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Your Brain on Food How Chemicals Control Your Thoughts and Feelings Gary L. Wenk, PhD Departments of Psychology and Neur. by Frank Bettger. ·. ··11, Ratings. A business classic endorsed by Dale Carnegie, How I Raised Myself from Failure to Success in Selling is for. of chapters from Frank Bettger's book: 'How I Raised Myself. From Failure to Success,' published by Prentice-Hall, Inc. By Frank Bettger. SHORTLY AFTER I.
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resourceone.info - Ebook download as PDF File .pdf) or read book online. Frank Bettger wrote one of the best book on selling ever! It's called How I Raised Related Links: Ben Franklin's Thirteen Virtues Chart (pdf). Dr. Norman Vincent Peale This book has helped me immeasurably, How I Raised Myself From Failure by [Bettger, Frank]. Audible How I Raised Myself from .
Bettger told the manager: "I'm just trying to hide my nervousness. That's not working.
How I Raised Myself From Failure to Success in Selling
Louis, until his baseball career was cut short by an arm injury. Please help improve this section by adding citations to reliable sources. Unsourced material may be challenged and removed.
May Learn how and when to remove this template message After his brief baseball career, Bettger returned to his native Philadelphia, where he started collecting accounts for a furniture store on a bike. During a moment of reflection, he remembered what his baseball manager told him about his lack of enthusiasm. So he made a commitment to himself to start acting enthusiastically in his insurance presentations. My first day in New Haven will always stand out in my memory as a great event in my life.
No one knew me in that league, so I made a resolution that nobody would ever accuse me of being lazy. I made up my mind to establish the reputation of being the most enthusiastic ball player they'd ever seen in the New England League.
I thought if I could establish such a reputation, then I'd have to live up to it. From the minute I appeared on the field, I acted like a man electrified. I acted as though I were alive with a million batteries.
I threw the ball around the diamond so fast and so hard that it almost knocked our infielders' hands apart. Once, apparently trapped, I slid into third base with so much energy and force that the third baseman fumbled the ball and I was able to score an important run.
Yes, it was all a show, an act I was putting on. I wouldn't have been surprised if I had dropped over with a sunstroke the way I ran around the field.
How I Raised Myself From Failure to Success in Selling
Did it work? It worked like magic. Three things happened: 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. Instead of dropping with the heat, I felt better during the game and after it was over than I had ever felt before.
He inspired our boys. They not only won the game, but looked better than at any time this season. I mailed the newspaper clippings to Bert Conn, manager of Johnstown. Can you imagine the expression on his face as he read about "Pep" Bettger, the dub he'd tied a can to three weeks before -- for being lazy? Let me??? I got this stupendous increase in salary not because I could throw a ball better -- or catch or hit better, not because I had any more ability as a ball player.
I didn't know any more about baseball than I did before.
Louis Cardinals and had multiplied my income by thirty times. What did it? Enthusiasm alone did it; nothing but enthusiasm. Two years after that, while playing a game in Chicago against the Chicago Cubs, I had a bad accident.
Picking up a swinging bunt while on a full run, I attempted to throw in the opposite direction. Something snapped in my arm. That accident forced me to give up baseball.
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This seemed like a great tragedy to me at the time, but I now look back on it as one of the most fortunate events of my life. I returned home, and for the next two years made my living riding around the streets of Philadelphia on a bicycle.
I was a collector for an installmeat furniture concern; one dollar down and the balance in "uneasy" weekly payments, After two dismal years of collecting installments, I decided to try selling insurance with the Fidelity Mutual Life Insurance Company.
The next ten months were the longest and most disheartening months of my life.
A dismal failure at selling life insurance, I finally concluded that I was never cut out to be a salesman, and began answering want ads for a job as a shipping clerk. I realized, however, that no matter what work I tried to do, I had to overcome a strange fear-complex that possessed me, so I joined one of Dale Carnegie's courses in public speaking.
One night, Mr.
Carnegie stopped me in the middle of a talk. Bettger," he said. Are you interested in what you are saying?
Carnegie, "why don't you talk with a little enthusiasm? How do you expect your audience to be interested if you don't put some life and animation into what you say?
He got so excited during his Talk, he threw a chair up against the wall and broke off one of its legs. Before I went to bed that night, I sat for an hour thinking.
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My thoughts went back to my baseball days at Johnstown and New Haven. For the first time, I realized that the very fault which had threatened to wreck my career in baseball was now threatening to wreck my career as a salesman. Find out what the buyer wants, then help him find the best way to get it 6.
Show the buyer what he wants 7. Cultivate the art of asking questions 8. Find the key issue,the most vulnerable point, then stick to it.
Use the word, "Why? Find out the REAL objection Be a good listener III. Deserve confidence by showing and expecting it Know your business and keep on knowing it Praise your competitors! Bring your witnesses: telephone, letters Ask, "How did you get in business?
Your First Name. Explain the fact! I mailed the newspaper clippings to Bert Conn, manager of Johnstown. One night, Mr. He found that repeating it helped him generate enthusiasm for the day.
During my thirty-two years of selling, I have seen enthusiasm double and treble the income of dozens of salesmen, and I have seen the lack of it cause hundreds of salesmen to fail.
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