Books of Note - January 2003

Tipping Point How I Raised Myself From Failure to Success in Selling

By Frank Bettger

Frank Bettger wrote How I Raised Myself…to explain the methods that took him from being a failure to one of the highest paid salesmen in America. Filled with instructive examples and step-by-step guidelines on how to develop the style, spirit, and techniques of a first-rate sales-person, How I Raised Myself… is an inspiration to anyone in the business of selling.

Bettger’s keen insights include: The power of enthusiasm; how to conquer fear; the key word for turning a skeptical client into an enthusiastic buyer; the quickest way to win confidence; how to deliver a winning sales talk; seven golden rules for closing a sale.

And here’s a testimony to the power of partnership: this classic exists only because Bettger’s friend and colleague Dale Carnegie insisted that he commit his discoveries to paper. (Thanks, Dale!)

Paperback, 192 pages, (prices vary); Simon & Schuster,1992.


Tipping Point

Dare to Change Your Job and Your Life

By Carole Kanchier

Ph.D. Jim Rohn says, “It’s not what happens to you, but how you respond.” Carole Kanchier, Ph.D, offers more specific advice. She says, “The choice is yours. You can complain or you can change.” As a self-evaluation she suggests:

• Redefine success: Maintain harmony between who you are and what you do. Consider that job satisfaction may be more important than money or position.

• Know yourself and what you want: Identify your mission in life. Modify goals as you learn more about yourself. Are you growing or standing still?

• Take career control: Think of building a career rather than applying for a job. Develop a habit of lifelong learning and self-improvement. Network.

• Enhance creativity: Trust and value intuition. Learn to relax and have fun.

• Think positively: Learn to say, “I can” rather than “I can’t.” View setbacks as a learning experience. Listen to motivational tapes. Read inspirational books. Associate with positive people. Begin and end each day with positive thoughts.

• Develop resilience: Balance fear of change with commitment. Put on the blinders. Get tough. Break goals into small success steps. Dr. Kanchier sounds like she would be a great network marketer!

Paperback, 325 pages, $16.95; Jist Works.