征服畏惧。

  22、人们都会喜欢一个敢于面对的输家，二鄙视每一个放弃的人。

  23、怀疑是叛徒，他让我们害怕尝试，使我们失去了可能获得的美好。莎士比亚

  24、本杰明富兰克林13条原则

  克己：食不过饱，饮不过量

  缄默：言必有意，避免闲聊

  秩序：物归其所，事定期限

  决心：当做比作，持之以恒

  节约：当花费才花费，不可浪费

  勤奋：抓紧时间，只做有用的事情，停止所有无谓的行动

  真诚：真诚待人，言行一致

  正义：害人之事不可做，利人之事多履行

  适度：避免极端行为，容忍为上

  干净：身体、衣服和行为都要保持干净

  平静：临危不乱，处变不惊

  节欲：爱惜身体，延年益智

  谦虚：以耶稣和苏格拉底为范

  每周按照其中一条来做，不断重复这个过程。

  25、贝特格13条原则

  拥有热情

  条理

  为他人的利益着想

  提出问题

  发现关键问题

  仔细聆听

  诚恳

  精通业务知识

  赞赏他人

  保持微笑

  牢记名字和面孔

  服务和探索

  达成交易：行动