How I Raised Myself from Failure to Success in Selling

Frank Bettger

How I Raised Myself from Failure to Success in Selling



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How I Raised Myself from Failure to Success is an evergreen sales manual. The advice and techniques offered in this book come from the direct experience of the author, Frank Bettger, who published it for the first time in 1954. Over the years, his book has helped millions of people achieve success in the sales world. As the book states, the abilities of a salesperson are skills that are acquired with time, experience, drive and tenacity. Written in straightforward language and with profound enthusiasm, this book is a great step by step guide on how to master the various aspects of selling, such as how to behave and dress professionally and how to speak in public. The most extraordinary thing about the book, however, is that Bettger’s advice can be adapted to many different situations, and his suggestions are relevant to everyone.

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Analysis and key concepts


The extraordinary story of Frank Bettger


Enthusiasm is an essential quality that every human being should have


Success begins with clever use of the telephone to book appointments


The importance of a detailed client list from which to extrapolate interesting data


The art of asking questions and listening to close the deal


To deserve and maintain a client’s trust it is important to show that we are honest


Feedback helps to improve self-esteem and testimonials help to convince other clients


Dazzle the client: with your suit, your smile and your memory


The essential 13 subjects: Benjamin Franklin and Frank Bettger’s method




Take-home message

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Many useful tips to:

  • Discover the story of Frank Bettger, a man who came from nothing to become one of the best insurance salesmen ever.
  • Understand how to become a brilliant salesperson.
  • Learn and develop the best sales techniques with tenacity and consistency.
  • Improve your communication skills by putting simple daily exercises into practice.

Frank Bettger is known as one of the best life insurance salesmen of all time, but it was actually the publishing of his book How I Raised Myself from Failure to Success in Selling that made him famous. Published for the first time in 1954, he helped millions of people become successful in sales. Bettger is considered an able coach and an important role model for the techniques he applied to his work. In fact, in his book, he shares the discoveries that helped him become respected in his field, and to this end, he reveals the techniques that anyone interested in self-improvement can put into practice for themselves.

Publishing house:







‎ 978-0671794378