Frank Bettger (1888–1981)

I read this book after I became a Mary Kay consultant, and was surprisingly impressed by the book's simple, yet powerful messages about hard work, people skills, and the importance of attitude and image. Even though I'm not a Mary Kay consultant anymore, this is a book worth keeping. I can see rereading this book and applying its principles to other areas of my life.

Few business books remain useful or in print decades after they were published. This is one of them ("Breakthrough Advertising", "Confessions of an Advertising Man" and "The Effective Executive" also make the list). I enjoyed how the author weaved in his experiences into the book. There is a wealth of excellent sales tips here including a few I put into action (e.g. getting back in touch with past customers).

Rating: 3.5 of 5

Useful ideas, especially with regards to the power of enthusiasm. Important reminders, such as salespeople can't know too much, but they can talk too much. Bettger's story was an inspirational one and I appreciated the numerous examples of failures turned success, not just from his own life but from other highly successful business people.

Only complaint would be the outdated ideology of men-only salesforce. Perhaps that has been updated since my library's 1986 copy.

I read Frank Bettger's book as part of the marketing company I am with. They like to read up on books regularly. This helps clarify some questions sellers may have. Read it over to brush up on how you sell. People forget basic selling skills. "Sign on the dotted line," and hand the prospect/buyer your pen. That gesture makes a difference, handing him the pen to sign. If you want to sell to a busy person, say to him "I know you have busy schedule, I would like to drive you around to where you show more are going Mr. Bettger." Offer them service. show less