From Failure To Success In Selling

Frank Bettger who wrote “How I Raised Myself From Failure To Success In Selling” went from starvation to doing well selling life insurance.

His story is a classic dating back from the early 1930’s.

He did what modern folks call “Sales Cycle Optimization” but he didn’t have that fancy name for it.

Instead he kept a journal.

He noted that when doing a presentation, most of the time his sales were completed on the first call.

People who said “Check back with me…” rarely changed their minds.

So instead of making multiple calls, he’d give them his best presentation and move on to new prospects and wait to check back with the “no’s” when they were more likely to buy.

The book’s still worth reading.

Here’s a link to Stephen Pierce on the same topic.