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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wm-greece.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 .
Force yourself to ACT enthusiastic and you'll become enthusiastic 2. Practice public speaking - club or organization 4. Formula for Success in Selling 5.
Find out what the downloader wants, then help him find This is a book my father read. Find out what the downloader wants, then help him find the best way to get it 6.
Show the downloader 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 Look the part of a professional IV.
Convince them you are their real friend 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.
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.
The decision I made that night was the turning point of my life. That decision was to stay in the insurance business and put the same enthusiasm into selling that I had put into playing baseball when I joined the New Haven team. I shall never forget the first call I made the next day. It was my first "crashing through" session. I made up my mind that I was going to show my prospect the most enthusiastic salesman he'd ever seen in his life.
As I pounded my fist with excitement, I expected every minute to have the man stop me and ask if there was anything wrong with me, but he didn't. At one stage of the interview, I noticed he raised himself to a more erect position and opened his eyes wider, but he never stopped me, except to ask questions. Did he throw me out? No, he bought! This man, Al Emmons, a grain merchant in the Bourse Building, Philadelphia, soon became one of my good friends and best boosters.
From that day on, I began to sell. The Magic of Enthusiasm began to work for me in business, just as it had in baseball.
I would not want to give anybody the impression that I think enthusiasm consists of fist-pounding I know this: When I force myself to act enthusiastic, I soon feel enthusiastic. 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.
I firmly believe enthusiasm is by far the biggest single factor in successful selling. For example, I know a man who is an authority on insurance -- he could even write a book on the subject -- and yet he can't make a decent living selling it.
Largely because of his lack of enthusiasm. I know another salesman who didn't know one-tenth as much about insurance, yet he made a fortune selling it, and retired in twenty years. His name is Stanley Gettis. He now lives in Miami Beach, Florida. The reason for his outstanding success was not knowledge -- it was enthusiasm.
Can you acquire enthusiasm -- or must you be born with it? Certainly you can acquire it! Stanley Gettis acquired it.
He became a human dynamo. Just by forcing himself each day to act enthusiastic. As a part of his plan, Stanley Gettis repeated a poem almost every morning for twenty years. He found that repeating it helped him generate enthusiasm for the day. I found this poem so inspiring that I had it printed on a card and gave away hundreds of them. It was written by Herbert Kauffman and has a good title 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? 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! Why don't you memorize this poem, and repeat it daily. It may do for you what it did for Stanley Gettis. Once I read a statement made by Walter P. I was so impressed by it, I carried it in my pocket for a week. I'll bet I read it over forty times, until I knew it by heart, I wish every salesman would memorize it. Walter Chrysler, when asked to give the secret of success, listed the various qualities, such as ability, capacity, energy, but added that the real secret was enthusiasm.
I like to see men get excited. When they get excited, they get customers excited, and we get business. H you are enthusiastic, your listener is very likely to become enthusiastic, even though you may present your ideas poorly.
Without enthusiasm, your sales talk is about as dead as last year's turkey. Enthusiasm isn't merely an outward expression.
Once you begin to acquire it, enthusiasm works constantly within you. You may be sitting quietly in your home..
It will help you overcome fear, become more successful in business, make more money, enjoy a healthier, richer and happier life. When can you begin? Right now. Just say to yourself, "This is one thing I can do. There is just one rule: To become enthusiastic -- act enthusiastic.
Put this rule into action for thirty days and be prepared to see astonishing results. It may easily revolutionize your entire life. Stand up on your hind legs each morning, and repeat with powerful gestures and all the enuthusiasm you can generate, these words: Force yourself to act enthusiastic, and you'll become enthusiastic!
I urge you to reread many times this chapter by Frank Bettger, and to make a high and holy resolve than you will double the amount of enthusiasm that you have been putting into your work and into your life. If you carry out that resolve, you will probably double your income and double your happiness. About The Author. Frank Bettger. Product Details. Touchstone November Length: Raves and Reviews.